Tuesday’s post about constructive criticism (Constructive Criticism Gone Awry (As a Receiver)), especially my “unappreciative” reception, made me think about business and sales. In many ways, giving and receiving constructive criticism is similar to selling.
- The lack of understanding (and lack of trying to understand) lost me as a receiver. The man offering the criticism came in with a solution based off a few brief observations. He did not realize that the gym is a very important place for me – my “safe haven”. As such, speaking at the gym, to me, is unwanted.
- The validity of the man’s constructive criticism was derailed early from a misunderstood position. Again, without understanding what was happening, the man stated I was being rude by not facing another man – the chiropractor. He did not observe how I was pointing and craning my neck in various positions while talking to a known chiropractor. How quickly, then, I dismissed his observation.
- The lack of empathy creates friction and defensiveness. I want to hammer home this point – for successful criticism, product, or service [sale], empathy is imperative. Being a 3rd party observer, the perspective can be objective. However, coming in with a harsh hypothesis can create unwarranted tension – hypotheses such as being rude, the business prospect’s process is broken, etc. Influence without empathy falls on deaf ears.