Last week, I found myself trapped in a fast food restaurant. This restaurant boasts that they have served more than six billion. Still, the people in front of me seemed to be having a new experience; they simply could not decide between meal one and meal two. To call them indecisive would be an insult to equivocators all over the planet.
As the economy has changed, buyer decision processes have changed also. Most of our clients report that buyers are trying to take longer to make decisions and that simple quick sales are tougher and typically longer cycles are being pushed to brutal. But our clients are learning how to beat the buyer system. Our clients are looking at how they make decisions for themselves.
There is one factor that will shape your business more than any other, and that factor is your ability to make decisions. Whether it is a hiring issue, a pricing issue, a customer service issue or any of the myriad decisions that we all face on a daily basis, your ability to decide and move forward will impact your business more than any other factor for the next 90 days.
Truth be told, this ability to decide has already shaped the business you currently have. The decisions you have made (or have avoided making) have consequences.
Next time you are out in your car, take a look and see if you can find any members of the squirrel family who happen to be indecisive. They will be the flat-headed ones squished in the middle of the road. They saw the car coming–they just were not able to figure out whether they wanted to move left or right.
Ready to change?
Contact Matt Nettleton, Sandler Training DTB in Indy at 317-678-8800 or firstname.lastname@example.org