{"id":1020,"date":"2007-06-21T08:57:34","date_gmt":"2007-06-21T13:57:34","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/sales-traits-series-decision-making\/"},"modified":"2007-06-21T08:57:35","modified_gmt":"2007-06-21T13:57:35","slug":"sales-traits-series-decision-making","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/sales-traits-series-decision-making\/","title":{"rendered":"Sales Traits Series &#8211; Decision Making"},"content":{"rendered":"<p>This week we look at an insightful trait that has become more important for salespeople in today&#8217;s market.&nbsp; Sales requires a certain &#8220;feel&#8221; for a situation even though all of the data is not obvious.&nbsp; You could call this trait sales intuition.<\/p>\n<p><font color=\"#ff8000\"><strong>Decision Making<br \/><\/strong><\/font>The ability to accurately compile intuitive perceptions about a situation into a decision or action. This ability allows one to be \u20ac\u0153intuitional\u20ac\u009d as opposed to intellectual (requiring data and logical reasoning) in effective decision making. This capacity requires a good deal of understanding of people, the outside world and the ability to visualize the whole picture in a mental scenario.<\/p>\n<p>A salesperson with&nbsp;<em>strength<\/em> in this trait will be comfortable making decisions on their feet without having to study a situation or requiring logical data to examine.<\/p>\n<p>A&nbsp;<em>weakness<\/em> in this trait indicates a salesperson who is not comfortable making decisions until he\/she has had sufficient time and information to analyze a situation.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>This week we look at an insightful trait that has become more important for salespeople in today&#8217;s market.&nbsp; Sales requires a certain &#8220;feel&#8221; for a situation even though all of the data is not obvious.&nbsp; You could call this trait sales intuition. Decision MakingThe ability to accurately compile intuitive perceptions about a situation into a decision or action. This ability allows one to be \u20ac\u0153intuitional\u20ac\u009d as opposed to intellectual (requiring data and logical reasoning) in effective decision making. This capacity requires a good deal of understanding of people, the outside world and the ability to visualize the whole picture in a mental scenario. A salesperson with&nbsp;strength in this trait will&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/06\/sales-traits-series-decision-making\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[21,6,16],"tags":[],"class_list":["post-1020","post","type-post","status-publish","format-standard","hentry","category-aptitudes","category-assessing","category-hiring-salespeople"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-gs","jetpack-related-posts":[{"id":929,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/sales-traits-series-intuitive-decision-making\/","url_meta":{"origin":1020,"position":0},"title":"Sales Traits Series &#8211; Intuitive Decision Making","author":"Derrick Moe","date":"May 17, 2007","format":false,"excerpt":"Ok, we'll approach this week's trait cautiously since it approaches some forms of gut-level decision-making. Strong selling requires salespeople who do not guess or assume. Rather, they qualify by asking the right questions and listening to the answers. But let's face it, there is a bit of artistry to being\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":567,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/sales-traits-series-using-common-sense\/","url_meta":{"origin":1020,"position":1},"title":"Sales Traits Series &#8211; Using Common Sense","author":"Derrick Moe","date":"January 11, 2007","format":false,"excerpt":"Today we tackle a tough trait that is in short supply according to Mark Twain. The Using Common Sense trait provides for us some insight into a salesperson's ability to think on their feet. This trait is most important for effectively dealing with a prospect's objections. Using Common Sense This\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":751,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-traits-series-balanced-decision-making\/","url_meta":{"origin":1020,"position":2},"title":"Sales Traits Series &#8211; Balanced Decision Making","author":"Derrick Moe","date":"March 15, 2007","format":false,"excerpt":"This week we look at a trait that is beneficial to both salespeople and sales managers. The ability to stay balanced in forming decisions is integral to sales success. Salespeople who can look at the entire opportunity and properly weight the pieces before pursuing it are the most successful. Salespeople\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":948,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/sales-traits-series-conceptual-thinking\/","url_meta":{"origin":1020,"position":3},"title":"Sales Traits Series &#8211; Conceptual Thinking","author":"Derrick Moe","date":"May 24, 2007","format":false,"excerpt":"Complex selling requires salespeople to have a long-term perspective that they incorporate into their short-term tactics.\u00a0 This trait can be measured in\u00a0candidates and existing employees. Conceptual Thinking The ability to identify and evaluate resources while planning for their utilization throughout the execution of comprehensive, long-range plans. This trait is much\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1258,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/sales-traits-series-sensitivity-to-others\/","url_meta":{"origin":1020,"position":4},"title":"Sales Traits Series &#8211; Sensitivity To Others","author":"Derrick Moe","date":"November 1, 2007","format":false,"excerpt":"Today we wrap up our year-long Sales Traits Series with the final installment. This week's trait is one that provides us insight into a candidate's soft skills when relating to a prospect or customer. Sensitivity To Others The ability to be sensitive and aware of the feelings of others, but\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":730,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-traits-series-integrative-ability\/","url_meta":{"origin":1020,"position":5},"title":"Sales Traits Series &#8211; Integrative Ability","author":"Derrick Moe","date":"March 8, 2007","format":false,"excerpt":"This week's trait is one we bandy about here at Select Metrix often regarding salespeople.\u00a0 This trait is important in all sales but especially in complex selling environments.\u00a0 Pay special attention to the weakness description - it is a common issue we encounter amongst salespeople struggling in a complex sale.\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1020","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1020"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1020\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1020"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1020"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1020"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->