Welcome

The DECIDE Method is a way of guiding Buyers to their best decision. Instead of pushing, pitching or persuading, you grow trust, understand what each Buyer personally values, and collaborate with them to create their solution, which you then match with your offering.

These guides explain the thinking behind the method and how it shows up in the two Sales Natural apps.

Two apps, one method

The DECIDE App is for strategy: who to engage in an opportunity, and what to explore with each of them. You record what you know and don't know about the opportunity and the Buyers, and the App helps you decide your next step.

PatrickAI is for tactics: how to have the conversations. You practise with realistic Buyer roleplays, either with you as the Buyer with PatrickAI demonstrating a call, or with you as the Seller and PatrickAI as the Buyer, giving you feedback and coaching you.

Strategy is doing the right thing and Tactics is doing things right. Each is more useful with the other.

Where to start

• New to the method? Read The DECIDE Method, then The DECIDE steps, then Growing trust.
• Planning your approach to an opportunity? Read Planning your strategy.
• Ready to use the DECIDE App? Read Using the DECIDE App.
• Want to understand what Buyers care about? Read Value Drivers and POV.
• Preparing for a conversation? Read SHAPE questions and The Value Sheet.
• Working out who matters in an opportunity? Read Buyer Types and Motivation and Support.
• Want to build stronger relationships with Buyers? Read Buyer relationships.
• Curious why Buyers respond the way they do? Read What Buyers want.

A note on language

In these guides a Buyer is anyone who can influence the outcome of an opportunity, whether or not they make the final decision. Buyers are people first, and the role on their business card tells you very little about how they will behave.