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Know People

by Rick Baker
On Dec 23, 2015
Father-to-Son Business Lesson #19
 
Below is a note sent by me to my son, over 5 years ago.
 
This note was #19 in a long series of father-to-son Business Lessons.
 
In this note, I was trying to present my thoughts about ‘knowing people’, as it relates to business and particularly to sales.
***
“We must work continuously to understand ourselves and to understand others. This is important for business success in any role. This is important for business success in a Sales role.

Responding in the same order you have written...

Centaurs: just like "perfect salesmen", they do not exist

Motivational Momentum: my philosophy is: "Only you can motivate you. Only me can motivate me. So, seek the motivation from within. If you wait for others to motivate you then you will be either disappointed or their slave."

Sales: for sales this is the most-important lesson I can offer…
Sales is not about products and product knowledge.
Sales is not about services.

The essence of sales is: the customer.

The essence of the customer is: people.

The essence of people: maybe it is 'emotions'? I think there is a good argument to support: the essence of people is emotions. Even if it is not the essence it is wrapped up in the same package as the essence....emotions, conscience, thought, wonder, etc.

Sales is about understanding people. What they fear and what they desire....

What makes them happy? They want that.
What do they fear? They want to avoid that.
What do they need? They want that.

The training for Sales is about knowing what makes people tick.

The training for Business is about knowing what makes people tick.

To learn sales - learn people.
To learn people - start with yourself.

What inspires you?

What do you fear?

What do you desire?

What do you need?

Those sorts of questions....

As you start to learn about yourself, and it will be a lifetime task, try to expand your knowledge of people by adding others....those you feel you can trust.

Study famous people who clearly understood people: Gandhi, for example.

Listen to motivational tapes: Covey's 7 Habits, etc

Business = Sales = People.

Get my point?”


First posted July 5th, 2011

Fear - Motivation, Mother Nature's Way

by Rick Baker
On Dec 21, 2015

Experts talk of the development of brains, from "reptilian" to "mammal' to "primate/human". From early reptilian times, apparently for about 300 million years, the reptilian brain has reacted more-or-less automatically to external stimuli. According to the experts, over many millions of years, brains evolved from simple/reptilian brains to more-sophisticated mammalian brains and finally to extremely-sophisticated human brains. [Nature's greatest creation]

Reptilian brains are considered to be primitive and reactive…illustrating a complete lack of social skills and limited by pre-set tendencies to freeze, fight, or flee.

Mammalian brains are capable of connection with one another. For example, wolves live in groups [packs], hunting together and to a degree serving one another.

Primates and particularly their elite – the humans – have much more elaborate social capabilities. We possess mirror neurons which allow us to have an understanding of others thoughts and emotions. And the human brain contains a large cortex, which allows, among other things, logical thought.

As human brains evolved the 'reptilian core' remained at the centre of things…reacting automatically to the wide array of fearful things presented by Mother Nature…freezing, fighting, and fleeing. In addition to these ‘natural’ reactions to the threats brought to us by Mother Nature, some of us [maybe all of us?], at least from time to time, also exhibit freeze/fight/flight reactions while we are interacting with our families in our homes and our coworkers in our offices. In these situations our reptilian brains can make our lives more complicated and stressful.

Fear is Mother Nature’s preferred method of motivation. [The experts are quire certain that reptilian responses worked well for a few hundred million years.]

Fear still motivates. [although I have argued against this in the past]

Fear motivates in ways that save our lives. [assuming we find ourselves in life threatening situations and react properly]

For some people in some situations, fear is countered by courage and heroic action follows. [...i.e., heroism is deemed an admirable response]

And, some people create plans that help them condition themselves against fears to they take themselves beyond normal physiological reactions. [as examples, Navy Seals and the Dalai Lama know how to go beyond freeze/fight/flight]

Regardless, we should not be confused about motivation and compete with the role of Mother Nature - we  should not behave in ways that inject fear into our workplaces. [Workplace fears rarely bring about constructive reactions.] 

