# The Sales Natural Help

> Learn the DECIDE method and how to use The Sales Natural Strategy App and PatrickAI.

## Documentation

- [Welcome](https://thesalesnatural.com/tourguide/welcome.md): Learn the DECIDE Method and how to use the DECIDE App and PatrickAI.
- [The DECIDE Method](https://thesalesnatural.com/tourguide/the-decide-method.md): The buyer-centric approach that empowers Buyers to make sound purchasing decisions.
- [Why Buyer-centric?](https://thesalesnatural.com/tourguide/why-buyer-centric.md): Why DECIDE starts with trust and the Buyer's desired outcome and not your product.
- [The Buyer Journey](https://thesalesnatural.com/tourguide/the-buyer-journey.md): How the traditional sales cycle compares with the DECIDE buyer journey, and why DECIDE leaves nothing to negotiate.
- [The DECIDE steps](https://thesalesnatural.com/tourguide/the-decide-steps.md): The six steps of DECIDE, what you do in each, and why the order matters.
- [Value Drivers and POV](https://thesalesnatural.com/tourguide/value-drivers-and-pov.md): Why Buyers decide the way they do. Perceptions of Value, the ten Value Drivers and Value Gaps explained.
- [Buyers and organisations](https://thesalesnatural.com/tourguide/buyers-and-organisations.md): Why DECIDE looks at each Buyer separately, and how the organisation's own NIMTS progression fits alongside.
- [Planning your strategy](https://thesalesnatural.com/tourguide/planning-your-strategy.md): Strategy is about achieving your objective by moving one step at a time.
- [The DECIDE App](https://thesalesnatural.com/tourguide/using-the-decide-app.md): An overview of how to build and maintain a strategy for a sales opportunity with the DECIDE App.
- [Situation Appraisal](https://thesalesnatural.com/tourguide/completing-a-situation-appraisal.md): How to create a Situation Appraisal in the DECIDE App.
- [The Prospect](https://thesalesnatural.com/tourguide/the-prospect.md): How to complete the Prospect section of a Situation Appraisal in the DECIDE App.
- [Buyers](https://thesalesnatural.com/tourguide/adding-your-buyers.md): Who counts as a Buyer, the four Buyer Types, and why each Buyer is at their own DECIDE step.
- [Buyer Types](https://thesalesnatural.com/tourguide/buyer-types.md): The four Buyer Types, what each cares about, and how power differs from influence.
- [Assessing each Buyer](https://thesalesnatural.com/tourguide/assessing-each-buyer.md): How to assess a Buyer's Influence, Power, Motivation, Support, Relationships and Value Gaps.
- [Motivation and Support](https://thesalesnatural.com/tourguide/motivation-and-support.md): How motivated a Buyer is to address the problem, how much they support your offering, and how to read the difference.
- [Rating Value Drivers](https://thesalesnatural.com/tourguide/rating-value-drivers.md): How to rate each Buyer's Value Drivers and your confidence in each rating in the DECIDE App.
- [The AI Coach](https://thesalesnatural.com/tourguide/using-the-ai-coach.md): How to run the AI Coach analysis in the DECIDE App and turn its recommendations into your next moves.
- [Growing trust](https://thesalesnatural.com/tourguide/growing-trust.md): Why trust is grown rather than built, and what Buyers look for in a Trusted Guide.
- [Buyer relationships](https://thesalesnatural.com/tourguide/buyer-relationships.md): The four types of business relationship (Ad Hoc, Technical, Social and Partnership), how to recognise each, and how to build a Partnership with a Buyer.
- [SHAPE questions](https://thesalesnatural.com/tourguide/shape-questions.md): Five styles of question for natural, curious conversations with Buyers, and how to mix them.
- [The Value Sheet](https://thesalesnatural.com/tourguide/the-value-sheet.md): A simple four-column tool for working with a Buyer to uncover Value Gaps and the Sources of Value that could close them.
- [What Buyers want](https://thesalesnatural.com/tourguide/what-buyers-want.md): Common questions about what Buyers look for in the people who guide them, and why trust and value matter.