Sampler of MTL Stories that Coach


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Want to see the power of an anecdote?

Then, download this FREE sampler of Stories that Coach.

Here, in our extract from Volume 1 of this series, we'll show you in story-form...

* how to sell to impossible prospects
* how to pay your boss the best compliments
* how one letter can sky-rocket your sales
* how to delegate authority along with responsibility
* how you can learn from dolphins about learning to learn

and much much more.

This isn't a collection of stories; it's a manual for life.

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Sampler of MTL Stories that Coach

  1. 1. Stories that Coach Sampler “Original and Classic Stories from around the World…an Aesop’s Fables for Today” Stories That Coach: Sampler Training Tales with Stings in their Tails ManageTrainLearn ManageTrainLearn Page 1 of 31 Get the MTL Experience!
  2. 2. Stories that Coach Sampler All rights reserved. No part of this publication shall be reproduced, stored in a retrieval system, or transmitted by any other means, electronic, mechanical, photocopying, recording, or otherwise, without written permission from the publisher. This publication is designed to provide accurate and authoritative information with regard to the subject matter covered. It is published with the understanding that the author and the publisher are not engaged in rendering legal, accounting, or other professional advice. If legal advice or other professional assistance is required, the services of a competent professional should be sought. Eric Garner, KSA Training Ltd, individually or corporately, does not accept any responsibility for any liabilities resulting from the actions of any parties involved. Page 2 of 31 Get the MTL Experience!
  3. 3. Stories that Coach Sampler Table of Contents 1. Quiet Heroes 4 17. Oops! 18 2. A Cold Winter Forecast 5 18. Wealth, Success and Love 19 3. Walt’s Vision 6 19. Rabbit Goes To School 20 4. The Impossible Prospect 6 20. Adding Value 21 5. About Selling and Life 7 21. It’s So Hard 22 6. Put Music In Your Life 9 22. A Bee With Pollen 23 7. Compliments That Matter 9 23. Hymn Postings 24 8. So Cortes Burnt The Ships 10 24. The Door To Heaven 25 9. When The Cup Is Full< 11 25. Letting Them Grow 25 10. Ugg and Bogg 12 26. Bateson’s Dolphins 26 11. A Bird In The Hand 12 27. Man’s Divinity 27 12. The Traveller 13 28. Bring Your Umbrella 28 13. The Mule In The Well 14 29. Einstein’s Exam 28 14. The King of Wu’s Concubines 15 30. Don’t Make Assumptions 29 15. The Stand-In Tenor 16 16. We Don’t Do Roof Repairs 17 Page 3 of 31 Get the MTL Experience!
  4. 4. Stories that Coach Sampler 1. Quiet Heroes In "Business as a Game", Albert Carr relates one way in which a chief executive discovered the quiet heroes on his team. "I sent out a memo to all twelve of our team about our stock participation plan only for my secretary Martha to inform me an hour later that there was a printing error showing £100,000 instead of £10,000. I was about to send out a correction when one of my senior people came to see me on another matter and didn't even mention the error even though he had received the note. That gave me an idea. I decided to leave it for a while and see what happened. Well, you know, only three people responded. One wrote a rude memo blaming Martha; one sent me a formal note making a big deal of it; and the other was the chap who quietly had a word in Martha's ear. By the way, that chap's now my personal assistant." Moral: Value the heroes who don’t make a fuss but just get on with the job. Page 4 of 31 Get the MTL Experience!
