Smarter Than I Am

You’re smarter than I am.

I’m not the smartest guy in the room. Ever. And I’m fine with that. In fact, it’s my competitive advantage. I don’t know stuff. Stuff that you know. You know it cold. You’re a bonafide actual expert.

So I ask questions, and you provide answers. We dig into the details. You explain patiently, thoroughly. I ask follow-up questions, and you know those answers, too. Of course you do. You’re living it. Day in, day out.

All the idiosyncrasies of the place, the dysfunction, the politics, the corporate direction, and who the rising stars are. You also know what you want to accomplish, so you explain that, too.

I may ask a stupid question here or there, but that’s fine because you know all this. Again, you’re smarter than I am. And fine with that. Plus, I’m genuinely interested and curious about all of it, so you don’t mind explaining.

In fact, you enjoy it. It feels good to have someone listen, be engaged, want to understand what you do all day and why it’s important. Because it is important. Important things don’t happen without you. Things fall apart.

And you have problems, challenges, or objectives to address. If you tell me the details, maybe I can help. But only if you can get me to understand. If I understand, then together maybe we can craft a solution. If you’re the right customer, you’re smart enough to know that.

And if I’m a good salesperson, I’m smart enough to know that you know what you’re doing.