Many people follow the misconception that in the sales process the buyer is the one who guides and leads the decision process. However, that is wrong ultimately it is the role of the salesperson to own the decision-making process, as they are constantly making decision after decision to decide where to take or lead the conversation after each question or statement. As the salesperson you are making the “go or no go” decision on where to take the conversation and whether or not the prospect “qualifies” to move to the next step of the conversation. Sales is a very important area to utilize the decision-making process and to understand when and when not to go in certain directions.
As a salesperson you are ultimately investing your and the company’s time and money throughout the entire sales process, so if you aren’t decisive and exact in your decision making you put yours and your company’s time and money at risk. In order to counteract this, your decision making should aim not to waste these resources on prospects that don’t qualify to do business with you, and ultimately understand the flow of the conversation and make quick thought-out decisions about where to go next. If you fail to act quickly or make the wrong decision you could #1 lose the sale or #2 lose yourself and the company a lot of money by going through with a deal that should’ve never taken place in the first part.
In order to have sound decision making you will need to be consistent with a decisive approach that evaluates your “go or no go” decisions at every stage of the way. If you do this correctly ultimately you will be comfortable with asking for a yes or no decision at the right moment. Finally, your decisiveness should foster a decisive approach out of your client and help them make decisions more decisively and ultimately get to the bottom of a yes or no decision.
BoweryJE22
This was a new concept to me, however, it really does make sense. It is important to realize that there is more than one decision-maker in the room.
I always thought that the buyer controlled a sales conversation before learning about it in this class. The salesperson is the one leading the conversation and has to think of good questions to ask in order to get the answer they are looking for. I never really realized how much pressure the salesperson is under during a sales conversation, and this class has shed some light on what salespeople actually go through during a sales decision.
Daniel, I agree with your perspective on the importance of decision-making in the sales process. It is crucial for a salesperson to take ownership of the conversation and guide it towards a successful outcome. By doing so, you not only save time and resources for both parties but also establish yourself as a trustworthy and reliable partner for the client.
Consistency and quick thinking are key components of effective decision-making in sales. A decisive approach helps in identifying whether a prospect is a good fit for your business and whether they have the potential to become a long-term client. This approach also helps to establish clear communication between you and the prospect, leading to a more efficient and successful sales process.
Furthermore, by encouraging a decisive approach from your clients, you help them to make informed and confident decisions. This can lead to a positive business relationship that is built on trust and mutual understanding.