Your decisioning journal
By Ernest Falkner III
Zillion Dollar Thinking
Why not? Digital calendars, iPad forms, smart phone apps are everywhere. We could use them to find out something revolutionary — our decisioning trends.
Recorded on a frequent and consistent basis, charting decision results can yield you some valuable intelligence. We post and track appointments, errands, birthdays, occasions of every kind. Why not decisions? In reality, there is little that is more important than the collective decisions that you make.
One of my old sales managers famously quoted:
“If they can do without what you are selling for 30 days…
they can do without it forever.”
In my selling career, that maxim has rendered essentially true. Once the buyer states, “I want to think about it.”
For a salesperson, the clock begins to tick, and you may have less than 30 days to close the deal. In reality, the opportunity drops about 25 percent for each remaining week. We believe the same time frame may be true regarding personal/corporate decisioning. If you can’t/don’t decide within 30 days (as a general rule) there's a good chance the decision will not voluntarily/objectively be made (Re: inventory control with 30 day frame assessments).
So, 30 days should be a good unit of time for this exercise. What you choose to track in this time frame is the key to making this an effective methodology.
For the next 30 days record these decisions (include any others that you feel are important keys for you):
- Focus on only those decisions that involve money (measurable)
- Outline circumstances, objectives and importance (big or small issue)
- The time frame to make the decision (30 day window or under)
- Outside pressures, other influences and obstacles (ownership)
- Will any new habits, models or systems be adopted as a consequence of your research?
- Was it a useful/effective test?
- Will you share you findings with others?
We would welcome your feedback and experiences.