Force Management

Your customer’s decision criteria are great indicators of your chances of success in a deal. Thankfully, you have the power to mold the decision criteria to fit your own unique differentiators. Tim Caito joins us to explain how to influence the decision criteria in a manner that favors you. He discusses:Common mistakes reps make when trying to change the decision criteria.The difference between decision criteria and desired outcomes.The need to identify the customer’s biggest business pain when attempting to influence the decision criteria.Here are some additional resources:MEDDICC Essentials | Ascender Coursehttps://bit.ly/3ostFXIManaging a No Decision Deal | Ascender Coursehttps://bit.ly/3AyAR7vAchieving a Collective Yes | Ascender Coursehttps://bit.ly/3KRVQqAHow to Convince Your Customer to Take Action in Your Sales Process | Ascender Articlehttps://bit.ly/3mLp2aLHow to Compete Against “Do It Internally” in the Sales Process | Ascender Articlehttps://bit.ly/43QsIbJOvercoming Sales Challenges: Change the De