Author Archives: Steve Coxsey

Humility

This post first appeared in 2007 on my original Steve’s Not Nice blog on Blogger as part of a series on character. Now that I have integrated my blogs into one site here at Blazing Core, I am posting the series here.

It’s taken me a long time to get this post written. First, it’s a stretch for someone like me to talk about humility. Second, I like to use a story as an example of the need for these qualities of character. In this case, I have way too many examples of my shortcomings!

When the road is open in front of me and a car waits until I get close before pulling out right in front of me, going about half the speed limit, I don’t see a valuable human being. I see a moron!

When I sit on a committee meeting—any committee, any topic—and the discussion collapses to the details of decorations or which font to put on a report or letter, my connectedness to humankind vanishes.

When I hear intense political arguments that turn into name-calling matches—where one side says any woman who wants to abort her baby is evil, and the other side says anyone who would stop a woman from her right to control her own body is evil—I don’t WANT to be connected to such hateful people.

When I go to the newly constructed “downtown” part of our formerly rural town which is trying to grow into an exclusive suburban community, and see people on cell phones hardly slowing at stop signs and not even looking as they roll right through, oblivious to the people around them slamming on breaks and jumping out of the way… well, I think you get the picture. Self-absorbed arrogance and false superiority really chap my @$$ (hide).

I mean, for someone to think he (or a lot of times she in our upscale little suburb) is superior to others because of the town he lives in is childish nonsense. To think she is better than all the other people who LIVE IN THAT SAME SNOBBY SUBURB is outrageous! They ALL drive cars that cost more than my first house! I don’t have the capacity to see the common humanity of people who act like that when I’m in the middle of the experience. Even with time and distance it’s hard to find compassion and empathy for such a person.

My grandmother was fond of saying, “People are just no damned good.” I thought for a long time that she was very jaded and very negative in her outlook. As I got older, I even thought maybe it was just her way of expressing the Presbyterian theological position of the total depravity of man—corruption is complete and taints every corner of the flesh and soul.

In spite of her criticisms of other people and her sharp-witted quips to her family, she was very loving and caring. I finally realized that people probably disappointed her a lot. But in order to be disappointed so often, she had to have some level of belief in the ability of people to do good and some hope that she would see it. Maybe she was an optimist after all! I want to see the valuable person hidden inside a lot of people, but sometimes it’s just too hard.

Number 1 on Kent Keith’s Paradoxical Commandments of Leadership is:

People are illogical, unreasonable, and self-centered; love them anyway.

I guess that especially applies to annoying, egotistical, colonialist, snobby #($@&#&%@s!

Humility is an acceptance that I am human, like all other people, with flaws and shortcoming. It is rooted in the belief in the dignity, or inherent worth, of all human beings. For me this derives from my belief that mankind is created in the Imago Dei, the image of God. Humility is the path to compassion and accepting the shortcomings of others. It also allows me to see that the poor have as much dignity as the wealthy, that the frail have as much dignity as the strong, and that the vulnerable have as much dignity as the powerful. Humility reminds me that the person cleaning the restroom is as worthy as the person who can change my life by approving my contract.

Justice

This post first appeared in 2007 on my original Steve’s Not Nice blog on Blogger as part of a series on character. Now that I have integrated my blogs into one site here at Blazing Core, I am posting the series here.

Two wrongs don’t make a right.

So then how many does it take?

Justice can be a tricky thing. Balancing the rights and privileges of one person against those of another usually means something has to give and somebody, or both somebodys, give up their rights.

A teenager likes to play loud music in his car—freedom—but the neighbors need to sleep when it’s past midnight, so a city ordinance limits the teen’s freedom.

A homeowner wants to put up a satellite dish but the homeowners’ association, established to protect property values by regulating the appearance of the neighborhood, limits where it can be placed. The homeowner can’t get reception on the dish in the place he’s allowed to put it. The homeowner gives up the freedom to have satellite television to live in the neighborhood.