  5. 5. Stories that Coach Sampler 2. A Cold Winter Forecast It was autumn, and the Red Indians on the reservation asked their New Chief if the winter was going to be cold or mild. Since he was a Red Indian chief in a modern society, he couldn't tell what the weather was going to be. Nevertheless, to be on the safe side, he replied to his tribe that the winter was indeed going to be cold and that the members of the village should collect wood to be prepared. But also being a practical leader, after several days he got an idea. He went to the phone booth, called the National Weather Service and asked "Is the coming winter going to be cold?" "It looks like this winter is going to be quite cold indeed," the meteorologist at the weather service responded. So the Chief went back to his people and told them to collect even more wood. A week later, he called the National Weather Service again. "Is it going to be a very cold winter?" "Yes," the man from the National Weather Service again replied, "it's definitely going to be a very cold winter." The Chief again went back to his people and ordered them to collect every scrap of wood they could find. Two weeks later, he called the National Weather Service Page 5 of 31 Get the MTL Experience!
  6. 6. Stories that Coach Sampler again. "Are you absolutely sure that the winter is going to be very cold?" "Absolutely," the man added. "It's going to be one of the coldest winters ever." "How can you be so sure?" the Chief asked. The weatherman replied, "The Red Indians are collecting wood like crazy." Moral: The influence you have on others can be way beyond what you imagine it to be. 3. Walt’s Vision The filmmaker Walt Disney died six years before the opening of the first Disney World. At the opening ceremonies, two Disney executives were sitting together. One said: "Too bad Walt couldn't have been here to see this." The other replied: "You're wrong. Walt did see it. That's why it's here." Moral: Vision is what you see with your inspiration’s eye. 4. The Impossible Prospect A recently-recruited sales rep was having difficulty getting customers. The sales manager decided that the best way to increase his confidence was to let him negotiate with an easy customer who always renewed his contract. Page 6 of 31 Get the MTL Experience!
  7. 7. Stories that Coach Sampler The sales manager reviewed his plan with the rep and gave him details of the customer. The sales rep met with the customer, and although he was a little surprised at the amount of selling he had to do, duly obtained the customer’s signature for a large new order. Back at the office, the rep went to his boss to tell him that he had completed the task as agreed. But as he arrived at the office, the sales manager called out: “Am I glad to see you! I’ve given you the wrong address. I’ve given you our most difficult prospect. Nobody’s ever been able to make a deal with him yet! Don’t go.” Moral: In life you get what you expect to get. 5. About Selling and Life Everything I learned about selling I learned one afternoon from my father at his furniture store in Westgate-on-Sea. I was 14 years old and I was sweeping the floor when an elderly woman entered the store. I asked Dad if I could wait on her. "Sure", he replied. "May I help you?" "Yes, young man. I bought a sofa from your store and the leg fell off, I want to know when you are going to fix it". Page 7 of 31 Get the MTL Experience!
  8. 8. Stories that Coach Sampler "When did you purchase it, Ma'am?" "About ten years ago." I told my father that she thought that we were going to fix it for free. He said to tell her that we'd be there in the afternoon. After visiting her home and screwing on the leg, we left and on the ride back Dad asked, "What's bothering you son?' "You know that I want to go to college. If we go around fixing sofas for free, we'll go broke," I said. "You have to learn how to do that repair job anyway. Besides, you missed the most important part. You didn’t notice the store tag when we flipped the couch cover? She bought it from the Co-op." "You mean we did that job for nothing and she's not even our customer?" Dad looked at me in the eyes and said, "She is now". Two days later, she returned to our store and bought several thousand pounds’ worth of new furniture from me. When we delivered it, she filled a gallon jar with change, singles, fives, tens, twenties, fifties and hundreds on the kitchen table. "Take what you need," she said and left the room. Page 8 of 31 Get the MTL Experience!
  9. 9. Stories that Coach Sampler Moral: Put customer service first and the rest will follow by itself. 6. Put Music in Your Life At the turn of the century, there was a big demand for music lessons, as people were beginning to have more time for leisure, and in those days if you wanted music, someone had to play it. One successful ad of the period, featured the headline, "Put Music in Your Life". One day the printers made an error in preparing the publication, and instead printed, "Puts Music in Your Life", and to the advertisers’ astonishment, sales increased dramatically. The addition of that little "s" created an appeal to the reader's natural human inclination toward laziness. And it drew more people into the body of the ad, resulting in more sales. Moral: People would rather things were done for them, than have to do them for themselves. 7. Compliments That Matter In "Business as a Game", Albert Carr relates the story of a Page 9 of 31 Get the MTL Experience!
