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In Sales, Decision Making Has Implications
| Guest post by: Leanne Hoagland-Smith |
Article Overview: How do you make sales decisions? Did you ever think of the implication of those decisions? This article explores the potential implications of those critical to not so critical decisions you make as you continue on your goal to increase sales.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
In Sales, Decision Making Has Implications
Tomorrow is the next day of your business life as well as persona life. Every day you as a sales professional, small business owner are even C Suite executive are faced with critical decisions.
Decisions range from what networking event to attend to what new product or service to sell to how much should I charge for my products or services. Yet, what I have learned is that many make decisions:
1.Based on assumptions
2.Based on beliefs
3.Based on not having a written strategic business action plan
4.Based on not having written goals
5.Based on reactions
These decisions ignore the facts or the facts are viewed through the assumption filters or beliefs filters. By not having a written plan supported by written goals, the decisions are reactionary. The end result is that the decision may not have been the best one leading to a waste of those limited resources of time, money and energy.
The reason I am writing about decisions is that I am continually amazed at the number of sales professionals regardless of their role within the organization who make important decisions without realizing:
1. By saying "Yes" to one thing that they are saying "No" to many other things
2. By saving "No" to one thing that they are saying "Yes" to many other things
Sometimes, days to months later, the implications of what they said "Yes" or "No" to are revealed.
For example, during a recent speaking presentation, one attendee indicated that he opened his retail food business without budgeting any dollars for marketing. Given that food businesses have a faster rate of failure than retail stores, I just shook my head in disbelief because he was under the belief "Build it and they will come." For saying "No" to investing in marketing, he was saying “Yes” I do not want clients.
In the past, I have written numerous articles about businesses that open their shops without a website. In today’s global marketplace, even if your business is local, most potential buyers will research your business first on the web. If you made the decision “Yes” not to have a website, you have also said "No" to potential new customers.
When working with clients who wish to improve sales skills, I provide them with a 7-step guideline to help them work through the Decision Making/Problem Solving process.
1.Decide if you want to solve the problem.
2.Identify the problem.
3.Identify any assumptions that may interfere with solving the problem.
4.Gather all information.
5.Separate the facts.
6.Analyze the facts.
7.Offer a solution or solutions.
Take Action Sales Coaching Tip: Before you make that next important sales decision, use this 7-step guideline or another to ensure that you will not make a "bad" decision that could ultimately cost you sales or profitability. Return to your written strategic action plan and check your decision making action against your written goals. Remember, now is not the time to play "Captain Wing-It!" if you truly wish to improve sales skills and increase sales.
Becoming a Decision Manager
Does the sales model do what we need it to do?
A Behaviour Change Model
Interview Wash Ups/Deciding on your candidate
Celebrities and the Sales Force
Article Tags: assumption, assumptions, attendee, business action, business life, critical decisions, decisions decisions, disbelief, end result, food business, food businesses, global marketplace, important decisions, limited resources, networking event, retail food, retail stores, sales professionals, small business owner, time money
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Assessment Business Building Check List Leadership Audit For Business |
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- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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Re: Subject line Etiquette
- [quote="jvprosperity":b50c4a20]Another email rant:
Is there some place on the internet that outlines proper "Subject line" headings?
There mus be a system out there that people use to be more efficient email senders. Not everything that comes into my mail box requires my immediate attention.
I would love to educate myself and the people who send me emails on proper subject lines.
Maybe something like:
"Urgent Review: <<Title of document>>"
"Decision Required: "<<Subject matter>>"
just something for me to quickly scan the subject lines and decide which ones need my immediate attention.
Anyone know of such email standards that exist out there?[/quote:b50c4a20]
The only messages I get that say Urgent or Decision Required etc are spam. I tell people to put something relevant to their business with me in the subject line - this is especially important for the people who fall into my junk mail.
Chris
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