During the awareness stage, what is your primary role as a salesperson?

During the awareness stage, your primary role as a salesperson is to help the buyer define their goals and challenges. This is a crucial time for the buyer as they are just beginning to recognize a need or problem they want to solve but may not have a clear understanding of what that entails yet. By assisting them in articulating their goals and challenges, you establish yourself as a trusted advisor and guide in their purchasing journey.

In this stage, it's important to focus on the buyer's perspective rather than pushing for a sale. By understanding their specific situation, you can help them identify the problems they need to solve, which ultimately aids them in moving forward to the next stages of the buyer's journey. This approach aligns with the inbound sales methodology, which emphasizes empathy, education, and relationship-building rather than aggressive sales tactics.

Helping buyers define their goals and challenges sets the foundation for more productive conversations in later stages, where discussions about solutions and products will be appropriate as they gain clarity on their situation.