Modern Magellans - Chapter 8 - Three Steps to a Sale

Chapter 8 - Three Steps to a Sale

Chapter 8 - Three Steps to a Sale and Back Again

Map 8

Synopsis: There are 3 steps and 2 big decisions to be made before a customer finally decides to buy a specific product. There are 3 steps after the purchase as well. Knowing all of these steps and working to change customer perception of your product, brand, or company will affect the time and difficulty of the purchase decision. The aim of this chapter is to improve your ability to understand what is needed, to be able to sell what is wanted, in a way that works.

Useful Links:

Everett Roger's 5 Steps of the Diffusion of Innovation:

      1. Knowledge
      2. Persuasion
      3. Decision
      4. Implementation
      5. Confirmation

Modern Magellans' Addition

      1. Repeat
      2. Replace
      3. Re-evaluate

One person has commented on this article.

No.1 Branding

Can you name other products that were more successful after they were renamed?

Submitted by Roger Anderson, Administrator • 2007-05-11 10:06:19

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