When I was Sales Director in a previous business, I had a pretty clear idea of how I sold. And it worked ok. But when I started building a team, bringing in colleagues, joining them for meetings, I got frustrated at the radically different approaches. Kicks under the table and glares meaning ‘why are you saying that?’ weren’t effective. I realised, we didn’t have a process. Then I discovered the Decision Making Cycle (DMC)© and everything changed….
We’ve talked a lot about process over outcome. Nowhere is this more important than in sales. Like it or not, the outcome sits with the customer. Your job is to influence, and the one thing you can control is your sales process. Basing this process around the DMC gives you clear direction, options, and the opportunity to review what’s working and what isn’t.
The DMC encourages you to see the world from their perspective. Understand their mindset, where they are in the buying process, and you’ll have a much better chance to influence them. So locating is the first skill of selling. And if it’s a complex sale, with multiple contacts, they could be in different places of course.
Once you have located them, decide the right strategy to drive some movement.
The Sales Cross-Check is the ideal tool to organise your information about the opportunity onto one page.
If you’d like any support with your sales process, please get in touch.