Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment and outdo competitors in functionality and price.
Kison Patel shares what he calls five tips for streamlining the decision-making process when multiple stakeholders are involved. They outline considerations when group decisions are required.
- Make it easy to share information
- Verbalize key differentiators and benefits
- Be willing to conduct multiple demos(details)
- Answer questions effectively and directly
- Have empathy and be patient
Source: Hubspot, June 18, 2019. Link.
INSIGHTS: Pat Malone’s approach to being a decision-getter reminds us to learn to uncover the barriers in decision makers’ minds. In previous posts he explains the customer decision mindset: