Know How You’ll Sell a Decision Before You Make It

January 12, 2017

When making a decision that affects many people, it’s best to go with an option that respects and reinforces the norms and values of your company. That’s how you get buy-in and commitment. But how do you know which option will do that best? Try this mental exercise to test how your options will be received: Imagine you’re making a presentation and your audience consists of those people who will be affected by your decision. Go through each of your options and imagine how you would justify choosing it. What specifically would you say about each option? What could you say with genuine conviction? What might be tougher to stand behind? What might ring hollow, raise eyebrows, or elicit resistance? Which options seem likely to get your audience smiling or nodding? In short, which option seems to be the right next paragraph in the ongoing story of your organization and what it stands for?

Adapted from “Before You Make a Tough Decision, Imagine How You’ll Have to Sell It,” by Joseph L. Badaracco