On the negative side of “decide,” ask yourself:
• Am I making an excuse to do it, even though I doubt the validity of it?
• Am I justifying it before the facts are gathered?
• Am I justifying it after the fact, and I knew it was a mistake?
• Am I procrastinating?
• Am I saying, “It’s the lesser of two evils?”
• Am I only getting buy-in before the fact to mitigate blame?
NOTE WELL: Fear of loss is greater than desire to gain. Fear of being wrong is more powerful than risk of being right. SIDE NOTE: Leaders emerge as they become fearless.
As you’re trying to get others to decide on you and your product or service, keep top of mind how you make your decisions. The better you understand yourself, the more powerful you’ll be at “getting a favorable decision.”
If you’d like the list of thoughts that enter into the decision making process, and a list of why people DON’T decide, go to www.gitomer.com, register if you’re a first-time visitor, and enter the word DECISION in the GitBit box.
Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training, seminars, and webinars - or email him personally at firstname.lastname@example.org.