During the advise phase, what action should you avoid?

In the advise phase of the inbound sales process, the focus is on building trust and credibility with the buyer by understanding their needs and helping them make informed decisions. Providing the buyer with case studies can be a valuable part of this process, as it offers real-life examples of how your product or service has successfully solved similar problems for other clients. It illustrates the potential benefits and results, making it easier for the buyer to visualize a successful outcome.

However, asking the buyer directly to make a purchase goes against the spirit of the advise phase. At this stage, it is essential to guide the buyer through their decision-making process without applying pressure. Buyers are often in a contemplative state, weighing their options, and an overt push for them to commit can lead to discomfort and distrust. The goal during this phase is to ensure that the buyer feels supported and understood, not rushed into a transaction. Thus, fostering a collaborative environment where the buyer can consider their options is crucial.