Work Backwards

Before you work your next deal, watch this presentation on decision making.

Now pretend that this is how your prospect will decide, using the flow chart on slide #6, between you and your competitor.

In the sales process, which includes your phone conversations, emails, and presentations, did you provide them with the information relevant to your solution, in a manner that was easily understood and retained?

Think hard.

Harder than that.

Try this exercise, go to slide six and mimic that workflow process, but pretend you are a prospect considering purchasing a solution (the one that you sell).

Take notes.

Now look at your sales materials. How well do they align with your notes?

While maybe not this formal, every prospect has to go through some justification/rationalization process for making a purchasing decision. The vendor who makes this process the easiest, usually wins.