April 4th, 2007
Decision Making, A Tool to Help
One of the worst things for a business person and their firm often times is the result of poor decision making. In sales we get paid to help decision makers make decisions that are of sound logic and provide a solution to an indenified need. We called this closing the deal. There are a number of techniques used in closing the deal. I have often said everyone is a salesman and everybody can benefit from good decision making.
I was speaking with a cilent that is considering a career change. I said, “Benjamin Franklin as long been considered one of America’s wisest scholars ever. When ever old Ben found himself in a position such as you are in today, if it was the right thing he wanted to be sure and do it, and if it was the wrong thing, he wanted to be sure and avoid it. Isn’t that how you feel as well?”
Here is what Benjamin Franklin use to do. He would take a sheet of paper and draw a line down the middle. On one side he would list out all the reasons for favoring the decision and on the other side , list out the reasons for not going forward with the decision. He would then tally up the sides and see what side had the most items. The wise decision would be made for him.
In closing a deal, we would help our prospect list out their reason for buying our product and the prospect was on their own when deciding reasons not to buy. Having more reasons to buy would help. if our prospect could come up with more reasons not to buy than we could to buy, we would lose the sale.
This was a close I did not use a lot but in making business decisions you may find it useful. My cilent was excited about it and doing it for your self, you can be objective. Warning, if you have made up your mind, this tool will lead you down the path you have chosen. But being objective, it may contribute to your making the right decision. For more see the link below.
http://www.salestrainingadvice.com/2006/12/ben-franklin-balance-sheet-close-by.html
April 4th, 2007 at 4:11 pm
Interesting method Jim, I will incorporate this with some customers I have and see what the results are, I will let you know.
April 4th, 2007 at 4:38 pm
LDW, If you try this with a customer for a close, practice at home and be sure you have made the decision the best thing for your customer is to own your product. Tom Hopkins is a good source for sales insight.You will want to be very comfortable when discussing this
April 4th, 2007 at 6:03 pm
Hi JD,
That Benjamin Franklin Balance
sheet idea You submitted is ideal for this truckload of blessings for those of humble
enough to hear it in faith.
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Blessed is the man who listens to wisdom, Give instruction to
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he will increase his learning. The fear of the LORD is the
beginning of wisdom, And knowledge of the Holy One is
understanding. By His grace FaithWorks…Be Blessed always!
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In His Son Jesus Christ Together We Stand Blessed Hallelujah!
There is a word from the Lord to edify His Church Today.
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Are You humble enough to open our Bible and Read it?
Psalm 145:7-11 It is written in our Bible {Updated NASB}
[7]They shall eagerly utter the memory of Your abundant goodness
And will shout joyfully of Your righteousness.
[8]The LORD is gracious and merciful;
Slow to anger and great in lovingkindness.
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And His mercies are over all His works.
[10]All Your works shall give thanks to You, O LORD,
And Your godly ones shall bless You.
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And talk of Your power;
Romans 10:8-10 It is written in our Bible {Updated NASB}
[8]But what does it say? “THE WORD IS NEAR YOU, IN YOUR
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Peace be unto You - Read it and Be Blessed always!
April 4th, 2007 at 6:53 pm
Hello Sir,
Great advice. Ben Franklin’s method has saved me from making many an unwise decision over the years.
Mr. Franklin’s autobiography is an excellent book to read.
April 5th, 2007 at 12:15 am
Thought you might find this interesting - http://www.informationclearinghouse.info/article2564.htm
News not found on CNN - Dr. Martin Luther King, Jr. - Sermon
Beyond Vietnam: A Time to Break Silence - Listened To 4-4-07
April 5th, 2007 at 9:21 am
Jim, thank you for the blessings,it is timely and brings up a good point.Some people use things like Ben Frankin close as a method to get business. This technique will only work, if you care about your fellow man and prospect and sincerly know owning your product is the best solution to their needs. I will check out DR King’s sermon, I remember 39 years ago today, going to a peaceful march with my now decease parents.
April 5th, 2007 at 9:26 am
Manchild, I may just read the autobiography of Ben Franklin, I have found having a wide knowledge of great achievers, provides motivation and proof that great things are possible
April 6th, 2007 at 11:51 am
JD,
This post was right on time! I’m in the process of looking into a new product to help grow my business. I’m going to use this to help me make my decision after talking to the sales team. Thanks.
April 6th, 2007 at 1:43 pm
Thank you Theo, I hope you do find a great growth opportunity to take control of. It makes me feel good to think this tool may help