  10. 10. Stories that Coach Sampler speech given by a chief executive. The man was not an accomplished speaker and knew it. Nevertheless, shortly after he had sat down, he was approached by one of his department managers. "Mr Rossen, that was a terrific speech. A great performance. Churchill couldn't have done better!" The chief replied amiably: "Thank you, Larry. Glad you liked it." A few days later, another manager came up to the chief during lunch and said: "Mr Rossen, I've been thinking about what you said the other night. It's got me thinking about some changes we could make in our department. Would you mind if I sent you my thoughts?" "Not at all, Bill," said the chief. "I'm glad the speech got you thinking." It's not difficult to work out which compliment mattered most. Moral: The best way to compliment someone is to show them how they’ve influenced you. 8. So Cortes Burnt the Ships When the Spanish conquistador, Cortes, landed at Vera Cruz in Mexico in 1518, he expected to find himself faced with a relatively easy task of subjugating the native peoples. Page 10 of 31 Get the MTL Experience!
  11. 11. Stories that Coach Sampler Instead, he found that the Tlascalan and Cholulan tribes had received word of his arrival and were ready in large numbers to fight him and his troops. Despite their overwhelming numbers, Cortes knew that the Indians were no match for the Spanish guns. But Cortes’ troops had different ideas and favoured going home. Faced with this dilemma, and sure that victory would be theirs if only his men would fight, Cortes decided on only one course of action. He burnt the ships. Moral: When change is unavoidable, eliminate the escape routes. 9. When The Cup Is Full… Nan-in, a Japanese Zen master, received a visit from a university professor who wanted to know about zen. They chatted for a while and then Nan-in poured tea. He poured his visitor's cup full and continued to pour as the tea spilled over the sides. The professor, unable to restrain himself, cried out: "Stop. The cup is full, no more will go in." Page 11 of 31 Get the MTL Experience!
  12. 12. Stories that Coach Sampler Nan-in replied: "Like this cup, you are full of your own judgments, speculations, ideas and opinions. How can you begin to learn until you empty your cup first?" Moral: You cannot learn new ways without first letting go of the old. 10. Ugg and Bogg Ugg and Bogg have operated successfully for some years as official carriers in their community. Between them they have supplied all the community’s water needs, have dragged in the dinosaur carcasses and collected roots and berries. Because of their strength and expertise they are the official bearers of King Og. As a result, they are accorded privileges not given to others such as extra pterodactyl and a place near the fire. One day, as Ugg and Bogg are carrying a load into the cave, Ack bursts through the bushes shouting with excitement and carrying a smooth long piece of wood with two circular flat cross-sections of tree on each end... Moral: Don’t get too comfortable with your present success; it may not last long. 11. A Bird In The Hand Page 12 of 31 Get the MTL Experience!
  13. 13. Stories that Coach Sampler Many years ago, in ancient China, the disciples of a wise master decided to play a trick on him. They selected one of their number to pose an unanswerable question. The youth approached the master. “Wise master, in my hand I have a bird. Can you tell me if it is alive or dead?” The master thought for a moment. If he replied “alive”, the youth would crush the bird and prove him wrong. If he said “dead”, then he would release the bird and let it fly away. Clearly, the apprentices couldn’t lose and the master couldn’t win. “Certainly,” the master replied after barely a moment’s thought. “The life of the bird is in your hands.” Moral: When you manage others, you can always do one of two things: grind them to death or inspire them to life. 12. The Traveller A traveller was walking down a road when he met a man from the next town. "Excuse me," he said. "I am hoping to stay in the next town tonight. Can you tell me what the townspeople are like?" Page 13 of 31 Get the MTL Experience!
