„We can’t decide to buy“

This week I had one of my clients in group coaching here, and we were talking about individual challenges in their work, and there was one client, actually one person who had a situation where he had made an offer to a company and this company has two managing directors, and one of the managing directors is quite happy with the offer and would like to make a decision and buy.

Moment Of Truth - What If Your Customer Doesn’t Decide?

Transcript

Hello this is Armin Rau, Founder of Armin L Rau and I am talking to you today about a moment of truth, you know we have got the section here in the blog which is called "Moments of Truth".

These are moments from my point of view where you really have to yes, be bold, and get across your point of view, and get the client to commit in your work, in account management and B2B sales.

These moments of truth a lot of times, a lot of times, often times, they occur when I do my coaching’s, and this week I had one of my clients in group coaching here, and we were talking about individual challenges in their work, and there was one client, actually one person who had a situation where he had made an offer to a company and this company has two managing directors, and one of the managing directors is quite happy with the offer and would like to make a decision and buy.

The other one is more reluctant and is probably more watching the budget. Now the question is, how can we get this customer to a decision, and it doesn't really matter which decision, a decision is better even if it is negative for you than no decision, because then you can actually concentrate on your things.

So, here my recommendation is to first of all it is very important to get both decision makers together at the table, and talk to them and ask them point blank, listen you have got this offer, did you like it? How was it? etc., etc., do you have any questions? And then it is important to ask the following question - Which conditions do we have to fulfil so that you are going to buy? Very straightforward yeah.

Then you note down these conditions and then the next question would be let's say that we are capable of finding an answer to all these conditions. Will you then buy the solution? That is what you call a pre-close, and based on that, you have got a clear commitment. It is either a yes or a no from your customer and you can actually move on, either with an adapted offer proposal or just you know get the commitment immediately.

The other thing is, you should actually put a deadline on your offer, you should actually combine this when you now send the offer again, you should actually say okay listen we now think that we have fulfilled all these conditions, please tell us if we have not, and we keep this offer valid until date, yeah, so because then also you are creating something which is important in emotional sales - scarcity, and in your account management and in your B2B sales, that is a very important thing.

So that is the Moment of Truth for today, a situation where you are talking to two decision makers and they have got two different points of view and you can actually get them to a decision by getting them both at the table and asking them for the conditions to buy.

That was it for today, the Moment of Truth. If you would like to have a sparring with me which is completely free, and without any obligations, feel free to click the button underneath this video and book a session with me.

I would be really happy to have that exchange with you.

All the best and speak soon,

Yours Armin.