The price of change

I'm not going to start a lengthy discussion about change. It's upon us, it's scary, and we have to deal with it.

But to deal with it effectively, I believe we have to know the price we have to pay to experience the benefits that change can bring.

Here's my paraphrase of an Einstein quote:

The same thinking that got us into this mess can't get us out of it.

That's a scary thought. It means we have to change the way we think. Which means we have to change our philosophy. Not a simple task.

I've been in the middle of change for quite a while now. The company that I worked for previously went belly-up, so I decided to start my own business. I'm still starting that business and it's been a difficult road. I often don't know what to do. But I do know this. I have to shift my philosophy from the way I used to think to a new way of thinking. 

Here's an example. Sales. Ugh, what a horrible word. It conjures up all kinds of unpleasant images that make us feel icky. Yes, I just said icky. 

The reason it makes us feel that way is that we're thinking how sales has been done in the past. Not the distant past, more so the recent past - like the last 50 years. 

Let me explain. Sales used to be a demonstration of communication, trust, authenticity, and honor. Sales were made by shaking hands. Commitments were honored because our word had been given. Now I know this is somewhat idealized - I know there were shysters and everything wasn't Mayberry perfect. But there was more honor then than what followed.

And then TV came along. The relationships were gone. Now we had to coerce, and persuade, manipulate and cajole, use scarcity, and tactics and suddenly there were hundreds of books being written about how to "DO" sales.

How in the world did people sell before all these books were written? I'm sure they did, but it was most likely a fluke of nature. 

Wasn't it?

Or maybe salespeople back then used to have character. Maybe they knew how to build relationships. Maybe they were okay with being authentic and honest. Maybe they didn't over-complicate things.

And maybe that's what we should go back to. Maybe part of the price of change is giving up our reliance on tactics and going back to providing real authenticity - if even we think it makes us look bad. 

It's a shocking idea but that's the challenge I'm issuing to myself. Be authentic or go work in a factory making widgets. Those are really the only options. And because the second option makes me ill, I'm gonna stick with the first one.

Stop asking, "How can I help?"

 You think it's enough. It's not.

You think it's helping. It isn't.

You think it's adequate. It may just be.

But hear this and and hear it well, adequate doesn't cut the mustard anymore.

When you ask, "How can I help?" you're placing the burden of responsibility on the shoulders of the person you're supposed to be serving.

I'm going to make two shocking presuppositions:

1. They probably don't (really) know what they want
2. You're the expert at whatever your business is so you should act like it

Now there is a potential problem associated with my #2 presupposition - the one about you being an expert. You might not be one...

But I have the solution.

I hereby, under the rights and authority granted to me as the Architect of "Wow!" bestow upon you the designation, privelege, and all associated responsibilities to start acting like the expert that you will soon be if you are not already.

Now go and be mediocre no more.

And instead of asking, "How can I help?" Try saying this, "I think I can help, how about this...?" Could be a steak, could be a shirt, could be a house, could be a job, could be whatever you're in the business of.

Stop asking and start suggesting. Actually, start leading. Start taking the responsibility to serve your clients.

I, for one, love it when I come across someone that is confident without being pushy and leads me in a sales process that respects me and understands me. It's pretty refreshing to be led by an expert rather than pestered by a yahoo.

Who better than you and what better time than now?