Month: January 2023

Don’t sell the sale

Being on either end of a sales call can be tricky. The aim is to either engage with potential customers and sell, or for a buyer, get the transparency needed and end with the best bang-for-the-buck. One of the most effective strategies adopts the “simple” art of not talking. It may sound easy, but the drive to make conversation is deeply embedded in our culture. Filling space, or finding it awkward to rest in open space, can push us further from our goal. There are a few simple ways you can remember to avoid falling into conversational land mines that work against your best interests.

Selling the Sale

The first example of this mistake is described by my group of friends as “selling the sale”. One of us will try to convince the other to take part in an activity. Say, you want to convince your friends to go on a ski trip. On the call you get through the first couple reasons you’ve prepared to convince them. Your friends unexpectedly agree. But, you are so excited to present the rest of your “great reasons” that you continue on. Even after they have agreed, you continue pitching the idea. In that moment you may hear my group call you out: “Hey man, I said yes. Don’t sell the sale”. Why do my friends call this moment out? Well, once a person says “yes” they are “in”, anything else out of your mouth can only work against you. You have gone from summiting a mountain of agreement to barreling down a hill filled with land mines. In short, once an agreement is reach – Don’t sell the sale and create opportunity to lose the ground you’ve gained. Don’t forget that your goal is to convince them, not show them how great of a sales pitch you can make. In other words, don’t sell the sale, sell the product.

Silence is Powerful

Another advantage of creating space in a conversation is humans have a bias to assume silence means “disagreement.” It means no such thing. For example, I was once on a call with a vendor. The sales rep ended their pitch and gave me their price. I said nothing. Honestly, I had no idea if it was expensive or not. Moments later I heard “…but we can do cheaper if that’s too high.”

I have seen this uncomfortable silence change rates, contracts, and features with not so much as a whisper.

Literally.

By allowing statements to sit – and breath – you allow the other person to find time to air out what is running through their mind, be it doubt, logic, or ethics. At the end of their thought process they may realize their asking price is too high, for example, or their proposed agreement is too strict as their conscience felt icky once the words left their mouth and they wish they could take it back. This approach can sound like a silly game, but it is not. It is simply allowing non-verbal communication to fast-forward any snake oil quips or rehearsed phrases. It allows the party to turn their asks into a discussion. Best of all, it required very little added effort from you.

Invest

Finally, while I haven’t researched it, I have found in practice that giving a person space to speak creates a sense of comfort. They remember the experience having went well.

Whether it be by building rapport, establishing a connection, and creating a sense of trust and collaboration, you can make your goals on a call much more achievable by practicing the art of silence. The next time you are on a call, try to allow for longer gaps of silence and see the difference it can make.

“I am, somehow, less interested in the weight and convolutions of Einstein’s brain than in the near certainty that people of equal talent have lived and died in cotton fields and sweatshops.”

― Stephen Jay Gould

The Future of Work: We are not giving up, we are finally letting go

In our rapidly advancing technological age, it’s not uncommon to hear discussions about what jobs and tasks will be taken over by machines. I tend to look at it from an flipped perspective: What if we assume every task you deal with today is meant for machines. Humans are born burdened, unnecessarily, with repetitive and labor-intensive processes of work. Our ancestors could not advance without physical labor. This is a temporary state that we deal with until we figure out the best way to, inevitably, hand these tasks off to machines. From the beginning of human history, we have always been simply the “in-between”.

Reframing our problems and ideas allow us to remove walls that are only set by tradition or cultural perspectives. Once we find ways to break free from those binds, we can more easily identify ways to advance. The goal is to increase our happiness and ease of existence, not savor the burdens we are born with, or that have been passed down.

Many people are familiar with the concept of the “mechanical Turk,” where human labor is used to perform individual tasks instead of relying on a machine. However, isn’t everything a mechanical Turk? Isn’t that definition backwards? Isn’t every task not done by a machine simply an example of us imitating machinery? From making eggs to driving to work, filling out spreadsheets, targeting investments, and delivering a baby, these are all tasks that could be broken down into simpler repetitive tasks. We are not losing tasks to machines, but freeing ourselves from machine-appropriate tasks so we can do and live as freely and unburdened as possible.

By assuming that everything is meant for machines and that humans are merely the in-between, we can more easily identify the tasks that should be handed off to machines to improve our quality of life. This shift in perspective can help us reframe problems and ideate new products and procedures that are more efficient and beneficial for humanity.