  14. 14. Stories that Coach Sampler "Well," said the townsman, "how did you find the people in the last town you visited?" "Oh, they were an irascible bunch. Kept to themselves. Took me for a fool. Over-charged me for what I got. Gave me very poor service." "Well, then," said the townsman, "you'll find them pretty much the same here." Moral: It’s not what we see that counts, but how we see. 13. The Mule in The Well A farmer owned an old mule which accidentally fell into a disused well. After assessing the situation, the farmer decided that neither the old mule nor the well were worth saving. So he called his neighbours together and got them to bring mud with them with which to bury the old mule. At first the mule was hysterical, but then it occurred to him that every time a shovelful of mud hit his back, he could shake it off and step up on it. So this is what he did, blow after blow. “Shake it off and step up,” he repeated to himself. Page 14 of 31 Get the MTL Experience!
  15. 15. Stories that Coach Sampler In time, and to the astonishment of the farmer and his neighbours, the old mule was able to step triumphantly over the wall of the well. Moral: When life throws mud at you, shake it off and step up. (Thanks to Skai Rusis) 14. The King of Wu’s Concubines The King of Wu had heard of the fame of Sun Tzu, the military strategist, and challenged him to demonstrate his theories by transforming 180 of his concubines into a fighting force. Tzu took up the challenge. He divided the concubines into two companies and put them under the command of the king’s two favourite and most beautiful mistresses. Then he instructed them in some basic commands. “When I say “Eyes front!” you must look straight ahead. When I say “Left turn!” you must face left. When I say “Right turn!” you must face right. And when I say “About turn!” you must turn right round to the back. But when Tzu issued his first command, “Right turn!”, the concubines just giggled. Page 15 of 31 Get the MTL Experience!
  16. 16. Stories that Coach Sampler Tzu apologized and took the blame himself. “If words and commands are not clear and distinct, if orders are not thoroughly understood, the general is to blame.” He tried again. Once again, the girls just giggled and didn’t move. Sun Tzu was not amused. “If the orders are clear and the soldiers disobey, it is the fault of their officers.” So he ordered the two chief concubines whom he had put in charge to be beheaded. The king was distraught and begged Sun Tzu not to punish them so harshly. But Sun Tzu ignored the king’s pleas and had the concubines taken away to be beheaded. Then he shouted “Right turn!” once more. This time, the remaining women instantly turned to the right as one. Sun Tzu was appointed the king’s commander and went on to wage a series of victorious military campaigns against the king’s neighbours and foes. Moral: The role of team leader is crucial in passing on the orders of those above to those below. 15. The Stand-In Tenor Page 16 of 31 Get the MTL Experience!
  17. 17. Stories that Coach Sampler Several years ago, a world-famous tenor had been booked to appear at a Paris opera house. The performance was a sell-out. However, just before the curtain rose, the house manager took the stage and announced that, due to a throat infection, the star could not appear. Instead, they had found a replacement at short notice. The audience groaned in disappointment. The name of the stand-in was hardly noticed. The stand-in gave the performance of his life. At the end, there was an uncomfortable silence as he stepped forward to take his bow. No one applauded. Then from an upstairs balcony, a boy shouted out: “Well done, Dad! I thought you were great!” Within a few seconds, the silence of the auditorium was broken with thunderous and heartfelt applause. Moral: Praise people for what they do, not what they do compared to others. 16. We Don’t Do Roof Repairs The following anecdote comes from Rod Knowles of the City of Sheffield council. Page 17 of 31 Get the MTL Experience!
  18. 18. Stories that Coach Sampler A man walked into a McDonald's fast food restaurant and asked if he could get the roof of his council house repaired that week. He was told quite courteously that they couldn't help him as they sold hamburgers. "I know that," the man replied. "But even so, the service here is better than at the council. I only had to wait 30 seconds in one queue before being told I couldn't have what I wanted. The place is clean, pleasant and friendly and you seem genuinely sorry that you can't help me. "I think I'll come back if I need any more council help." Moral: Customers don’t just want solutions to their problems; they also want to be treated with respect and understanding. 17. Oops! The writer, Anthony Robbins, tells the following story in his book "Unlimited Power". It illustrates the power of the technique of matching your behaviour to those you want to influence. A class of schoolchildren decided one morning to play a Page 18 of 31 Get the MTL Experience!
