An Experiment In Editing – 4: To Sell Is Human

The following is the fourth in a series of posts inspired by Jason Fried’s post on Signal V. Noise about a writing class he would like to teach. In the hypothetical class, he aimed to show that editing and compressing is truly valuable. That’s why the posts get shorter, not just varying in length, he aims to go from the fully explored idea to just the main point of the text. I am going to attempt to do this with several of my posts, as an experiment to see if it helps with my writing skills.

To see the original post, please click here.

One-Line Version

Selling is important, selling solves problems, selling can make lives better.

One-Paragraph Version

Every job involves persuading people, a good solution to a problem, needs people to believe in it, for it to be implemented. You need to understand people, keep going when things get tough and understand the problem you want to solve. To move people, you need you pitch your offer, be able to adapt to changing situations and you need to work for the customer. Not just yourself.

Three-Paragraph Version

Why Sales?

Every job today has an element of “non-sales selling” (persuading, influencing and convincing others in ways that don’t involve them making a purchase). These skills are critical in all jobs, so we are all sales people. In a world where everyone has access to the same information, moving people can be a way to help people solve a problem, not screw them over.

The ABCs of Selling

Attunement – Understanding your customer, so you can figure out the best solution for them, as an individual.

Buoyancy – Being able to keep going despite all the rejection you will face trying to move people.

Clarity – Understanding the situation as clearly as possible, so you can solve problems your customers didn’t know they had or didn’t know could be solved.

Skills You Need, To Be Good At Moving People

Pitch – Your customers can’t buy your offer if they don’t know it exists. If you never put the information into the world, it doesn’t exist. An effective pitch is crucial to moving people.

Improvise – Plans fail, situations change. You need to be able to think on your feet and adapt to the situation as required.

Serve – A good salesperson ultimately serves their customer. You can improve your service by making it personal (find a way to improve your customer’s situation). Or by making it purposeful (find a way to improve the world, even just a little bit).

One-Page Version

This book is about how Sales not only deserves a re-branding from being all about pushy con-artists, but that Sales is actually a necessary skill for workers everywhere today.  

We All Work in Sales

A Survey of western workers, found that 1 in 9 people work in traditional sales, but that the other 8 in 9 spend 40% of their time in “non-sales selling” (persuading, influencing and convincing people in such a way that doesn’t involve them making a purchase).  Pink refers to this as “moving people”

How We All came to be in Sales

One of the skills that seems to be universally useful, is the skill to move people. Teachers move their students when they get them to study hard and learn for their futures. Nurses move people when they work on building a treatment plan with their patients to create a plan that works and they will stick to outside of the hospital setting.

Does Sales Deserve Its Bad Reputation?

The success of a sales technique is determined by the amount of information on both sides of the transaction. If the seller has more information, he has more power, so he can use tricks and be pushy to get more sales. Today, every person has access to the same information as everyone else, this means the seller and buyer are equally powerful, so lies and tricks won’t work. So today, the best salespeople actually work to find the best solutions for their customers, not just to get the best deals for themselves.

Attunement

Attunement, is all about understanding your customer. The better you understand the person and their needs, the better chance you have of being able to help them with their problems and therefore the better chance you have of making the sale.

Buoyancy

Salespeople face a lot of rejection. No matter how persuasive you are, you can’t persuade everyone. If you give up at the first failure, you will never sell anything. Being able to bounce back and carry on is key to surviving in sales.

Clarity

Clarity allows you and your customer to see the situation clearly and understand it. You can offer a solution to a problem your customer may not have known even existed or that they did not have know could be solved.

Pitch

The pitch is how your customer learns about your offering. If you never make the offer, no one ever finds out about it and therefore never buys it. The stronger the pitch, the more likely you will move people.

Improvise

Selling on a formula doesn’t work in a world where information is so readily available. Being able to react and adapt to situations is a key skills in moving people.

Serve

As a salesperson, you have the opportunity to improve the lives of others, your offer solves a problem. There are two ways to serve. Make it personal, find a way your offer benefits the person. Make it purposeful, find a way your offer makes the world a better place.

