BizSugar.com › Strategy › 12 Sales Trends for 2016: Sales trend 2 – beware competitor zero

Competition comes in all shapes and sizes today; direct, indirect, and disruptive. However, there is another competitor in our midst – indecision or no decision.

This sales trend is about “Competitor Zero” - indecision leading to procrastination and no decision.

Here and around the world we are seeing buying decisions taking a lot longer than they used to. In medium to large businesses there are also more people involved in making the buying decision - about 5.4 on average - so we are seeing decision by committee which is adding, on average, 20% more time to the decision making process and even then the salesperson or supplier is not guaranteed a sale. Even in SMEs we are seeing some managing directors and general managers having to consult someone else for fear of making the wrong decision.