RSSLeadership Involves Helping Others Decide
Feb 8, 2010 Sales Related
Tomorrow I do a webinar with the Business Management Institute called Executive Decision Making: Influencing with Integrity. How does my focus on a buyer’s decision making parallel with decision making in general? For me, it’s all the same: I believe that every choice, every new concept, every new action demands a decision to allow in something new and and supplement what’s already there.
So whether a buyer seeks a new solution and must get buy-in from the relevant people, or a user needs to use the new software, or an initiative needs agreement from the relevant team members to move forward, or a person may want to donate to one charity rather than another, new decisions are necessary or change won’t happen.
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Tags: beliefs, Business Management Institute, choice, criteria, decision making, influencing, integrity, leadership
Decisions are Never Emotional
Oct 30, 2009 Sales Related
Imagine if instead of believing that unexpected decisions are emotional, we assume they have a very specific reason, even if we don’t understand or agree. Then what? Is it just easier to believe the other person to be irrational?
Do you remember, back in the day, when docs said that women suffering from PMS were hysterical and they needed to have a hysterectomy (that’s where the word ‘hysterical’ comes from btw)? They didn’t understand the physiology underlying the physical issues, and relegated the problem to emotions.
My son has a neurological disease called Dystonia. There is no physical/medical test for it (although it’s very obvious what it is if you are familiar with it), and for many years people suffered with it and had to go to mental institutions because it was called an ‘emotional’ disease. In fact, when I lived in London and my son needed his perscriptions filled from our NY neurologist, our ’surgery’ doc (the UK medical model) told us he needed a psychiatrist, not meds for his uncontrollable spasms.
Historically, when we don’t understand the roots of something we assume there is an emotional component, with the underlying belief being that there is something ‘not quite right’ with the person experiencing what is outside our comfort zone.
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Tags: beliefs, buying decisions, change, decisions, emotional, irrational, systems, unconscious
