Wednesday, September 14, 2011

When is a Diagnostic Assessment best used in the sales & marketing process?

Diagnostic Assessment Tools are used best during the Discovery phase of the buying cycle, where buyers are exploring which issues they might have, and which should be a priority.
These buyers are struggling with tight budgets and low risk tolerance. For these frugal buyers, it’s easier for buyers to “do-nothing” than to change. Buyers often need proactive help determining what issues are inherent and a priority worth addressing.
Diagnostic assessments are good at helping buyers:

·         Clearly identify and reinforce existing issues they are aware of, but were having a hard time prioritizing,

·         Uncovering new issues of which they might not have been aware.

The Diagnostic Assessment Tools help buyers make the make the case for changing from the status-quo, prioritizing the issues and solution recommendations roadmap.

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