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Sorry …. I Don’t Make The Decision

How many times during the sales process (and usually AFTER you have provided a proposal) have you heard these comments:

“Sorry … I don’t make the decisions”

“We are going to need more time to decide”

“This is a big decision. I will need to discuss with our committee (or my family)”

Excuses or Facts?

When marketing to a new prospect you can never underestimate the enormity of the decision to change providers or invest in a new idea/approach. Many factors are taken into consideration beyond simply the price.

And like the fear of rejection salespeople face everyday when prospecting, your prospect faces the fear of failure or making the wrong decision.

As salespeople, it’s important we diligently follow a sales process to take the client on a journey that makes it easier for them to decide. Of course it is critical that we also understand their decision making process to ensure we are going along the right path with the right people.

Before investing time and energy in writing proposals it’s important to explore the following EARLY in the sales process:

  • Does your prospect have a genuine interest/intention to change providers or invest in your solution?
  • Who will be directly and indirectly involved in making the decision?
  • When will the decision be made?
  • What criteria will be used to make the decision (beyond simply price)?

Remember the sales journey is an emotional one that can take tremendous time and effort. Invest your time wisely in order to maximize success.

Article written by Joe Micallef – Sales Strategist & Coach – Grow UP Sales. For sales leadership coaching and guidance contact Joe at joe@growupsales.com or visit the webpage www.growupsales.com

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