After having given advice on job hunting and business building so many times, I want to expose the philosophy behind my advice.

Most people, believe it or not, are binary thinkers. “Yes” and “No”. “Good” and “Evil”. “Black” and “White”. “Success” and “Failure”.  ”Having” or “Not”. Not only is this mode of thinking, in itself, destructive in the way of perverting one’s perception of possibility, but it is also destructive in every other way.  Definite responses to binary thinkers either infinitely propell a person into definite success or cause all momentum for the matter at hand to lose all kinetic energy.

Listen.

If you have polar opposites, there is always something between those poles. There is a vast spectrum of grey between black and white. There is a lot of possibility between yes and no. There is much to be weighed when considering that which consists the matters between good and evil. These polar opposites are the front and back covers of a book. There are always pages in between those covers.

Even the integers “0″ and “1″ which make up binary code have an infinite number of decimals and fractions between them. Start counting from this number. “.0001″

So…

When I think of my choices in any given matter, I measure them against a grey scale. There are three areas that I typically try to avoid unless it is a matter which deals with only myself. Those areas include “Black”, “White” and “50% Grey”. Of these, “50% Grey” is the most “Evil”. 50% Grey stands for “Undecided”. With most decisions, I stay between “90% Grey – 70% Grey” to “30% Grey – 10% Grey” to allot for the possibilities that will come out of my decision.

I am absolutely convinced that every person in the world at this very moment can be stripped of any resolve and given a new one- no matter their solidity on the matter.  Considering sales, a person who walks onto a car sales lot telling themselves that they will not buy is an absolute liar. The fact that they are there, looking at those cars makes evident the very emotions the sales person needs to crash their resolve and send them home in that vehicle they came only to observe. It’s absolutely dire if that person arrived knowing at which car they wanted to “look”. Even if one comes out of that lot without the new car, there was something in their minds that could have changed that resolve within a fraction of a moment.

Evidence:

When you go into a situation which is ‘desire-sensitive’, you know what it will take to break you in that situation. If you hear the right words or if the salesman produces the right product for the right price, you’re going to buy. Given the right stimulus, all reasons you have not to buy will simply disappear. If you’re brave enough to see how long it takes for someone to change your mind, you’re already doomed to buy.

There are so many people out there that refuse to be the salesman, yet it is required of them in any situation which has their reception of something back of it. A clerk is simply a clerk…

BINARY.

…until he makes the attempt to upsell your purchase. He then becomes a salesman. An interviewee is just another pawn…

YAWN.

…until he or she decides to completely shred apart the interviewer’s expectations with enthusiasm and a supercharged resume that has the interveiwer’s company all over it. They just became a salesman.

The very moment you put effort into something, you stuff it with possibility. The best part is that you get to tilt the machine. You have an influence over the outcome of that situation. By impregnating a situation with all you’ve got, ”If so” and “If not” no longer play a role in it. “Yes and “No” are the least of your concerns. Greyscale is the new “Black and White”. The question that should now be asked in any situation is:

HOW MUCH AM I GOING TO GET?

Then follow through with a “…Believe me, I’m getting some.”