Decision Making and Power

Introduction

• one decision can change lives forever
• Assess past and current decisions; they have led you here
• Understanding and unlocking power through decisions and actions
• Influence in business/jobs to get people to make decisions
• Importance of making powerful decisions for oneself

Speaker's Background

• Austral, owner of acquisition.com
• 10 years ago sleeping on a gym floor, now very successful
• Recent speech on decision-making was impactful
• Presentation aims to empower audience to make powerful decisions
• Goal: Become more powerful and make the world better

Value of Attention

• Promise to offer high return on attention

Power

• Power is neutral; it amplifies who we are
• Importance of harnessing power
• Power can make us significantly good or bad

Decision Making and Selling

• Different selling styles: Emotional, No-leave, Logical
• Logical selling: If it makes sense, proceed; if not, no worries
• Importance of rational foundations in selling
• Logical buyers vs. Emotional buyers
• Helping prospects justify their decisions emotionally and logically
• Selling properly sets up long-term success

Key Beliefs in Selling

1. People want to believe you and buy
2. Selling happens before the close, closing happens after
3. Easier to handle obstacles than objections
4. Expect 'no' - it's part of the process
5. Higher-priced items should induce gasp reactions
6. Selling is the first step in coaching
7. Selling is about helping prospects make decisions
8. Keep the prospect, not the sale, as the priority
9. Seek to understand, not to argue
10. Closing is a dance, not a fight
11. Selling is a transference of belief over a bridge of trust
12. Build trust by genuinely wanting to help
13. Belief and trust are continuums
14. Closers ask hard questions out of genuine care
15. The person who cares most wins the sale
16. Record all sales for improvement
17. Power is the ability to direct or influence others

The Selling Process

• Selling occurs at every stage from lead to close
• Focus on closing actions and objections
• Importance of red-zone effectiveness in business success
• Aim to convert undecided to decisive actions

Overcoming Objections

• Circumstances (Time, Money, Fit)

1. Time
   • Macro (busy seasons), Micro (daily schedule), When-then fallacy
   • Learn to manage time when busy
2. Money
   • High price as motivation, Relative value, Spending money either way
   • Value-based comparisons
3. Fit
   • New identity, new priorities
   • Acceptance of necessary changes
4. Authority
   • Spouse/decision-maker objections handled by focusing on support, not permission
   • Emphasizing ownership of decisions
5. Avoidance
   • Handling decision stalls through various techniques (past decisions, present rocking chair, future magnifying pain)

Final Thoughts

• Invest in personal education and skill-building
• Fortunes are created by taking risk
• Skills and experience can never be taken away
• Own your decisions and power

Important Messages

• One decision can change your life
• Blaming external sources is giving away power
• Helping others make decisions makes them feel powerful and likely to buy
• Realistic outlook: Implement, take ownership, and grow