Qualifying Decisions

Question 1

Give an example of how to bring up the decision making process in conversation

Answer 1

1. We’ve talked about what you want to accomplish and the resources available to make it happen. What are the steps you will need to take as an organization to fee comfortable and confident saying either ‘Yes, this makes sense, let’s do it,’ or ‘ No, now we’ve explored it, we feel we have better uses for our resources?’
2. “It sounds like getting the results we discussed is critical for your company. What are the steps you’ll need to take a san organization to feel confident that whatever choice you make is the right decision?

Question 2

What are the 7 roles involved in decision making and what is the role they play?

Answer 2

• Initiator - opens the transaction or opportunity
• Gatekeeper - controls information flow and access
• Champion - willing to support our cause and aid access to decision makers
• Influencer - non buyer who affects the purchase
• User - directly impacted by the purchase
• Decision Maker - makes the decision to buy
• Ratifier - approves the decision to buy

Question 3

Two ways to get access to a decision maker

Answer 3

1. Don’t ask. Advocate “our goal is to get a great solution for you. From what you have described to me, these people are the key owners of those need. To make any kind of intelligent proposal, I’ll need to talk with them. You know the company better that I do. How do we set that up?
2. Reciprocity - give gets. You are investing time creating the proposal can they invest the time to get the right people

Question 4

Match and Lead Example - Too Busy

Answer 4

• They are too busy. You can’t see them
  
  • (Match) I can appreciate how busy they must be, particularly with all that’s going on. I’m sure the last thing they would want is for us to waste their time.
  • (Lead) And that’s my concern. If we get them all in a room and give them a presentation that’s not really relevant, or doesn’t adequately address their differing perspectives, concerns, or criteria, it will be a huge waste of time, and they’ll hate it. So let’s not waste their time. I will need only about thirty minutes with each of the individually. If necessary, I can do it over the phone. That way we can make the best use of their time during the meeting. You know these people better than I do. What would be the best way for us to set that up?

Question 5

Match and Lead Example - I will sell for you

Answer 5

• Match: I appreciate your offer. You’ve been very helpful thus far.
• Lead: May I share a concern? If you came to my company ad my job was to get you the information from our key stakeholders, I could guarantee you at least two things:
1. I’d do my absolute best, and yet the communication would be filtered - it would be less than the original. And you would miss all the nuances
2. I would not ask the same questions you would - you’re the expert - so crucial information might never be communicated
I’m imagining the same could happen here. I’d like to offer a suggestion… (One meeting and if it is valuable go to the others)

Question 6

If you are granted access to the stakeholder what are the 5 areas you need to discuss

Answer 6

1. Understand the opportunity from their perspective. Issues, evidence, context and constraints. Ask “From your perspective as___, what are the important issues this project must resolve?
2. Understand stakeholder’s criteria for deciding between alternatives
3. Understand what they would like to see, hear, and experience in our presentation that would allow them to make a good decision
4. Test out yellow lights
5. Gain permission for another call if needed

Question 7

What are the 5 steps and 3 areas to discuss in the decision making process

Answer 7

Steps
Decision
When
Who
Criteria/Beliefs
Competition
Gain/loss
Personal Stake

Question 8

What needs to be answered in the steps step?

Answer 8

What are all of the decision steps?

Question 9

What needs to be answered in the decision step?

Answer 9

What decision gets made in each step?

Question 10

What needs to be answered in the When step?

Answer 10

When will they decide?

Question 11

What needs to be answered in the Who step?

Answer 11

Who is involved in each step?

Question 12

What needs to be answered in the Criteria step?

Answer 12

How will each decision maker decide?

Question 13

What needs to be answered in the competition area?

Answer 13

How will they decide between alternative solutions?

Question 14

What needs to be answered in the gain/loss area?

Answer 14

Who in the organization stands to win or lose if this solution is adopted?

Question 15

What needs to be answered in the personal stake area?

Answer 15

How does the person we are talking with win or lose?