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Making Expertise Matter with Decision Free Solutions

Decision Free Sales.

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Many solutions can be successfully marketed to customers. But when the expertise and technology involved becomes too specialised and complex for the customer to understand, focussing the marketing effort on the solutions serves the customer nor the expert-organisation.

By merely focussing on the solution the expertise and vision that resulted in the solution gets easly overlooked. Unable to gauge the relevance of the marketed features and differences between solutions the customer is asked to ‘trust’ the vendors. This the customer can only perceive as a risk, and it often tries to mitigate the risk by making long lists of requirements, complex contracts, and eventually by trying to manage, direct and control the vendor.

Expert-organisations have an alternative. Decision Free Sales is about transparently communicating to the customer to be an expert in the field. Experts know what to do next, they don’t have to make decisions. Experts minimise risks in achieving the aim, and expert-organisations minimise risk in delivering the solution the customer is in need of.

In Decision Free Sales expert-organisations prove to be experts by demonstrating they are able to achieve their own aim: the organisation’s mission. By collecting performance metrics of their solutions and demonstrating that with these they achieve their mission the customer can positively identify the organisation as an expert.

In Decision Free Sales the expert-organisation’s sale effort focusses on the alignment between the organisation’s vision of the challenges in the field, and the challenges the prospective customer is in need of a solution for (challenges which the prospective customer may not always be already aware of!).

The organisation who can prove to be an expert-organisation, and who can demonstrate its vision addresses the challenges of the prospective customer, can turn the prospective customer into a customer: sales without decision making.

Decision Free Solutions provides the following services:

  • Workshop/speaker services in introducing the method of Decision Free Sales
  • Consultancy in implementing Decision Free Sales within the organisation:
    • Assessment of the non-ambiguous nature of the organisation’s vision and mission
    • Establishing how the organisation’s solutions are in support of achieving the mission
    • Identifying with which performance metrics it is demonstrated the solutions achieve the aim
    • Redefining the sales effort

Interested in learning more?

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