Awareness of Your Decision Making Style May Help You to Increase Sales
December 8th, 2012 | 
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Reading the thoughts of others is extremely interesting and insightful especially when to comes to one’s decision making style within the sales process.
Just yesterday I read an older post by Jeffrey Gitomer and even though I disagree with some of his thoughts about what comprises our decision making style I do appreciate his insight.
Decisions are made beyond the emotions as noted by Mr. Gitomer. They are also made using these three others filters which he did not discuss:
- Thinking – Systems Judgement
- Feeling – Intrinsic
- Doing – Extrinsic
These filters are not of my construction, but of Dr. Hartman’s and through the science of Axiology which is all how we make decisions.
To make decisions, Dr. Hartman identified 78 key attributes or talents along with levels of our temperament including our biases. He also discovered we make decisions differently when we are making decisions about the external world versus the internal world – ourselves.
Some of those key attributes specific to being able to increase sales include:
After issuing over hundreds of the Attribute Index assessments, what 97.4% of those who have taken have said is “its accuracy is incredibly high.” (On a scale of 1 to 10 with 1 being low and 10 being high, 97.4% rated the accuracy at 8 or higher.)
When seeking to increase sales, understanding the thought process (that being your decision making style) behind what prompts you to possibly jump ahead of ask a question to early can only bring to you additional clarity so that may avoid that behavior in the future.
P.S. To learn more about your own decision making style, you may find this FREE Webinar – Be True to You – on Thursday, January 3, 2013 from 12-12:30pm CST of interest.
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Sales leads are like blooming flowers. Nurture them.
Cognitive, Affective and Conative, or Thinking, Feeling and Doing, have stood as the pillars of decision making for millennia. Jungian archetypes Thinking- Feeling, Intuition and Sensing appear to map on quite well.
However pragmatically, Behavioural Economics is wreaking havoc with those models!
Concepts such as Right-Left Brain,
and Rational or Emotional simply do not cut it from the neurosciences perspectives; they appear more and more as “folk” Psychology, not science.
I have retrenched to a simple Model based on Kirton’s Adaptor-Innovator model, as it has not yet been discarded.
http://www.kaicentre.com/initiatives.htm
And Dan Ariely’s Predictable Irrationality.
http://www.amazon.com/Predictably-Irrational-Revised-Expanded-Decisions/dp/0061353248
Brian MacIver recently posted..Managing Sales Attitude for Success
Brian – Thanks for sharing those links and I will definitely check them out.. I agree about some assessments not being aligned to true science. Axiology as constructed by Hartman is one of those hard sciences (coming from mathematics) and is all about how we make decisions. It is definitely not folk psychology.
Leanne Hoagland-Smith