1. BP350 : Decision Making
(Framing, Gathering Intelligence, Coming to Conclusions, and Learning from Experience)
AJ Ansari, InterDyn BMI
Infor
IFSOracle
SAP
NetSuite
SysPro
EpicorGP
AX
NAV

2. Decision Making
The cognitive process resulting in the selection of a
course of action among several alternative scenarios.
-Wikipedia
• Competing Products
• Competing VARs / Vendors
• The Status Quo
• Moods
• Pre-Existing Biases
• Other Conditions and
Circumstances

3. The Decision Making Process
Recognize a
Need
Search for
Information
• Where we come
in
• Can our prospects
find us?
• Referrals,
Marketing, SEO,
Social Media
Evaluate
Alternatives
• Opportunity to
differentiate
• Respond to
Objections
• Highlight
competitive
advantages
Buying
Decision
• Limited
opportunities
• Sweeten the pot
• Proof-of-concept
Post-
Purchase
Evaluation
• Learning
opportunity,
regardless of win
or loss

4. The 2% Factor: So Near Yet So Far
The difference between winning and coming second is usually… 2%*
We couldn’t bridge the gap. Now what?
• A time for moral victories?
• Or a catalyst for improvement?
* Source: http://tiny.cc/jq1m4w

5. Keys to Winning
Connecting with your Prospect
• Willingness to listen & learn
• Ability to uncover needs
• Understanding the Decision
Maker’s Personality:
What makes them tick?
A Strong Product or Solution
• Features & Functionality
• Competitive pricing
• Your Knowledge of Product
• Your Ability to Demonstrate

6. Connecting with your Prospect
We know to tailor our demonstrations and sales pitch for
each prospect based on their business
But are you tailoring your message to appeal to the
personality of the Decision Maker(s)?

7. The Human Brain & The Decision Making Process
IntuitiveRational

8. 9 Personality Traits in the Marketplace
1. The Improver
2. The Advisor
3. The Superstar
4. The Artist
5. The Visionary
6. The Analyst
7. The Hero
8. The Fireball
9. The Healer
Source: http://tiny.cc/ho1m4w

9. 9 Personality Traits in the Marketplace
The Improver
• Want their company to improve
the world
• High emphasis on integrity and
ethics
• Perfectionist
• Over-critical of employees,
customers & vendors
The Advisor
• Highly Customer-focused
• Desire to assist and advise
customers
• May focus too much on clients
and ignore the needs of own
business and employees
• Work too hard and burn out

10. 9 Personality Traits in the Marketplace
The Superstar
• Very charismatic, high energy
• Personal Brand
• Highly competitive
• Workaholic
The Artist
• Reserved and Creative
• Likes to be surrounded by unique
talent
• Overly sensitive to criticism and
feedback
• May have a negative self-image

11. 9 Personality Traits in the Marketplace
The Visionary
• A Vision for the future
• Demonstrates curiosity to
understand the world
• Has the foresight to plan for
landmines that may lie ahead
• May be too focused on the
dream and less on reality
The Analyst
• Focus on a systematic approach
• Good at problem solving
• Beware of Analysis Paralysis
• May have less trust in others’
ability

12. 9 Personality Traits in the Marketplace
The Hero
• The quintessential entrepreneur
• Ability to lead through
challenging situations
• Tendency to over-promise
• May resort to forceful tactics
The Fireball
• Full of life, energy and optimism
• Focuses on a positive attitude
and fun, playful environment
• May be too impulsive
• Can over-commit their teams

13. 9 Personality Traits in the Marketplace
The Healer
• Focuses on nurturing
• Promotes a harmonious
environment
• Too much wishful thinking and
avoiding outside realities
• May be unprepared for turmoil

14. How Self-Aware are You?
• Perception is reality. How are your prospects
perceiving you?
• Are you leveraging your strengths and working on
your weaknesses?
Knowing is half the battle

15. Understanding Personality Types
Attitude
Extraversion
Introversion
Information
Gathering
Sensing
INtuitive
Decision-
Making
Thinking
Feeling
Structure
Orientation
Judging
Perceiving

16. The Myers-Briggs Type Indicator (MBTI)

17. Strategic Thinking and Decision Making
* Source: http://www.youtube.com/watch?v=DIdD9DiAyjo

18. Coming to Conclusions: Making Hard Decisions
• There are decisions that are the prospects’ to make
• We can help that process and influence them
• But what about the decisions that we have to
make?

19. Making the Hard Decisions…
• Should we pursue this lead?
• Is it a good use of our time and resources?
• Is this an area we are strong in?
• Can our products and solutions meet the needs?
• Do we have the knowledge and experience to be credible?
• And of course: Can the prospect realistically afford our solution?
Are you willing to Walk Away?

20. Let’s Get Real or Let’s Not Play *
• Transcend the fear-based relationship between buyers
and sellers
• Break the vicious cycle and build trust by focusing on
“Helping Clients Succeed”
* Recommended reading. Author: Mahan Khalsa

21. Please remember to fill out your session evaluation forms.
Thank You!
AJ Ansari