The buyer’s decision making process has become much more complex, and too many decisions are ending up at “No Decision”. This is a challenge, but also represents an incredible opportunity for the seller who knows how to help the buyer navigate a more complex process.
In this interview with Gert Scholts,”The Best Sales Coach,podcaster and consultant, we discussed his take and the three things you need to do now as a seller or sales and enablement leader to capture the opportunity.
He had a lot of valuable insight into how we can get to “Yes”, and much more!
On focusing on the customer’s problem:
“This applies to CEOs, sales leaders…you know, anybody, investors… In my book you have to get your sales guys completely focused on the customers’ needs right? Sales is execution, really in my thinking. It’s not so much about the planning far in advance… No, let’s get our sales teams working on the prospects they have in hand, drop all the challenges around them where you can sweep up behind them if you need to, but get them focused on their customers. It’s a big job to do, but it doesn’t matter where you are in an organization. Don’t load the salespeople with all of the challenges that there are in the organization, or what you might be doing in the future, because to them, in my book, focus on the here and now. On the customer in front of them and help them to be as good as they can be.”
No decision: what to do?
“We need to become a lot better at what we do and how we do it. Buyers are becoming more critical. They are forced to become more critical. They are more budget conscious. They have a lot of alternatives out there. But more importantly, anybody in a company can be a buyer these days, can’t they? There is so much information freely available and the stakeholder management element of being a buyer is enormous at the moment, because there is so much pressure on change, and cost savings, on better ways of doing things… And what I see as well is that salespeople who help these buyers find information so they can make a good decision are far more likely to win the deal then the ones who are trying to give a bit of discount, or pull a fast-closing technique in. So, I think that that bears out in the numbers. So, when you find That a lot of your deals are not moving forward the analysis shows me that often the deal was not there to be closed yet.”
Listen to the full episode here: https://open.spotify.com/episode/0Vza6vnGhnkqFju4U1tg90
No Decision? NO Problem for us, EVOLVERS!! We’ve got this!
Keep evolving, EVOLVERS!
Until next time…
#salesenablement #digitalselling #valueselling #salescoaching
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