Influencing the Decision Criteria

Your customer’s decision criteria are great indicators of your
chances of success in a deal. Thankfully, you have the power to
mold the decision criteria to fit your own unique differentiators.
Tim Caito joins us to explain how to influence the decision
criteria in a manner that favors you. He discusses:

Common mistakes reps make when trying to change the decision
criteria.

The difference between decision criteria and desired
outcomes.

The need to identify the customer’s biggest business pain
when attempting to influence the decision criteria.


Here are some additional resources:

MEDDICC Essentials | Ascender Course

https://bit.ly/3ostFXI



Managing a No Decision Deal | Ascender Course

https://bit.ly/3AyAR7v



Achieving a Collective Yes | Ascender Course

https://bit.ly/3KRVQqA



How to Convince Your Customer to Take Action in Your Sales
Process | Ascender Article

https://bit.ly/3mLp2aL



How to Compete Against “Do It Internally” in the Sales
Process | Ascender Article

https://bit.ly/43QsIbJ



Overcoming Sales Challenges: Change the Decision Criteria |
Force Management Article

https://bit.ly/40trkJf



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