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When Being Wrong is Right

When Being Wrong is Right

How many times have you been upset with someone because you assumed incorrectly?

  • Your spouse asked why you were late getting home from work. You assume he’s berating you for being inconsiderate when he was simply being concerned about your day.
  • Your friend sends you a text asking you to call as soon as you are able. You assume she’s asking you to rush, but really she’s simply saying, “whenever you get a chance, no rush.”
  • Your client sends a one line email asking where a deliverable is – no smiley, no ‘how ya doin?’, or any other pleasantry. You assume he’s worried you’re late. In truth, he’s just shooting out a quick email while he finishes a round of Candy Crush.

We have opportunities daily to make assumptions about what people mean by what they say.

Take email for example. We impute vocal inflection into every email we read. The same email can be read with 5 different tones of voice and end up meaning 5 different ways. We often assume the worst option available.

We all know people who always assume the worst in their communications with others. Over time, they are increasingly correct. When they assume the worst, they start dishing out their own vitriol, and consequently, their assumptions are self-fulfilling prophecies.

Do you assume the best or worst?
More than likely they just missed you…

What would happen if you made a habit of always assuming the best?

How would you respond differently? Would you have a slightly better day emotionally?

And what harm is caused if you’re wrong – if you assume the best when the other person truly is being a jerk?

If you’re wrong, assume the best, and respond in kindness, will things end up better or worse than if you responded with similar rudeness and sarcasm?

It’s okay to be wrong. In the long run, you’d be right to be wrong. You’d disarm others. You’d coach them in kindness. You’d become more winsome. You’ll enjoy your interactions much, much more.

What does this have to do with sales?

If you happen to sell things for a living, this practice – assuming the best – will serve you well over the long haul. This practice isn’t a sales tool. It’s all about developing as a more positive and joyful human being. Obviously, this habit will show up in sales situations only because you’ve been doing it in every other area of your life.

I would even go so far as to say that this habit will make you happier. And a happier salesperson is a much more pleasant salesperson.

Mostly, though, you’ll be happier. And that makes it worth being wrong every once in a while.

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Who Is Worth Your Time?

Your time and energy are limited.

As a sales professional (or human being), you cannot give every person who demands your time equal attention.

While we need to be kind and courteous to everybody, we need to be violently intentional about the people into whom we invest our time.

Family and Friends: Our closest family – our spouse and children – are most worthy of our time. Those are our primary relationships. Extended family and friends come next, but we must be careful. Some family and old buddies do not have your best interest at heart. They might not be worth your investment.

Colleagues: Your boss, direct reports, and colleagues all might be worthy of your investment of time and energy – but not all equally.  Some of these do not deserve your time. You do not have to be arrogant about this, but you do need to be honest about who sucks your energy and limits your effectiveness. Tread lightly and exchange pleasantries, but don’t pour your heart out either professionally or personally.

Clients: Here is where things get tricky. All clients are not created equal. Will your client allow you to do good work for him for a fair price? Will your client make use of the best your product or service has to offer? Or will your client try to squeeze you at every turn – demanding discounts, taxing your support staff with unrealistic requests and expectations, berating you when things don’t go exactly as hoped?

You only have so much time. Spend it wisely on the people who you can help grow and who will help you grow. It’s simply not worth pouring your heart out for people who do not care about you. Even if you’re in sales.

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A Sales Lesson from Green Eggs and Ham

A Sales Lesson from Green Eggs and Ham

Green eggs and ham

It’s not what you think.

It’s not Sam-I-Am’s ridiculous persistence (although there’s a lesson there, to be sure).

The sales lesson is in Dr. Suess’s economy of language.

He only uses 50 words in the children’s favorite. Yet he tells a complete story.

He does not waste a word. He uses each to move the story forward and create compelling interest. You want to know what’s going to happen. You want Sam-I-Am’s pluck to win in the end.

The rhythm and rhyme drives the action.

Again… only 50 different words, used perfectly.

The Sales Lesson

Get to the point. Use few words. Use them effectively. Focus them like a laser on the value you create for your client.

Be interesting and tell a good story, but don’t waste or use unnecessary words…or your client’s time.

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In honor of Dr. Seuss’s recent birthday. 

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