The Decision Process, Step 2: Expose “The Cost of Doing Nothing”
Eliminate Sales Activity That Has No Chance to Succeed
Duration
20:00
Instruction Type
Interactive Simulation
Included in These Course Bundles

Did you know that your biggest competitor is not another lawyer or solution-provider? The most frequent winner is “no decision.” That’s right. In roughly 30% of supposed selling opportunities, nobody wins. Believe me, no firm or lawyer has a 30% market share.

You’ve been there. After all your work, all the calls, research, favors called in, meetings, presentations, proposals, follow-up and expense, the prospect goes dark and silent.

What happened? The prospect decided not to decide.

Why? Because they could.

People only make the decisions they MUST make. The perceived impact of a problem determines whether or not the company must make a decision or not. If the cost of doing nothing is unknown, or deemed acceptable, you have no chance to get hired, and you’ll waste a lot of time and effort on meaningless follow-up.

This course is an interactive simulation. You’ll learn by doing as you manage an avatar through a series of “say/do” decisions to progress, choosing from among five responses. For each response, you’ll receive immediate video coaching explaining why that choice was or wasn’t optimal.

This is the second of three core components of the Decision Process, which we encourage you to experience in sequence. However, if you're in the middle of a live sales opportunity and you haven't conducted the Cost of Doing Nothing process, you should learn it and apply it immediately.  

If you're not in the middle of an active sales opportunity, before going through this simulation, you should first master Step 1) How Your Door-Opener Affects the Company You’re Talking With. After that, experience this simulation, Step 2) The Cost of Doing Nothing, followed by Step 3) Stakeholder Alignment.

2 Bonuses:

Practice Mode: After you complete the simulation more than once, you’re probably thinking, “I’ve got that process down.” You may, but just before you go to apply that skill in the real world, it’s a good idea to refresh what you learned. We know you won’t have time to repeat the full simulation, so Practice Mode lets you go through a 5-minute review/refresher of the decisions from the networking simulation without the video instruction or coaching.

Ready Mode: There’s a difference between learning something and having it available on demand in the real world, where there’s no time to think about your response. The only way that happens is with practice and repetition.

If you repeat the simulation and use the Practice Mode frequently, it’s time for Ready Mode, where you prove to yourself that you’ve internalized the skills you learned in the simulation, and that you can count on them in the real world.

Completing Ready Mode within a time limit that doesn’t permit thinking about the answer, and where each incorrect response means starting over (like a game), proves that you’ve internalized the skill and can perform it in the real world without thinking. It means you own that skill.

Learning Category- Sales: Converting Opportunities into Clients (Getting Chosen)

In 30% of selling situations, “No Decision” is the winner. That’s because it's rare for either buyers or sellers to have a reliable decision-making process. The resulting frustration leads to “decision fatigue” that causes buyers to abandon the effort.  By providing and facilitating a reliable decision process, you deliver great value long before you’re hired -- and raise the odds of getting hired.

Lawyers have managed to get found for a long time (though haphazardly), but few have a reliable process to help those who find them make smart, well-informed, self-interested decisions, quickly and confidently. The “Getting Chosen” courses teach you how to focus on facilitating a decision reliably in a way that clients prefer, thereby earning trust and preserving access.