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Everyone is a decision-maker until it's time to make a decision is a common Sandler Training saying. During the Decision-Making Process, the buyer is deciding to buy or not to buy and you as the seller is trying to qualify or disqualify whether it would be a good fit to work together. These decisions in theory are straight forward - black and white, but in reality, there is a lot of gray in between. 

During class, asking the "why's" was thought to be the hardest questions to ask during the Decision-Making Process. Why do you do it that way? Why have you given up trying? Why have you not reached a decision? The why do I want to qualify or disqualify them?

Another important point to keep in mind is the “who.” Knowing the Cast of Characters, the black and white knights during the sales process. A point, Michael S. from Campus CE made during class is knowing the individuals who may not have the power to say yes, but do have the power to say “no.”

Here are five steps to the Decision-Making Process to remain in control of things:

1. Review (from our last conversation we discussed this pain, pain pain. [softening statement] based on our conversation, we agreed on spending this amount $. does that sound about right?)

2. Gather information (open with the W's and how. ie. Which one is hardest for you to do? When do you want to start the registration process etc.) 

3. Keep them talking using the (dummy curve, reverse, active listening, negative reverse,and active listening)

4. You (the salesperson) will qualify them or disqualify them.

5. Establish the Ultimate Up-Front Contract (repeat the pains, action items, to present or not, and the next appointment). 

Quick Exercise: Reflect on the last three “Think-It-Over” situations you have encountered. Determine three things you could have done, either prior to the event or at the time of the prospect's indecision, which would have allowed you to obtain a clear yes or no decision.  

 

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