An Experiment in Editing – 3: The Best Way To Avoid Burnout, Without Slowing Down

The following is the third in a series of posts inspired by Jason Fried’s post on Signal V. Noise about a writing class he would like to teach. In the hypothetical class, he aimed to show that editing and compressing is truly valuable. That’s why the posts get shorter, not just varying in length, he aims to go from the fully explored idea to just the main point of the text. I am going to attempt to do this with several of my posts, as an experiment to see if it helps with my writing skills.

One Line Version

A change is a good as a rest – My driving instructor actually told me that.

One-Paragraph Version

The instinctive way to avoid burnout is to slow down, to not work so hard or to take a break. This doesn’t have to be the case. To keep going, you need to do something that makes you think in a different way to the way you think at work. This is similar to working different muscle groups for your brain, if your arms are tired, your legs will still work fine. If you had some in-depth debates at work, take some quiet time and read a book.

Three-Paragraph Version

If you start feeling stressed and worn out, you know instinctively that you need to take a rest. You can’t keep going forever, your body requires downtime to be more effective in the up-times. So if you have worked too hard for too long you can take a break and go on holiday, then come back feeling refreshed. Maybe you could work less hard to begin with, but if you want to advance your career as quickly as possible and you know your peers aren’t going to slow down, then you could end up getting left behind. That said, I don’t recommend working late, just working hard within your normal working hours.

This is where doing a contrasting cognitive activity helps. What is a contrasting cognitive activity? It’s an activity where you are still using your brain, but you are using it in a different way to the way you do at work, similar to how when you work out at the gym you use different muscle groups on different days. The contrast between the two ways of thinking has been shown to prevent burnout for much more time than doing the same kind of activity for the same amount of time.

This doesn’t mean you have to do something fun at home to offset doing something useful at work, although I do recommend this as well. It’s more about using your brain to accomplish a different kind of task. If you feel you must do something productive for your contrasting activity, you can do so. If you have a very sociable job with lots of talking to clients, you could read a book at home, it can be educational if you still want to learn. If you write code all day, you could write a journal or blog posts at home. Your brain is capable of many different types of activities, so the list is endless, just separate work and home.

Original Post

We’ve all been there, work is just droning on and on. from week to week. Today is no different. You wake up, hit snooze, wish it were still the weekend and slowly drift off to sleep, then 10 minutes later, do it all over again. You drag yourself out of bed and into the shower. That’s over, even getting dressed feels difficult right now. Then there’s the dreary drive, with the never-ending queues of traffic. You finally get to the office and hope nothing major goes wrong, you just want an easy day. You finish, some fuzzy amount of time later, only to realise it’s Monday and you have to do it all over again for the next 4 days.

You swear the job didn’t use to be this bad, that Sally in marketing wasn’t that annoying just a few weeks ago. Yet the spreadsheets you used to tackle with glee (for some people this is true, don’t judge) suddenly look like a grey pile of sludge you have to trudge through. You are stressed. Last week you were stressed. This is what being burnt out feels like.

You see two ways out of this funk:

  1. As soon as you get home, just do nothing. Relax in front of the telly and pretend the whole world away. Then tomorrow, you will feel refreshed.
  2. Don’t work so hard anymore, this feeling is horrible and you don’t want to repeat it.

Here’s the problem, you try plan 1. but you are still stressed the next day, you realise escapism isn’t working, you are just as burnt out as before. On to plan 2. this lasts maybe an hour, then you realise you don’t want to do the bare minimum, you care about doing a good job and you want to progress in your career.

What now? Your two plans have failed. Time to hand in your letter of resignation? No. According to Google’s in-house productivity expert, Lila MacLellan, there is a better way. Google has shown time and time again how successful they can be in cognitively demanding environments, so she must know what she’s talking about, right?

MacLellan recommends doing activities that require you to use your brain in a different way to how you do at work. It’s like when people who go to the gym have different days for different muscles groups, if you did leg day every day, 3 days in a row, your legs would be exhausted and perform more poorly each successive day and you may even injure yourself.

