"No Decision"

Your biggest competitor by far!

Studies show that

0
%
0
%

of all opportunities will end in a “no decision” outcome.

The key to any sale is to not only understand your prospects pains and problems, but to also quantify how much those problems are costing them.

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Here's how most
sales cycles play out...

1. Salesperson gets the lead
2. Salesperson performs a standard discovery to uncover the prospect’s pains
3. Salesperson rushes to demo to show features that address those pains.
4. Salesperson provides pricing
5. Prospect goes silent and the salesperson is left wondering what happened

Here's how value selling changes the status quo...

1. Salesperson gets the lead
2. Salesperson performs a standard discovery to uncover the prospect’s pain
3. Salesperson works with prospect to calculate how much those pains are costing the company
4. Salesperson demonstrates the features that will eliminate those pains
5. Prospect now fully understands the value of moving forward with your solution
This step will:
  • Further qualify opportunities
  • Opens the door for additional discovery
  • Changes the conversation from features to a financial discussion
  • Separate you from the competition

Quantify The Problem (current state)

Give your reps the ability to calculate how much the prospect’s problems are costing them

This is where the value of your solution lives

Future State
(with your solution)

Show your prospect the financial benefits they will achieve by moving forward with your offering

Unfortunately, salespeople do not have the tools to engage in these types of financial discussions.
Therefore they are only left to sell features and functionality.

Find out what “no decisions” are costing you

Calculate ROI

Sales leadership is failing their reps...

Salespeople do not have tool to engage in financial discussions

Salespeople are unable to quantify the buyers current problem

Buyers don’t fully understand the financial impact of the offering

Buyers would rather do NOTHING then go through a costly, painful implementation

Let’s face it, companies will make a purchasing decision for two main reasons:

1. It’s going to save them money
2. It’s going to make them money

If you know the two key reasons for any purchasing decision… Why would you ignore them?

While the competition is talking features… Your sales team will engage in strategic financial discussions.

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