  19. 19. Stories that Coach Sampler prank on their teacher who was late in arriving. At a pre- arranged moment when she reached her desk, all the children dropped their books on the floor. Noticing at once what was going on, the teacher put down her chalk, picked up her book and accidentally dropped it too. "Sorry I'm late, " she said, picking up the book. "Let's start at page 23" and she continued as if nothing had happened. From that moment on, she had the children eating out of her hand. Moral: We like people who are like us. 18. Wealth, Success and Love A man came home from work to find three old men sitting outside his house. Because they looked tired and hungry, he invited them in. “We do not accept joint invitations,” they replied. “Why is that?” he asked. One of the men explained: “I am Wealth, my friend here is Success and the other one is Love. Now which of us will you let in?” Page 19 of 31 Get the MTL Experience!
  20. 20. Stories that Coach Sampler The man went in and asked his wife what to do. “Let’s have Wealth in, “she cried. “No,” said his daughter, “let’s have Success.” His mother was in the house and said: “Would it not be better to invite Love in and then your home will be filled with happiness?” The man decided to heed his mother’s advice and invited Love in. Love got up and walked in and was followed by the others. Surprised, the man asked: “I only invited Love in. Why are you coming in as well?” The old men replied: “If you had invited Wealth or Success, the other two would have stayed out, but since you invited Love, wherever he goes, we go with him.” Moral: Do what you do with love and the rest will follow. 19. Rabbit Goes To School This anecdote comes from Donald Clifton and Paula Nelson. When Rabbit first went to school, he was delighted with what the instructor told him. "Rabbit, you have fine legs. You hop well, spring well and jump well. With some guidance, you can be an excellent jumper." Rabbit loved every minute of the Hopping class and excelled. Page 20 of 31 Get the MTL Experience!
  21. 21. Stories that Coach Sampler Then the Head Teacher said: "But Rabbit, you don't swim well or climb trees at all well. You must stop the Jumping class and concentrate on swimming and tree climbing." So, Rabbit left the Jumping class that he loved and went to the Swimming class and Tree climbing class that he hated. After a while, miserable and dispirited, he begged his parents to take him out of school. "If only I'd been allowed to stay in Jumping," he thought. Moral: For excellent performance, get people to develop what they are already good at. 20. Adding Value The story is told that Steve Jobs, pioneering head of Apple Computers, was one day interrupted from his work to be introduced to a new recruit to the organisation. "Hi, sir," said the young man impressed to be meeting the legendary Jobs. "Hi," replied Jobs warmly. "What do you do?" "I'm the new Accounts Receivable Supervisor." Jobs answered: "No. What do you do? DTP? Graphics? Animation? Sound? Multimedia? Video?" Uncomprehending, the young recruit repeated: "I'm the new Accounts Receivable Supervisor, sir." To which Jobs muttered a barely audible "Oh, cost..." and Page 21 of 31 Get the MTL Experience!
  22. 22. Stories that Coach Sampler returned to his work. Moral: It’s not what you do that counts, but how you add value. 21. It’s So Hard In his book "The Seven Habits of Highly Effective People", Stephen Covey describes the experience of getting his seven- year-old son, Stephen, to take responsibility for keeping their yard green and clean throughout the summer months. Covey went to great pains to show his son what he wanted the yard to look like, with the proviso that "you're the boss now; it's up to you." The two made a deal about how the work would be done and how results would be judged. Then Covey senior left Stephen to it. Two weeks passed. And nothing happened. Each day, Covey looked for the results he'd been promised but to no avail. In the end, unable to leave it any longer, and tempted to return to "gofer" delegation, Covey asked to inspect the overgrown and dirty yard... "It's so hard, Dad!" What's so hard? I thought to myself. You haven't done a single thing! But I knew what was hard - self-management, Page 22 of 31 Get the MTL Experience!