It’s all about using your different brain muscles (figuratively speaking) if you have a super social chatty job like making sales calls one after the other, try quietly reading a book once you get home. If you stay sat at a desk all day, go for a brisk walk in the evening. If you write code at work, try drawing in your spare time. The task can be equally demanding of your brain’s abilities, but it just has to be a different way of using your brain than what got you so fatigued in the first place. Research has shown this to be much more effective in refreshing you from day to day, than just trying to avoid the stress or doing nothing.

This makes your day-to-day life more fun and fulfilling. It will help you to be more resilient, making you feel fresher at work for longer and improving your mood as you will have more skills to handle stress. You can’t avoid stress forever (sadly), but you can become better at handling it.

If you have any stress-busting tips, please let me know in the comments below.

An Experiment in Editing – 2: What I Discovered When I Tried Warren Buffett’s 5/25 Rule

The following is the second in a series of blog posts inspired by Jason Fried’s post on Signal V. Noise about a writing class he would like to teach. In the hypothetical class, he aimed to show that editing and compressing is truly valuable. That’s why the posts get shorter, not just varying in length, he aims to go from the fully explored idea to just the main point of the text. I am going to attempt to do this with several of my posts, as an experiment to see if it helps with my writing skills.

Original

I saw a video recently about Warren Buffett’s 5/25 rule in which it is claimed that Buffett once had a conversation with his pilot. For anyone who doesn’t know, Warren Buffett is one of the most successful investors in the world and has been top of his game for decades. After realising he’d had the same pilot for 10 years, he was perturbed to find that the pilot had not moved on in all that time. I will be paraphrasing, but Buffett says something along the lines of “if you’ve been working as my pilot for 10 years, I must not be doing my job right” so he instructs the pilot to write down 25 career goals and that he can write anything he wants.

Next Buffett tells the pilot to prioritise the top 5. This is more difficult, but the pilot does it. Now, Buffet asks him

“What will you do with the other 20?”

The pilot says “I will treat these as 2nd best and work on them when I have spare time”

Buffett replies “No. You avoid those at all costs, until you had achieved your top 5.”

Buffett explains that spreading yourself too thin means you don’t make any significant progress towards any of your goals. Focusing on a goals instead, is the key to making progress.

This doesn’t mean that you are limited to do just 5 things for the rest of your life, never trying anything new, just repeating the same cycle of days for the rest of time. BUT you can’t do number 6 until you have achieved ONE of the top 5. This is the crux of the idea.

This idea can be applied to any area of life where you have too many options. Too many options meaning there are multiple things you want to achieve, but you never quite seem to get any of them done, they just remain on a wish list for all time. For example, do you have too many hobby projects you never complete? Too many career skills, so none seem to improve all that much? Too many new business ideas, but you don’t ever seem to start any? All of these can be whittled down to your top 5, allowing you to focus and make real progress.

I tried this for myself. I don’t have 25 career aspirations, so I wrote down 25 things I want to do in my life in general from hobbies, to work, to travel. The top 5 I prioritised, see below:

  1. Improve my writing
  2. Improve my blog
  3. Exercise regularly
  4. Travel outside Europe
  5. Start a side-Hustle
  1. I have been reading more and more lately about the benefits of being able to write well, which was part of my inspiration to start a blog, so that was always going to end up on this list.
  2. This blog is new, there’s lots of room to grow and improve, but I’m enjoying the process so far With a lot of practice I hope to be writing better articles, have a better website and anything else that would make the blog better.
  3. I have been trying to do this for years, but I always give up a few weeks in. I was recently pointed towards “Couch to 5k”, which aims to make running a habit by easing you in. Instead of going too hard too soon and quitting, as I always have done in the past, you build up to longer runs until you can do 5k even if you started from a point of doing no exercise at all. The best part for me has been the structure the app provides, as I tend to just run hard, then get tired and never want to run again.
  4. I love to go on solo-travel trips, but I have played it pretty safe so far, going to European cities where pretty much everyone speaks English and the culture isn’t too different to our own. I want to go further away and experience more, even if it is a little scary to not speak the language or know all the customs, that’s part of the fun, right?
  5. I recently read a fantastic book by Chris Guillebau, in which he describes the merits of having a “side-hustle” and how to start one. The book is very clearly written and inspiring, with great advice. I aim to write a post on it someday soon. The main reason the idea drew me in, is it allows you to have a project of your own, that gives you a sense of achieving something of your own. Guillebeau says it’s not about workaholism, having a second job would be a nightmare for many people. Side-hustles come come in many different forms, as you can see on his podcast it’s a creative outlet for some people for others it gives them a sense of independence. It’s a great way to do some work you enjoy, just for you, without going all in and quitting your job to start a business.

