Week 5 Recap:

You refreshed Learning the Company-Specific Flavor of Your Door Opener [Getting Chosen], got your first taste of a critical new process, The Cost of Doing Nothing [Getting Chosen], and practiced Learning the Company-Specific Flavor of Your Door Opener [Getting Chosen], Networking Event [Getting Found], and The Cost of Doing Nothing [Getting Chosen]. Congratulations, you’re making steady progress and forming new habits.

Week 6 Plan:

Refresh: 

None.  We’ll take a break from repeating lessons this week because we’ve got an important new process to introduce, and we want to give you time to practice the entire Decision Process before we move on.

New Skill:  

Stakeholder Alignment [Getting Chosen] means getting a group of people who are affected by your Door-Opener, i.e., they have a stake in what happens, and in any decision that gets made. Few company decisions are made by a single person, and few of these decision groups have a reliable process for group decision-making. 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.

Even if there's only one buying stakeholder, one buyer and one seller constitutes a group that must achieve alignment. Alignment = Decision. That’s where you’ll add real value, by helping them make a good decision without wearing each other out.

Practice These Skills using the Practice Mode for each simulation:

Lots of practice this week. We have to make sure you've got the basics down pat.

  • The Cost of Doing Nothing [Getting Chosen]
  • Stakeholder Alignment [Getting Chosen]
  • Networking Events [Getting Found]
  • Next Steps Meeting [Getting Chosen]