Most political debates have to do with justice. The children of middle class families are covered by their parents’ health insurance. The children of poor families aren’t. Should those children be at greater risk with their health because of their parents’ financial condition? Should the poor parents be obligated to pay something towards their care? Is society obligated to provide what the parents can’t or won’t? What is just?

A government with a lot of social programs is expensive, so it requires a lot of taxes and fees to pay for it. An average income family of four earns a little over forty thousand dollars per year in the U.S. If they had to pay just ten percent as taxes, that would be four thousand dollars per year, or a little over three hundred per month. Some people think that’s unfair, since paying the basic bills takes most of the family’s income, so they have shifted taxes to higher-earning families.

The average income family doesn’t pay four thousand dollars a year in taxes. They pay maybe fifteen hundred dollars. The family earning one hundred thousand dollars doesn’t pay ten percent, either. They pay more, closer to twenty percent, around twenty thousand dollars.

“They earn more so they can afford it,” is one view of justice. “Everyone benefits so everyone should pay his fair share,” is another view. Justice is hard, because it has to balance competing needs and rights.

One of the biggest hot-button issues in politics in the U.S. right now is immigration reform. It is contentious because of the different views of justice. For years people have entered the country without permission or have stayed past their visas. We now have millions living here in violation of the law. Employers wanted cheaper labor and sellers wanted more consumers, so enforcement was lax. The “two wrongs make a right” view said that if immigration rules were too strict, a reasonable fix was ignoring the rules.

The illogic continues. Now people advocate for granting legal status to people here illegally as a solution—kind of an Alice in Wonderland worldview. Too many people here illegally? Let’s fix it! Declare them legal.

Some even advocate for giving a path to citizenship to those here illegally, while those who are following the rules wait for years. Will all those wrongs make a right? No, they will just make a mess.

But throwing out immigrants here illegally will disrupt lives and tear apart families. The majority living here and working here peacefully are contributing to society, probably at least as much as the resources they are using up. Is it just to evict them? No, but it’s not just to ignore them or give them a pass.

A more reasonable and just approach would be to take the time to find them and begin to keep track of them, giving them a way to stay and work for a prolonged period of time. It may even be just to give them the opportunity to get in line waiting for citizenship, as long as it’s at the back of the line.

“They’re here so they get to be citizens” is simplistic and ignores too much information. “They’re here illegally so they should be punished and thrown out” is also simplistic. The answers to political dilemmas aren’t easy because justice is demanding.

They come from countries with less political freedom, so there is little justice for them there.

They come from countries with limited economic opportunity, mostly at the mercy of wealthy and powerful people, so there is little justice for them there.

They come from countries with police and courts that are harsh, corrupt, and biased, so there is little justice for them there.

But the countries of the world do not want the U.S.. to impose our values and our way of life on them, so we can only offer their citizens justice once they are inside our borders.

So, no, the answer is not easy at all.

Justice is fairness, equality, and a passion for righteousness. Justice demands that rules be reasonable and have a real purpose, and that arbitrary rules be dismissed. It also demands that all reasonable rules be enforced. Justice calls me to defend the vulnerable and the overlooked. It calls me to stand up to the oppressor, the tyrant, or the usurper. It calls me to have courage and confront the lawbreaker when he is causing harm, and to speak up even at the risk of offending other people.

Honesty

This post first appeared in 2007 on my original Steve’s Not Nice blog on Blogger. I posted the first few pieces of this series on character on the hosted version of that blog, but I never finished migrating all of it. Now that I have integrated my blogs into one site here at Blazing Core, I will continue posting the rest of Steve’s Not Nice, including this series, until it’s all here.

When I was pretty young, probably around 4 or 5, we lived in a neighborhood full of young families on the first rung of the middle class ladder. Most of my friends were typical kids, decent most of the time, jerks when stressed out, but able to move back from jerk to decent if a mom showed up. Jerk smoldered a little but decent prevailed, so it was pretty clear that decent was genuine and jerk was reactive.

