The decision process is really about why they should order now. So for this we use the drive tool, because we want to drive this decision process so that they do order now. The drive process can be used in a linear way, so you can follow it step-by-step.
The first step is developing the close plan early. It is absolutely the case that in the first meeting with the customer the salespeople should be outlining the buying process that they will take the customer through. So conversations about the decision process should be started early, guided early, and driven early in the buying process.
As part of that we move to step two by asking the question what are the buying gates the customer needs to go through? And if we look back to a Champion Building, one of the requirements of a Champion is that they have done this type of process before, so they should be familiar. So if you’re finding big gaps here you need to take the salesperson back to the beginning of the sales process and look at how the contracting with the customer, how they are explaining the buying process, and how they are selecting their champion. When coaching this with sales people, I find it’s easy to start at the end and work backwards. What is the end in mind? The answer to that is typically a signed contract. And then work backwards in time till today. With all of the gates on the decision process model, we can take a moment to go back and look at the forecast date. Is there enough time to be able to complete all of these gates in the forecast period you’ve allocated? It’s also a great opportunity to bring the wider team or tribe into the session and ask the question what are we missing here? Invariably there are pieces missing.
When we have the decision process agreed with the salesperson, they need to take it back and validate it with the customer, and of course it can be used as an excellent close tool. So if the customer wants this installed by the end of Q2 we need a signed agreement by lunchtime. Once again this is a really good example of a tool that you’re using to improve a deal but also you’re helping the salesperson to see how they use it with the customer. Because they need to take this framework to the customer and firstly validate all the steps, then validate the dates, and then create sign off criteria by which each party can agree that the elements of the process have been achieved.