Course: The Decision Process, Step 3:
“Stakeholder Alignment”: Add Value by Helping Buyers Make a Good Decision
“Stakeholder Alignment” is an expression that means “getting a decision.” More accurately, it means “getting everybody on the same page and comfortable making a decision.” (There’s that word, “comfortable,” again.) This critical skill is the difference between getting a decision and merely being helpful.
Even when a problem's impact absolutely demands a solution, the inability of those with a stake in the problem to align, i.e., reach a decision of any kind, creates a tar pit that consumes many otherwise promising sales. The inability to decide is not due to stupidity or intransigence. It’s always the result of lacking a reliable decision process.
You’ve experienced this yourself. Your firm, or a civic- or social group, has endless meetings “brainstorming” a problem and arguing about the merits of different ways to solve it. Little by little, committee members disengage; some stop showing up. Rather than waste their time, they abandon the decision. (Hmm. There’s “no decision” again.)
The good news is that this is a fairly simple process that merely requires learning it, practicing it and applying it with humility and discipline. By relieving prospects of their decision frustration, you’ll deliver more value before you get hired than most lawyers deliver doing the work that they’re hired for. I promise that your prospects and clients will thank you. You’ll never experience the “no decision” black hole again.
The lawyer who delivers and facilitates a reliable decision process has the inside track to getting hired because the buyers will recognize the real value of doing so.
This course is an interactive simulation. You’ll learn by doing as you manage an avatar through a series of “say/do” decisions to progress, choosing from among five responses. For each response, you’ll receive immediate video coaching explaining why that choice was or wasn’t optimal.
Before you buy:
This is the third of three core components of the Decision Process, which we encourage you to experience in sequence. Unless your immediate sales opportunity is already at a stage where this is what you must do, before going through this one, you should first master Step 1) How Your Door-Opener Affects the Company You’re Talking With. After that, experience Step 2) The Cost of Doing Nothing, followed by this simulation, Step 3) Stakeholder Alignment.
Learning Category: Sales
Converting Opportunities into Clients (Getting Chosen)
In 30% of selling situations, “No Decision” is the winner. That’s because it's rare for either buyers or sellers to have a reliable decision-making process. The resulting frustration leads to “decision fatigue” that causes buyers to abandon the effort. By providing and facilitating a reliable decision process, you deliver great value long before you’re hired -- and raise the odds of getting hired.
Lawyers have managed to get found for a long time (though haphazardly), but few have a reliable process to help those who find them make smart, well-informed, self-interested decisions, quickly and confidently. The “Getting Chosen” courses teach you how to focus on facilitating a decision reliably in a way that clients prefer, thereby earning trust and preserving access.