Most people avoid decision making, responsibility, and won’t take ownership because…They are unsure of themselves
They are unsure of their ability to handle the problem
They are afraid it will get them in trouble
They are afraid it will make them look bad
They are afraid it will look like it was their fault
They made a wrong decision before and were chastised
They are afraid the boss will yell at them
They are afraid it will go on their record
They are afraid it will make them lose their job
They don’t want the hassle
They don’t like, or are afraid of, conflict
They don’t think it’s their job
They lack the motivation
They could get sued
They know they can’t fix it
People reject or don’t want to deal
with complaints or problems for these very same reasons!
There are elements and factors that enter your mind as you make choices. Regardless of the decision at hand: yes, no, put off, act, buy, don’t buy, date, or reject, the questions below will help your conscious and sub-conscious mind understand the decision making process in yourself – AND help you understand the decision making process of others.
Here is what goes through your mind as you make a decision:
•What’s the circumstance?
•What’s the reason?
•What’s the motive?
•What’s the risk?
•What are the potential consequences?
•What are my fears?
•What’s the reward?
•What’s the real issue?
•What’s the real barrier?
•What’s the money?
•What’s the perceived value?
•What’s the measurable value?
•What’s the social value?
•What’s the objective?
•What is my desired result?
•What am I hoping for?
•What is the outcome likely to be?
•What if it isn’t?
•Who gets hurt?
•What are the elements?
•What has been my past experience?
•What is my experience-based knowledge?
•Should I counsel anyone?
•Do I have to decide now?
•Is this temporary or permanent?
•Do I trust the other person?
•What’s the deadline or the urgency?
•What is my gut telling me?
Keep in mind all decisions involve some sort of risk. Risk involves and creates fear. The greater the risk, the more measured, deliberate, and collaborative the process. It’s always a judgment call, and fear often interferes with sound judgment.
The secret to winning
1. Achieve and maintain a positive attitude…
* You become what you think about.
2. Develop, define and act on clear goals…
* Goals are the roadmap to success.
* You may have to change direction… but do not quit or turn back.
3. Unyielding determination…
* The self drive.
* Don’t dwell on the problem, concentrate on the solution.
4. You must have energy…
* This means health on top of attitude.
5. Persistence is a selfishness…
* Wanting to do it for yourself.
6. The ability to take NO for an answer and not quit…
* It takes 7-10 exposures for the average yes.
* As a kid in the supermarket you screamed and were willing to get hit to get a yes from your mother.
* You will hear the word no 116,000 times in your lifetime.
7. Get support from others…
* There is nothing like an occasional “way to go”.
8. Ask for help if you need it or don’t know the answers…
* Getting help is often the difference between achieve and fail to achieve.
*If you need money, reach for your own wallet – others will (almost) never lend when you really need it.
* If you need it, don’t show it.
9. Keep a constant sense of humor…
* Good humor will create winning situations.
10. Believe in yourself…
* You control the most important tool in selling, your mind.
11. Believe in what you’re doing…
* If you don’t, no one else will, if you do others will follow.
* Show pride.
12. Be prepared…
* Be ready to make the sale or achieve the goal with tools, questions and answers.
* The will to win is nothing without the will to prepare to win.
13. Create your own luck…
* Luck creation – develop good habits/execute solid fundamentals.
* Self-management (priority not pressure).
* Timely, consistent hard work makes luck.
* Make every day as productive as the day before you go on vacation.
14. Follow-up, follow-up, follow-up…
* If it takes between five and ten exposures before a sale is made or a goal is accomplished, be prepared to do whatever it takes to get to the 10th meeting.
*The essence of persistence is follow-up.
15. To get commitments – you must give commitments
* Live up to yours to set an example for others to live up to theirs.
*Whatever you do, do it passionately.
* Failure is an event, not a person.
* Every obstacle presents an opportunity… If you’re looking for it.
*You only fail when you quit.
* Enthusiasm – from the Greek entheos meaning the God within.
Words to build a network — and a life by…
Mackay Maxim — People aren’t strangers if you’ve already met them. The trick is to meet them Before you need their help.
Mackay Maxim — If everyone in your network is the same as you, it’s not a network, it’s an anthill.
