Be the Architect When Needed

The criteria your customers will use to make the final buying decision (which solution to choose from which vendor) can shift over time. I hope you are keeping in touch with your Sponsor(s) and can check in with them regularly to see if they have added criteria, made some criteria more or less important than originally thought, eliminated some criteria, etc.

Even when acting in your Coach role, draw on the Architect’s toolkit to flesh out the criteria:

Do diagnostic probing (if needed)

Establish the solution criteria

Plant a seed

Turn intangibles into tangibles; vague criteria into specific

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.