There were, of course, a couple of exceptions. I think they lived on the next block over, where our babysitter lived. Maybe I just like to think it. She was an older teenager. She taught us that “Strawberry Fields” by the Beatles would tell you, “I buried Paul,” if you played it backwards. It freaked me out hearing that! She also told us Coke would eat up your stomach and tried to demonstrate with a piece of bacon. Nothing happened. She introduced us to stories of séances and ghosts, and I swear she could have written for “The Twilight Zone.”

A couple of kids that had to come from the same block would play on our street once in a while. They were older, almost teens. They taught us to go up to someone and say, “Your epidermis is showing!” It was a great practical joke because the person would look confused, then worried, and then a little freaked out. When you explained it you got a great laugh.

But these older kids were jerks. Not reactive jerks – genuinely jerks. They pulled the trick on a little girl they knew and brought with them across the block border. I think she was a sister or a cousin. They got that cocky look on their faces and said, “Watch this.” Then they called her over and told her, “Your epidermis is showing,” and laughed that jerky whole body life that said they thought they were the coolest things around.

She started to cry. Deeply fearful cries. I was mortified! I tried to explain to her it was only her skin, but she looked wounded and withdrawn and wouldn’t stop crying. Someone appeared and took her home.

Another time the jerks pulled the “Watch this” routine and told the little girl they were going to call the police on her for something little, like calling somebody a rude name. She argued briefly, but they insisted they would do it, the police would come, and they would take her off to jail. She crumbled that time, too, and the “someone” who showed up to take the girl home demanded the jerks go with her, too.

Looking back I see how cruelty hurts. Cruelty doesn’t care about truth or facts. It uses whichever will cause damage. They hurt her with an outrageous lie, but they also hurt her with the truth. Her epidermis was, in fact, showing.

Truth is a very powerful thing. In counseling and in coaching, it is a tool and a goal. Being forthright, clear, and direct are practices that help clients move forward. The problem is, even people who want to learn about themselves and move forward can be devastated by the truth, so it has to be balanced by empathy and respect and acknowledgements of the client’s strength and abilities.

And the hardest lesson of all about honesty: you can be empathetic, you can acknowledge strengths and abilities, you can speak gently and slowly and give information in little pieces, and it can still devastate someone. People who don’t want to know themselves, who are broken or fearful and need to build a lie and climb inside it to feel safe, can despise honesty. It is poison to them because it will bring down the world they fabricated to feel safe, competent, worthwhile, likeable, or whatever quality they can’t find in themselves or their lives – even though it’s probably there.

That hostility towards truth can be insurmountable in a professional counseling or coaching relationship. In personal relationships it’s impossible to have anything but a limited and shallow interaction with such a person, and hardly worth the effort.

Honesty is a bold commitment to truth. It does not waiver when challenged because it flows from the heart. Honesty does not hurt for the sake of hurting, but it does not hide to protect others. People can be hurt and disrupted when they see themselves and their behavior in the light of honesty, so it is a powerful tool that must be respected. Honesty means speaking the truth, but doing so in love and with compassion to help another person receive truth. Only through honesty can a person be truly known by others, and only through honesty can people experience genuine relationships with each other.

Personal Power

“God grant me the serenity
to accept the things I cannot change,
courage to change the things I can;
and wisdom to know the difference.”

This is The Serenity Prayer by Reinhold Niebuhr, widely recognized because it is used by Alcoholics Anonymous and other twelve-step recovery programs as an encouraging and guiding principle.

Actually, it’s just the first part of The Serenity Prayer. Most people probably don’t even know there’s a second part. I imagine it’s because the first part easily speaks to people of many faiths, and the philosophy can even be applied by people of no faith. The second part isn’t as universally accessible because it’s specifically Christian.

The point of The Serenity Prayer is to understand personal power and use it effectively. Personal power is about your ability to direct and influence yourself, your environment, and other people (in a respectful and open way).

Personal power includes your ability to exercise your executive function. That’s an aspect of your mind that allows you to take in information from the world around you, evaluate it, make decisions, and make them happen.

