We All Make Big Assumptions. Some Are Wrong

I wish I knew how to uncover the assumptions we make that could be holding us back.

By Ami Kassar

Last week, I did a workshop for a peer group in Philadelphia. One of the members said that if he had extra cash to invest in his business, he would hire more salespeople. He was nervous about this answer because all of his efforts to hire new salespeople to date have failed.

I asked him who his company’s best salesperson is, and he answered empathically, “I am.” It is often the case that the founder is the best salesperson. I then asked him what percentage of his time he has been spending on sales, and he responded, “About 25 percent.” I challenged him to consider hiring people to do as much of the other 75 percent as possible so he could focus on selling. Seeing the look on his face was one of the moments that makes all of my travels worthwhile. His mindset had shifted, and I believe he had a breakthrough that would help him push through his next business barrier.

As I drove away from the workshop, I reflected on an event earlier in my week. I was on the road, and my electric razor ran out of juice. Naturally, I did not have my charger with me. As I ran to the store, I was faced with either buying a new electric razor for $89 or picking up a good old-fashioned blade and shaving cream that I had not used for at least 7 years. I chose the old-school way and had my best shave in years. A big assumption I had lived with for many years had been broken.

We all run our lives and our businesses with assumptions. The challenge is to stay open-minded and flexible, to consider testing and changing them. Two weeks ago, I met a friendly competitor of mine. She prices her services using a completely different model from the one we use. The natural defensive instinct is to assume that I am right and she is wrong. But if I keep an open mind, I must consider what she says. We are not going to adopt everything she said. But she triggered an idea that we will test. If it works, it could dramatically improve our cash flow.

It’s not easy to think through all of our assumptions alone. But it’s a worthwhile conversation with a business coach or friend. What assumptions do you run your business or your life with? Are there any new ways to consider changing them or breaking through them? If you spot them, you just might find higher sales, better cash flow, or maybe even a cleaner shave.

Ami Kassar is CEO of MultiFunding.