Navigating the Buyer’s Journey with RealWise Academy - By Jordan Dessauer

Hey there, sales trailblazers! The sales game has flipped upside down in ways we’ve never seen, with buyers armed to the teeth with info thanks to the internet and AI. At RealWise Academy, we get it—convincing someone to buy today takes more than a slick pitch. That’s where understanding the buyer’s journey comes in, and I’m excited to guide you through it with the BOOST Sales Success System from my book, BOOST Your Sales, launching today, September 1, 2025. With 30 years closing nearly a billion in deals, I’ve mastered this path—let’s explore how BOOST (Build trust and rapport, Observe your prospects' needs/problem, Offer a custom solution, Secure/close the sale, Track the sale and clients) can skyrocket your sales numbers.

What’s the Buyer’s Journey All About?

The buyer’s journey is the roadmap your prospect follows from problem to purchase—think of it as their personal sales funnel. It kicks off when they spot a problem, like a stain on their favorite shirt, and ends when they buy your solution, say, a detergent from you. At RealWise Academy, we see it as a dance where you’re in step with their needs. The BOOST system aligns perfectly, guiding you to build trust early, observe their pain points, offer tailored fixes, secure the sale, and track for repeat business. With 67% of this journey now digital (NASP, Buyer Behavior Study, 2023), being there from the start is key to standing out.

Buyer’s Journey vs. Customer Journey: What’s the Difference?

People often mix up the buyer’s journey with the customer journey, but they’re distinct. The buyer’s journey ends at the sale—your goal is to get them to “yes.” The customer journey keeps going, focusing on post-sale support to boost loyalty. I’ve learned this firsthand, turning a $15M soil remediation deal in ‘90s Chicago into a $150M development by following up post-sale. BOOST’s Track the sale and clients step (Chapter 10) ensures you nurture that relationship, with 83% of loyal customers coming from consistent follow-up (Bain & Company, 2023). At RealWise Academy, we use this to maximize lifetime value.

The Three Stages of the Buyer’s Journey with BOOST

The journey has three stages—awareness, consideration, and decision—each a chance to shine with BOOST.

• Awareness Stage: The buyer realizes a problem, like my Chicago client needing soil remediation to unlock their dream project. BOOST’s Build trust and rapport (Chapter 1) kicks in with empathy: “I see your challenge—let’s figure it out.” This builds trust, with 70% of buyers responding to authentic connections (Salesforce, 2024).
• Consideration Stage: They explore solutions, weighing options like baking soda or my remediation service. BOOST’s Observe your prospects' needs/problem (Chapter 2) shines—ask, “What’s your biggest hurdle?” I uncovered the client’s need for speed, offering a custom solution (Chapter 4) that beat competitors.
• Decision Stage: They choose, but hesitations can pull them back. BOOST’s Secure/close the sale (Chapter 8) seals it: “This fits your timeline—ready?” I closed the $15M deal by addressing their $150M goal, proving value. Tracking (Chapter 10) later refined my pitch.

Why It Matters and How to Leverage It

Understanding this journey is gold, especially with 60% of buyers researching before contact (Forrester, 2024). BOOST helps you meet them where they are—content like infographics for awareness, case studies for consideration, and sales pages for decision. My deal showed how observing needs turned a “no” into a massive win. At RealWise Academy, we train you to align marketing with this flow, boosting closes by 30% (Harvard Business Review, 2024).

Your Path to Sales Mastery

Ready to navigate the buyer’s journey like a pro? Pre-order BOOST Your Sales at https://www.realwiseacademy.com/offers/jofDvr9c and visit www.realwiseacademy.com