Indecision occurs at moderate to high levels on 87 percent of sales calls.
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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers
Buyer’s indecision is fear of not receiving the benefits expected from purchasing. Leaders don’t get fired for omission as often as for commission mistakes. Removing buyer indecision includes taking risk off the table.
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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Take Risk Off the Table
A challenging customer asks for more information. There’s a new competitor, a new benefit, or new technology to research before he/she makes their decision.
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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Sales - Limit Exploration
Buyers have a lot of choices today. More choices don’t necessarily yield better outcomes or more satisfaction. In the Jolt Effect, the authors cite The Paradox of Choice: Why More Is Less, psychologist Barry Schwartz's research revealing the problems with too many options.
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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers, Sales Recommendations
Last blog, Buyer Indecision - Why Your Sales Closing Ratio is Declining, we shared why your sales conversions are declining caused not by “customer’s status quo,” but instead by Buyer Indecision.
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Topics: Sales Process, Sales Training, Sales Discipline, Sales Indecision, The Jolt Effect, Sales High Performers
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Topics: Sales Process, Sales Training, Sales Indecision, The Jolt Effect, Sales - Customer Status Quo
How important is culture to your organization? The Rockefeller Habits Four Decisions for Growth offers the outcome of The People Decision is a harmonious culture of accountability.
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Topics: Sales Process, People, People Decisions, Growth Summit, Sales Training, Systems & Process, Leverage
If you don’t believe cash is king take a look at some of the companies who have the largest cash reserves. Topping the list is Cisco with almost $40 billion in cash. Microsoft has nearly $37 billion, Pfizer $27 Billion, and Apple stands at $25.6 Billion.
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Topics: Sales Process, collective intelligence, Mastering the Rockefeller Habits, Cash Conversion Cycle, Cash
Perhaps the most surprising results from the RAINGroup.com’s What Sales Winners Do Differently research were the top two things that winners do more often than second place finishers:
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Topics: Sales Process, Objective Management Group, Sales Training, Sales Evaluation, What Sales Winners Do Differently, RAINGroup.com, Sales Candidate Assessment
Winners are more than twice as likely to create the perception that the overall value they offer is superior. When a second-place finisher doesn’t create this perception, it turns out it is the number one most important factor they needed to do differently in order to influence buyers to select them.
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Topics: Sales Process, Objective Management Group, Sales Training, What Sales Winners Do Differently, RAINGroup.com, Sales Discipline
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