It’s important to think positive. I’m a big believer in thinking positive,
and there are all sorts of reasons why it’s important to do so. For one
thing, the difference between something being an obstacle and an opportunity
is whether or not you see it that way.

But don’t discredit the power of the negative as a force for creativity and
good.

From a strictly sales perspective, I was trained to not fear or cringe at
the objections of a potential customer. Objections, I was told, was not a
rejection as so many people believe. Rather, objections are a buying signal.
That’s right.

A prospective customer is raising an objection not because they’re not
interested, but because they ARE interested, and they’re asking you for more
information. They want you to fill in the gaps in their understanding and
show them why making this purchase is a good idea.

I was taught that if they weren’t really interested they wouldn’t still be
talking to you.

So is an objection an obstacle or an opportunity? That depends entirely on
how you look at it.

Switching gears for a moment, consider the fact that Steve Jobs, rest in
peace, was notorious for shredding people’s ideas. Yet look at what his
company has produced, driven by his vision.

As part of the creative process, it’s imperative to winnow out what’s crap
and what isn’t. This is when the power of negative thinking comes into play.

Do you know what happens when nobody tells you you’re full of crap, or that
this is a terrible idea?

You get Gwen Stefani’s first solo album.

Listening to it, it’s clear that during the whole process in the studio
nobody ever said “No” to her. And look how well that turned out.

If you’ve got what you think is a great idea, you have to listen to the
naysayers just as much as to your fanboys. You’ve got to consider the
reasons “why that will never work” and address them. If you can answer them
authoritatively, then you’re on much more solid footing.