A "no decision" is a loss

Hi Friends,

Welcome to Win Rate Wednesday.

In this issue:

1. This week on The Win Rate Podcast - When Managers Aren't Invested in The Success of Their Sellers (Bad Things Happen)
2. Today’s Win Rate Advice - A No Decision is a Loss
3. How I Can Help - Sales Growth Coaching

[This Week on The Win Rate Podcast]

Joining me on this week’s episode of The Win Rate Podcast are Steven Rosen and Kristie Jones. We do a deep dive into the growing divide between sales leadership and sellers. And what that means for hiring, training and retaining top performers.

Steven Rosen is the founder of Star Results and he’s an executive sales & leadership coach.

Kristie Jones is the founder and principal of the Sales Acceleration Group.

Listen to the episode: When Managers Aren't Invested in The Success of Their Sellers (Bad Things Happen)

BEFORE YOU READ ON: Please take a second to rate The Win Rate Podcast. On your phone, just scroll down to the Rating & Reviews section and click on the stars. Thanks!!

[Today’s Win Rate Advice]

Despite what you read on LinkedIn and elsewhere Your biggest competitor is NOT the status quo.

No. Your biggest competitor is you. Consider this typical sales situation…

You have a buyer who is “in market.” They’ve signaled their intent and interest in making a change.

This buyer has invested their time and attention to do their research. Created a buying committee and talked to salespeople from multiple vendors.

They take their buying journey all the way to the point of making a decision. And then choose, seemingly at the last minute, to stick with what they’re currently doing.

With all this momentum towards making the decision to change the buyer didn’t suddenly decide to stick with the status quo.

That’s a false reading of the situation. When a buyer makes the “No decision” decision…

They’re not choosing to stick with the status quo. They’re making the decision to NOT buy from you.

That’s right. It’s not a “No Decision.” It’s absolutely a decision. Just not the one they wanted to make.

The buyer invited you in to help them make a decision and You couldn’t provide the them with a compelling business case to make a change.

Think how disappointed the buyer is about this. They’ve invested significant time, attention and resources to investigate and evaluate making a change.

Only to be let down by sellers who didn’t develop a sufficient understanding of them, their business and the things that are most important to them in order to create a compelling case for change.

Here’s the thing: Too many sellers misinterpret No Decisions. They think the issue is the buyer, not themselves.

Don’t try to fool yourself. “No Decisions” are losses. And you have to learn from them just as you would losing a deal to a competitor.

You have to ask your buyers, and understand from their perspective, What did they need from you that they didn’t get, that would have enabled them to make the decision to make a change?

[Sales Growth Coaching]

“One can choose to go back toward safety or forward toward growth. Growth must be chosen again and again; fear must be overcome again and again.”

Great quote on personal growth from Abraham Maslow. (Remember Maslow’s Hierarchy of Needs?)

My Sales Growth Coaching program will help you move forward toward growth. As a seller and as a person. (And you’ll increase your win rates!)

Click here to schedule a brief intro call with me to see if my Sales Growth Coaching program is a fit for you.

Good selling,

Andy