Omar Usman – Decisive Deep Dive Attain Distance Before Deciding WRAP Framework
AI: Summary ©
The speaker discusses the importance of attain distance before deciding on a wrap framework, which involves notifying a customer of potential salespeople at a car dealership if they drive home at night. The speaker also discusses strategies for counteracting a short term emotion and maximizing distance before deciding on a car purchase. The speaker emphasizes the importance of minimizing one's emotional impact and maximizing their distance from the decision-maker.
AI: Summary ©
The third step in the wrap framework is
a, attain distance before deciding. In the book
Decisive, the authors talked about this long web
series called Confessions of a Car Salesman, and
I've linked to it in my deep dive
post, which is in the description down below.
What that was is someone that went and,
you know, worked as a car salesman for
a little while to learn the business, and
he one of the things that he found
out was basically people when they came, they
didn't want
to even talk to a salesman because they
were afraid. And actually what's interesting is I
live near a car dealership,
and if I drive home at night after
the dealership is closed, you'll always see people
at the car lot walking or looking at
cars because they want to be there
when there aren't any salesman there, and the
reason is because we know. We're afraid
that we're gonna end up buying a car
that we shouldn't buy. We're gonna end up
buying a car that we can't afford, and
because we don't wanna give into that emotion,
we try to stay away from it. We're
scared of dealing with the salesman.
And you can see a car salesman, they
also play on that short term emotion. So
when you go to a car dealership they
don't ask you what features you need in
a car, they'll ask you what color do
you like best? Do you wanna take it
for a test drive? Do you wanna establish
a connection with this car?
I remember some years ago when Lexus first
came out with the car that parallel parked
itself,
the salesman was showing us hey, this is
the car that parks itself,
and I looked at the sticker and I
said how come it only gets 18 miles
a gallon? He got really upset with me,
like why are you paying attention to the
gas mileage? This is a car that can
park itself. But that's they want you to
get connected and wowed so that that thinking
makes you act right away.
So how do you counteract that short term
emotion?
You have to attain distance before deciding. One
of the strategies that they give in the
book is the 10, 10, 10 framework. How
would you feel about this decision 10 minutes
from now, 10 months from now, 10 years
from now? And that helps you also to
understand the magnitude of the decision that you're
making. If you're buying a piece of gum,
that's not a decision that requires a lot
of foresight, but buying a car,
maybe you do need to see how will
I feel about this decision 10 months from
now. Am I gonna be happy making the
payments? Am I gonna be happy with what
we've got? And so that's a way of
kinda taking yourself out of that immediate situation
and saying okay, well 10 years from now
how am I gonna look at this? How
is it gonna affect me? How is it
gonna, how is that decision gonna play out?
Another strategy for
attaining distance
is pretend that you're giving a friend advice.
See, one thing that happens when we're making
a decision for ourselves
is we get caught up in the particulars
and the nuances and the details of our
situation
which lets us rationalize
away good advice and allows us to kinda
keep the status quo or keep what we're
attached to. If we pretend that we're giving
advice to a friend, we're often able to
cut right through all of that, see the
issue for what it is, and give them
sound advice. So always pretend if my friend
was in this situation,
what advice would I give them? It tends
to bring a little bit more clarity to
the situation.
Again, you're not gonna eliminate emotion,
but attaining distance
allows you to try to minimize its effects
a little bit.