People put up with Mother Nature when she brings fear. Perhaps, that’s because Mother Nature brings so many positive things to us? People have less tolerance of the fears brought to them by other people. At best, fear-mongering generates temporary positive action. 


PS: If you buy into Ralph Waldo Emerson's views on compensation...the fear you present to others will become the fear that, sooner or later, comes back to bite you. [and your reptilian brain will not appreciate the bites]

Tags:

Emotions & Feelings @ Work

Stress and Anxiety: what's the difference?

by Rick Baker
On Dec 17, 2015

OK - you've asked, What's the difference between stress and anxiety?

But...you've forgotten...I'm the fellow who wrote 'Stretch in the direction of your Strengths'...just scratching the surface around the tip of the iceberg that includes stress and anxiety.

Why not raise the ante and ask, What's the difference between stress, strain, pressure and anxiety?

And, let's not forget the importance of the context. Do you have psychology in mind when you ask the question? Or, perhaps, engineering? Or, maybe even, physics or physiology or the depths of molecular biology? 

Beware the complexities ranging from rabbit holes to wormholes. 

All those complexities acknowledged, we can now set them aside and seek simple.

I view stress and pressure as external things that impact on us - the causes; I view strain and anxiety as the internal things we experience - the effects.

For me, workplace stress and workplace pressure are the same thing.

For me, the strain we feel when exposed to workplace stress or pressure is anxiety.

So to answer the question, What's the difference between stress and anxiety?

Answer: Stress is the external cause and anxiety is the internal effect.

Tags:

Definitions - Spirited Words Defined | Emotions & Feelings @ Work

Do you believe trust is a fragile thing?

by Rick Baker
On Dec 2, 2015

It seems to me, trust is a fragile thing.

Two people share trust then one of them perceives an injustice and trust quickly comes into question. Whether the injury is 'real' or not, when the injury is perceived it is quite normal for the person who feels injured to retaliate...to seek revenge. Then trust is lost and anti-trust takes hold with a powerful appetite for growth.

The key to sustaining trust often sits at the point where one party perceives the other has done an unjust/unfair/unkind thing. At that point of recognition there is still opportunity to remedy the situation quickly and easily...at least relatively quickly and relatively easily.

When a perceived injury happens, the offending party may be oblivious. In many situations the real problem is the injured party has too-thin skin. Too-thin-skin and victim-thinking are common human frailties. These frailties are the consequence of lack of self-confidence. In other situations, the offending party may not be attentive or observant or empathic. Regardless of the reason, when one person perceives injury at the hands of another the offending party may be oblivious. The gap between of perceived injury and obliviousness is enough to fan the flames of distrust and revenge is, often, the natural conclusion. I say 'natural' because revenge isn't something reserved for the wicked and maladjusted. Revenge is in the genetic fabric of most human beings.

Revenge does not have to happen.

Revenge is like any other bad habit...it catches us, it gets repeated, it digs a deep habit-rut, then it owns us until the day we decide to work to overcome it. 

The best way to overcome revenge is to recognise it is not deviant behaviour. It is a natural behaviour that doesn't work too well in our current society. And, it is something a person can control if that person wishes to control it. First, we must identify the breeding ground for revenge. Revenge comes to life when we perceive offensive behaviour in others. So, we can nip revenge in the bud if we stop and think during the 'I-feel-offended stage'.

We can be more trusting and cut the other person some slack. We can accept our self-biased tendencies. We can accept our tendencies to protect and bolster our own ego. We can choose to understand these tendencies cause us to over-react to other people's actions and cause us, regularly, to perceive offence where none exists. And knowing these things we can choose to ignore that little voice that tells us "That person just injured me." When we choose not to be injured revenge-thinking will not arrive. 

