The second stage of the buyer’s journey entails gathering data and insights about potential options to make an informed purchase decision. It can involve everything from reading reviews and conducting independent online research to speaking with colleagues or industry experts.

The goal of the information search is twofold:

  • to identify potential vendors and products that meet your specific needs
  • to gather enough information about those options to compare them. In other words, you want a pretty good idea of what you’re looking for before you start reaching out to vendors.

Evaluation of Alternatives

At this point of the sales stage, the buyer enters the evaluation of VP Facility Manager Email Lists alternatives. It is when potential buyers compare suppliers and evaluate their options to make the best possible decision for their company.

There are different key factors that influence customer decisions at this stage:

  1. Buyers need to have a clear understanding of their needs and requirements. What do they look for in a product or service? What are their must-haves? Once they have this information, they can start to narrow down their choices and compare alternatives side-by-side.
  2. Cost is also a significant consideration during the evaluation stage. Buyers must find a supplier that meets their needs at a price that fits their budget.
  3. Buyers also need to consider the risks associated with each alternative. What are the potential downsides of each option? What could go wrong?

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Purchasing Decision

In the fourth stage, the purchasing decision, the buyer decides to commit to a vendor and a product or service. This decision is usually made by a committee of stakeholders who weigh the advantages and disadvantages of each alternative before making a final decision.

Post-Purchase Behavior

Once the purchase has been made, the business buyers enter the post-purchase stage. During this stage, the company will evaluate the quality of the product or service and determine whether it meets the expectations.

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