Why is a candle better than a light bulb?
1) Because it’s scented and fragrant.
2) Because it lights up not just the room, but the mood too.
3) Because it is cheaper than most bulbs.
4) Because it doesn’t require electricity.
And on and on.
Dr.Bob Isherwood, the genius that he is, asked us the same question in his class dividing us into teams of 2. We were about 5 teams and we got about 15 reasons each why a candle is better than a light bulb.
He then asked each of us, representing the team, to walk onto the dais and write down all the reasons side-by-side on the board. When all the 5 teams did so, the board was full.
He remarked, ” You just gave me 75 reasons why a candle is better than a bulb. Outstanding job. Now, can anyone come on the stage and sell me a light bulb? “
We were dumb-struck. Just like you!
He wanted to demonstrate how hard life becomes when you are selling something. There are people out there, WAITING just to find a reason to object your idea. Like how we ourselves figured out 75 objections possible for a light bulb.
There’s always a good reason to reject a great idea.
Nail it down before someone else does.
