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SELLING IN TOUGH TIMES – II

The New Decision Making Process

In the first post in this three-part mini-series, ‘How good is your sales forecast?’, we looked at the vital first step of cleaning up your sales forecast.

Now that you know which opportunities merit your fullest attention you need to determine precisely what’s going on in those accounts – what stands in the way of a decision in your favor.

In good times the power to make purchase decisions is spread far and wide within organizations, with many departments and individuals having independent spending authority. When things become as cautious as they have recently the level at which purchase decisions are made moves up a peg or two (or three).

The Decisionmaking Process

Before you can do anything with your best opportunities you need to understand the game you’re now in – who else is now playing, and what new rules apply.

STEP 2: LOOK AT THE NEW PURCHASE PROCESS IN EACH TARGET ACCOUNT

Your first port of call must be your current “champion(s)” or “buyer(s)” – those people who previously had the ability to say “yes!” Not all of your current buyers will be straight enough as to inform you outright they no have the power to accept your proposal.

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