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

What to do when your poor performer thinks they are a star

We’ve either got one in our teams right now, we’ve had one in our teams before, we are one** or we’ve been one - the poor performer who thinks they’re a star. The evidence is all around them: the declining or poor results, consistent poor feedback from multiple...

Connection is your ticket to the dance

We live in a world where we give our babies smart phones to play with, our children devices to watch at the table when eating out and where our teens communicate in social media shorthand using touched up images to get more likes.   We complain about the time we...

Don’t argue with Dr Phil

“You can’t change what you don’t acknowledge,” says Dr Phil.  And it’s hard to argue with Dr Phil.  I mean, he’s Dr Phil after all!!   I don’t know about you, but over 25 years working with sales people, the fastest performance improvements happen with those...

2019 is here!

February 2019 is on our doorstep…. My clients are already starting to schedule meetings for January for work set to commence in February NOW.  That’s right: in December. Now some of you reading this will be all over it.  You’re way ahead of me.  In fact, you were...

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...

Xmas is a time for Gratitude

We don’t have Thanksgiving in Australia, but it’s a brilliant ritual that makes people stop and think about their blessings. In business, it’s easy to get so wrapped up (no pun intended) in our own Xmas festivities, and we forget that it actually presents us with an...

Get Busy

2018 is nearly over: have you achieved all you set out to?  Or, did you plan to set out to achieve anything at all?   With the right plan you set yourself up for success because you're able to resource, staff, train, market and sell with a purpose.  Moreover,...

Break Down or Break Through?

As we approach the end of the year, it’s easy to feel exhausted.  Some of us are feeling the stress of completing projects before Xmas.  It can feel like “the quickening”!   Throughout the course of our lives most of us have gone through a particularly difficult...

When to say no

“ Getting to Yes” was a best selling sales book because as sales people, we look for the green lights, head nods,  agreement. Yes is music to our ears and the word we find ourselves saying to questions about our ability to deliver. “Getting to no” would be an...

Who Are You When No One’s Watching?

If there were no checks on you and perhaps no consequences, how differently would you act? Would you still do the work, pay the bills, put in the hours perfecting a skill, do the exercise, eat the vegetables? In fact I asked myself recently why I put so much pressure...