After a (remote or in-person) WILDFIRE deal workshop your teams will be able to share the STORY that your buyers will tell themselves. That story will spread… like WILDFIRE inside your buyer’s organization because it’s about them, it uses their language, it feels like it’s coming from their own people.
"Stories!?... Voices!? Why should I care about that?"
Who's the decision-maker in the Enterprise deals your teams are working on right now? No, it's not the person with a budget. Nope, not the person with authority. No, not the person with the most need. The person with clear timescales? (BANT) No, not her either.
According to Gartner, in 2020, it's a collaboration of up to 10 minds. Even if for you it's only 3 or 4, that's still 3 or 4 egos. Each one is fragile. Each one doesn't want to look silly. Each one secretly HATES change. Why? Because that means risk to them personally and they HATE that the most.
LACK OF CONSENSUS is the 21st Century deal KILLER,
that's why CSO insights, Forrester and Gartner all agree
so many deals end in NO DECISION
“The deal’s been pushed out.”
“We’re losing on Price.”
“We’ve not got enough leads.”
Sound familiar?
Frustrating? Of course. Frankly though, it means
your chances of hitting quota are being sabotaged.
The decision-maker for each potential deal killing person in the buying committee is their emotional "Chimp" mind. If you've never experienced your chimp mind in action, it's a little voice inside your head that talks to you. It's talking to you NOW. Your buyer tells themselves a story:
"Makes sense, BUT I need everyone onboard"
or
"That system looks useful, BUT it's
too much change"
or just maybe:
"We will struggle WITHOUT this change very
soon and I sense it's my ticket to great things"
Help your teams build your buyer's WIN story, the story
your buyers ALL hear, see and feel is the right thing to do.
This is a powerful emotional story of SURVIVAL starring your
buyer and their colleagues. (Business cases, ROI and justification
come AFTER the decision has UNCONCIOUSLY been made)
So How Does It Work?
Up to 4 teams will work on 4 active deals. Before the workshop, participants will analyse their deals to ensure they understand their buyer’s Problem Sandwich™. (What they care about).
The participants will learn about the rules that influence how humans make decisions and perceive value. They will create and deliver their Cause to Act™ stories while being guided by your Slingshot consultants.
Your sellers will use their Cause to Act™ story to involve all the buyers in the buying committee and get consensus. Sellers and their managers will reference Slingshot University™ to coach them through the process.