Why my hammer is better than yours:
- I already know how to use my hammer.
- I already know how to train others to use my hammer.
- I worked hard to learn how to use this hammer.
- I happen to have this hammer, right here, now.
When I would not use my hammer, or your hammer:
- I do not have a hammer, but I have another tool in my toolkit that will work just as well.
- I have another tool in my toolkit that will work better than this hammer.
When I would use your hammer:
When I understand that your hammer is…
- Easier to use, and…
- More effective, and…
- As/more teachable…
than anything else in my toolkit. (Especially my hammer.)
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When we walk into an organization or a team as executives, consultants, managers, and trainers, we have to sell ourselves and our ideas. Everyone, no matter how overwhelmed or time-weary, compares their opportunities to their existing toolkit (at least on a subconscious level). When we walk in to help, improve, turn-around, or train, we have to overcome the conscious or un- resistance to a new method or idea. The most convincing framer on the job site is the one who walks up to you, hands you their fancy hammer, and says, “Here, try this out.”
Also posted on Medium.