Your customer’s decision criteria are great indicators of your chances of success in a deal. Thankfully, you have the power to mold the decision criteria to fit your own unique differentiators. Tim Caito joins us to explain how to influence the decision criteria in a manner that favors you. He discusses:
Here are some additional resources:
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
- Common mistakes reps make when trying to change the decision criteria.
- The difference between decision criteria and desired outcomes.
- The need to identify the customer’s biggest business pain when attempting to influence the decision criteria.
Here are some additional resources:
- MEDDICC Essentials | Ascender Course
- Managing a No Decision Deal | Ascender Course
- Achieving a Collective Yes | Ascender Course
- How to Convince Your Customer to Take Action in Your Sales Process | Ascender Article
- How to Compete Against “Do It Internally” in the Sales Process | Ascender Article
- Overcoming Sales Challenges: Change the Decision Criteria | Force Management Article
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.
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