The paperclips didn't need a sales pitch. Neither do your clients.

SELLutions


Decision Making in Business

by GSchulz 15. June 2015 11:50
Interesting…making decisions in business.   Get in the that restaurant, get a table, order your food, eat and get out?  Same in business?  That easy eh? Decision making is very different.  Yes, it can be quick but there is a reason why it may happen fast. I am under the impression the values are a big part of our decision making process.   When your behaviors and decisions are consistent with your values you show integrity and you feel good about your decisions.   When you do things that are inconsistent with your values you become uncomfortable and uneasy with your choices.   Having an understanding of your values is critical because it will help you understand what is important to you.   This is why we react when we perceive someone’s decision as odd, it’s because we don’t understand their value system.   We are all different. In sales we may be pitching a product that we perceive will help a prospect tremendously but they’re not buying.  It may say the prospect time and money and we are scratching our heads because they won’t decide.   We may be at an impasse because we have not aligned the benefits of the decision with a prospects values. Here is a quick example…. Auto sales, every day people walk in dealerships with the financial wherewithal to buy any car on a lot.  The sales rep that is able to assess this prospects values will be able to find that person a car more quickly.  A top performer will lock in on values very quickly by asking some very simple questions and steering them in a positive direction.  Here are a few questions that might be asked to help find values.  What are you currently driving? What drew you to that model when you purchased it?  What made you consider taking a look at this car company today?  Did it require much maintenance?  If you had a chance to put any feature on your last car that you did not have what would it be?  All these questions will help evoke responses that will help you detect a value system.  Find a vehicle that makes him align with his value system the more interested the buyer and ultimately the happiest.   In the end it is uncovered, that the prospect feels that a (2) door Porsche is for the guy trying to be noticed and he perceives that guy to be very flamboyant.  Instead he wants to a 4 door sedan in black because it is understated and does not say, “hey, look at me”.   All this has to do with a value system.   Values come up in every decision we make and the better we are at understanding each prospects values they consider important the better the outcome. Thanks for your videos, they help me stay on my game! 
-Ron Hilo, Independent Golf Representative Click here to share this post.

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