I am constantly assessing and evaluating why and how people make decisions. This analysis is primarily focused on the thought process of consumers when buying and how salespeople view their educational development process. I recently read that great salespeople are constantly looking for ways to learn and grow while mediocre salespeople think they already know everything.

This condition is referred to in Edie Weiner and Arnold Brown’s book “FutureThink” in which they state “Our awareness of what has happened in the past can blind us to what’s occurring now and what’s probably going to happen in the future.” In other words, we evaluate everything based on our past experience and never stop and open our eyes to the possibility that circumstances have changed and will very likely be different in the future. This condition robs people of their ability to make good decisions and creates a state known as “Educated Incapacity.” The capacity to analyze circumstances accurately is frozen because they are being examined solely on information from the past and the analyzation process ignores any changes that may have been instituted in the present .......