To sell potential is human
Consumed => “The Surprising Secret to Selling You” by Heidi Grant Halvorson on Forbes.
=> My value add (i.e., left a comment)…
Yup. And this was one of the key takeaways I got from Daniel Pink’s “To Sell is Human.”
That said, I’m not certain the insight to cling to is potential, per se. For example, no one gets hired for their potential to fail. As humans that’s a potential we all have, unfortunately. On the other hand, potential lets you go on the record in a vague and red flag-less way, yes? In an acceptable way it rings of bait & switch, kind of.
Perhaps what’s being bought (in terms of pitch) has more to do with growth, ability to change (in a high delta biz world), etc. Maybe given a blank most of us fill that blank in with what we want to see – in the interviewee, as well as in ourselves? As sense of hope, perhaps?
The generalization of potential is more of a high level symptom but it’s not really the target / answer.
I don’t have answers to these questions (after one cup of coffee) but perhaps others will jump in and comment on this comment.