Mackay Maxim — In networking, you’re only as good as what you give away.
Mackay Maxim — Cream doesn’t rise to the top, it works its way up.
Mackay Maxim — 2am is a lousy time to try to make new friends.
Mackay Maxim — Your network is the best, most empathic, and most credible reflection of your success and your talents.
Mackay Maxim — If you network hard for thirty-five years and build pivotal contacts in strategic areas of business, you can become an overnight success.
Mackay Maxim — Most people think they can get by on charm alone. I wouldn’t advise it.
Mackay Maxim –Networking is not a numbers game. The idea is not to se how many people you can meet. The idea is to compile a list of people you can count on.
Mackay Maxim — The wise person isn’t the one who makes the fewest mistakes. It’s the one who learns the most from them.
Mackay Maxim — When God closes a door, somewhere God always opens a window.
Mackay Maxim — You can’t always be an expert. You can’t always know an expert. But you can always hire an expert.
Mackay Maxim — Your best network will develop from what you do best.
Mackay Maxim — Prepare to win — Then prepare to dazzle.
Dig Your Well Before You’re Thirsty
The Only Networking Book You’ll Ever Need
Professional development of a presenter.
1. Get audience ready – the content, the humor, the speed of delivery, the tone, the gesture, the passion, the familiarity, the story, the conciseness, the punch. (Clue: Know the audience before you start, pre-question some of the attendees, or die.)
2. Ask yourself eight questions…
- What’s my time limit?
- Is this the most compelling message I can create?
- What’s the point? What will compel me to act?
- Am I clear, is my message clear?
- Is my delivery the best it can be?
- Would I buy?
- What do I want the audience to do when I’m done?
- What do I want them to say to me (about me) when it’s over?
3. Practice in front of people not afraid to criticize you.
4. Audio tape a practice session. If you listen to the audio and say to yourself “That sucks,” that’s what the audience will hear. That’s you — fix it.
5. Listen to your tape as often as you can stand it. Memorize and know where you need emphasis. Know what sounds stupid — cut that out.
6. Practice it as though you were giving it. Rehearse for real every time.
7. If your family or friends think you’re nuts — you’re on the right track.
8. Get an evaluator before you start each talk.
9. Video tape the actual session.
10. Watch the tape twice. Make a list of “never do that again” and carry it with you for three years.
1. The internet. But don’t just look up their site. Enter their company name on google.com, wikipedia.com, or other multiple search engines like dogpile.com and see what pops up. (JEFFREY’S NOTE: Wikipedia cannot always be trusted because anyone can post. Whatever you find on Wikipedia, DOUBLE CHECK it someplace else.) You may find an article or other important information. Also enter the name of the person you’re meeting with. Then enter the name of the CEO. Then tell me why you’re not meeting with the CEO. (Just a little jab there.) By the way, if you look up the name of the person you’re meeting with and you find nothing, you’re meeting with a nobody!
2. Their literature. Even though it’s we-we, it has the basic “brags” covered and may talk about shifts in emphasis and market coverage. It also tells you what they think of themselves and their products/
3. Their vendors. Usually reluctant talkers, but they can tell you what it’s like to do business with them and all about how you are going to be paid. Valuable information to say the least. Vendors are a rarely used resource.
4. Their competition. Oh man, talk about dirt, here it is. Just ask casual questions about how they win business — it will tell you what it will be like to negotiate with them. By the way, the more their competition hates them, the better they usually are. Competitors hate the people who take business away from them.
5. Their customers. Customers talk. And they are the real word on delivery, organization, quality, and the subtle information that can give you an insightful competitive advantage.
6. People in your network who may know them. A quick email to your inside group asking for information will always net a fact or two and may just be the bonanza you were looking for.
7. Their other employees. Occasionally the admin will help, but don’t count on it. A better bet is their PR department or their marketing department.
8. The best and least used resource: their sales department. Salespeople will tell you anything. You can get details you won’t believe.
8.5 Google yourself. Want some pain? Look up your own name. Where are you? What’s your internet position? Suppose they are looking up you, what will they find? If it’s nothing, that’s a report card on you.