Southwestern Sales Talk
“I just can’t decide!” We were standing in line at a busy fast food restaurant, staring at the menu we were quite familiar with. “Uh…can I get…ummm…how about…? What should I get dad?” The customers in line behind us shifted, like cattle in a chute. 
“It doesn’t matter. Come on, honey, it’s not that difficult.” My youngest was agonizing over this standard menu. “Just pick something. Decide.” Gone were the days of a simple Happy Meal. The Gen Y worker stared at us, unhelpfully, wondering why I failed to teach my daughter how to make simple decisions. I could feel the cattle getting impatient.
“Just decide!”
Some of us make a huge deal over simple decisions–decisions of no real consequence: what to eat, what to wear, what music to download. Bigger decisions: who should I call on today? what attitude do I choose? should I close again? Biggest decisions: where to live, where to work, whom to marry. Certainly the big ones require more thought or prayer.
However, you find that if you don’t practice making decisions, you’ll tend to procrastinate, which in turn will reinforce a bad habit–indecision. A quick decision is often the best decision and is certainly better than no decision. My advice to you as a sales professional: practice deciding!
Research has shown that successful people tend to make decisions quickly and are slow to reverse a thoughtful position. On the other hand, people who fail usually decide slowly and change their minds a lot. So, make decisions and stick by them.
Decide to be on schedule.
Decide to really connect with prospects.
Decide to ask for the order.
Decide to become a great decision-maker.
Indecision is the greatest thief of opportunity.
Question: how do you make decisions? How do you weigh your options? Are you a Big Mac person, or do you go for the value meal? Better yet, how did you decide to sell another summer with Southwestern–in spite of your anxiety? Think about your mental process and feel free to share your thoughts with everyone.
i like it!!! food for thought!
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there is no better opportunity than southwestern. everyone should do it! hesitation regarding the decision to sell is just laziness and fear
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Lee McCroskey Reply:
November 5th, 2009 at 9:49 am
Sounds like you’re the disciplined type! There is a lot of psychological stuff going on which falls under the headings of “laziness” and “fear”.
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Good stuff Lee. I’m almost finished reading all those books I borrowed. Southwestern should have it’s own library for kids to check out books between checkout and GRS.
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Lee McCroskey Reply:
November 5th, 2009 at 9:48 am
Another good idea! You are up for Blog Commenter of the Month!
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Thanks, Lee. Both Part 1 and 2 were great. Real life comes down to a decision to stick to your original decision until you can figure out how to make it a good decision.
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Lee McCroskey Reply:
November 5th, 2009 at 5:40 pm
How true! You should blog about that. Sometimes it’s hard to make the right decision; it’s good just to make your decision right.
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great stuff lee – your blog rocks. its the best.
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Lee McCroskey Reply:
November 6th, 2009 at 4:29 pm
Thanks for the nice comment. Visit again soon and RSS me!
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When it comes to making some serious decisions we usually take it as a ‘hard job to do’ and postpone it as much as possible untill possibly the decision is taken by the circumstances or just never taken at all.
When I was thinking about being back or no for another summer with Southwestern that actually made the whole recruiting year so much more difficult because I didn`t know what I should do at all, should I recruit or not, experiencing the emotional rollercoaster. I was quite lucky to realize soon tho that making serious decisions and stick to them is the best way to make my life actually a lot easier. When I`ve got to decide what to do, just chose what it feels right and if it`s not – great! People learn from teir mistakes, at least it saves me frustration of wondering, procrastinating and doing nothing (which itself leads to feeling useless in my case).
And probably that`s why I`m gonna have a great summer – because it is already decided!
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Lee McCroskey Reply:
November 11th, 2009 at 1:29 pm
Wow, good insights! I agree, procrastination is a great energy-and-confidence drain. Making a decision can be uplifting! thanks, Evelina! I hope all SMs read your comment.
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Lee your stuff is always full of insight! I’m looking for more stuff on decision making… any suggestions?
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Lee McCroskey Reply:
November 12th, 2009 at 10:41 am
Roger Dawson has some great stuff on how to make decisions; he also has great material on negotiating. Check him out. Australian guy.
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I like the idea that people who take their time making decisions will often change their mind. This will help in sales calls to realize and accept that the procrastinators are who they are and my job is to find the decision makers. Thanks Lee.
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Lee McCroskey Reply:
November 17th, 2009 at 2:19 pm
Thanks for putting this in a Southwestern context for people–you’re right, you are looking for buyers (decision makers).
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I’m really trying to work on this. Indecision is just too draining!!
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Lee McCroskey Reply:
November 18th, 2009 at 3:23 pm
Aaron: don’t do anything rash…think about it.
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[...] anyway, I remember once in Lee`s blog there was an article on Decision making and I am so glad I found it, because before I read that I was in a situation where I had to make a [...]