DECISION PROCESS
The Decision Process is the series of steps that the buyer will follow to make a decision.
DECISION PROCESS HAS TWO PARTS:
TECHNICAL VALIDATION
BUSINESS APPROVAL
ALL ABOUT THE ‘HOW’
The Decision Process is simply how a decision to buy your solution is made. It is the seller’s responsibility to uncover the Decision Process as soon as they can, and to consistently work to advance their deal against each stage of it. Consider not only the process, but the people involved too.
The Decision Process often changes, so it is important to stay on top of it, checking for progress and any additional requirements.
ENGAGEMENT ≠ PROGRESS
Don’t make the mistake that you are making progress against the Decision Process based on the amount of engagement you have had with a customer. Unless you have confirmation that you are advancing throughout the Decision Process, you are not making progress, no matter how many extra demos, reference calls, and reports you deliver to your customer.
PROACTIVITY IS KEY
The Decision Process is the number one thing that dictates your time to close, so it is important to be as proactive as possible so that you are prepared for things that may come further down the line.
60% of deals are lost to inertia. If you don’t put in the effort to keep your deal moving, you risk losing out just because it’s easier for your customer to do nothing.
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WANT TO KNOW MORE ABOUT DECISION PROCESS?
At first glance, the Decision Process isn’t as mysterious as other MEDDPICC elements. When asked about it, most sellers will have an answer for where they are. Still, people do make mistakes when it comes to the Decision Process - and in this episode of Med Men, Andy and Pim delve into those mistakes.
MEDDIC as it was first known is the number one methodology in enterprise sales. This video gives a brief overview of each element of the most commonly implemented connotation of MEDDPICC and MEDDICC.
In this episode of MEDMEN, Andy and Pim reveal three crucial prospect/customer questions that will speed up the Decision Process and accelerate your deals. One of them feels like something out of a Jedi mind trick…