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.