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Episode 10: ”How to Navigate Complex Decision Making Processes”
Manage episode 325731439 series 2924659
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THIS PODCAST IS FOR YOU IF:
If you are responsible for selling large, enterprise deals and struggle to get them through the finish line due to the complex decision making processes with in your target's organizations. There are many factors that come into play when identifying a real reason to do business, scoping out the investment/terms and navigating the decision and procurement processes. It is not just a simple 'check the box' list, there is a grace and finesse of building a relationship and earning their trust.
0:00 Intro
2:20 Mindsets Necessary to Enable Someone's Ability to Make a Decision
4:34 Keys to Coming Off as Authentic (not Salesy!)
12:20 Asking the "How Are You Going to Decide?" Type Questions
22:00 How to Prevent Demo Reliance
26:20 Order Matters When Understanding their Decision Making Process
33:00 Reverse Engineering the Close
40:00 Shifting from Convincing to Discovery
Pete and Lindsay will discuss key elements of navigating complex decision making processes, in particular: what attitudes, behaviors and techniques are necessary to control the sale? What does 'authenticity' really look like and sound like in a selling opportunity? What types of questions are important to ask? How do you prevent going into pitch-mode?
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
Do you ever find that your prospect’s decision-making process is a mystery? Do you get stuck with people who claim they can make decisions, but really can’t? Do you feel stuck on how to connect the dots?
Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more.
We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and take control of the sales process – once and for all.
Go to salefish.sandler.com/book-a-call
Until then – keep climbing.
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