Win Loss: Indecision is Often Stress
I have been conducting win loss analysis for 25 years, and have wondered how stress affects decision-making. According to Stephen W Martin, Sales’ biggest enemy is not the competition: it’s “no decision.” Customers are afraid to make decisions due to the stress of buying. They are seldom sure they are purchasing the right product or solution, and there are often naysayers in their organizations who are against moving forward. Customers increasingly don’t make a purchase even after a thorough evaluation. They feel too overwhelmed with information and contradicting evidence to make a decision, and it doesn’t help that there is little product differentiation around the basic features, functions and benefits among the competitors.