Avoid Paralysis by Analysis
Be bold. Be decisive. You'll have more fun—and the rewards
could be greater than you've ever imagined.
By Dave Donald and Jeremy Burkhardt
Calculated risk is one of the most powerful elements in business success. General George Patton stated, "A good plan vigorously executed today is better than a perfect plan executed two weeks from now." We don't need to paralyze progress by analyzing the situation to death. Make a decision and act on it.
Guess what? You're going to be wrong sometimes. Sometimes your decision will come back to bite you in the butt. Good! We all need a good bite in the butt once in a while. Smooth sailing is not all it's cracked up to be. A beautiful sunny day on the water can get boring. Throw a few big swells and a couple of wind changes in the way and life gets interesting.
Read the biographies of great business leaders and you'll find they have this characteristic in common: They were willing to stick their necks out for what they believed in. Other poor timid souls would sit on the sidelines and avoid any chance of being bumped, bruised or sometimes even crushed. With such caution comes the curse of mediocrity. Only those who dare will ever scale the cliffs of greatness.
Now we're not recommending leaping to your death at the drop of a hat; reckless abandon can be just as counterproductive as inaction. Just don't get trapped in the process. Remember, choosing to do nothing is still a decision.
In training salespeople over the years, we've found the greatest hurdle to overcome is getting them to ask for the sale. Most will qualify to some degree and then make a competent presentation, but invariably they'll fail to simply ask the customer if he or she would like to buy.