Ben and Adam are good friends and they often spend some time together in New York City. Today they talk about their next vacation trip to South America. They plan a trip to Chile and both are avid photographers. Now, right after a lunch they check out “17th Street Photo” on 33 West because in a traditional shop they can test and touch what they plan to purchase.
Ben spots an offer of a tele lense for his camera, which looks quite attractive next to a similar lense with its regular price. He asks for the lense on sale and gets it with a camera for testing. Adam is checking on the digital frames.
Ben doesn´t want to regret to miss a great offer and decides to buy the tele lense. It was on his wish list anyway and this offer is ideal for the trip to Chile. He turns to Adam to tell him he decided to buy the tele lense today.
Adam is standing in front of 2 great offers of digital frames. Both frames are on sale, both are of different price categories, but each offer is a great sales prices itself! Ben looks at Adam and asks: “Which one will you buy today? For me it´s hard, honestly, I have trouble deciding – both are awesomely designed!” Adam nods. “I can´t decide either. Two great sales prices, both are half off and top-of-line products….”
Ben gets to the point: “it creates a conflict, doesn´t it?” “You were lucky, there was only 1 attractice option with your tele lense here in this shop,” he adds, “adding a second option for me overhere creates a conflict, yes! It forces a trade-off between price and quality.” “It makes it harder for you to choose! Adam, common, don´t pass it up! Make a decision!”
“I need a reason!” he defends himself.
“Okay, for whom is it?” Ben gets curious.
“It´s for HER…..”
Adam HAS a reason to think about which digi frame to buy in the shop today, and he acts like everyone of us. Many people end in a conflict situation if the sales price and great quality offers a great purchase. He tends to avoid the decision but Ben won´t let him walk away from this great sale! If we walk away due to conflict, then the conflict´s power becomes our leader!
Like it or not, but you´d give away your leadership role and hand over the power to the shop´s offer, which is created only by numbers!
Difficult trade-offs make it difficult to justify decisions. Mostly then decision are automatically deferred. But Ben will help him find the little single feature which will justify why Adam is going to choose this frame, and buy it as a gift for HER.
BE A DECISION MAKER. BECOME OUTSTANDING.
rita jaskolla – Leadership Architect –