Know The Decision Process Inside And Out
Module 9: Prepare for the Close Session Number: 58
Session Title: Know the Decision Process Inside and Out
In order to advance your deals, you must determine who you’re competing against.
During this session, you will learn:
- Why is it so important to learn your prospect’s decision process?
- How to find the prospect’s decision process.
- Example of what you should know about the prospect’s buying process
Whether you’re dealing with small companies or larger enterprise companies, there is certain information you’ll need to have in order to close your deal and complete the sales cycle.
Step 1: Understand the cast of characters.
You must understand who the decision-makers will be. Know the names and roles. Will you be able to communicate directly with them?
You need to map out those involved in the process so you can close your deal.
Step 2: Understand what goes into the decision-making process.
What criteria will the decision-makers use to make the final decision?
Step 3: Make sure you know who the final decision-makers are, what criteria they are looking for, and what the timeline will look like, as well as other requirements.
You must understand all aspects of this decision so you’re aware of all the requirements the prospect has. Without this understanding, it could delay your process. Ask these questions early.
You must also know what documents they will need so that you can give your champion all the tools he needs to advocate for you effectively.
Step 4: Prepare for the onboarding process.
In order to streamline the process for your prospect’s company and for your own company, be prepared for all the things they will need in order to onboard effectively.
Tasks to Implement:
Gather as much information as you can about your prospect’s decision process during the sales process so you’ll be prepared to keep the process moving and you’ll avoid delays.
Every company has a unique decision-making process, and your ability to understand it will determine whether your deal closes quickly, or whether it closes at all. Give yourself the best odds at closing by understanding the questions you must ask in order to be prepared.