  23. 23. Stories that Coach Sampler self-supervision. So I said, "Is there anything I can do to help?" "Would you, Dad," he sniffed. He pointed to the garbage from the barbecue. "Will you pick that stuff up? It makes me sick." So I did. I did exactly what he asked me to do. And that was when he signed the agreement in his heart. It became his yard, his stewardship. He only asked for help two or three more times that summer. He took care of that yard and kept it greener and cleaner than it had ever been under my stewardship. Moral: Don’t underestimate how hard it is for people to accept responsibility if they’ve never been used to it. 22. A Bee With Pollen Truly empowering managers are often unaware of what they do to create an environment in which others flourish. This is how Walt Disney described his role. "You know I was stumped the other day when a little boy asked me: "Do you draw Mickey Mouse?" I had to admit I do not draw any more. "Then you think up all the jokes and ideas?" "No," I said, "I don't do that either." Finally, he looked at me and said: "Mr Disney, what do you do?" "Well," Page 23 of 31 Get the MTL Experience!
  24. 24. Stories that Coach Sampler I said, "Sometimes I think of myself as a little bee. I go from one area of the studio to another and gather pollen and sort of stimulate everybody. I guess that's the job I do. I certainly don't consider myself a businessman and I never did believe I was worth anything as an artist. Yes, I'm a bee with pollen." Moral: You can sometimes do more through inspiration than perspiration. 23. Hymn Postings Some years ago, the 3M company introduced a policy of allowing its employees to spend 15% of their time on any project that interested them. One of the scientists in the 3M commercial office, Art Fry, decided to take advantage of this policy. Every Sunday Art attended his local church to sing in the choir. Every Sunday he had to deal with the small irritation of marking the pages of his hymn book with small bits of paper to locate the hymns for the service. Invariably, as he moved the book around, the pieces of paper fell out or got lost. During the 15% creative period, Art remembered an adhesive that a colleague had developed but discarded because it didn’t stick very well. “I coated the adhesive on some strips of yellow paper and found that it was not only a good bookmark but was great for writing down the numbers of the hymns. It stayed in place as long as I wanted but Page 24 of 31 Get the MTL Experience!
  25. 25. Stories that Coach Sampler could be removed without damage.” The resulting product was called the “Post-It!” note and became one of 3M’s most successful products. Moral: The starting point for any innovation is to seek solutions to simple needs. 24. The Door to Heaven According to an old legend, a holy mountain had been discovered in a distant country. It promised people access to heaven from its summit. Very soon, thousands of people were flocking to the holy mountain. When they reached the top, they discovered two doors. One read "Heaven: this way" and the other read "Lecture on Heaven". Almost everyone was lining up for the lecture. (Thanks to Ken Keyes) Moral: Many of us prefer hearing about experiences than experiencing them at first-hand. 25. Letting Them Grow A Zen master once asked an audience of Westerners what they thought was the most important word in the English language. After giving his listeners the chance to think about Page 25 of 31 Get the MTL Experience!
  26. 26. Stories that Coach Sampler such favourite words as love, truth, failure, success and so on, he said: "No, it's a three-letter word. It's the word, "let". Let it be. Let it happen." (W. Timothy Gallwey) Moral: You can’t make anything or anyone grow; you can only provide the right conditions. 26. Bateson’s Dolphins In "Steps to the Ecology of Mind", the anthropologist Gregory Bateson describes how he saw dolphins learning how to learn in a dolphinarium. On the first day of a new routine, the dolphins were taught a new trick. If they performed it correctly, they were rewarded with a fish. The next day, when they performed the trick, no fish were given. Fish were only given when a new trick was mastered. This continued for two weeks. Then on the fourteenth day, the dolphins performed four new tricks they hadn't been shown before but had learnt by themselves. The dolphins had learnt that learning, not tricks, is what gets rewarded. Page 26 of 31 Get the MTL Experience!
