Buyer
"I Am Buying"
Deep dive into The Buyer Stage of The Value Path: Understanding how people make and implement purchase decisions.
~3 minute deep dive into the Buyer stage
Interactive Presentation
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What's Really Happening
The Buyer stage represents a critical transformation where people evolve from interested evaluators into internal champions building conviction for organizational change. They're thinking, "This is the transformation our organization needs—now how do I build a compelling case and get the support required?" People must navigate stakeholder concerns, address implementation questions, and build compelling arguments.
Buyers need tools and support for internal advocacy, not external sales pressure—they're already convinced but must now convince their organization.
Quick Recognition
What They Think
- "This could really transform how we operate, and I need to build a compelling case"
- "How do I get organizational buy-in and support for this transformation?"
What They Feel
- Deep conviction about approach value balanced with organizational responsibility
- Determination to succeed as internal advocate while maintaining credibility
What They Do
- Develop detailed business cases and stakeholder presentation materials
- Engage key stakeholders in evaluation discussions and consensus-building
What Works and What Doesn't
🚩 Red Flags
- External Sales Pressure: Pushing for commitment when they need coalition building time
- Generic Business Cases: Templated ROI instead of context-specific support
- Implementation Pressure: Rushing before organizational readiness
- Stakeholder Bypass: Trying to accelerate by avoiding consensus building
✅ Green Flags
- Advocacy Support Tools: Presentation materials, business case frameworks
- Implementation Planning: Realistic timelines and requirements
- Stakeholder Education: Materials helping key stakeholders understand
- Readiness Assessment: Helping evaluate organizational capacity
The Value Path Approach
- → Create Conditions for Advocacy Success: Provide comprehensive advocacy support tools including presentation templates and business case frameworks.
- → Enable Organizational Consensus Building: Support natural consensus processes rather than pressuring for accelerated decisions.
- → Provide Expert Access: Enable stakeholder questions during internal evaluation.
- → Recognize Authentic Commitment Signals: Watch for resource allocation discussions and implementation timeline development.
Progression Trigger
The shift from "I need to build organizational support" to "We've got commitment and resources—now we need to execute successfully and prove value creation."