Influence PEOPLE - What Influences Your Decisions?

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Assume in each scenario you will make a YES decision and do what is described. The question for you to consider in each case is this; if all three answers presented were really in play which would MOST impact your decision? Don’t over think your answers; go with your gut reaction because that’s usually what impacts your thinking most.

1. You’re going to implement some new customer service training where you work. Which would most impact your decision to move forward?

A. A colleague whom I worked with for years and consider a friend will lead the training.

B. Some industry leading peer companies use the training.

C. If you implement within the month you can take advantage of a limited time 30% price reduction.

Clear selection

2. You’re lukewarm on a new sales campaign that’s being proposed because you’ve not seen it used by any top competitors. Which would be most likely to get you to go along with the new campaign?

A. The project leader supported your last project in a big, public way and this would be a way for you to help him.

B. Seven of 10 sales managers are excited about the campaign and want to use it.

C. You’ve told people for years the company needs a new sales approach and, while this one isn’t exactly what you’d design, it has several elements you believe are critical to improving sales.

Clear selection

3. You just got back from vacation and found out there’s an opening for a position you’ve thought about in the past. It will be more demanding and likely to require another 10 hours a week on top of your regular overtime. You decide to go for it because:

A. A friend has a similar position at another company and loves it.

B. Several senior managers at your company said it would be a great career move for you.

C. Posting for the position closes tomorrow.

Clear selection

4. Someone is trying to set up a business lunch for you with one of their relatives. Which is the biggest reason you decide to go?

A. The person who is trying to set up the lunch is one of your closest friends.

B. Several coworkers know the potential candidate and have very good things to say.

C. The person’s resume has most of the qualities and experience you typically look for in a candidate.

Clear selection

5. You get an unsolicited phone call from a salesperson asking for 30 minutes of your time. You generally don’t meet with people after one call because if you did you’d never have time to get any work done. Nonetheless, you decide to have coffee with this person because:

A. All of a sudden you remember they were a volunteer at a fundraiser you were in charge of a few years ago.

B. You remember several business acquaintances mentioned this person because they met with the salesperson and found them helpful.

C. Towards the end of the call the person says, “When the fundraiser was over you thanked all of us and said if we ever needed your help to feel free to reach out so I’m reaching out.”

Clear selection

6. Your boss approaches you and asks you to stay late each night this week because of a huge deadline Friday afternoon. Despite knowing you’ll miss two important events for your kids you agree primarily because:

A. Your boss covered for you last week so you could leave early and surprise your spouse on your anniversary.

B. You know everyone else in the department will be staying late to help meet the deadline.

C. You’re hoping to apply for a new position in a couple of months because someone is retiring and not staying late would hurt your chances for that position.

Clear selection

7. You’re happy in your current job but are being pursued by another firm. You decide to meet with the other company because:

A. Your contact at the company courting you was very helpful when you got your current job three years ago.

B. Three coworkers left to go to the other company last year.

C. You told your spouse when you took your current job that after three years you’d start actively looking for something that pays more because you both want to buy a new home.

Clear selection

8. You’re trying to decide whether or not to end a 10-year relationship with a vendor for a new one. Which plays into your decision most?

A. A college buddy whom you like works at the company you’re considering switching to.

B. You read in several business magazines the prospective vendor is one of the most prestigious firms in the industry.

C. You know the new potential vendor only takes on a handful of new partners each year so you’ll need to act soon.

Clear selection

9. Your office furniture is dated and old looking so you decide to buy some new items. Which of the following plays into your decision the most?

A. The salesman helped you out tremendously giving you a price break when he worked for a different office supply company.

B. The office furniture you’re considering its top of the line and has the highest consumer reports rating.

C. The equipment is on clearance and the particular style you like most will no longer be carried. You don’t care much for the new style coming out.

Clear selection

11. Which best describes your personality:

A. I generally want quick results; I am more focused on getting things done than chatting with people; I prefer taking control of situations; sometimes I act before I thoroughly think things through; I’m pretty assertive; I’m not afraid to take risks; I want to get to the point quickly. This is the driver or pragmatic personality. This is a Donald Trump personality.

B. I like being part of social groups; I enjoy attending events with lots of people; I’m more in tune with relating to people than working on tasks; I’m imaginative and creative; I can usually win others over to my way of thinking; I like things that are new and different; I have no problem expressing myself. This personality style is known as the expressive or persuader. Oprah Winfrey personifies this personality type.

C. I really enjoy relationships; I tend to focus more on feelings than facts; I don’t consider myself very assertive; I’m usually willing to set aside work if someone needs to talk; I don’t like change; When I need help I prefer a real person helps me even if it takes more time. This personality type is described as the amiable or facilitator personality. Picture Sandra Bullock.

D. I’m very task driven; I can be slow to act because I like to think things through; I exercise good self-control; I don’t consider myself assertive; I like data to support my decisions; I usually take a logical, systematic approach to things; I like to see track records and trends to support ideas. This is the thinker or analytic personality. Albert Einstein represents this personality style.

Clear selection

10. Someone at work needs your help. You’re hesitant at first because you’re pressed for time before your vacation. After giving it thought you decide to stay late and help out the day before you leave mostly because:

A. You consider the person who asked to be a good friend at work.

B. You were actually asked by one of the senior managers because you’re one of the few people with the right technical background.

C. You’ve regularly helped other people with this type of problem before so it’s only natural that you were the one asked.

Clear selection

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