You’re on a wooden ship, in the middle of the sea.
Suddenly, you are required to rebuild the ship.
How would you do that?
You cannot start from the bottom, of course.
So you pull out a beam and instantly replace it with another beam.
You do this, while using the rest of the ship as a support system.
And you keep doing this, step-by-step, until you have rebuilt the entire ship.
This is how philosopher Otto Neurath describes our belief system.
We can change our beliefs bit by bit, and keep replacing them with new beliefs.
Slowly, our entire system is rebuilt. And we have a new belief system.
Why is this important for business?
Because when you persuade your client to close a deal, you shouldn’t give them a heap of reasons to believe in you.
Instead, focus your message, and give them the main reasons why YOU are the right person for the work.
Change their belief in you… one step at a time.
P.S. You never change things by fighting the existing reality. To change something, build a new model that makes the existing model obsolete.
~ Buckminster Fuller