SALES METHOD AND DEVICE TO ASSIST IN MANAGING BUYING DECISION ISSUES

• US 20080270148A1
• Filed: 04/25/2007
• Published: 10/30/2008
• Est. Priority Date: 04/25/2007
• Status: Abandoned Application

• Current Assignee: Sharon Drew Morgen
• Original Assignee: Sharon Drew Morgen
• Inventors: Morgen, Sharon Drew
• Application Number:
  US11/739,740
• Publication Number:
  US 20080270148A1
• Time in Patent Office: Days
• US Class Current: 705/1
• CPC Class Codes: G06Q 10/00 Administration; Management
• CPC Class Codes: G06Q 30/00 Commerce

Abstract

A method and tool for assisting a sales person in identifying and managing buying decision issues where decision facilitation tools are provided either in a computer-based application, card based question set, or a PDA tree-based application device that will assist a sales person in correcting a sales problem in the field the moment it occurs, and managing the communication, decision making, rapport, and collaboration elements necessary for a buyer to make a buying decision and choose one particular vendor (i.e. the seller). Upon identifying these factors, the computer-based application, card based question set, or PDA tree-based application provides sets of decision and risk factors where the sales person is able to evaluate the risk level of the sales call to determine whether further assistance from the sales person is needed. Upon determining that a sales situation is at high risk of not closing or being time extended, the card, booklet, or PDA provides examples of Facilitative Questions that the sales person can use based on the specific buying decision issues that have not been managed.

Claims

1. A method for managing and influencing buying decision issues, comprising the steps of:

providing a list of decision and risk factors related to buying decision issues on a first printed card;

inputting a rating for each risk factor based upon likelihood that a sale will close,

calculating whether the sale falls within a high risk category of not closing; and

managing the buying decision issue using facilitative questions that address specific buying decision issues that are printed on a second set of cards.

2. The method of claim 1 further comprising the step of inputting a post-rating for each decision and risk factor based upon the likelihood that a sale will close and performing a post-calculation to determine whether the sale falls within a high risk category of not closing.

3. A method for managing buying decision issues, comprising the steps of:

providing a list of risk factors related to buying decision issues displayed on a screen of a PDA;

inputting a rating for each decision and risk factor into the PDA based upon a likelihood that a sale will close,

calculating whether the sale falls within a high risk category of not closing and displaying the calculation on the PDA; and

managing the buying decision issue using facilitative questions that address specific buying decision issues that are displayed on the screen of the PDA.

4. The method of claim 3 further comprising the step of inputting a post-rating for each decision and risk factor into the PDA based upon the likelihood that a sale will close and performing a post-calculation to determine whether the sale falls within a high risk category of not closing that is displayed on the screen of the PDA.

5. The method of claim 4 further comprising the step of downloading the post-calculation to a sales manager'"'"'s computer.

6. A method for managing buying decision issues, comprising the steps of:

providing a list of risk factors related to buying decision and decision factor issues displayed on a screen of a computer;

inputting a rating for each decision and risk factor into the computer based upon a likelihood that a sale will close,

calculating whether the sale falls within a high risk category of not closing and displaying the calculation on the computer; and

managing the buying decision issue using facilitative questions that address specific buying decision issues that are displayed on the screen of the computer.

7. The method of claim 6 further comprising the step of inputting a post-rating for each risk factor into the computer based upon the likelihood that a sale will close and performing a post-calculation to determine whether the sale falls within a high risk category of not closing that is displayed on the screen of the computer.

8. The method of claim 7 further comprising the step of downloading the post-calculation to a sales manager'"'"'s computer.

9. A method of managing buying decision issues, comprising:

providing a sales device;

accessing a list from the tool of buying components;

indicating and storing for each prospect the buying components that have been managed successfully;

accessing from the device at least one facilitative question for an unmanaged component.

10. The method of claim 9 further comprising the step of repeating the method until all buying components have been managed.

11. The method of claim 9 further comprising the step of transferring information indicating managed buying components to a manager.