The MedMen Show: Fast, Smart Insights for B2B Sales Professionals Decision Process in Sales: Where Reps Often Go Wrong
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Oct 18, 2023 This podcast explores the mistakes people make in the Decision Process, emphasizing the importance of starting early and progressing through stages. It discusses the need for empathy and guidance, as well as common mistakes like not tying it to a compelling event. The speakers debunk the misconception that customers waiting for a discount is a compelling event, highlighting the salesperson's responsibility to create urgency.
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Decision Process Starts At First Contact
- Decision process begins at the first inkling of an opportunity, even at an exhibition stand when a prospect first talks to you.
- Map every step from booking the first follow-up meeting to subsequent stages so you control progression to value delivery.
Customers Don't Live To Buy Your Solution
- Customers don't have buying technology on their job descriptions and buying is a small part of their role.
- Salespeople must put themselves in the customer's shoes to uncover how decisions are actually made inside the buyer's priorities.
Map Business Approval And Technical Validation
- Explicitly map both business approval and technical validation as separate parts of the decision process.
- Identify the business green lights required and the technical validation steps and owners to reach them.