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Hammer people vs Scalpel people
I’ll sound bad for saying this but some of my friends are hammers, and some are scalpels.I don’t know how to describe hammers well, so let me try to describe scalpels.The scalpels are so delicate. They read the room. They understand what you’re really saying- context, subtext, facial cues. They read you to try and understand you. And if they don’t understand, they ask questions in earnest to build that understanding.That requires a lightness of touch. Hence “scalpel”A friend recently said he would describe me as “thoughtful”. Another said “curious”.High praise for me. It means I’ve successfully fooled everyone to think a wooden scalpel is a real scalpel- and not a chiselled down hammer.Still not the real thing. But close enough. What does this have to do with sales and entrepreneurship? Well, understanding the human condition is a big part of being successful. One of the best sellers I’ve met stays quiet 70% of the time on intro calls.My most successful client relationship for my business started in Aug 2024 after I pitched them the wrong thing.They said “no thanks” but dropped a small tidbit (their real problem). I listened. Asked for another meeting in a week. Spent the weekend spinning up a solution for them. They liked it. Signed on for a trial a week later. Signed an annual contract 4 months later.So should you be more hammer or scalpel? I think we can all learn to be a bit more of both.My favourite people have both tools in the garden shed that is their personalities. Ok-I’ll stop this post here before my friends figure out I’m calling them tools.
