Greg's Right FIT #374

Quick notes to help you grow your business in less time with less effort. . . sometime next week. 

In this issue: 

- Thoughts on Selling
- Being Human
- Random Stuff

Thoughts on Selling

• When prospects talk about how bad things are, let them lie in it for a minute. Don’t bail them out. Let them walk the negative feeling all the way down to it’s logical end. Then save them. 
• The most important part of the compass isn’t on the compass. It’s the 5th point - where your prospect is right now. In order to get to where they want to go, they need to know where they are right now.
• No one makes a decision because of a number. They need a story. There is no point laying out the odds of success if the buyer doesn't believe the numbers or doesn't want to know them. Most people's understanding of numbers is weak. 
• People don't tend to consider all the factors before making a decision. People tend to latch on to a few main ideas, come to a conclusion, and then stop considering contrary evidence. Focus on the few main ideas.

Being Human - Near misses vs narrow wins

“For every remote miss who becomes stronger, there are countless near misses who are crushed by what they have been through." – Malcolm Gladwell, David and Goliath

We're coming up to one of my favorite seasons: college basketball tournament time. I messed around with a lot of organized sports in my youth, and while basketball isn't my favorite, it's the one I watch the most. Professional basketball players are miles beyond the skills of a high level college player, but pro ball doesn't have anything like the NCAA men's basketball tournament. 68 teams are selected, put into brackets, and it's win or go home. Either team can win. The margins of victory often come down to a couple of key possessions or missed shots. 

The near miss is heartbreaking, but over the long-term near misses tend to lead to high level success. More so than narrow wins. The research bears this out. In studies of artists, film directors, scientists, and athletes, individuals with near misses outperform those with narrow wins in the longer run. The experience of a setback may create improved performances among those who persevere.

That's the trick, isn't it? The perseverance bit. Near misses may lead to long-term success, but they also lead to quitting. Especially among new entrants in these fields. 

If you, like me, are spending an inordinate amount of time watching these games, spare a thought for the last second shot winners. It may be their highpoint. Those that narrowly miss have a good chance of turning out ok in the long run. 

Good stuff. 

Random Stuff

“Trendy is the last stage before tacky." —designer Karl Lagerfeld

I was once in the fourth grade. This picture proves it. It's hard to make out the detail on the shirt, but I think it's steam ships or something. I don't remember picking it out, but since it was picture day I'm sure I was proud of it. The collar touching each shoulder tells me that I may have been wearing bell-bottom pants too.

One day at the bus stop I was pushed over by a neighbor and my bell-bottom pant leg caught on a stake in Mr. Orr's lawn. The pants ripped just as the bus was about to arrive. In a panic, I had to run home and change. I have a memory of my Hush Puppy shoe getting stuck in the pant leg as I rushed to change. 

Wide collared printed shirts. Bell-bottom corduroy pants. Hush Puppy shoes. Straight cut bangs.

Pretty fly for a white guy.