Dealing with Decision Inertia

First it was “Before Xmas”; now it’s “In the New Year”.

Next it will be “Before 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 frameups I prepared earlier that you can use to set expectations, own the process and inject some urgency:

 

“So that we can get this actioned before Xmas, I’ll need your written approval by end October, is that doable?”

“Because you’ve asked for this now, I’ll need the agreement signed by the first week of December; Xmas is right in the middle and I’ll need December and early Jan to develop the program so we’re ready to go mid January….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 before Xmas or just after New Year?” (if New Year: “Great, then I’ll need it signed by the end of the first week of December so we make sure there’s time for development as Xmas/NY is right in the middle)…

 

If before Xmas: “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

Get Unstuck

It’s all too easy to get stuck in our thinking.   Add to that the power of words which every time we utter them reinforce our current view of a situation or our feelings, and it’s like moving in quicksand. All week I’ve been speaking with sales teams who are...

Structure is the Key

If the business world in Australia goes into hibernation, what on earth do we as salespeople do?    Well I guess we could pull up stumps and “go home” mentally and turn our attentions elsewhere.  That’s certainly one option. My question about that though, is what...

The Hidden Impact on your Customer Facing Teams

Bushfires.  Coronavirus.  Global Recession.  Mass layoffs.  Daily updates on social distancing.  Industries disappearing.  Queues at Centrelink.   It’s rough.  Could get rougher.  Could?  Let me change that to probably will. For the industries who still have...

How to connect despite social distancing

Life has just jumped tracks.    One minute we were heading into a recession…but we kind of knew how to handle that…and we could prepare ourselves for less spending by less individuals and businesses…It would hurt, but it was something we could handle. Coronavirus...

How to sell in a recession

It’s coming.  Some say it’s here.  We dodged the last one….just.  This one is seemingly unavoidable. Selling is easy when the economy is buoyant, when confidence is high and employment is so abundant people are quitting jobs to pursue their passions. Relatively...

Coronavirus Update

These certainly are interesting times we’re living in, aren’t they?   With each day comes new information and new restrictions about the way we interact with one another to protect ourselves and those most vulnerable to Coronavirus.  I wanted to reach out to you...

One thing impacts something else

We don’t just transform in one way without transforming in other (sometimes unexpected) ways.  We just don’t.  I used the example of extreme weight loss in another article, so let’s return there for the purpose of example.  In losing say, 37kg in weight a person will...

Staying Hungry and Humble

There is a truth in sales that must be accepted in order to be truly successful and to ensure that success is continued.  And that is that we never pass go.  To use the Monopoly Board analogy, we may step on the destination but then we move beyond it…over and over and...

Acting As If and Imposter Syndrome

At some point in our career, each of us feels like we’re going to get the tap on the shoulder to tell us that the game is up.  They’re finally onto us…nice try but we’ll take it from here.  Imposter Syndrome.But where does Acting “As if” fit into this, and is it the...

Service is a privilege

To be of service is a privilege.   There I’ve said it.  It’s the fastest way to right size yourself, to put your ego well and truly back in its place and to live a life of legacy and purpose.  Not everyone sees it like this. Service isn’t related only to a job, a role...