A better understanding of decision-makers will lead to more productive client conversations. Simple decisions are mostly dominated by logic, while more complex decisions are derived by the emotional components of decision-making.
Source: Veterinary Advantage, October 2023. Link.
Attitudes are dynamic, changing based on each situation and the moment in time.”
Commentary
Animal health pros at all levels are decision-getters in most situations. The attitudes and corresponding actions Malone shares here are seen and heard from customers and prospects daily in any animal health services situation. Consider discussing this article in team meetings to improve the collective effort of influencing customers interaction by interaction.
NOTE: Patrick T. Malone is a co-author of Cracking the Code to Leadership, an easy-to-follow, how-to book for building the PAR skills foundational to leadership and influencing for individuals and teams <Link>. He has been a tireless contributor to Animal Health Digest for more than eight years <Link>.