It might sound like, “getting this account would put us on the map,” or “they’re probably struggling and really need what we offer.”
Like the initial stories, we noticed other consistent patterns in the sales teams we worked with, and The Architecting the Deal Model© emerged. In today’s business world, salespeople are called on to be able to not only know their product and sales skills but also be comfortable with technology, emotional intelligence, and psychology without being slick or manipulative. By combining behavioral research and neuroscience and looking at the life cycle of sales deal, we developed a pathway that supported process, agility, flexibility, and consistency.
Sales conversations are decision conversations, and decisions are made in small steps. By understanding how people reveal information and come to a conclusion, you know that your buyer is making small commitments that add up to the final buying decision. Get to know one aspect of the Architecting the Deal Model© that has multiple uses while supporting the buyer’s decision process.
Using natural conversational tools, salespeople can frame the conversation in real-time to confirm what parts your buyer is committed to.
You can combine real-time information with sales enablement tools to add certainty to the forecast. This prevents “upsides” from being taken as real deals.
Validates the salesperson’s opinions and checks blind spots of specific deals. This supports focusing on the conversation on concerns and missing information.
