Working hard or working smart?
Picture from:
Gerd Altmann from PixabayI stumbled on Kevin Hogan web page searching for articles and books on negotiation and influence. I like his books.
Coffee with Kevin Hogan is a valuable source of information regarding sales, decision-making, persuasion, and influence.
In one of his discussions, Hogan wrote (Although I do not remember the exact words, the meaning is clear):
“I have studied my programs for years and researched hundreds of documents, so You do not have to.
I am delivering that knowledge to you through my courses.”
That reminds me of a story found somewhere on Facebook (I do not remember the author, so if you know whom to give credit, answer please to info@ocene.si).
The story goes like this:
A gigantic ship had a problem with the engine. Engineers unsuccessfully tried to fix it.
Then an old machinist was called. He examined the motor, took a small hammer from his suitcase, and gently hit the engine. Problem solved.
The machinist sent the check for 20.000€. The ship owner protested: "20.000 for one hit with the hammer?"
The machinist replied: "1€ for the hit with the hammer. 19.999€ for 30 years of practice and research where to hit."
Similarly, the coach should examine the situation and direct the customer (trainee?) to the best solution or action.
Like the hammer of the machinist, each coach has tools. They address the problems and promise the realization.
I have read many books and accepted pieces of advice from my mentors. Some of my favourites are listed below.