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Sales Rep Lame Excuse #83
Did you ever watch a customer or prospect make a bad decision? OK, dumb question… We’ve all lost deals because the guy on the other side of the desk just flat didn’t do a good job of making the decision. And because we hold the customer’s best interests near and dear to our hearts, it hurts to watch them do the “wrong” thing and buy from a competitor. But the sales rep certainly can’t be blamed for that, right? Wrong!
Good Choices
Brandon Silveria tells his story in a pamphlet published by the Century Council (1310 G Street, NW, Suite 600, Washington, D.C. 20005-3000 [202/637-0077] www.centurycouncil.org). He says, “My life before: I had a job, a car, a girlfriend…and after: one bad decision.
Probably not stupid
Your difficult boss, customer, prospect, voter, student... probably not stupid, probably just uninformed. There's a huge difference.
Forgiving yourself allows you to forgive others.
Being humans we have all done things we are not proud of. As a direct result of this we feel shame, stupidity and profoundly sorrowful. We don't know how to get pass this point. We feel there is no one to share this information with because there would be disappointment. That disappointment is not bearable. How to get pass this point in life?

Good Decisions, Bad Decisions
Why is it possible for two identical businesses in the same market selling the same products and services to the same prospects have radically different outcomes? There are two key reason; First, staff and how the employees of the organizaton do their jobs, second, the quality of the decisions being made on a daily basis. I'm not foolish enough to believe anyone is capable of making the right decision every time, but there are times when the right choice is just not that hard to identify. When those decisions face us, it is imperative we do the proper due diligence and make the RIGHT decision. This article talks about some of the core reasons bad decisions get made, and talks about how to avoid getting caught in that trap. Enjoy!
Why you can’t have a one-type-of-sales-person-does-it-all approach
There is a large body of research that shows there are many types of sales people for different types of clients, products, and markets. Just because a sales person may be excellent in one market may not mean they are well suited for another. In today's world we are well equipped to define the type of sales role our business needs and define the salesperson's selling style to match that role. So let move away from limiting sales stereotypes and open ourselves to diversity.
The curse of the BDM
The traditional Business Development Manager (BDM) role inherent in many sales models often turns out as a 'Bad Decision by Management'.

The Costs of Ego
“Ego is the invisible line item on every company’s profit and loss statement.” Fifty-three percent of businesspeople estimate ego costs their company 6 to 15 percent of annual revenue; 21 percent say this cost ranges from 16 to 20 percent.

So You Were Wrong
I once worked for a boss who was never wrong, never made a mistake or a bad decision. All you had to do was ask him. To his staff he was Teflon-man. Nothing stuck to him and everything came sliding toward us.

Working with Ethical Gray Areas
The bottom line in leadership is that ethics cannot be codified or dictated. Ethical behavior is dependent upon the judgment and decision making by the leader. The best leaders are consistent and deliberate in their decisions when ethical gray is present. They communicate the decision, and more importantly, the reasons for their decision. They often collaborate the decision, not to cover their rear ends, but to seek wise counsel and tap into the judgment of others.

Intuitive Decision Making
Good decisions, bad decisions, indecision, procrastination – we see them all in business on a regular basis. Making good business decisions is about consistently doing the right thing for the business at the right time. Put it like that and it sounds simple – if only it were!
The "Use Seasoned Sales Professionals As Trainers" Myth
In some selling organizations, if formal sales training exists at all, it is often performed by seasoned sales representatives or top performers on the staff. Big mistake!

Other bad decision Related Articles

Identifying Decision Making Strategies
People actually make decisions on a highly individual basis. It is important to understand how people make decisions when you want to influence the decision they make. You will want to know his or her decision strategy. A decision strategy is the process a person typically goes through in making a certain kind of decision.

Working with Ethical Gray Areas
The bottom line in leadership is that ethics cannot be codified or dictated. Ethical behavior is dependent upon the judgment and decision making by the leader. The best leaders are consistent and deliberate in their decisions when ethical gray is present. They communicate the decision, and more importantly, the reasons for their decision. They often collaborate the decision, not to cover their rear ends, but to seek wise counsel and tap into the judgment of others.

Hiring New Team Members
Quick hiring, convenient hiring or insider hiring rarely works. There is reverse proportion between the timing of the hire and the quality of the hire. The quicker the hiring decision, the more likely the decision will be a poor decision. The more convenient the candidate (i.e. Bob in accountings’ sister in law) the more likely it will haunt you for a long period of time.

Anatomy Of A Buying Decision
Before your prospect makes the decision to buy your product or service, four decisions must be made. For the most part these decisions will be made inside their heads or in conjunction with others depending on whether it is a joint decision making process or not. In small to medium sized businesses one person may make the buying decision, but in larger companies it is usual for the decision be made by a group of people. Whatever the amount of people involved in the buying decision, the same four decisions must be answered.
7 Ways to Name Your Prospect
In the maze of corporate America it is sometimes very difficult to discover with whom you should speak. There could be multiple decision-makers or there could be only one decision-maker. And, of course, they’re never listed as “decision-maker” in the company directory.
Closing for a Commitment or Settling for an Agreement?
There comes a time when all your hard work and preparation come together, and the time is right to go for closure! This is the moment you go for commitment. In business, whenever people interact, they make decisions ― a decision to talk, a decision to listen, a decision to act on a recommendation. Ideally, as a leader you want your followers to make decisions that are both well-informed and high in confidence. The reason for this is two-fold. First, the higher your followers are in confidence when they reach a final decision, the more effort and quality they will put into carrying through that decision.

Making a Logical Bid or No-Bid Decision
The decision to bid on a contract has profound implications on reputation, profitability, and the allocation of scarce resources. In many cases, these critical decisions are made following an informal assessment, resulting in low-margin or resource-intensive work being performed with associated large opportunity costs. Implementing a formalized decision-making process will help ensure that key considerations have not been ignored. To make the correct decision to bid on an opportunity, download and customize Demand Metric’s Bid or No-Bid Assessment.
Autocratic Decisions
The easiest type of decision is autocratic: It’s a decision you make yourself.
Communicate the Results
At some point, the decision is made. The next step is telling people the results and explaining the rationales behind the decision.
The Power of Deciding
I believe and have often said that we are all one quality decision away from anything we want. A quality decision is a certain state of mind. It is not the process of deciding to try, attempt, or pursue something until it becomes difficult. A quality decision means that you have firmly set your course. You are no longer flexible on your mission; however, you may be flexible on your method.

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