Deal Safety Score™
Powered by Decision Science & The Sales COMPASS®
“Deals don’t close when you are better. They close when the buyer feels safe to decide.”
In complex B2B sales, buyers don’t choose the best solution; they choose the least risky decision.
When safety is missing, buyers substitute it with “Fake Signals”: more features, lower price, or endless pilots. Use this audit to find where Decision Safety is missing.
CLIENT SAFETY
Stakeholder Clarity
Critical Safety Marker:
- • Direct contact with the Economic Buyer?
- • Champion providing internal ‘map’ of politics?
ORIGIN SAFETY
Problem Certainty
Critical Safety Marker:
- • Agreed on what happens if nothing changes?
- • Root cause explicitly named by the client?
MOTIVATION SAFETY
Urgency Confidence
Critical Safety Marker:
- • Is Status Quo viewed as the most dangerous option?
- • Quantified ‘Cost of Inaction’ accepted by Finance?
PARTNER SAFETY
Vendor Trust
Critical Safety Marker:
- • Authority established via relevant peer proof?
- • Relationship is advisory (they ask ‘How’, not just ‘How much’)?
ACTION SAFETY
Outcome Control
Critical Safety Marker:
- • Shared Mutual Action Plan with dates?
- • Procurement/Legal steps fully mapped?
SUCCESS SAFETY
Value Certainty
Critical Safety Marker:
- • Success KPIs documented and signed-off?
- • Vision of life after implementation is clear?
PRIDE SAFETY
Decision Confidence
Critical Safety Marker:
- • Internal justification docs provided to the buyer?
- • Buyer acting as your ‘Internal Salesperson’?
Deal Profile
Score™
Analyzing…
Missing Safety Signals
Build Decision Safety
Your deal is stuck because your buyer is using “Fake Signals” of safety. Get a tactical plan to build real confidence.
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Decision Science & Persuasion Psychology Integrated
