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How Decisions are Made and Execution Happens
by Brad Roderick · InkCycle · April 1, 2008 - page(s): 63-67
In the last two articles (March and February) we have been making the case for utilizing a sequential set of steps to create a simple yet effective sales process. By following these steps, the end result can be dramatic in both efficiency (least amount of time/highest outcome) and profitability (going after customers that can make a significant positive impact in personal income and company growth). As the articles are meant to create a strong foundational set of information, each building on the prior, you may find it beneficial to view them prior to reading this installment.
This month we will cover the second step of the process, Determining How Decisions are Made and Execution Happens. Yes, it’s a long title but I am a poor “headline” writer. If you want, just call it Stage 2, it’s a whole lot easier that way.
This has probably never happened to you, but it has happened to other salespeople, even to salespeople you probably know very well, very very well. It certainly has happened to me.
• “So, Mr. Bigshot, if I understand what you are saying, you have absolute authority to make the buying decision, is this correct?” the young sales rep asks.
• “You betcha,” says Mr. Bigshot (let’s call him “BS” for short).
• “That’s great!” says the rep. “It always helps to speak right to The Man.”
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