As stated in the Summer Edition of “Cut and Paste” your ZDT author, as a member/contributor of several diverse professional groups, has written several hundred pages of blogs-articles-comments. Here are the updates of the most popular posts moving into the winter months. Collectively, these have received hundreds to thousands of viewers/readers. We are re-posting these in full or in part to highlight the central message of objective decisioning that, hopefully, will be valuable to you and your circles.

Number One in the ZDT Series:

Decisioning in a Two-Way Mirror

You think you are facing yourself as a simple reflection only to find that you are being observed as the subject of a two-way mirror.

What’s the point?

The analogy here is that, often when you make a decision, you believe that you are deciding in a vacuum…just you and your decision. But, in this picture, would you make the same decision if you knew you were being monitored, observed and evaluated based on your decisioning process?

Like a guy shaving, it happens almost every day (usually in front of a mirror). And, anything that you do daily can become habitual, routine and automatic. Consequently, you tend to not think or evaluate your process too deeply.

The objective here is to consider a paradigm shift using your mirror as a “trigger.” The next time you look in a mirror while brushing, shaving or whatever…analyze what you are thinking. If it happens to be an idea, decision or solution (like in the shower…where the fresh ideas can come from)…apply this question: “What is my process here?” In this case, imagine that your coach/mentor is behind the glass, and they are challenging your position with the phrase of: “How did you arrive at this decision or this thinking?”

If you are using an objective process, it would be good to become more conscious and deliberate in your app (application). If not already done, write it out. Reason: Make it a more universal app in other decisions and deliberations.

If there is no process, formula or model, this may be the “trigger” to make that change? As SOP (standard operating procedure), our group recommends that the bones of a model include at least these four progressive steps:





Whether you decide to take any of these steps or not, the goal remains the same…creating objectivity. The idea here is to create an additional “trigger” using an item that almost everyone uses every day.

Please consider this mantra: “Thinking through life…One decision at a time.” Simple as that.

As always…you decide.

Number Two in the ZDT Series

Call Reluctance Phobias and Cures

Everyone who prospects in the selling business will experience call reluctance from time to time. Although there are several reasons, many experts say the primary ones can be broken down into two distinct categories: repeated failure and repeated rejection.

Repeated Failure

Atychiphobia: Fear of Failure Phobia

The first reason for call reluctance is the fear of repeated failure. This can happen when the salesperson attempts to schedule appointments with the contacts on a prospect list and is repeatedly turned down. When the salesperson continues to fail to schedule the appointment, the next contact becomes harder because of the increasing fear of failure.

Repeated Rejection

Agathoraphobia: Fear of Rejection Phobia (related to)

The second reason for call reluctance is the fear of rejection. When a salesperson calls on a prospect (by phone or in person), they will usually ask a series of probing questions. Often, the prospect may become defensive, negative, or will even cease communicating with the salesperson.

Following that response, many times the salesperson will feel rejected. Even though it is the product or service that is the subject of rejection, many salespeople will take it personally. Ultimately, the fear of being rejected may potentially stop the salesperson from prospecting (often ending their career).

Then what?

Way back in the day…I read a book called the Influence of Fear on Salesmen by Frank Budd. I was driven to this and other resources because I moved from being an independent producer to a sales manager.

Oddly enough, I discovered that it was not just me who was struggling with this issue. Many on our team were also experiencing the same problem. And, if I could point to one book and methodology that offered a turning point, it was Budd’s book and his message.

Budd’s antidote to fear boiled down to this: being authentic.

The definition of authenticity: undisputed credibility, genuineness, legitimacy, believability, the quality of being believable or trustworthy.

Enter the “Process”

Following a process methodology is: “Initially you may not trust me…but you may well trust what my process can do for you” (which is a far more objective start). Demonstrating your process will really help to take the focus off of you and your product/service and highlight how you operate beneficially for them. That results in the rejection potential becoming more impartial and far more objective. Your process (MO) can be the major link in proving your authenticity and in lessening your fears.

If You Do Not Have a Process

It would not be too surprising. Even after all these years and a plethora of sales training programs, many do not include the step of demonstrating how you operate to your prospect’s benefit. Consequently, that step will be the first object to be evaluated. If that meets resistance…it’s your option to continue.

If you elect not proceed, walk away, and carry more confidence from having been completely authentic in presenting your factual process to the prospect. Over time, your fears can be replaced with confidence. That may be one of the keys for long term success in the selling business.

And finally, if you would be interested in a template of our process, please email me, and I will send you the “Tale of Two Interviews.”

As always…you decide.

Number Three in the ZDT Series:

The Dangers of Herd Mentality

(Please Forward to Family, Friends, Clients and Others)

Mentalities and Behaviors

The subject of herding is gaining more spotlight by the day. It is the antithesis of organized thought. Years ago, Merrill Lynch adopted the title: “The Thundering Herd” as a bullish position on the economy and a positive spin on the idea of herding. In extreme contrast today, mobs are the product of herding gone wild and out of control. It would benefit us to look at what is driving these herds today.

Herd behavior is generally applied to animals, whereas herd mentality implies a uniquely human phenomenon. Herd mentality implies a fear-based reaction to peer pressure which makes individuals act in a certain order to avoid feeling left behind or left out of the group. Herd mentality is also a part of “mob mentality.”

Further, because of the vast and commanding influence of instant information, sentiment and segmentation, we are subtlety falling into a “herd versus herd” society inAmerica.

From a herd POV (Point Of View), we have Organized Labor vs. Management vs. Government…Democrats vs. Republicans vs. Independents…Denomination vs. Denomination…Race vs. Race…on and on. In essence, we live in an increasingly polarized country in almost every area where herds breed.

The common dominator among these masses is often a herd mentality which is never the most thoughtful or objective direction. In this case, calculated, purposeful and wise decisioning would be just the opposite.

Unfortunately today, it boils down to who can shout down, bully, out craft and/or intimidate the opposing party. And, as the seasons or policy issues get closer to a show down (e.g. elections/decisions), the conflicts seem to get louder and more physical.

Who is feeding this phenomenon, and where is this headed?

By now, it has to be abundantly clear that anyone or any group that is fueling this movement does not have or want your individual thought or critique expressed or attached to their own agenda. That is not what herds are supposed to do. They are amassed to get in line and follow in lock step to whatever and wherever the anointed one or the groups tell them to go…without question.

So, if you are contemplating joining a herd, and your sentiment is: “Just tell me what to do?”(always the easiest direction). If that is you, then please consider this response:


Don’t fall for this continuing trap. Don’t automatically consent. Don’t give up or into a weakened state of vulnerability. Don’t be pressured into a time line of someone’s edict. Don’t be intimidated or blind sided.

These are exactly the conditions where herd mentality thrives, and why herd-masters do not want them spotlighted or even considered as a brand of (not) thinking. That would be counterintuitive to their ultimate purpose. And, you can see how technology and the connectivity of social and industrial media and sites are the perfect instruments to fuel this phenomenon even more dramatically and almost instantly (going viral).

Here’s the deal, we are in the throes of one of the most freedom threatening economic, political and spiritual environments known to man. If there were ever a time to not fall prey to “herds,” it is now.

As always…You decide…(Please).

Biblical Herding Note:

“All we like sheep (herds) have gone astray; we have turned every one to his own way…” Isaiah 53:6

A Special Note to our readers:

Please take the time to download our new and free eBook “Decisioning with the MODEL,” from our website and forward it to friends and family during this season. We are entering the most important decisioning climate in our life time…we can all use all the help we can get.