Personal power also includes your ability for self-regulation. This means being aware of your drives, emotions, and urges, and understanding what purpose they serve. It means using them as messages signaling to you what’s going on with your body and your mind so you can mindfully consider what they’re saying and what you’re going to do about them. It means choosing and acting with intention instead of being directed by them or even pushed around by them.

Personal power includes social intelligence. That is your ability to understand other people through your empathy so you can see life from their point of view. It is your ability to understand how their drives, emotions, and urges are influencing them. It is your ability to understand that people have different beliefs and values so you take the time to learn about a person before making inaccurate assumptions.

Personal power includes the ability to delay gratification. That means you can compare the value of a near-term gain with the value of a long-term gain and compare the cost of a near-term sacrifice with a long-term gain. Delaying gratification is saving money over time to be able to make a down payment on a house, getting the long-term gain, instead of spending the money right away for a short-term gain. It’s also giving up free time and taking on a challenging goal, like finishing a degree, which involves near-term sacrifice, for the long-term gain of more opportunities.

Personal power includes the very courage that is requested in the prayer. It involves developing your abilities and continuing to push yourself outside your comfort zone so you learn new things and become more capable. It involves learning new skills and taking on new challenges so you can experience more things, understand more things, and master more things.

Personal power means being clear about your strengths and talents and developing them, because you understand the things you will do best are the ones that rely on your strengths and talents. It means being clear about your values, knowing what you value and why, so you can make choices that align with them.

You develop your personal power through self-exploration, self-discovery, self-development, and self-expression. When you do that, your core self becomes your guiding compass and your internal source of energy.

That means people who have personal power are core driven.

Isn’t it beautiful how these two qualities come together? I love it!

The Great Library Purge of 2013

When my son was at a small Montessori school for elementary, I volunteered to help with the student store and field trips. During that time I also spent 5 years as a committee member and board member of The Parenting Center in Ft. Worth. When my son started middle school my term on the board was expiring, and I was ready to spend my volunteer time in a different way.

I decided to volunteer in the library at his middle school a couple of times per month. It takes me about the same time as the twice monthly agency meetings did, except I spend much less of my time driving and much more directly serving.

Volunteering in a school library is very different from organizing young kids who are planning and running a snack store or helping keep up with a group of children at a tree farm or a museum. And it uses a totally different part of my mind than what I used as a board member and committee chair. Thank goodness!

Usually at the library I do part of a project that involves organizing, arranging, labeling, or inventorying books or magazines or videos. Sometimes I run the laminator to plastic coat materials teachers have made for use in the classroom. Sometimes the librarian asks me for my opinion on a project she’s creating. Nothing is very challenging, and when my shift is over my part is done and I know what I’ve accomplished.

It’s usually calm, simple, and low-stress, even when the line to check out books backs up and I have to move the kids through quickly. But today was different. Today was the first time I have had a difficult assignment .

Since the school library exists for instructional support, one of the main measures of quality is the average copyright date on the reference books. Reference books in a school should be as up-to-date as possible. It’s a very different standard from a library that has an archiving responsibility.

My job today was to go through a section of reference books and pull off the shelf any that had a copyright date before 2000. The mythology book from the Joseph Campbell Institute was tough to pull. I mean, mythology is thousands of years old so it doesn’t change in a few years.

Pulling the huge Roget’s Thesauruses bothered me, too, even though there were newer versions left on the shelf. Pulling the dictionaries was rough, too, in spite of there being several “updated” versions to replace them. I sighed pretty deeply as I pulled the book of idioms, especially since there wasn’t a newer version.

The librarian came back from lunch, saw the stack, and had the same reaction I had. Her eyes opened wide. That many? The thesauruses?? The dictionaries??? We were both twitchy fingered Gollums not wanting to let go of our precious word books.

We both know that online reference catalogs are replacing printed reference books, and that they stay much more up-to-date. We talk often about the trend of digital publishing replacing physical books, especially in K-12 education. But we love books, and we especially love books about words. We’re word nerds.

