Just An Observation
I’m forty, which, for those of you under forty, means some things; they’ll come as no surprise to you. My body has begun to give me subtle clues that it’s time for the long shutdown process to start. By the time I’m fifty, it will make those clues un-subtle, and convey them to everyone around me as well. I have doubts that my career is paying back all the energy I have invested into it. I’m reassured by the fact that many forty-year-olds have the same concern, but that very few fifty- and sixty-year-olds seem to. So in the next few years, either the concern itself will pass into oblivion, or my opportunity to do something about it will go there.
I think I know things because I’m forty. A lot of people think I need more time before I know anything. I see nearly all of those folks are under forty.
Here’s one thing I notice…it’s not pithy enough to be a Thing I Know, so I’ll just jot it down here.
I have learned a lot of people who want to sell me things, have settled into a habit of making the sale by comparing their product to someone else’s. They tell me their product does far better at the same job.
A lot of the time…most of the time…given the opportunity to prove themselves, these people fail. I find that to be a little curious, because one would think if these people were out-and-out lying, their claims would be verified through a process having to do with random chance. They would fail fifty percent of the time. But they fail, more like, I dunno…sixty…seventy…higher than that. Subconciously, over time, I have come to regard the experience of “Hey! It really does work better than the other guy!” as a narrow, epochal, exception to the rule, which over time almost never works out that way.
So I’m left to conclude the “My stuff is better than Brand X” is a harbinger for a failed experiment, should I be so inclined to provide the opportunity.
One of the tactics I see that seems to intensify the potential for failure, is something I have come to call the “Gonnadooz versus Havdunz” approach. It’s an indicator that the salesman is lying about the superiority of what he provides, and is acutely aware that his product is, in fact, inferior. It works like this. You pitch me something…you compare the service you provide to an equivalent service provided by the other guy. You talk about what the other guy does, you go on and on about the history of what he’s been doing, shining the light in the direction that accentuates the blemishes. That’s the “Havdunz.” And then you talk about what you will do. That’s the “Gonnadooz.”
You can’t point out the blemishes of a “Gonnadooz,” because there aren’t any yet. It’s like pointing out the warts of a ghost. It’s just an ethereal vision, nothing more. So it’s an unequal comparison. Prospective customers may be forgiven for overlooking the hobbling effect that this has on the comparison vehicle. But the salesman built that vehicle. He must know.
Sometime earlier this summer, I went to the Democratic National Committee website and told them I was a Democrat who was interested in getting Howard Dean’s updates. I have noticed the Chairman’s updates all use this tactic…religiously…as if Dr. Dean had someone in the room ready to stomp his testicles should he fail to work it in. Havdunz…what a boondoggle Iraq has been, and what Katrina was…versus Gonnadooz…the “Democrats have a vision of” stuff.
I particularly get a kick out of the vision for rooting out corruption. Great work there, Howard.
Anyway, the Democrats have something to sell. The way they act, they know what they’re selling, is inferior. At forty, I have come to learn when people have confidence in what they’re selling…or even if they don’t, if they suspect their own product is inferior to Brand X, but aren’t quite sure about it…they shy away from Gonnadooz versus Havdunz. This is a tactic used only by the guy who is selling snake oil, and knows, beyond the shadow of a doubt, that this is what he’s selling.