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

Is Customer Service Selling?

Being of service, creating an engaging customer experience, listening to understand, delivering a solution the customer values…Customer Service or Selling? The difference is the immediacy of revenue.Sales is measured by revenue created as a direct result of sales...

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...

Can I take your order?

No I’m not talking about cafes here.I’m talking about how easy it is for salespeople to fool themselves into thinking that “doing only what the client requested” is selling.  Neither is selling a recital of menu items for the customer to choose from.We’ve got to do...

R is for Retail. R is also for…..

Recent announcements of the government’s definition of Australia being in a recession caused me to cast my mind way, way back to the “recession we had to have”.  Early 1990’s.  Times, when most businesses cut back on recruitment and cost wherever they could and made,...

Sales at any cost?

KPI’s.  KRA’s.  Performance Targets.  Commissions.  Bonuses. When my clients tell me they want their customers to be blown away by the experience, I ask to see the performance measures against which their sales team is evaluated.It’s usually sales, sales...

R is for Retail. R is also for…..

Recent announcements of the government’s definition of Australia being in a recession caused me to cast my mind way, way back to the “recession we had to have”.  ”.  Early 1990’s.  Times when most businesses cut back on recruitment and cost wherever they could and...

Pick up the phone!

The fastest and most effective way to connect with another human being is through conversation…ideally in person That’s because we’re wired for connection, and when we’re engaged in conversation with another person our brain’s mirror neurons are firing.Subconsciously,...

Do you show up to give or get?

To be truly great at selling is to see it as more than a transaction. It’s a calling.  Think that’s a bit rich?  Well I can only speak from my own truth.  I love it, and I’m sharing with you why I love it.You see, when we think of salespeople, images of white shoes,...

Telling isn’t selling so STOP doing it!

Everyone knows how to have a conversation, right?  Every time we make a compromise to ourselves, we diminish something within us. We cheat our higher selves.Because it’s never really about being our best for other people (although other people will of course benefit...

My sales team is driving me crazy!

“Why can’t they just do what I’m asking?”  “Why aren’t they increasing their activity levels?”  “I’m just asking them to do what’s in their position description – if they did that they’d hit their targets!!” I hear these comments all the time.  But telling these sales...