Decision

This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy.

Listen to this episode to learn how to succeed at repeatedly uncovering your buyers' pain points by adopting the "doctor" mindset and mastering the pain funnel process.

Are you looking to drive faster in decision-making in sales? In this episode, Sandler coach Brian Jackson discusses how to succeed at driving faster decisions in sales.

In this episode, Dr. Benjamin Hardy will show you how to create the life you want by being your future self now! He'll explain why it's so important to have clarity on what you want and how to actually achieve it.

In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

Mike Montague interviews James Abraham on How to Succeed at Dealing with Uncertainty.

Listen Time: 20 Minutes

John Rosso, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at closing complex sales and navigating enterprise decision processes. Get the best practices collected from around the world.

Listen Time: 26 Minutes

If you have ever had a prospect ask you to send them something and then disappear, it's not their fault, it's yours.  Jim Wilcox, owner of Wilcox & Associates, shares his strategy for avoiding that game with prospects, allowing you to have clarity around what will happen next.  

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In enterprise selling, making decisions becomes a much more complex endeavor. Watch Brian Sullivan, Vice President of Sandler Enterprise Selling describe how the Sandler Enterprise Selling Program addresses this common enterprise sales challenge.

Watch Time: 2 Minutes

When prospects defer a decision by way of saying "I need to think it over", they have actually made a decision to not do something.  Christie Bowen, Training Director for Wilcox & Associates explores why this happens in the sales process and what the sales professional can do to help the prospect.

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Dave Mattson, CEO of Sandler Training, talks to Hamish Knox, Sandler trainer and two-time author of Accountability the Sandler Way and Change the Sandler Way, about working through the decision timeline with a prospect. You will learn why decision is a part of the qualification process with a client and what you can do about it.

Last week, I found myself in a coffee shop chain, with a large variety of new and seasonal menu items, but familiar enough that a decision shouldn't be a huge undertaking.

As a salesperson, your objective is to get your prospect to make a decision. Obviously, a "yes, I will work with you" is better than a "no, thanks." But even getting to that decision can be a chore for some. 

Last week, I found myself trapped in a fast food restaurant. This restaurant boasts that they have served more than six billion. Still, the people in front of me seemed to be having a new experience; they simply could not decide between meal one and meal two. To call them indecisive would be an insult to equivocators all over the planet.

With the great economic storm over the last year, many businesses wisely pulled back into safe harbors for a period of time. In fact, those that failed to make adjustments and continued their course were likely wiped out or at least seriously damaged. Unwise use of credit and perhaps a bit of bad luck has taken its toll on many. However, perhaps you are one of those businesses that made the proper course corrections by making the difficult and sometime painful choices.