Buyer Driver 05: Experiences

Because how you sell is what you sell.

Deals rarely fall apart because of one bad slide or an awkward demo.

They fall apart because of the accumulated feel of the process:

• Confusing back-and-forth
• Delays that no one explains
• Recycled decks and recycled energy
• Conversations that feel like obligation, not insight

In other words, the experience of buying from you felt like a chore.
Or worse—like every other vendor in the pipeline.

What Is Experience in the RAISE™ Context?

It’s not how “nice” you were.
It’s not sending a coffee gift card.
It’s not even how polished your deck looked.

Experience is the total impression your process leaves behind.

How clear you made the path.
How easy it was to work with you.
How aligned your energy and follow-through felt across the deal.
How it felt to say yes—or to say no.

Because make no mistake: your buyer is tracking this.
Not always consciously. But consistently.

How It Shows Up (and Breaks Down)

If the Experience is weak, it shows up like this:

• Meetings feel repetitive
• The buying process drags with no momentum
• Internal stakeholders get confused about what’s happening
• The tone feels slightly off—too eager, too dry, too robotic
• The close feels like a deadline, not a decision

The buyer might not articulate what’s wrong.
But they’ll feel it.

And what they feel becomes your reputation inside their company.

Experience as a Competitive Advantage

Most reps treat the sales process like a transaction.
Great ones treat it like a designed moment.

And the best part?
You don’t need fancy tools or permission to change it.

You can create a better experience today by doing things like:

• Starting meetings on time with a crisp agenda that reflects past conversations
• Sending summaries that don’t just list action items, but contextualize decisions
• Anticipating questions before they’re asked
• Creating smooth transitions between teams (sales to success, AE to SE, etc.)
• Owning the next step before they have to chase you for it

Every one of those signals something powerful:

And that’s often the thing buyers care about most.

How to Make It Stick

Here’s the test:
Could your buyer describe what it’s like to work with you?

Not just your product. You.

Would they say:

• “That team made this easy”?
• “They stayed ahead of our questions”?
• “They handled handoffs like pros”?
• “They actually made this feel doable”?

Or would they just say:

Experience is what elevates your process from “fine” to frictionless.

It’s not about being flashy. It’s about being so dialed in that the buyer starts trusting the process as much as they trust the solution.

Final Thought

By the time a buyer signs, they’ve already had the full experience of working with you.

The decision they make? It’s not just about value.
It’s about confidence in how it’s going to feel from here on out.

And that feeling doesn’t come from a clever pitch.
It comes from presence, clarity, consistency—and yes, design.

So ask yourself:

That’s Experience.
And that’s what they’ll remember long after the contract's signed.