In Chapters 8 and 9, we looked at how change efforts are, perhaps counterintuitively, actually slowing down customer buying decisions. Risk avoidance is becoming a priority for those who work in a climate of fear and uncertainty. Additionally, when strategic initiatives are paused for reconsideration, there is a cascading effect throughout the organization that can halt purchasing decisions. The good news is that the right set of salesperson behaviors can help minimize or eliminate these delays.
Viewing the x-ray of corporate decision making that comes from understanding decision vortices (Chapter 9) suggests a number of lessons for salespeople who manage major sales.