Whether you’re a salesperson, a small business owner, or a CEO, you have to make decisions every day. Some are small and some are big, but you’d certainly like as many of them as possible to be good ones.

Yet for a skill we all have to use multiple times a day, we’ve never really been taught how to do it. In his new book, Figure It Out: Making Smart Decisions in a Dumbed-Down World, Robert Wendover aims to rectify this oversight.

Wendover argues that decisions have become harder to make—due to radical increases in choice and information—while the pressure to make the “right” decision—quickly—has grown dramatically. If you’re in sales or management, I’m sure you can attest to both.

To become a better decision-maker, Wendover asserts you need three things:

1. An understanding of the big picture—the context within which you’re making decisions
2. A framework for decision-making—a simple, step-by-step process
3. To perform a “self-instill”—adopting the habits that lead to consistently good decisions

Wendover delves into each of these three areas in depth, illustrating his points with real-world stories. Along the way he discusses:

• Why you need to get to neutral and how to do it
• The critical role confidence plays
• Why multi-tasking leads to poor decisions
• The Five Cs for sound decision-making
• And much more.

One element in the book, however, is particularly valuable for anyone in sales. In Chapter 9 (“Clarify the Problem”), Wendover shares 22 questions to ask yourself as you’re analyzing a problem. The beauty is, most of these questions are perfect for posing to your prospects! The book is worth buying for this one chapter alone!

Figure It Out is easy to read, with short chapters and a conversational style. In addition, each chapter contains a QR code that links to bonus video content that dives even deeper into the subject at hand. Figure It Out will not only help you make smarter decisions, it will enable you to help your buyers make smarter decisions as well.

email