If you are buying petrol you may be happy to hunt for the cheapest price. But there are some things in life that you want to be expensive. The last thing you want is a special offer on heart surgery, because you will immediately start considering the quality of what’s on offer and the inherent risks of getting it wrong.
In an attempt to discover the parameters for success, US psychologist Angela Duckworth studied children and adults in demanding situations. These included children in national spelling competitions, West Point military cadets and trainee teachers in difficult schools. She wanted to discover if she could determine who the most likely individuals to be successful were.
On my recent trip to Sri Lanka I volunteered on a number of projects to help local children and old people. We were staying in fairly basic accommodation and there was an older man called Janaka who looked after us. He made us our meals every day and seemed never to stop. He also never stopped smiling!
His English wasn’t perfect but better than my Sinhalese. At the end of our stay we said our goodbyes and thanked him profusely for looking after us.
He then said something that took me aback...
Now by the end of the presentation we knew exactly what the software did. But we didn’t know if it was right for us. More to the point we didn’t know if the person selling it or his company was right for us.
A friend of mine runs parties for children. She was frustrated that she not winning business against her competition (mainly because she was more expensive). She thought that she was not very ‘salesy’ so she started reading sales training books, which generally bored her to tears.
I recently watched a documentary on Las Vegas which focused on “high-rollers”, these are very rich individuals who spend (or lose) millions of dollars in the casinos.
Unsurprisingly the casinos love them and spend thousands of dollars on them with free private jets, luxury hotels rooms and probably a lot of stuff we don’t hear about.