Overcoming Sales Roadblocks: 4 Decision-Making Blockers & Strategies to Seal the Deal

Introduction

Decision-making blockers are individuals who, intentionally or otherwise, hinder progress toward closing a sale. These blockers can derail a transaction and prevent the establishment of a positive and mutually beneficial relationship between your business and your customer. Therefore, it’s essential to identify and neutralize these blockers to secure a successful sale.

Key Points:

1. The Competitor’s Ally

• Research the blocker’s background and past experiences with your competitor
• Identify your solution’s unique features and advantages that set it apart from others
• Cultivate relationships with other stakeholders who are more likely to support adopting your solution

1. The Penny-Pincher

• Ensure you understand their financial priorities by asking, “What factors are most important to you when making a decision?”
• Present data and case studies to demonstrate your solution’s ROI
• Highlight the potential costs and risks associated with the competitor’s lower-priced option

1. The Skeptic

• Make sure your messaging is clear, concise, and backed by concrete data
• Offer case studies, testimonials, or metrics demonstrating your product’s success in similar companies or industries
• Address their objections head-on and be prepared to provide in-depth explanations and supporting evidence

1. The Change Resistor

• Listen to their concerns and empathize with their position
• Offer comprehensive documentation and training resources
• Stress the long-term benefits and the opportunities it will create for their role and the company

By acknowledging and addressing each type of decision-making blocker, you can effectively navigate the sales process and facilitate a solid business partnership, that will ultimately benefit both parties.