Salespunch™ Decision Making Process Grid

"Most discussions of decision making assume that only senior executives make decisions or that only senior executives' decisions matter. This is a dangerous mistake."

--Peter Drucker

The Salespunch™ DMP Grid is a tool which identifies where the key decision-makers sit within a grid mechanism which takes into account the levels of influence each has over a decision, how receptive they might be to your message and their level of support for your solution. 

A thorough understanding of the parameters outlined below leads to identification of all the possible actions a salesperson might implement to pro-actively manage the decision-making process in your company's favour.

INFLUENCE

• Sanction
• Filter
• Beneficiary
• The Guide

RECEPTIVITY

• Receptive
• Pressured
• Complacent
• Arrogant
  

This tool can be used as a stand-alone sales aid via application to a specific sales situation or more usually, as part of a wider suite of account planning tools within the SISTEM framework as part of the 'I' (Information - which helps to analyse the current position within any given account).

Contact Salespunch™ for more information on how to analyse the decision-making process.