It is what it is by Tony Green

Note: this posting was intended to part of a blog based on my experiences as an employee in a Japanese company which was never launched.

Image of Yen Note

In a past position my sales team and our CEO were discussing what the customer’s reaction would be to an impending price increase and how we might present our case so the higher cost was more palpable. At one point he said, “It is what it is”.

Indeed, there are instances in sales where it might be better not to try and spin the situation and just be honest and work with your customer to get where you need to go.

Most customers appreciate when salespeople are being sincere with them even though they are discussing unpleasant things. Conventional thought dictates getting the ugliness out on the table benefits both parties.

From my time as a gaijin employee the saying would need to be adjusted to be consistent with reality. The perfect phrase escapes me but some ideas I had were,” “It is what we would like it to be” or “It is what we think it should be” or “It is what wanted it to be.”

When some form of customer issue existed management wanted to ignore the issue hoping the problem will go away. Stated another way, if a direction which been established and the market place changes resulting in different tactics becoming appropriate the inclination is to start the hoping things will work themselves out.

While this works on occasion typically it makes the long term solution more difficult.

I understand the concept of cultural difference and how entrenched these can be at many companies, however, at the end of the day people are people and most folks want to know the truth and have the facts presented in an upfront fashion. This leads to identification of the true problem and begins the required dialog ultimately generate solutions agreeable for both parties. The most important party of all, our customer, would be included.

I have learned from my brief time in sales a companies’ customers are the end game. In the end, it is what it is. Isn’t that the way things should be?