"If you're explaining, you're losing"

 

 

"If you're explaining, you're losing"


미국의 제40대 대통령 로널드 레이건(Ronald Reagan, 1911.2.6~2004.6.5)이 남긴 유명한 말입니다.

이 말의 전후 맥락을 살펴보고 좀더 풀어서 소개드리면,

"당신이 뭔가를 설명하려 든다면(explaining), 정당화하려 든다면(justifying), 방어하려 든다면(defending), 말싸움하려 든다면(debating), 그 때는 당신의 패배(losing)입니다"

라는 뜻이라 합니다. 잘 의미해 보시기 바랍니다.

 

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◼️ 参考 :
A close friend of mine has worked in the advertising industry for the last 20 years and I remember him sharing this with me a few years ago. The idea that if you're explaining you're losing. The essence is that when you are justifying, defending, and debating, odds are whomever you are talking to whether it is a group or individual, isn't likely being persuaded. That's not to say that your position, product, service, or approach isn't terrific, or that it doesn't deserve or need to be explained. But it has a lot to do with the tone and tenor in which it is done.

His experience was that when creative approaches and designs needed to be explained too much, they were likely in a losing situation. But what really exacerbated the situation was if the explanations took on a tone of defensiveness, or worse, a sense of "this is right or best" and you are wrong.

It's a common mistake. I see it made too often by executives, sales professionals, political pundits, and fantasy football junkies. Sharing what you are selling, your point of view, or your approach with conviction and strength is undoubtedly powerful. It works best though, when you've done a good job of understanding, comprehending, and truly grasping the perspective of the other side. Seeing from the vantage point of the other side of the table, helps you to be thoughtful about what might be most valuable*. You still may not persuade them, but your odds of a successful discussion are exponentially higher.

*None of this will matter if simply having the actual debate is the objective, versus opening someone or some group to a new idea or new way of thinking (e.g. which political party is right, whether football is more interesting than baseball, or if U2 still has it or not.) Sometimes just having the discussion is the point.

Scott Edinger

 

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