Indecision occurs at moderate to high levels on 87 percent of sales calls.Read More
Strategic Discipline Blog
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.Read More
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.Read More
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.Read More
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.Read More
A problem well stated is half solved.Read More
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.
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.