Critical Moments!<\/p>\n
What is the Calculus of Sales (or more accurately, what is the Calculus of Buying)? It is understanding what happens moment by moment in a buyer\u2019s process or journey. How does this understanding help?<\/p>\n
Exploring and analyzing buyers\u2019 sentiment on a moment-by-moment basis should enable us to determine exactly cuando<\/em> they were convinced to buy.<\/p>\n What was the triggering event? Was it a compelling story? Was it seeing a key dashboard or report? A review from a third party? A call to a colleague?<\/p>\n Prior to Newton and Leibniz, people focused on specific events but were unable to connect<\/em> them. The Calculus enabled us to examine motion<\/em> \u2013 what happens entre <\/em>events \u2013 what are the minute transitions?<\/p>\n I wonder if these same ideas can be applied to sales and buying!<\/p>\n Can recordings and transcriptions be analyzed (by AI or whatever) to uncover the very moment<\/em> a buyer makes the decision?<\/p>\n They say that people make rational decisions for emotional reasons. We accept this. But what son<\/em> the specific emotional decisions, when exactly do they take place, and what are the triggers? What are the tells?<\/p>\n What are these Critical Moments?<\/p>\n Are there phrases, gestures, questions, statements, facial expressions or other entities that are indicators that a decision has been made? At that point do we need to move from \u201cselling\u201d to \u201csupporting\u201d?<\/p>\n Perhaps it is a sudden nearly imperceptible expression of excitement, or anticipation, or relief. I believe we can tease these out to understand and characterize Critical Moments!<\/p>\n In \u201cThe Credit Card Story\u201d (a true story related in \u201cSuspending Disbelief\u201d), the prospect CEO gives a clear buying signal when he takes out his credit card and slides it across the table to the salesperson. But what happened just antes de<\/em> that took place? That\u2019s the Critical Moment when he made the decision to buy!<\/p>\n \u00bfQu\u00e9 opinas?<\/p>","protected":false},"excerpt":{"rendered":" Critical Moments! What is the Calculus of Sales (or more accurately, what is the Calculus of Buying)? It is understanding what happens moment by<\/p>","protected":false},"author":2,"featured_media":43386,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14],"tags":[7],"class_list":["post-43385","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43385","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=43385"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43385\/revisions"}],"predecessor-version":[{"id":43388,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/43385\/revisions\/43388"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/43386"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=43385"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=43385"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=43385"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}