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Decision-making
  -  Sales   -  Decision-making

This is a follow-up to my LinkedIn post which you can find here. And conversely to the title above - a shallow path of discovery leads to a shallow solution. In our training business (specifically the sales training side), we are routinely asked "Well - what should we say?"It is the response most often said when a person realizes they can improve.But what they are

From LinkedIn: The conscious brain includes all our thoughts and feelings in the present moment.  The subconscious brain holds everything else.This means that our “in the moment” conscious brain (1%) is battling the “lifetime of experience” subconscious brain (99%). Those who understand and accept this – also know it cannot be mastered or tamed in the moment and takes years to respect the differences and advantages

The most important battles you will ever be involved in will always be – with yourself. Some of these battles will not even seem like a battle, especially when a perspective, disguised as reality, becomes the foundation for your actions. In hindsight, if our perspective was wrong, we almost always say “what was I thinking,” and follow with “I will never do that again.” We slowly

XX Often we have competing signs that influence competing strategies. How do we choose correctly when the stakes are so high? From LinkedIn:Let me be clear. It's not decision by indecision, or as Neil Peart the drummer from Rush wrote in "Freewill":“If you choose not to decide, You still have made a choice” It's about evaluating competing signs for competing options for your strategy. There

How does the chicken come first – as who laid the egg?  How does the egg come first – if there is no chicken to lay it? Operators are presented with the same causality delimena; do I bring back the seller to find and engage the customer before other’s do, or do we wait until there is enough demand and fight for customer loyalty.   The mistake that

The year of why. When we ask a question of ”why?”, we are most often looking for a purpose or cause.  This journey of “understanding” is about explaining a situation; possibly to innovate (improve) or to correct.  But as any researcher will tell you, there is an inherent bias to define a correlation as a cause.  This is why critical thinking is so important in today’s complex world. In

Asymmetric decision-making has been described as the DNA of great investing results. It is a scenario which, on the surface may have 50/50 odds, but has a disproportionate potential result – either positive or negative. An example might be if a hotel, who isn’t projected to sell out, considers a group whose contract doesn't have a performance clause. If the group cancels, the downside might be