You can have the most irresistible product or service in the world.
The kind of offer that makes your sales team grin from ear to ear.
But if your buyer isn’t ready to buy, they won’t.
Because offers don’t convert in a vacuum. They convert along a buyer’s journey.
The Buyer Isn’t Broken—Your Journey Is
Most people make a purchase only after they’ve moved through a few key stages.
If you skip those? You’re pitching too soon, to someone who’s not ready.
You need to align your sales process with how buyers actually decide.
That’s why the three stages of the buyer’s journey matter more than any “irresistible” stack.
Let’s break it down.
Pop in your email below, and we’ll zip it straight to your inbox so you never lose it!
Stage 1: The Awareness Stage
At this stage, your potential buyer isn’t even looking for you yet.
They’re aware of a problem, not your solution.
Your job here? Build content that speaks to that pain point. Not your product.
👉 Think: content marketing, exclusive content, social media posts, or top-of-funnel video content that simply helps them become aware they have a challenge worth solving.
Best practices here focus on empathy, education, and clarity—NOT the close.
Stage 2: The Consideration Stage
Now they’re actively researching. They’re weighing options. They’re not ready to make a purchase yet—but they’re leaning in.
This is where your sales and marketing teams need to align and show up with value.
👉 Deliver case studies, webinars, expert content, and content that addresses their objections.
👉 Use testimonials, social proof, and customer reviews that match the buyer’s needs.
This stage is about guide them toward clarity, not pressure.
Stage 3: The Decision Stage
They’ve gathered information, evaluated options, and now they’re choosing.
Here’s where your sales process has to nail it.
👉 Offer content that aligns with their final decision-making process—your guarantee, your value proposition, your exact outcomes.
👉 Use customer testimonials and case studies to reinforce belief.
👉 Give the decision-maker what they need to make the right decision without friction.
And most importantly: only pitch to buyers at the right moment.
Why This Matters for Your Funnel (and Your Close Rate)
If you’re wondering why your funnel isn’t converting or your sales team is frustrated, it’s likely not the offer.
It’s that your sales and marketing strategies aren’t synced to the buyer’s journey.
Misalignment kills conversion.
The fix?
Tailor your sales process to meet your buyer where they are—not where you want them to be.
When you align your marketing with your sales funnel, you create a path that feels frictionless.
From awareness to purchase, it all flows.
Map It Out: Build Your Buyer’s Journey First
Use a customer journey map to visualize how your potential customer moves through the different stages.
Ask:
What content do they need in each stage?
How can we evaluate buyer readiness?
Are we giving too much too soon?
When you understand the buyer’s journey, you’ll know exactly when to pitch—and when to wait.
Offers Don’t Close Sales—Journeys Do
The best sales strategies don’t just pitch. They guide buyers toward action.
That means every page, every email, every video needs to interact with your brand in a way that moves the buyer one step closer to “yes.”
So if your product to purchase path feels stuck, don’t rewrite the offer.
Align your sales, map the journey, and meet the buyer where they actually are.
That’s the difference between pushing—and pulling them in.
