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The classic model for decision-making is as follows:
1. Analyze the problem or situation
2. Generate alternative solutions
3. Pick one of the alternatives
4. Implement the chosen alternative
5. Monitor the results of that choice
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. Any given individual may have several decision-making strategies for different kinds of decisions, such a buying a car, purchasing a computer, approving budgets.
Bandler and Grindler, the founders of NLP, divided the decision strategy into three phases:
1. Motivation
In this phase a person becomes interested in considering making a decision. The person is ‘deciding to decide’
2. Decision
Once interested, the individual in this phase decides on a particular course of action (such as buying a particular car or a computer system or approving or disapproving a budget). The decision not to do something is also a decision and gives you as much useful information as the decision to go ahead with a particular course of action.
3. Verification
Here the individual verifies that his or her decision was or was not a good one. (Sometimes called ‘buyer’s remorse’)
In the Motivation stage people are only motivated to consider looking for another car when their present car starts to give trouble or some people may be motivated by impulse when they see a shiny new sports car. In the business-to-business role people are motivated when they have a business problem that is causing enough pain to demand a solution. However the case may arise that you as a sales person needs to uncover the problem/pain to provide an opportunity to solve a problem. Or alternatively a company sees an opportunity to do something more efficiently or to grow sales for example; this again provides the motivation to look for a solution.
In the decision phase some people examine every alternative. Others need only two or three alternatives from which to choose. People use their perceptual modes, (representational systems) to make a decision. They want to see proof, hear about or have an intuitive feeling. They may be concerned how others will react to their decision and how they will be perceived for making this decision.
The verification is as equally individual. Some may experience buyer’s remorse whilst others may spend time justifying their decision.
There are numerous combinations of the decision-making strategy.
Elicit The Decision Making Strategy
1. Motivation
• What prompted you to buy your last ___________________?
• How did you decide you wanted or needed to ___________?
2. Decision
• What factors went into your last decision to ___________?
• When you made your last purchase of __________, what were the deciding factors in your mind?
• How did you reach the decision to ___________?
• What factors were most important in your decision to ______?
3. Verification
• How did you feel after you decided to _________?
One of the difficulties in selling a service is that potential clients (we'll call them "prospects" here) often don't know whether they should be using what you provide.
Selling services can require a much more s...
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 strat...
Value added selling is a proactive philosophy of seeking ways to enhance, augment, or enlarge on a solution for the Client. In value added selling you are always looking for ways to exceed the Client’s expectations....
Implementation or taking specific action continues to be an incredible obstacle for many small business owners, executives and entrepreneurs. Learn how you can become a better action maker.
George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson.
His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more.
George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website
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Colly Graham
(Visit Colly's Website)
Colly Graham CEO of salesxcellence After
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the bag”). A licensed practitioner of NLP
Colly trained with Richard Bandler in
1998. When I entered the field of sales,
back in 1969, with local franchise holder
for Pepsi Cola because of my lack of
knowledge of any selling skills I set a
goal, to one day, start my own training
company. As my career in sales progressed
becoming a sales manager, group
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