Sales and Decision-Making Tips to Know Speaker: Paola Andrea Flechas Valderrama
Customers make buying decisions every day on all kinds of things.
ON SCREEN: The average adult makes about 35,000 remotely conscious decisions each day. SOURCE: PSYCHOLOGY TODAY
With so many decisions to make throughout the day, people can run into fatigue. As the day wears on, people are not as effective in making impactful decisions as they would be in the morning.
Here are tips on when to asks clients to make decisions.
1. Early Morning = Big Asks
To close a big B2B sale, you need all the stakeholders to publicly commit to support the project, so mornings are when people are most likely to be receptive to a decision that requires deep thought. If you attempt a big ask at the end of the day, these stakeholders will likely be too fatigued to clearly think through the situation. They may even be annoyed that you're pitching them so late in the day.
2. Late Afternoon = Small Asks
For simple and straightforward requests that require little commitment of the decision-maker's time and mental effort, ask late in the day. At this time, your clients and prospects are likely to agree simply to avoid having to think about it too much. For example, if you have negotiated a big project and you're working with a customer on the contract details, the late afternoon is a great time to suggest an upgrade. This is a small ask relative to the entire sale, and chances are, your client will agree with your suggestion.
3. Decision-Making
When an important decision comes up at the end of a long day, take extra time and care to make that decision. Otherwise, you could end up taking the easiest decision rather than the best decision, simply because you're tired.
With these tips, you can time decision making requests more effectively.
The source for these tips comes from Tina Filipski: PC Today
Link to email source from Tina here:
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