Educational article with video
Three Parts of Designing a Sales Process: Customer Location, Visibility and Trust
Mostafa Nezamparvar's brief framework connecting customer behaviour, visibility along their search path and turning initial contact into a trustworthy conversation.
Based on a talk by Mostafa Nezamparvar
Full article contents
Full lesson video
Design selling as a process
In this lesson, Mostafa Nezamparvar brings together three parts of commercial activity: understanding where customers are, appearing along that path and building trust after contact.
He applies this framework to both individuals and manufacturing businesses.
These parts are connected. Presence in a space can be evaluated when we know target customers visit it. Visibility can lead to business discussions when sellers are ready to respond and establish trust.
Customer location means where they go and how they search
The first question is not merely which country or city customers live in. The educator discusses purchasing behaviour and the paths customers follow to find goods or operate in a market. Understanding that path helps choose where sellers should be present.
The video does not detail how to identify these paths, referring to other material. The article therefore derives neither a ready-made market list nor a specialised research method from the framework.
Create visibility along the relevant path
After identifying the customer's path, choose the form of presence. The session's physical-market example mentions shops, stalls, banners and display locations, enabling visitors to see the supplier when they enter the relevant market.
The principle is to align where and how a business appears with customer behaviour. Visibility where the relevant audience is absent does not serve the intended purpose.
Presence alone also does not determine what customers understand about the business and product; presentation is part of the work.
Do not mistake an initial enquiry for a confirmed purchase
After noticing the business, people may ask about prices or working methods even without an immediate intention to buy. The educator treats this as initial contact and an opportunity for mutual understanding.
Trust-building comes next. Buyers need to assess sellers and their ability to cooperate. Detailed trust-building methods are not taught here; the video only stresses that sellers need a plan and approach for this stage too.
Three parts of the sales process in this lesson
Understanding the customer's path
Where and how do they look for goods?
Presence and presentation
How do they see us along that same path?
Building trust
After initial contact, how do they assess potential cooperation?
Do not substitute this framework for proper order execution
The talk emphasises three matters concerning customer attraction and trust, comparing their importance with transport and documents. The article does not interpret this as making fulfilment, payment collection or transaction requirements unimportant.
The practical conclusion is to understand where customers are, present the business appropriately along that path and continue initial contact professionally. No stage alone guarantees sales or superiority over all competitors.
About this talk
This article is edited and adapted from automatic Persian captions of Mostafa Nezamparvar's video on this page. The three principles and market example are preserved; guaranteed-success promises and suggestions that operational matters are unimportant are not republished. Details deferred to other lessons have not been invented.