Sorry, remind me what we were talking about…

by admin on May 5, 2017

Most of us have had prospects who have sat in our pipeline for a while. Then, after what seems like interminable calls and emails we finally get their attention. Suddenly we’re faced with a new challenge: How do we give ourselves the best chance of grabbing their attention and securing the deal?

I was talking to a customer of mine this morning, hence the blog post. It was our regular sales coaching call and he was updating me on his pipeline, and basking in the glory of yet more wins! One his deals had been stuck for ages (in Trap 2, for users of the Decision Making Cycle). Then bingo! He got through to the buyer, and had the chance to progress the deal.

After a couple of minutes’ conversation it became to my customer that the buyer (who remembered my customer’s name,  and had agreed to take the call) hadn’t the foggiest idea of what the call (or the deal) was about. Not so strange when you think about all the hundreds of conversations, meetings and other things that will have gone on in the buyer’s life in the interim.

This is another reason why using the Decision Making Cycle is so important. The lowest risk place to go with a customer is back to Stage 1, and use the powerful concept that engaged him or her in the first place. Not only does it bring their attention back to something important to them, it checks that it is still important, and also puts the buyer at ease. A strong concept reminds the customer why they are talking to you, and paves the way for a great conversation about their gaps, and how you can address them.

If you want to find out more about how the Decision Making Cycle can help drive your sales, please do get in touch.


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