I’m also a mythology nerd, thanks to my love of Jungian psychology. As the librarian was looking through the books I had pulled, she saw me gazing wistfully at the book from the Joseph Campbell Institute.

Turns out the books pulled from the shelves are offered to teachers to see if they want them as resources in their classrooms, and then they’re offered to other people. The mythology curriculum is for 6th grade, and 6th grade is at an intermediate school now instead of the middle school, so none of the teachers needed it for instruction.

I called dibs!

Where Are You?

I am called to serve people who feel trapped in their lives, stuck in a rut dug by masses following someone else’s dreams instead of their own, shoving themselves into boxes (or cubicles) designed for someone else. Someone else who is very different from them, someone else who is very much “like everybody else,” someone else whose greatest aspiration is to fit in. My heart is drawn to these people. My mind is tuned to their struggles.

Like the sonar technician in the submarine listening carefully to hear clues in the echoed pings, I listen for hints in people’s conversations that they’re plodding along unfulfilled. That their talents are wasted, undeveloped, maybe even undiscovered.

Some of these people are on the fringe, not quite fitting in with the groups around them. Others are in the group, playing along, but not feeling connected. They’re just going through the motions. The lost on the fringe and lost in the crowd people are pretty similar, actually. Whether they’re by themselves or surrounded by people, because they aren’t engaged with people like them, people who really “get” them and encourage them and celebrate them, they’re pretty lonely.

They feel like they’re not getting enough air. They feel like they’re just wasting time. They feel like there is meaning and purpose to life, but they’re not connected with it.

What I understand is that the isolation, the suffocation, the lack of purpose, and the lack of engagement are all part of the same problem. They happen because people aren’t using their core strengths. They’re not developing and expressing their talents. They’re not engaged in communities of people who recognize and respond to their strengths and talents the way improvisational musicians or actors or dancers do, with intuition and ease and enjoyment.

They aren’t connected to the core of who they are, so their core self isn’t thriving. It’s withering. It’s not getting the nourishment, water, and sunlight it needs. It’s under too much pressure, left unprotected in the freezing cold or blistering heat, dried up or flooded, blocked from the light.

That’s what happens to your core self while you’re stuck in a rut or trapped in a box. It slowly atrophies, but it pitches a whopper of a fit as it does. I hear the longing of a closed off core self in wistful “what ifs” and “could have beens.” I hear it in the resigned despair of a person who can’t figure out what’s missing or what needs to change. And I hear it as the frustration building in someone who is craving escape.

But I can only feel the pleas of the core self when I can hear or read someone’s words, or hear their tone of voice, or read their nonverbal cues. My sonar is close range. I have to have some kind of interaction with a person to be able to feel their core self reaching out for help.

I’m on a mission to liberate people stuck in careers and lives that drain the joy out of them. But I’m not sure how to find them. The ones I’ve met don’t have common careers or backgrounds or life experiences, other than not really feeling alive on the inside. They’re in all kinds of work, all kinds of life stages, and all kinds of places.

I know you’re out there. I know you’re desperate to find the thing that will make a difference, the missing piece that will bring excitement and purpose and joy to your life. I’d love to help you. I know what we can do to figure this out.

But I don’t know where you are.

Online Scheduling

The latest lesson I learned from my commitment to learn more about sales is another technical one, similar to the first lesson I learned.

It’s about how to use an online tool for scheduling meetings. I’ve heard of people using online scheduling for a long time, but I’d never looked into it. That’s because I heard it in the context of a coach or consultant directing ongoing clients to an online system to schedule appointments.

My clients and I schedule the next appointment at the end of a call, or make a plan to follow up and set the appointment later. An online scheduling system didn’t seem useful to the way I work with my clients.

With my journey into sales, I discovered that an online scheduling system makes it easy for a person to schedule a first conversation to get more information. In an automated plan, a lead generating message can direct people to an online sales letter or a recording, and from there to the online scheduling system to set up a call to get more information.

