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

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

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

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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.

Casey Jones Avatar
Casey Jones
1 year ago

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