Question: During the consideration stage of the buyer’s journey, what is the buyer considering?
- Different categories of solutions
- Different solution vendors
- Whether they want to make a change
- How much of a priority their current problem should be
Explanation
The consideration stage is when the buyer has clearly defined the problem and begins researching possible approaches. The buyer is not yet focused on selecting a specific provider. In Frictionless Sales, this stage matters because the sales process should match the buyer’s level of readiness. Supporting this stage with helpful guidance reduces friction and prepares the buyer for the decision stage.
Why the other options are incorrect
Solution vendors belongs to the decision stage, when the buyer compares specific providers.
Making a change is too early because the buyer has already recognized the problem before this stage.
Problem priority fits the awareness stage, where the buyer is still clarifying the importance of the issue.
Source for verification
https://academy.hubspot.com/lessons/align-sales-team-with-buyer
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