If this post or the original video inspires you to try the idea for yourself, please let me know in the comments below, how it worked out for you!

One Page

Warren Buffett’s 5/25 rule, comes from an anecdote where, it is claimed that he wanted to help advance the career of his pilot after realising the pilot had had the same position for 10 years. In order to do this, he questioned the pilot about his top 25 career ambitions, making it clear to the man, that nothing was off-limits.

Now that the pilot had his list of 25 career goals, Buffett told him to prioritise them in from most important to least and then circle the top 5. Once this was done, Buffett asked his pilot “now that you have your top 5, how will you treat the other 20?”

The pilot replies “I will focus on the top 5 and work on the other 20 in my spare time”

Buffet says “No. The other 20 are now your list of goals you will avoid at all costs, until you have completed one of the first 5, then you may move on to number 6”.

Buffett’s thinking, was that by spreading ourselves too thin, we end up making little to no improvement at all in the goals we have set ourselves. It is better to focus on a smaller, narrower range of things until you have reached one of those goals, then progress on to the next one, so at any one time, you only have 5 goals vying for your attention.

I tried to do this for myself, my top 5 being :

  1. Improve my writing
  2. Improve my blog
  3. Exercise regularly
  4. Travel outside Europe
  5. Start a Side-Hustle

1. I want to improve my writing for many reasons: work, this blog, being able to communicate better, being able to organise my thoughts better, being able to argue better, this list goes on.

2. I find writing this blog to be a very rewarding hobby, so improving it should hopefully improve that satisfaction.

3. Exercise is just good for you and I haven’t had a regular habit of exercising well since I was at university. The health benefits and benefits it provides to my mood and well-being have been sorely missed.

4. I enjoy solo-travel trips, but I am starting to think I have played it safe for too long, I want to fly further afield and see more of the world than just my home continent.

5. I recently read Chris Guillebeau’s book on Side-Hustles and was convinced by him that it’s not some workaholic’s dream, it’s more about having a project you do for yourself that you can enjoy, be creative in or just use to provide yourself with a little extra money and therefore independence.

3 Paragraphs

Warren Buffett’s 5/25 rule is a rule where a person lists their 25 top goals for their career, then prioritises the top 5 and finally ignores the other 20. That seems counter-intuitive, but the idea is to focus on fewer goals more intensely to achieve real results, rather than making next to no progress across many many goals. You don’t have to never do anything other than the top 5 though, once you complete one you can move on to goal 6 and so on, until all 25 are completed.

I tried this for myself, my top 5 are:

  1. Improve my writing
  2. Improve my blog
  3. Exercise regularly
  4. Travel outside Europe
  5. Start a Side-Hustle

1. I want to improve my writing as I see it as a valuable skill in life and work.

2. I want to improve my blog as I enjoy the hobby and want to make it as good as it can be.

3. I want to exercise more regularly to improve my health and well-being

4. Europe is safe and familiar, travel is about new experiences, so I want to go further to find newer experiences.

5. I like the concept of creating a project for myself and I need more money!

One Paragraph

Warren Buffett’s 5/25 rule is about listing your top 25 career goals, prioritising the top 5 and forgetting about the rest. Only moving on to goal 6 when one of the top 5 is completed. I tried this for myself and found I want to focus on writing, blogging, exercising, more adventurous travel and starting a Side-Hustle.

One Sentence

Focus on your most important goals, don’t think about the rest until you have succeeded in these goals first.