  27. 27. Stories that Coach Sampler Moral: Reward people for their learning, not their imitating. 27. Man’s Divinity This re-telling of an ancient Hindu legend comes from Christian Godefroy, author of "Mind Power". There was a time when all men were gods. But they so abused their divinity that Brahma decided to deprive them of their divine power. The only problem was where to hide this power so that man would not find it. An assembly of minor gods was called to discuss the problem. "Let's hide it in the earth," they said. "No," said the Brahma, "they will dig it up." "What about the ocean depths?" they suggested. "Not much better," said the Brahma. "Sooner or later man will explore every region of the world and the universe." After a lot of discussion, it was concluded that there was no safe place to hide man's divine power. Then Brahma said. "This is what we'll do. We'll hide it in the one place man will never think of looking for it: in the very depths of man himself." And that's what the gods did. Moral: The real source of our potential to be great lies inside us, not outside us. Page 27 of 31 Get the MTL Experience!
  28. 28. Stories that Coach Sampler 28. Bring Your Umbrella One summer, a drought threatened the crop in a small town. On a hot and dry Sunday, the village parson told his congregation, "There isn't anything that will save us except to pray for rain. Go home, pray, believe, and come back next Sunday ready to thank God for sending rain." The people did as they were told and returned to church the following Sunday. But as soon as the parson saw them, he was furious. "We can't worship today. You do not yet believe," he said. "But," they protested, "we prayed, and we do believe." "Believe?" he responded. "Then where are your umbrellas?" Moral: When you truly believe that things will change, the belief becomes ingrained within you and a part of the new you. 29. Einstein’s Exam Albert Einstein had just administered an examination to an advanced class of Physics students. As he left the building, he was followed out by one of his teaching assistants. Page 28 of 31 Get the MTL Experience!
  29. 29. Stories that Coach Sampler “Excuse me, sir,” said the shy assistant, not quite sure how to tell the great man about his blunder. “Yes?” said Einstein. “Um, eh, it's about the test you just handed out.” Einstein waited patiently. “I'm not sure that you realize it, but this is the same test you gave out last year. In fact, it's identical.” Einstein paused to think for a moment, then said, “Hmm, yes, it is the same test.” The teaching assistant was now very agitated. “What should we do, sir?” A slow smile spread over Einstein's face. “I don't think we need to do anything. The answers have changed.” Moral: It’s not always the things we expect to change that change. 30. Don’t Make Assumptions A young job candidate found himself sitting in the waiting room on his second interview. There were five other people sitting beside him and he nervously eyed them up and down to assess his chances. Being in the second slot, the young man went in and performed his best. He was delighted to be offered the job and then his interviewer asked about salary. The young man, aware that if he went too high, he might be rejected in favour of one of the other five, settled for a modest figure. Page 29 of 31 Get the MTL Experience!
  30. 30. Stories that Coach Sampler Later, after starting the job, the new employee confided his thoughts about the appointment to his boss. "Oh, no," replied his boss. "You were the only candidate. We were delighted to get you at the salary you wanted. Those others were in for a quite different job." Moral: Never make assumptions until you check out the facts. Page 30 of 31 Get the MTL Experience!
  31. 31. Stories that Coach Sampler Thank you for reading this sampler of Stories that Coach. For the full version and other digital publications on management and personal development, visit our website at Here you can learn about the 20 skills you’ll need for success in the 21st Century; get instant downloads of FREE products; enter our prize quiz, get your surprise bonus gift, subscribe to our fortnightly newsletter; and much more. Nobody leaves ManageTrainLearn empty-handed. For a very special learning experience, visit http:/ Page 31 of 31 Get the MTL Experience!