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In a Series - From ZDT Blog Post Dated February 2, 2011
Continued POV III-Posted ZDT 2-08-11
As previously discussed, many of today’s sales methods can easily breed pressure, intimidation and confusion which can lead to mistrust and ultimately product/service terminations (see ZDT Post Dated 1-28-11).
Decisioning is a daunting subject. As apposed to a selling platform it has several distinctions. A few examples of decisioning characteristics applied to this industry:
A Definable Platform
Agreement and Objective Driven
Universal Apps (Within Compatible Industries)
Template Structured
Model Designed
Non-Technique Driven (e.g.“closing”)
Fact and Due Diligence Based
Point is, a universal delivery system based on decisioning is a substantially more solid, tangible and repeatable approach to a consumer audience. Conversely, and in light of the volume and diversity, new selling techniques are being churned out every hour in the digital world of salesmanship.
Something and some kind of a standardized model or system needs to be designed and adopted that could have at least these attributes:
A tested and successfully proven system over several years
Works with both big and small issues and problems...a universal system
Requires interactivity, agreement, effective and decisive communication
Includes a simple and transferable graphic element
Logical, “easily and quickly” communicated and develops trust
Consultative rather than “hard selling” in delivery and presentation
Serves as a very early and continuing qualifier or eliminator
Works across most any industry market, product or service
A transferable model that can be understood at most any age
(Summary Excerpts from ZDT Post Dated: 11-03-10)
How Will the Buyer and Seller Decide?
Q. If the buyer and the seller could definitively agree on the true objective between them, would that motivate both parties to work toward a more professional and agreeable process?
From the beginning, we have treated the buyer and seller roles as players in the “sale.” When in reality, the objective of this relationship is the goal of a decision. One path develops in the world of selling…the other, in the universe of decisioning.
The Sales Approach says: Probe, Promote, Push, Close…
The Decisioning Model says: Discover, Commit, Solve, Act…
Going forward, which direction looks like a fit? As we are getting more technologically oriented (via smart digital apparatuses), our decisioning intelligence is automatically strengthening and being fueled.
We will have an increasingly resistant attitude toward the cold, hard selling of yesterday. We do not want to be sold, but we will welcome the ones who can help us decide as long as they represent our best interest.
As a by-product, we will get ever more critical and demanding (of the proof supported by facts) as we are developing our decisions.
Again, our dilemma is cold selling or warm decisioning. The reason this is so important is that we are now living with a product of the former. We believe that in order for us to graduate to our next level of potential; we will all need to become better at decisioning as buyers and sellers in all commodities, governments and peoples.
Let’s decide while we can.
The decision makers need to hear your voice.
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