"With everything going on in Washington, indecision is on the rise. Reducing fear or risk of failure and helping our buyers feel confident in the outcomes we can deliver is even more critical right now." Read more

This is especially true in government sales - so perfect timing for a JOLT Effect stuck deal workshop at the first ever joint OPEXUS + Casepoint SKO. One seller shared how a buyer was showing signs of indecision, but was putting walls up to keep the seller at arm’s length. We talked about a concept in JOLT we call Buyer’s Agency (or lack thereof). Many customers believe our incentives are misaligned, because while their priority is their organization and the outcome they want to achieve, our job is to sell them something. As a result, buyers shut us out because they fear we're not acting with their best interests in mind. In this situation, the buyer was debating between their homegrown DIY approach and a more effective & efficient SaaS option. The seller, in an effort to be helpful, sent the buyer a list of all the reasons why SaaS was a better option than DIY. The CEO, Howard Langsam, shared a technique he used when selling - helping the buyer understand the pros and cons of BOTH approaches, even ones that would lead to you losing the sale. The reason that approach works so well is that it builds Buyer’s Agency - a clear signal to the buyer that you’re putting their outcomes ahead of your own, even if that means you lose the sale. Doing homework on their behalf to help reduce the burden of making the right decision makes buyers feel more comfortable sharing info with you, as they feel you have their best interests in mind. I also learned a new phrase from a friend and former colleague, Martha Mathers - “influence when and where you can.” While formal procurement processes (especially in government) often need to be followed, there are windows in a sale to help buyers if you earn the right to. Buyers are looking for help making the right choice, and you can influence how they’re thinking about the solution, what capabilities matter, what options/configuration is right for them, what resources they need to be successful, when/how to best roll it out, and even what to put in a RFP. But only if you do it with Buyer’s Agency, putting their outcomes above yours. JOLT Effect mindset and skillsets help here in spades. That said…what if you can’t influence the deal? If you see signs of customer indecision but haven’t earned the right or aren’t being given a seat at the table? JOLT skills here are just as critical. Recognizing indecision & the degree to which you can/can’t influence will tell you how much stock to put in that deal and factor that buyer indecision into your forecast. Thank you to Martha Mathers, Howard Langsam, and Christopher Kruse - I look forward to continuing the journey with you! And it was GREAT working with Jonathan Dietrich & Carolyn Heminger! Read less