Sales Tips: No Decision Losses – The Good, Bad & Ugly
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Sales Tips: No Decision Losses – The Good, Bad & Ugly

Gary Walker
CustomerCentric Selling, 2017
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8

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Recommendation

“No-decision” outcomes – when potential buyers decide to do nothing – sap sales performance and represent missed opportunities for salespeople and prospects alike. Hoping for better luck next time won’t solve the problem. Gary Walker, executive vice president of channel sales and operations for sales training company CustomerCentric Selling, suggests five strategies that address the root causes of no-decision losses. getAbstract recommends Walker’s expert, concise – and self-promotional – article to salespeople still waiting for their prospects to make up their minds.

Summary

“No-decision losses” happen when the prospect elects to take no action – after an often arduous sales process. Prospects who choose to stick with the status quo represent missed opportunities for their organizations and invalidate all the effort and expense of the sales process. But by understanding and eliminating the reasons possible buyers remain indecisive, sales firms can prevent these outcomes. Five primary strategies can neutralize the main causes underlying a decision not to act:

  1. Identify the prospect’s business goal – Determining a prospect...

About the Author

Gary Walker is executive vice president of channel sales and operations at CustomerCentric Selling.

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