Hitler’s Shadow: The warning signs are not hyperbole

The comparison of a person to Hitler is a frequent refrain to demonstrate how intolerant, narcissistic, or brutal a person in power can be. However, this comparison can often be seen as an over-exaggeration or hyperbole due to Hitler’s infamous reputation. What people often forget is that Hitler wasn’t always the same person responsible for the systematic murder of millions. Before rising to power, he was just a small-town bigot with intense and delusional beliefs about himself and others. He worked aloud, and in secret, playing with truths and rules to finagle his way into a position where all his dissolutions became an infamous force upon reality.
The rise of Hitler is a cautionary tale, not just about how far a poisonous thought can disseminate the world, but about the dangers of overlooking or underestimating the potential for evil in its infancy. Hitler’s rise to power was a result of a series of oversights and underestimated threats that allowed someone with his particular mindset to gain influence and ascend the ranks.

In November 1923, Hitler and his then fringe Nazi supporters attempted to overthrow the German government in the name of nationalism and strength. The coup failed, and Hitler fled the scene leaving his sycophants behind. Two days later, Hitler was arrested and sentenced to five years in prison. During his imprisonment, Hitler sought to create an image that would convince others of the god like qualities he saw in himself. To do so, he created a fictional persona, writing a book under an assumed name that lauded Hitler as the savior of Germany. (All as an unbiased 3rd party, of course.) The egotist then used that momentum to stoke flames of anger, convincing the German people that he had solutions to the very problems he manifested. It was a vicious cycle: Create the problem, blame those you hate for the problems, assert you are the only one with the solution, and repeat into fervor.

Unfortunately for those alive in 1923, Hitler was only 34. This was just the beginning of his 20 year campaign in politics where he would continue to manipulate, deceive, self inflate, and dismantle the world. The world lacked the priori knowledge of how such manipulative thinking could lead to a global meltdown. They did not have a “Hitler” to learn mistakes from.

The failed “Beer Hall Putsch” (coup) of 1923 was nothing compared to the atrocities to follow later. It is the mindset and characteristics of this type of individual that are the warning signs. Signs the surrounding community is bound to appreciate and resist. If we wait for someone to replicate Hitler’s final years as the only true comparison, then we are relegating ourselves to always acting too late.

It is the fervent blame on others, the lack of culpability, and the “I am your savior” mentality that we must shine a light on when remembering the failure in stopping the Nazi Party’s propaganda. The world has a solemn commitment to “Never Forget” the atrocities of the Holocaust and the hate filled speech of WWII. To do so, we must not only honor the lives lost but remember how one was able to rise to such levels of brutality. If the only time “we remember” comes after a menace has risen to power, then it is already too late.

The rise of Hitler serves as a reminder of what can happen when we turn a blind eye to the warning signs of a narcissistic and power-hungry leader. Hitler gained power because people underestimated him and allowed him to climb the ranks. The world has made a promise to “Never Again” allow someone like Hitler to rise to power, but the key to keeping this promise is recognizing the characteristics of a leader like him.
These characteristics include a tendency to shift blame, a belief in themselves as the only solution, and a talent for creating angry polarization in order to gain importance. If we only remember to pay attention to these red flags once a group as garnered a large following, we would acting too late. Then we’ve learned nothing from the past.

These traits and events are not relegated to ancient history. They persist in our present-day world, as evidenced by riots at capitol buildings, unchecked leaders who have become drunk on power, and the rise of self-anointed saviors who claim to have all the answers. They thrive in a new age of sycophants and fear-mongering, taking root and festering like a cancer. But the solution is not to look for a false idol to save us from a world that is only viewed through the lens of those that are the “problem”. The power must flow to the people, by the people, and for the people.

We must recognize the warning signs and stand up to those who seek to manipulate and control us. We must be vigilant. By doing so, we can stop the cycle of history repeating itself and move towards a brighter, more equitable future. We must remember that the strength lies in our unity and our unwavering dedication to the principles of freedom, justice, and equality.

Yes, the comparison of a person to Hitler is a serious one and should not be taken lightly. That being said, it is important to remember that Hitler was not always the monster he is remembered as, but rather a product of a series of oversights and underestimated dangers. Humanity created a path for a person to spread a heavily distorted philosophy of your neighbor masked as a “strength”. We must remember the lessons of the past and remain vigilant against the rise of any individual with similar tendencies and beliefs. Only then can we truly honor the commitment to “Never Again” and “Never Forget.”

So, the next time you hear someone compared to Hitler, don’t just brush it off as hyperbole. It’s important to recognize these comparisons against a 35 year old Hitler, still acting well below is potential for evil. Keep an eye out for the warning signs of a leader who could lead us down a dangerous path. By recognizing these traits, we can honor our commitment to ensure a better future for all.