Consensus Decision-MakingConsensus Decision-Making Decision making teams average nearly seven people in size. Gaining agreement among seven is challenging, especially when each person has their own priorities. The net result is often indecision or selecting a solution that’s much smaller than what should be purchased to meet the organization’s needs.

Decision-making teams keep getting bigger,
making selling harder than ever.

It’s time to align your impact with their top priorities
to win the room.

Become a priorityPriority A commitment to eliminate a threat that’s both urgent and important. A priority is what will get acted on, instead of just discussed. It differs from a pain point because most pain points never get acted on..

It’s now incredibly rare for buying decisions to be made by a single decision maker. The growth of these buying committees has resulted in decision paralysis and often leads to projects being forgotten as they chase down the next priority on their list.

Bigger buying committees slow everything down and kill the chance of a sale. In order to win, you have to become a priority.

Why it matters:

You’re selling to a herd

It’s hard to make decisions as a group – they often don’t and nothing gets done.

You’re navigating personal agendas

If you were brought in by only one stakeholder, it’s unlikely they’re all on board.

You’re not their top priority

They might all be on the same page, but the likelihood is low, and chances are something else is more important than your deal. They’ll put you on the back-burner for now (probably forever).

Let’s Win the Room Together

Your buyers need to form three beliefs to make the deal.

1

The problem is worth solving

The problem is more pressing than the other problems at hand, and the pain to fix it overrules the threat of continuing to live with it.

2

Your solution will solve the problem

They know you have the answer, and believe you can truly solve their problem at hand.

3

Your solution is the best option

They’ve looked at the other options available and believe this is the best path to eliminate the threat.

Compressed Selling TimeCompressed Selling Time Technology has enabled people to glean more education and insights without the assistance or guidance of salespeople. A 2020 Gartner study demonstrated that 83% of the prospect’s buying journey is completed before the salesperson is invited in. Less selling time prohibits effective investigation of need and trust building, putting all sellers at a disadvantage and making “selling” all about responding to requests, reacting, and order taking.

Consensus Decision Making

(You’re on this page)

CommoditizationCommoditization Absence of any perceived value, making it so that price becomes the only determining factor. Whether there is real differentiation or not, if the prospect’s brain cannot or will not distinguish this differentiation, it doesn’t matter.

Is your team prepared to fight The 3 Deadly Cs?

Take the Next Step