Now that I’ve used the system for my sales-based business, I’ve set it up for my coaching business. Not for scheduling ongoing clients! We still do that together. But I’ve added it as a choice in the plan I use to offer people a complimentary coaching call.

I’ve just set it up, so I can’t give you any results yet. But I imagine that, at least for some people, it will be an easier step to go online and choose a time for a complimentary call with me than it is to email me or call me to set something up.

I know that having more options means I’m removing some of the resistance people will have to taking that first step. So, while it’s a technical skill I learned, it’s all about making it easier to make connections. That is what it’s all about for me!

The 2nd Thing I’ve Learned From Sales

I committed to learning more about sales recently and sharing the lessons that might be helpful to other people. The first lesson I learned was about technical skills.

The second lesson is of a very different sort. It’s more philosophical and not at all technical. It comes from the fact that sales is about conversations, and conversations invoke the heart.

I noticed someone who is uncomfortable with sales lacks confidence talking about the product or service, so that person comes across as unsure, or even as apologizing for bothering the listener by talking about it.

That message turns into a shaming message. It makes it seem like there’s something wrong with the product or service, which tells the people who need that product or service that it’s wrong to need it.

Let me say that again. When a person is uncomfortable talking about their product or service, it makes it seem like there’s something wrong with the product or service. That leads people to believe they shouldn’t like it, so there must be something wrong with them if they want it or need it.

Holy $#!+! This is big!

Have you ever been in a situation like this? A person sheepishly says something like, “I’m sorry to bother you, and you’re probably not interested, but I [fill in the blank: sell these products, offer this service], so you can talk to me if you’re interested.”

Your response? If you’ve ever struggled with sales, you might feel sympathy for the person, but you probably feel really uncomfortable, too. And you probably wonder what’s wrong with the products or the service or the prices to make the person apologize.

And on a more subtle level, if it’s a kind of product or service you’re interested in, I believe you wonder if there’s something wrong with you for being interested in that sort of thing.

I noticed this based on other people’s sales conversations, but I pretty quickly recognized myself in it. The core of my coaching is promoting personal growth and development through the skills and techniques of coaching and my knowledge of psychology, especially positive psychology and developmental psychology. I realized that I assume people will be skeptical of personal development as “fluff and nonsense” and uneasy about psychology because of mental health stigmas.

That’s when I knew I’d let myself down. This isn’t who I am. I don’t defer to people who mock personal development. I don’t side with the people who think there’s something weak or shameful in talking about thoughts and feelings.

I am a champion of people understanding their thoughts and feelings and getting comfortable with who they are. I did that for years as a therapist, and then for many years more running educational and recreational programs for kids.

Understanding our inner lives is the most human thing we do. It’s not a sign of weakness. It takes great strength. And it takes enormous courage to stand up to society’s messages that shame people (especially men) because of what they feel. Many times I’ve had to say this with conviction and let someone borrow my certainty and my strength as they learned to be comfortable opening up and sharing their own heart.

This was a huge lesson for me, and I intend for it to stay learned. People need what I offer them, because they won’t be able to enjoy life, truly and deeply and meaningfully, if they’re being pushed around by their critical automatic thoughts and limiting beliefs and if they keep their feelings wadded up in a jumble in the corner.

The work I do is essential. It touches the essence of being human. It matters in all aspects of a person’s life. It matters.

And that completely changes the way I will talk about it.

The 1st Thing I’ve Learned from Sales

I committed to learning sales a little over 3 weeks ago, and I learned my 1st lesson within just a few days.

And it wasn’t even a sales lesson, exactly. It was more about marketing than sales. Even more than that, it was a lesson in the power of commitment and necessity.

For the past couple of years, maybe close to 3 years by now, I have been thinking about and toying with the notion of setting up a squeeze page. A squeeze page is an online sales letter written to get the reader to take a specific step.

That step may be signing up for free information, signing up for a free newsletter, signing up for a teleseminar, or buying something. Since it’s focused on that 1 purpose, a squeeze page doesn’t have tabs at the top to take you to different pages or sites. It should only have a link to the page where the reader can take the desired action. That same link may appear many times on the page, but by design it should be the only link on the page, however many times it appears.