As the saying goes, "You can act offensively but I don't have to feel offended." Even if another person is truly offensive, we do not have to feel offended. It is a choice. If we choose to not feel offended then revenge-thinking will not arrive.

Controlling egoic biases & refusing to be offended: we have these two ways to reduce/remove the need to feel revenge.

When we practice these two ways they become good habits, good habits that breed trust between us and other people.

Trust is a fragile thing - we can choose good habits that sustain & build it.


First posted April 10,2014

More About Perfectionists

by Rick Baker
On Nov 19, 2015

A year and a half ago I wrote some thoughts and questions About Perfectionists

Since writing that Thought Post, I have read psychologists' views describing the linkages between anxiety and perfectionism. Psychologists, at least some of them, believe anxieties can build around thoughts about the need to perform work well. These thoughts are held until the anxieties 'take over' and the mindset becomes one of perfectionism. Criticism is a play here...in the perfectionist's mind. Perhaps, it appears to be self-criticism. However, it seems to me that 'self-criticism' does not develop in the absence of prior 'external criticism'. Likely, the external criticism began many years before perfectionism appeared. Excessive criticism of children by parents or other authority figures likely is the major contributor to if not the root cause of perfectionism. That external criticism might have been real. Or, I suppose, it could be perceived.

Then, as the saying goes, perception is reality...so, it likely doesn't make any difference if external criticism was real or perceived/imagined. What matters is criticisms have generated heightened anxieties and, over time, those heightened anxieties have gained a high level of control over the mind. And, the combinations of criticism and anxiety have led to perfectionism. 

That is plausible.

That provides some clues as to how leaders should react to perfectionism.

Leaders must take care when they observe perfectionism in action.

Leaders should avoid reactions/actions that could expand anxieties experienced by perfectionists. 

Leaders must understand they may need help from professionals who are trained to help people who experience excessive anxiety.


Tags:

Abundance | Brain: about the Human Brain | Emotions & Feelings @ Work

Egos At Work - revisited

by Rick Baker
On Nov 12, 2015
When I use the word ‘ego’, I mean that little voice that talks to you from within your head. You may have noticed: when you are in a conscious and lucid state, that little voice of ego talks incessantly. I have likened it to a little panel of judges…ego is always ready to judge you…and ego is even more ready to judge others. The ego, acting like a little panel of judges in your head, judges quickly and harshly. It has opinions on everything and everyone. It is always making demands and suggestions on how you should go about making yourself feel good and look good.
 
Your ego [and my ego and everyone else’s ego] spends all its time seeking something ‘better’.
 
Ego is the human, all too human, side of human being.
 
Ego continuously seeks more pleasure.
 
Ego continuously seeks less pain.
 
 
Your ego continuously seeks approval from other people...and regularly falls short of receiving the level of approval it seeks.

Your ego finds itself in ongoing skirmishes involving 'right' and 'wrong'...ego gets whipsawed by conscience as it works to reign over your inside and your outside voices.

***
 
Here’s a different perspective on ego…
 
We have said people behave like Riders on Elephants on Paths.  Now we are saying ego is the source of your behaviours.
 
You have your Elephant-And-Rider combo.
 
Every person has an Elephant-And-Rider combo.
 
Each Elephant-And-Rider combo has its little voice called ‘ego’.
 
 
***
 
When your little voice of ego speaks to you from inside your head it wants very much to get its way.
 
Your ego has a powerful and compelling force.
 
Yet, your ego is often misguided.
 
Bad Habits are the consequence of ego working to 'get its way' when the ego is misguided…and the ego is misguided quite a bit of the time. Taking full advantage of the Haidt metaphor…your ego is misguided when your Elephant overpowers your Rider. When that happens, your ego will make misguided demands.
 
 
 
First posted September 1, 2011 
 
***
 
More thoughts about Egos:  Egos, Communication, & Positive Changes

Copyright © 2012. W.F.C (Rick) Baker. All Rights Reserved.