Perception and Reality

Magicians often use diversions to distract us during their act. They will use noise or a dramatic movement to direct our focus to one place, while they perform their "magic" somewhere else. In other words, they make us see what they want us to see, and in the process create the perception of magic.

But in reality there is not magic. But when we only get a part of the facts, and we are being steered towards a particular conclusion, those partial facts can support that conclusion.

The recent turmoil in the financial markets is a case in point. We have been told, over and over an over, that there is a credit freeze, that businesses cannot borrow money, etc. This mantra was repeated so many times, by so many people, that it seemed like it had to be true. Like a magician, both politicians and the media directed our focus to what they wanted us to see.

But reality presents a slightly different set of facts. If there is a credit freeze, then why do I continue to receive credit offers on a daily basis? Indeed, one day this week I received 4 such offers at my office and 2 at home. This hardly seems like a credit freeze to me.

I won't claim that there aren't serious problems with our economy. But hysterical claims that are not supported by the facts are simply a diversion. And in this case, that diversion is being used to rob Peter to pay Paul.

Such tactics are limited to demigods or magicians. Our customers use them as well. Every painting contractor has probably been told, "I have a lower price" more times than he can count. But the perception and the reality of such claims can be quite different.

The customer may or may not have a lower price. Their claim may simply be a negotiating tactic. And even if they have a lower price, what does that mean? Rather than simply give in and match the lower price, or defend your price, engage the customer in a conversation. Seek to discover the real meaning of their words, rather than accept your perception of their meaning.