Newsletter #105 – Making decisions, Pessimistically optimistic, Salads

Sales and marketing Newsletter

Quick notes to help you get more done in less time. . . next week.

In this issue: a mini-manifesto

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT

  • A favorite saying is “Want to make the right decision? First, make a decision, then make it right.” It works because the future is malleable so you can alter the outcome.
  • The hardest part in making decisions is keeping your priorities in order. This is why marketers work so hard to put new priorities in your head. “15 minutes can save you 15%.” Saving money’s important to you, right?
  • It’s worth noting that the way we make decisions is not logical. It driven by emotion. The role of emotion diminishes in larger decision making groups, but it’s still there.
  • Next week, when you find yourself in the process of making a decision or part of a decision being made, take a step back. Note the role of emotion. Listen for priorities.

Being Human – Pessimistically optimistic

Half empty? Full speed ahead.


As you work your 2018 plan, the time for second guessing is behind you. Last October, when you worked on your strategic vision and made a plan for 2018, that was the time for pessimism. The right place to poke holes in the plan and oversell your weaknesses. But once the decision on the plan is made, there is no room for doubt.

Nick Faldo, a professional golfer who won six major tournaments in his career said it this way. “You have to be very calculating in selecting the right shot. You have to make a realistic decision based upon a realistic assessment of your own weaknesses and the scope of failure.” That’s planning. Be ruthless and critical and pessimistic.

He continues, “But once you have committed to your decision, you have to flick the mental switch and execute the shot as if there was never any doubt that you would nail it.” That’s where you’re at right now. From here on out, you’re relentlessly optimistic about the process and your outcomes. 2018 is going to be great.

Full speed ahead.

Random Stuff

I’ll have what he’s having

Each fall I make a half-hearted promise to myself. With all of the parties, the family get-togethers, the sporting events, and holiday treats ahead, I look in the mirror and say something like, “Let’s take it easy in the buffet line this season, big guy.”

This fall/winter hasn’t been bad. I have skipped the chocolate here and there, left a second helping behind more than once, and opted for water instead of whisky most of the time. I was good enough that as I scan the lunch menu with a client, I’m excited to indulge a little.

We’re making small talk and I notice that it looks like he’s been in the Carribean or something. He’s fit, tan, his teeth are white, and he’s animated. Obviously feeling good about things. The wait staff comes to take our order and I defer to him because I’m still deciding between the giant meatball sub: three heavy, dense, meat treats tucked into a pretzel hoagie, drenched in mozarella, and calabrese sauce, next to a pile of french fries; or the classic coal fired burger, a greasy-gooey meat pie tenderly placed inside a toasted brioche bun. My mouth waters just a bit.

“I’ll have the salad with chicken,” my dining partner says.

She turns to me, “and you,sir?”

I look to the menu, to the server, to my companion, back to the menu, and bite my lip in concentration.

“Um, I’ll have the same thing.”

I’m still hungry.


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