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.

“We all have a comfort zone, a learning zone, and a panic zone.Aim toward the outer edges of the learning zone. While you don’t want to panic, you’ll grow the most when you’re past your comfort zone and stretch yourself to learn something new.”

– Lev Vygotsky

Finding hidden talents lost to your childhood

The reason why I suck at writing, hate reading and have never been able to pick up languages – and how I proved myself wrong.

I’m sitting in my dimly-lit, third-grade classroom. My mom and I are sitting in hard, vibrantly-colored, plastic chairs. My English teacher, who is sitting across from us, is your typical sweet southern grandma, until she opens her mouth.

“I know I’m not supposed to say it,” she says anyway, from her wrinkled, fuzz-covered lips, “but, if I were you, I’d go home and give him a good spanking.”

I don’t know if my mom nodded, ignored it, or what came after, other than the feeling of betrayal from my teacher, mom, and the educational system. I wasn’t a bad kid or bully. This discussion wasn’t the result of my lobbing spitballs. This was Mrs. Manard’s solution to my “C” level performance.

Looking back, I tried to do the things required to excel in school but, try as I might, I couldn’t do them the way I was supposed to. I disliked the slow pace of English class and reading large books that seemed irrelevant to my life. I already knew how to read, write, and speak. Knowing the rules as to why one should never end a sentence with a preposition felt unimportant.

Without knowing it, Mrs. Manard redirected my educational trajectory, and, by 10 years old, I decided, “I suck at English.”

My foreign language class wasn’t much different. Aside from having a much nicer teacher, I didn’t do well memorizing all the rules. There was no satisfaction in the months of repetition required to eventually say, “Your cow is fat.”

I had another epiphany at 12 years old. I was never going to be able to pick up new languages.

——————————————————————————————

Some stories, like mine above, become obsolete in adulthood, but never get a makeover.

Being a “bad speller,” “bad at math,” or “not being witty” are a few examples of stories you may have calcified during childhood. They are either told to us, beat into us, or remnants of unwanted consequences we had to endure.

These stories are as relevant to us now as a favorite toy or blanky. They are anchors that swaddle us in chains, leaving us comfortably limited. We see these features as foregone conclusions, but, somehow, we are unable to remember when these features formed or when we last questioned them.

Maybe it’s time to update our stories.

The story above is part of my history. It made me who I am today. But, it’s based on old experiences and, therefore, outdated. 

If a 10-year-old kid walked up to me now and told me how to live my life, I would think it was a joke. Yet, somehow, my 10-year-old self is still telling me how to respond to my environment. 

I can’t continue to rationalize this logic. It is time to update my stories and make them more relevant to my current environment, social circles, and interests. It’s not about changing who I am, but ensuring I am not limited to who I thought I once was.

Like the rest of the world, the isolation of COVID provided me with an opportunity to pause, reflect, and assess. An opportunity to dissolve the negative assessments of my capabilities. This simple reframing immediately altered my perspective. I went from reasserting my shortcomings out of habit to searching for ways to reexamine them. 

Take languages, for example. Soon after I took this new approach, I caught myself responding to the question,  “Do you speak any other languages?” with a canned,  “I am good with learning software languages, but have never been able to grasp foreign ones.”

The first time I used that response was in high school. High school?! It has been a reflex, hidden, very literally, under my nose for decades. 

I decided to test the theory. I began looking for language apps. If one didn’t suit me, I tried another. I found groups at work that were studying languages (turns out a lot). I Googled hacks to learn languages quickly. I found platforms that connect users to native speakers around the world, so they could learn for pennies on the dollar. I kept what I liked and threw out what didn’t work for me.

A year later, I’m speaking French and Spanish at an Intermediate level. I now see the world in a new light. Like a veil being lifted around me, I now recognize the lyrics of foreign songs, follow dialogue in foreign flicks, and eavesdrop on tourists at my local coffee shop. I didn’t just learn languages. By challenging my old thinking, and with little effort, I illuminated a new world.

Enthused by the results of this formula, I applied it to my “sucking at English” and so many other false truths weighing me down over the years. 

Through this experience, I had an epiphany: Maybe, I have always loved English and languages. Maybe, I just hated a few child classes that unfortunately bound me to a false narrative. 

Let’s close the book on these old narratives and make room for a new, liberating reality.

Redefining your reality 

Introspection is paramount in discovering and redefining outdated stories.I had to catch myself repeating old facts to others, and then determine whether it is outdated. 

That’s your clue. 

Then, reset and re-create that truth from scratch.

  1. Catch yourself. When you hear yourself assertively self-deprecating what you’re capable of, replace it with, “I haven’t taken time to be good at it.”
  2. Step back and see if you can pinpoint when you formed that opinion. Who were you then? Is it possible you’ve evolved in other ways since then? Are the issues that blocked you still present now?
  3. Cut out what’s no longer serving you. Do you spend hours on the phone or TV? Maybe cooking everyday is a burden and ordering out once a week removes it. Can you trade a day, hour, or activity to investigate this question? Maybe block your work calendar for 30 mins, one day a week, or add an activity to your wake-up or sleep ritual. Maybe you mow the lawn one fewer time a month, and it grows just a bit longer. These are a few trade-offs you can make to open yourself up to new possibilities. Personally, I deleted all my social apps and replaced them with Duolingo.
  4. Chose one thing from #1 and start researching ways to engage it for a few minutes gained in #2.
  5. Give it 6 months and see if your story changes.

Finding Nebo

In my journey from being “a writer hater to a writer lover”, finding the Nebo app was a defining moment. Of all the apps I tried, only Nebo could recognize my chicken scratch, retain my handwritten texts for review, and allow me an edit the original text before converting it to type.

Nebo beautifully melds the written form, digital tech, and typography. Its edit-gestures feel incredibly natural, the digital ink flows like your favorite pen, and the final product is compatible with the modern world. I’ve gained in all mediums and compromised in none.

It’s rare to find an app drives you to create opportunities to find excuses to use it. Especially when the app exists to enhance the mind, not rot it.

Feature Highlights

Chicken scratch interpreter

I’m amazed at how well the interpreter is, able to convert my god awful handwriting to text. It seems to combine A.I. OCR handwriting with grammar to assume a nearest approximation of what I’m trying to write. Whatever the methodology, the results far better than apple’s built-in note taking app.

Inline Editing in ink or between typed notes

In the event the interpreter fails, the editing features makes correcting easy and fun. For example, handwritten text is retained until you double tap it to convert to type.This allows you to review your writing before conversion. You can also preview the converted text in a banner scrolling horizontally above.

Handwritten text with preview banner
Converted text with handwritten correction

Wish List & Nits

Night/Dark Mode

Sometimes inspiration strikes right as I’m getting to bed. I reach for my iPad, open Nebo, and BAMB! An intensely white screen blinds me as my eyes try to adjust.

More Heading sizes

Simply put, H1 looks like H2, and I can’t bold text on Its own line without it becoming a heading. So, new H3?

Clearer New Line & Erase Interpreters

I like the natural feel of gestures. However, I find my self trying to gesture a new line over and over to no avail. I think the app can be smarter. Why not assume one new line is available, infinitely until converted. So, when I hit the end of a line I don’t need to gesture in the first place.