The Problem

Your ability to sell your solution at your desired price is highly dependent on how well your offering resonates with the buyers. Buyers have preferences for what they buy, the way they buy, and the way they pay for it. You must understand the wants and needs of your buyers so that you can package and price your solution around it.


The Solution

  • Buyer personas
  • Buying process maps
  • Buyer preferences
  • Buyer value chain analysis
  • Critical success factors


With this phase completed, it is time to move on to Phase 4: Business Objectives and Strategies.