While at the International Students For Liberty Conference in DC last weekend, I sat down for an interview with the famous Jan Helfeld, notorious for tripping up famous politicians and media figures with difficult ideological questions. He employs a type of Socratic questioning to get their fundamental principles, which always exposes their contradictions and humiliates them on camera for being inconsistent at best, or hypocritical and lacking integrity at worst. Press secretaries usually pull the plug and motion to abruptly end the interview. His major media figure guests are not expecting his line of questioning, most of the time they get violently hostile when they end the interview, and I’m amazed that Jan is still able to successfully get these interviews with major figures after over 2 decades of this.
So when Jan asked to interview me, I told him to do his worst, dial it up to 10, and find a chink in my armor. I think I was the first person he’s ever interviewed to come out unscathed! I don’t know what all the other interviewees are a complaining so much about. Next time he needs to ramp it up a bit and try harder! I guess my background in philosophy paid off. To be honest, after the fact I realize I could definitely answer the questions more succinctly and articulately, but considering that I was completely put on the spot and I had no talking points ready at all, I think I did ok.
[Another Jan Helfeld interview with me, and more hilarious interviews with Harry Reid, Nancy Pelosi and others after the break!]
Here’s a business paradox for you. Your sales will increase when you tell people what’s wrong with what you’ve got. Including if what you’re selling is you and your services.
This is mostly unheard of in the business world. Everyone in business is constantly fronting. This is a world full of mega-fucking-huge egos resting on inflated claims of grandeur. No way anybody’s gonna admit what they’ve got for sale is not perfect, especially if it one’s personal service.
But you see, your buyers, they’re sniffing. They’re constantly sniffing, looking for the catch. What’s the catch here? They simply can’t rest until they find it. Your buyers just won’t be ready to make a deal until they can figure out what the real drawback might be with what you’re offering.
So PUT THEIR MINDS TO REST. Tell them what could possibly be wrong for them with your deal. Lay out the faults and limitations of what you’re offering. This does a couple amazing things for you. It allows your customer to feel like he can truly evaluate the deal and be in a better position to make a decision. That’s huge. HUGE. But most importantly, it’s honest; and therefore it boosts your credibility considerably. And, it’s shocking. You have just separated and elevated yourself above the rest of the snake oil salesmen out there. You are a credible source of info in a world of bloodsuckers. Your business customers will cling to you for safety like a 4 year old clings to his blanket. It will no longer matter much what kind of claims your competitor promises, because your customers just don’t know that they can rely on those claims, but they know that they can rely on you. And that puts money in your pocket and stability to your career.
The truth does pay because the truth is valuable. Credibility is valuable. Even more so when there’s more money on the line. Continue Reading >>
The glory of friendship is not in the outstretched hand, nor the kindly smile, nor the joy of companionship; it is in the spiritual inspiration that comes to one when he discovers that someone else believes in him and is willing to trust him. — Ralph Waldo Emerson