This document provides 7 steps to simplify a buyer's decision-making process: 1) streamline communication by keeping emails concise, 2) answer common questions on your website in advance, 3) do customer research proactively using online tools, 4) turnaround proposals and requests quickly using tools like AppExchange and Chatter, 5) break the sales process into simple steps and clearly outline the next step, 6) position the customer as the hero by providing value and helping them succeed, 7) sell with sincerity by building relationships and focusing on customers rather than just making the sale. The overall goal is to eliminate complexity and make the sales process comfortable for the customer.

1. 7 STEPS
TO MAKE YOUR
BUYER’S DECISION
SIMPLE
1. STREAMLINE COMMUNICATION
2. ANSWER QUESTIONS IN ADVANCE
Prospects ask questions.
Compile the top 5-10 inquiries
and post answers on your
website. It will save you and
your clients time in the future.
4. TURN AROUND PROPOSALS AND
CUSTOMER REQUESTS FAST
Don’t be the one slowing down
the sale cycle. Work lightening
fast with tools like
AppExchange and Chatter to be
as efficient as possible.
6. MAKE YOUR BUYER THE HERO
Don’t boast about yourself.
Provide the customer with
anything and everything you
can to help them succeed.
They want value, so give it to
them.
Keep it simple. Even complex sales can be
broken down to a level that is comfortable
to the customer. Once complexity is
eliminated, you’re well on the road to a
successful sale. Good luck!
Keep communication short and
sweet. In emails, you should be
able to convey your point in six
sentences or less. Be concise
and efficient at all times.
3. MAKE CUSTOMER RESEARCH A HABIT
Don’t ask your client questions
you can find easily on your own.
Use tools like data.com, Google
alerts, and sales intelligence
apps to distill information.
5. BREAK YOUR SALES
PROCESS INTO SIMPLE STEPS
Make it easy for the customer.
Always provide them with the
next step in the process and
answer questions promptly.
7. SELL WITH SINCERITY
Build a relationship with your
customers. By focusing on
them rather than just the sale,
you’ll earn trust and build a
good reputation.