If you work in sales, you have definitely met your share of clients with “Decisionitis”.
You know the type… Eager and inquisitive at first; ready and willing to learn and gain insight to your process and product, extremely positive and attentive to everything you say. However when you get to the next stage; “the closing”. Suddenly they change their behavior and intent. They start giving you a lot of reasons why things aren`t moving forward. They might want you to follow up next week or next month. Their budgets aren`t in place or any number of other reasons. They have gotten what we call “Decisionitis”.
“Decisionitis” in and of itself can be looked upon from two angles. A type of extreme due diligence or fear of change. No matter where it is evolving from, it is prohibiting the “infected” person or company from three important things: development, growth and unreleased potential.
So when is “Decisionitis” contracted? Because it typically only occurs when in sales or critical choice making situations. Well the sad fact is that it’s often the salesperson who is the contaminant. It might not be you. It could be a pre-existing condition, but it will still affect you.
So what can you do to cure or alleviate the disease?
Number one: Reduce the amount of choices and options. Do not barrage your prospect with a lot of different prices and options. Be clear and consistent.
Number two: Focus on the pain of your client, give them enough reason to move forward.
Number three: Persistence… “Decisionitis” is like a bubble, if you work at it long enough it will burst. You will either get a yes or a no, but regardless of the outcome the experience is always valuable. Moreover, you can move your focus on to the next client.
Remember a fast No is always better than a slow maybe.
Please check these resources to learn more about alleviating your or your clients “Decisionitis”.
Let me know if you have any good tips or ideas on how to cure “Decisionitis”:
Post a comment or a tweet with #Decisionitis and let us know how you treat your clients who suffer from a bad case of Decisionitis.
Say YES to decisions and NO to Decisionitis