Dealing with Decision Inertia

First it was “Before Xmas”; then, “In the New Year”.  Now it’s “After Easter”….

Customers making decisions to work with us seem to use these events as delay tactics….They’re used as unexpected hurdles making it difficult to sign off. 

Why?

It’s not like Xmas, New Year or Easter for that matter come unexpectedly or at random times of the year.  To my knowledge, Xmas comes every year around 24th-26th December and New Year is usually celebrated 31st December and 1st January.  And yet, we as sales people accept these as legitimate reasons when in fact they’re not really.

So, it’s time to stop simply accepting it and begin heading it off at the pass.  Because we can count on these events with absolute regularity, we need to use them to OUR advantage and start to turn the tables.

How?

Look, I’m happy for you to steal some of my ideas to use Xmas and/or New Year as YOUR deadline for any quote, proposal, discussion document issued from September to November. 

Here are some frame ups I prepared earlier that you can use to set expectations, own the process and inject some urgency:

 

“So that you can achieve your goals next FY, let’s schedule this before the end of June, is that doable?”

 

“Because you’ve asked for this now, I’ll need the agreement signed by the first week of May so we’re ready to hit the ground running in July….does that make sense?”
 
“In order to ensure we can deliver this to your timeframe, can I just ask if this is to be implemented this FY or next?” (if next: “Great, then I’ll need it signed by the end of the first week of June so we make sure there’s time for development)…

 

If before end this FY: “Well we’d better get moving now so we can meet that timeframe…how soon can you get this back to me if I send it today?  I can’t start until I receive it and I’m conscious of this time of the year…”

 

Take this time of the year away from clients to use as an excuse and turn it into your best strategy to gain commitment. 

 

 

View our other posts

Unexpected lessons from COVID

One of the things I drive and encourage in my client work is a practice of review and reflection.    It encourages and promotes a greater level of self awareness, learnings to take forward into future situations and link new concepts to existing knowledge.  It...

Why Connection means more now than ever

A big part of my business is facilitating workshops with sales teams and their leaders….these days, all of these are on Zoom.    One of the things that initially worried me was how well I’d be able to connect with the participants as I’m not able to physically...

Hibernation

I’m a Victorian.   Just as we faced the end of stage 4 of lockdown there’s no real end in sight…we’re all just hoping we can have a “normal” Christmas.   Now I know it can seem that the weeks are kind of flying by on one hand, but I think it’s because one...

Output over Optics

Remote workforces are here to stay.    While in many ways we’ve never been so “unseen” the essence of the value we bring to others has never been more exposed than it is right now.  Poor sales approaches, poor leaders, poor company values, poor work practices….ta...

From What if to Even if – A practice of positive action

Things are tough right now.   Regardless of where you live, the impact of the decision for Victoria to effectively close up shop will be felt by us all.  It’s just a matter of degrees.  Victorians will of course feel it more acutely. It is human to be despondent...

WIIFT?

No it’s not a typo.    We’re so used to seeing WIIFM that it makes sense that over time perhaps we’ve taken that on at an extreme level.  In business, it can mean transactional relationships that only exist to get something from someone else, and in society,...

Courage before Confidence

Like the chicken and the egg…which comes first?    Like any symbiotic relationship, one indeed strengthens the other.   When it comes to reasons I hear salespeople giving for not achieving outcomes, “confidence” seems to be reason number one.  Confidence in...

Uncertainty is the new certainty!

We’re all connected.    It’s why the 6 week lockdown also impacts businesses that supply products and services to Victorian businesses, market for them, buy from them, speak with them, learn from them …. as well as the thousands of Victorian small businesses,...

Consistent AND Effective

Sales teams must get into action now.    Yesterday in fact.  Waiting for the mythical “return to normal” has well and truly been debunked with further lockdowns, physical restrictions and extended travel restrictions across Australia. But it’s different now.  It...

Are You Listening?

I keep hearing 80’s band Pseudo Echo playing in my head…   ”I say, you say, weren’t you listening?  Now it’s too late, you’re not listening…”Ahh, such wisdom lads….:)   But let me return to the present day!  Once another person feels like they’re not being...