We continue to share Tom Hopkins’ NEADS acronym found in his
book LowProfile Selling, Act like a Lamb…Sell like a Lion, let’s return to the
short explanation of the letters.
N – NOW E – ENJOY A – ALTER D – DECISION S – SOLUTION
We have addressed the first three letters
and this week the fourth, D for Decision.
Who makes the DECISION?
In marketing we must find what the
customers’ current situation is, what they like about it and what they would
change. We then must determine who will be
making the decision to change.
When selling to a couple we never ask who wears the pants in the
family. We do ask if we are unable to meet with both parties which one would we
need to be certain to meet with. Their answer will tell us who the decision
maker is. When dealing with a company we must ask who in the company will be
making the decision. Failing to determine the decision maker can have us
spending valuable time working with the wrong person. Know who the decision
maker is.
The same is true in life. Ask yourself who is
making the decisions that are important to you? Is it you? Do you seek advice
from trusted sources when making an important decision? Do you go with your
gut, heart or head? Are you collaborating on a project and must consult with a
partner or partners?
If we are truthful with ourselves we will realize
only the most simple of decisions are made entirely on our own. The majority of
decisions we make are done so with the help of others. If you are one that is
fortunate enough to have those trusted souls you can go to for assistance
please do so. Their input may give new insight and direction.
Prepare yourself as we move into the final step of
the NEADS acronym. Have an honest
evaluation of where you are NOW.
Determine what you ENJOY about your
current position. Determine what you don’t like about your current position and
would CHANGE. Who will be involved
in making the DECISION to change and
move ahead? The next posting will be the letter S. What is the SOLUTION!
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