Help your Buyers Coaching Tip: How do you avoid decision regret (also known as Buyer’s Remorse?)

The problem:
You need the right information to make effective decisions and avoid regret.
That information needs to be current, accurate, relevant, objective, and sufficient —Do you have enough context and meaning with all the disparate facts to make a decision on a moment’s notice?
What are the risks and potential impacts of Option1 vs Option2?

Statistic from PMI: 81% corporate decision makers say they don’t always have access to the info they *think* they need.

In fact, they say they often lack even the most fundamental information, such as risk assessments (46 percent), insight into available resources (40 percent), and full knowledge of project requirements/tasks. (35 percent).

RESOLUTION:

The most effective decision making process:
(the kind that helps improve project outcomes)
This results from a formal, methodical approach when you are asked to make a decision that is important:

PROCESS:
1. Problem Definition: Block out distractors to concentrate. Then fully explore, clarify, and define the problem.
2. Problem Solution Generation: Prolong the new idea-generating process by brainstorming multiple solutions and discouraging premature decisions.
3. Ideas to Action: Define evaluation criteria, rate pros and cons of alternatives, and select the best solution.

Later on: REVIEW
4. Solution Evaluation: Perform post implementation analysis, evaluation, and lessons learned.
5. Evaluation of the Outcome and Process CHANGE: Evaluate how well the problem was solved and if a PROCESS SHOULD BE CHANGED.

HOW TO IMPLEMENT THIS PROCESS:
The key element is TIME. When is the drop dead time that you need to make a decision? Once you set a deadline for a decision, then you can add the tasks 1,2 and 3 to your calendar.

BONUS THOUGHT:
Every time you ask for a sale, you’re asking your prospect to make a “big” decision.
Give them time, Q&A support, and help them see the pros and cons of all potential solutions to their PAIN.