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Business Lessons from an Unlikely Source: Children’s Books

Business Lessons from an Unlikely Source: Children’s Books


    Being the father of a 5-year-old, my reading on succeeding in business often includes two classics of business that my daughter also likes: ‘The Little Engine That Could’ and ‘Green Eggs and Ham’.

    These business books take two very different approaches to business and to me, ‘Green Eggs and Ham’ is the clear winner.

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    Both books deal with the same scenario: you face a seemingly insurmountable obstacle. In ‘Green Eggs and Ham’, Sam I Am (our protagonist) needs to sell a plate of food to a customer who presents a valid argument against the purchase: he doesn’t like green eggs and ham. For the engine in ‘The Little Engine That Could’, he needs to climb a mountain while hauling clowns and animals.

    ‘The Little Engine that Could’ is the guidebook for people who confuse effort with results, and is a triumph against the odds. This theme makes for great movies (or children’s books), but is a bad strategy in business. Here’s what’s so terribly wrong about The Little Engine and his chances of succeeding:

    • He is totally unprepared. He wasn’t in shape to climb the mountain.
    • He had no resources. He was an Engine on tracks; he had no flexibility in his goal.
    • Despite this, he lost his focus on getting over the hill — reducing his chances to overcome his obstacle by taking on more clowns and animals at each stop. while well-intentioned, he risks failure by reducing his chances of success.

    Our little Engine — our Rocky Balboa of the railroad set — certainly achieved the impossible. He was setting himself up to fail, yet didn’t because of the author’s simplistic, misguided belief of the following:

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    “If we just try hard enough, it will happen.”

    A lot of business books appear to be based on this. That said, a lot of business books are fit only to keep wobbly tables from rocking back and forth.

    Let’s compare this with Sam I Am from the Dr. Seuss classic:

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    • Sam is prepared – nothing in the book indicates that he was somehow unfit to do the pitch.
    • Sam has multiple resources – foxes, boxes, trains, planes, cars & boats are all at his disposal in order to help sell through the situation. Sam had a network to support him.
    • Sam was focused on his goal – to sell-in those green eggs and ham, but was willing to change his approach.
    • Sam built upon the sell-in incrementally. He didn’t start with all the resources at his disposal, he started small and built upon them incrementally. During this time, he was building a rapport with the potential customer, even though repeatedly rejected. Sam didn’t let rejection stop him, and never took it personally, but used it to alter his approach, and his positive attitude throughout prevented him from becoming off-putting – his customer never rejected Sam as a person.
    • Sam was clear in his message and did not make the mistake that many salespeople do: he asked for the business, clearly and unequivocally.
    • Sam did not dilute his message by offering green coffee, or throwing in a complementary happy meal toy to attempt to get the sale in the face of obstacles. He believed in his product and showed persistence, dedication, and flexibility by offering the customer numerous options while staying on-message.

    In the end, Sam I Am showed the more realistic business approach — combined with a solid work ethic — and was provided the resources and training to succeed. (It is also perhaps the only business book written that rhymes.)

    While both protagonists had the will to succeed, Sam was set for success with his adaptability, focus, and understanding of the marketplace.

    So…would you rather have Sam marketing your product or that Engine?

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    (Photo credit: Children Enjoying Reading via Shutterstock)

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    Last Updated on June 26, 2019

    Why Your Perception Is Your Reality

    Why Your Perception Is Your Reality

    Take a minute to scan your surroundings. Are you in a familiar place or somewhere new? Stop reading this, and just look around you.

    Pick out an object, maybe something you hadn’t noticed before, and focus your attention on it.

    If you really focus, it’ll get brighter and more “real” than it was when it was just an unnoticed piece of the background noise of your life.

    Now, try to view your surroundings from the point of the object. Some people can do this with no effort, and for others, it takes some concentration. Depending on how adept you are at focusing your concentration, you may notice a slight shift in your perception – a weird jump in realty, where you are suddenly viewing the world from a different perspective.

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    Did it work?

    Whether you noticed anything or not, your perception did change, albeit for an instant. It’s important to be conscious of your perception, because if you’re not, someone else will create it for you.

    “Reality is merely an illusion, albeit a very persistent one.” – Albert Einstein

    Things Aren’t Always What They Seem

    Marketers and magicians rely on this fact to make you see things – the way they want you to see them. Artists do too.

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    You may have seen Julian Beever’s amazing pavement drawings. He utilizes the Trompe l’oeil technique,[1] which means “trick the eye” in French. He uses his drawing stills to create a perception.

    Like an optical illusion, our mind attempts to fill in the details of something — it either thinks it already knows, or doesn’t quite understand. This works out fine, when that’s the intention – momentarily letting our world be shaped for fun.

    But wandering through life, letting others create your perceptions, can make for a very unfulfilling life.

    Change Your Story, Change Your Perception, Change Your Life

    “Everything you see or hear or experience in any way at all is specific to you. You create a universe by perceiving it, so everything in the universe you perceive is specific to you.” – Douglas Adams

    We all get caught up in our stories. Most of us think we are our stories. It’s when those stories take on a life of their own, and that life isn’t the one we want, that things start to suck.

    Think about the story you’re living right now. Who wrote it? Did you consciously decide to create the reality you’re living now, or was it mainly shaped by your parents, friends, spouse, school, or the media?

    If you don’t like the story you’re living, then change the perception. Envision how you’d write the next chapter of your story. Better yet, actually sit down and write it.

    Focus your perception on creating a new reality, one where you are in charge of the story. Take back the job as screenwriter and director, and stop just being an actor.

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    Everything begins with a decision – decide now to be in charge of your own perception of reality. Because if you don’t, there are plenty of folks whose sole purpose in life is to craft that perception for you. Do you trust them to have your best interest in mind?

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    Featured photo credit: Andreas Kind via unsplash.com

    Reference

    [1] Artist Network: Fooling Around With Trompe l’Oeil

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