With my new sales profit center, I needed a squeeze page to give information about a call I was doing and to direct people to sign up or listen to the recording. I was committed to a time frame with the call set up. I finally had a very specific reason for a squeeze page, instead of a half-sketched idea of how I might use one in the future, so I was motivated by necessity. And I had urgency – I needed it within just a few days!

So I pulled together what I already knew, looked at some sites for examples, and asked Google a couple of things.

I realized I could format my squeeze page the same way I format my HTML newsletter. I opened my newsletter template, looked through the squiggly code, found things I understood, and then experimented by changing some values.

I wound up with a white page with a light gray border, exactly what I wanted, and adjusted the size until it looked right. I formatted a header (pushing my limited HTML knowledge) and then wrote the body of my letter. I put the link to the call at various points in the letter, based on simple pointers I’ve learned about copywriting techniques.

Then I went in and created a border around the text with the link and centered it to jazz it up just a touch. I don’t do showy banners, but the design was enough to grab the reader’s attention if they scan the letter.

I put in some other copywriting features (at least the ones I remember) and even broke the rule by adding a 2nd link near the end. It looked great in my web design software! But I wasn’t sure yet how to get it to show up on my site.

For this, I had to look at a simple site and remember things I’d seen before. I experimented a little, too. It turns out, at least with the web hosting company I use, an HTML document called “index.html” is the default page that shows up as the home page.

And just like that, I had created and uploaded a single-page site using just a simple, free web design program. Which is great timing, because I’ll need another one for a training product I’m creating that will be ready to launch early next year.

Want to see how a simple page created with a free program looks? Click here and be amazed – not by the quality, but by the fact I figured it out!

meh… [sales]

[Sales] is my least favorite part of marketing.

Calling it “least favorite” is seriously understated. I used to think of marketing as a 4-letter word, but marketing and I have worked out our disagreements over time, through open communication and curiosity. I now appreciate marketing as analogous to good communication in any relationship – it takes a lot of work, I really wish it didn’t, and it’s really hard to do sometimes. But it’s worth it.

When I’m communicating well with people who need my services and products (my clients and prospects), I’m helping them learn about solving problems and overcoming challenges they face. They need that. Communication (marketing) is the only way I can do that.

But my previous resistance to marketing is nothing – nothing – compared to my aversion to [sales]. I mean, I’m even putting the word in a [box] to try to contain it!

That’s because the model of [sales] I know, through my experience as the target, and I mean that in every sense of the word, is to aggressively pursue someone and coerce them to buy something through a tactic related to shame. The messages have included:

“You should want this one because it’s what most people want, and it’s the way to fit in.”

“The smart people are buying now. The losers will wish they had bought, too.”

“Don’t be embarrassed about being too poor to afford it. We offer credit!”

and, sadly (because I’m kind of compassionate and feel ashamed about not helping)

“I just need 3 more sales to reach my target and get my bonus, so it will really help me.”

Has your experience as a [sales]person’s target been similar? I think most of us have similar kinds of experiences that taught us [sales] is gross.

But I know that [sales] is only gross when it’s done in a gross way. [Sales] is the step in marketing when a person needs information through a conversation with a live person to understand something better, to finalize a decision, or even to complete the purchasing process. When it’s used with respect, considering what the prospect wants and needs and helping him or her decide what’s the best choice, it’s a helpful, kind thing.

I’ve heard this as a description of ethical [sales] with integrity. This definition makes sense in my head, but my heart is still skeptical. I want to believe it. I want to bring [sales] out of the protective box, but I have to make sure it’s not going to run loose and push people around first.

So I committed to a program that requires me to learn about [sales] and try out different steps. The instructor is someone I respect and admire, so my brain is sure this is a good idea.

My heart? It’s going to take some convincing. So far, I’ve been able to soften the container just a little – (sales). See!

I’ll keep you updated on how it goes. And you can let me know about your experiences with (sales) by leaving a comment below.