Shoulda’, Coulda’, Woulda’: The System is Self-Cleaning!

You try a SAYA sale and it doesn't work the way it was supposed to.

1. What actually happened and why? 
2. I wish I woulda’...!
3. Now that it’s over, what could I do? 

Send me a selling situation you’ve encountered that didn’t go the way you expected. I’ll attempt an autopsy what could help you and others to avoid those pitfalls. 📧 [email protected]

So…Ed stopped by, virtually, a week-or-so ago and wanted to discuss an opportunity he was pursuing. He reached Step 4: Buying Process in the SAYA System, had spoken at some length about Resources, and although his prospect did not tell him that money was available for that particular sale, the company had pretty good cash flow so he (the Buyer - Nancy) didn’t think that would be a problem.

💡 Remember: Step 4: Buying Process includes Resources, Timeline, then People.

In his discussion regarding the People, Nancy said it was her decision and Ed then moved to discuss the Decision Timeline, and he described it to me. The Buyer hoped to have her problems resolved and begin enjoying the “Paradise” to come in about 45 days. For that to happen, Ed’s solution would have to be researched, developed and installed and 30 days would be needed before it would be up-and-running and solving Nancy’s company’s problems. 

They agreed that Nancy could make the decision by 5/15, with a signed document and a 1st payment of 25%.

When Ed moved to Step 5: If, Then Check, reviewed the Prison that Nancy’s company was in, and asked if Nancy would be able to say Yes or No when she saw Ed’s Proposal on the 15th, Nancy said “Well, I’ll just have to run it past my boss, kinda’ for a rubber stamp.”

Whoops! That’s not the same as a Yes or No! “What SCW I do?” 

A good, developed, sales process could also be observed as self-cleaning. Because ALL sales processes are linear (if you find yourself struggling in Step 5 it's likely because you didn't do a thorough job in someplace between Steps 1-4). When one gets to Step 5: If, Then Check and can't fulfill it, one should drop out of that step and go back to the previous steps to see where the trouble is! 

That would be the admonition of a professional plumber or electrician! That also would explain the name of the salesperson's report of sales involvement as a Pipeline!

For Ed, with an understanding that he did a good job with 1, 2 & 3, the likely leak is in Step 4: Buying Process. And there are actually 2 leaks. Leak 1: Nancy said she was the Decision Maker. Leak 2: She said she could make the Yes or No decision on 4/15.

ABLAT – All buyers lie all the time! 

Stay with me now! Even you, when playing the role of Buyer in Best Buy when one of those people in blue vests says to you “Welcome to Best Buy! How can I help you today?” are likely to say, something to the effect of “I’m just looking.”

If you can expand your beliefs to accept that Buyers may forget facts, avoid or deflect an answer to protect him or herself or intentionally hide information that could give the Seller what is deemed an advantage in a certain situation. Bottom line, it all comes to my ears as prevarication!

How do you see that coming and handle it, so it doesn’t bite you in the ass.

1. Accept the belief that when people are in the role of Buyer they do whatever they think they need to do to protect themselves! Even if the Buyer you’re talking with isn’t inclined to lie, that belief is like carrying an umbrella.
2. Adhering to that belief, Trust but Verify. When you’re in sensitive territory, find a couple of different questions you can ask to verify. In Ed’s case, where there might be some question about finding only 1 person in the Decision Maker seat, ask:
   1. “OK. So you don’t even have to clear it with the CFO?”
   2. “So, when you see the solution to your problem, and you love it, you’ll be able to sign our agreement and authorize the 25% down payment?”
   3. “There may be some resources required to get the solution moving. Won’t you have to check with them before saying Y or N?

It’s not so much the question; it’s getting their attention to issue so they can be sure they’re thinking through the entirety of the situation! Often, clear use of the Decision Timeline will encourage that focus and open up new channels for your questions.

In most cases, by respecting the linear nature of sales and the SAYA process, the process itself and the various information you need to fulfill the components of the process, provide the self-cleaning nature of the process. If you are doing your best with it, the process will tell you when you’ve erred!