{"id":1082,"date":"2012-01-15T10:46:55","date_gmt":"2012-01-15T15:46:55","guid":{"rendered":"http:\/\/chicagoexecutivecoaching.com\/smartleadership\/?p=1082"},"modified":"2023-05-12T12:27:53","modified_gmt":"2023-05-12T17:27:53","slug":"overcoming-the-curse-of-knowldege","status":"publish","type":"post","link":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/overcoming-the-curse-of-knowldege\/","title":{"rendered":"Overcoming The Curse of Knowledge"},"content":{"rendered":"<div id=\"bsf_rt_marker\"><\/div>\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"1082\" class=\"elementor elementor-1082\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3cc50f4 elementor-section-full_width elementor-section-height-default elementor-section-height-default\" data-id=\"3cc50f4\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b1cc664\" data-id=\"b1cc664\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-524db5b elementor-widget elementor-widget-template\" data-id=\"524db5b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"template.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-template\">\n\t\t\t\t\t<div data-elementor-type=\"section\" data-elementor-id=\"12411\" class=\"elementor elementor-12411\" data-elementor-post-type=\"elementor_library\">\n\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1255d61 elementor-section-full_width elementor-section-content-middle elementor-section-height-default elementor-section-height-default\" data-id=\"1255d61\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-6264de3\" data-id=\"6264de3\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-61125fc elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"61125fc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Overcoming The Curse of Knowledge<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2c1117e elementor-align-center elementor-widget elementor-widget-post-info\" data-id=\"2c1117e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"post-info.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-inline-items elementor-icon-list-items elementor-post-info\">\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-fcfa45b elementor-inline-item\" itemprop=\"author\">\n\t\t\t\t\t\t<a href=\"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/author\/lbwebmaster\/\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-far-user-circle\" viewBox=\"0 0 496 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M248 104c-53 0-96 43-96 96s43 96 96 96 96-43 96-96-43-96-96-96zm0 144c-26.5 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href=\"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/2012\/01\/15\/\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-calendar\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M12 192h424c6.6 0 12 5.4 12 12v260c0 26.5-21.5 48-48 48H48c-26.5 0-48-21.5-48-48V204c0-6.6 5.4-12 12-12zm436-44v-36c0-26.5-21.5-48-48-48h-48V12c0-6.6-5.4-12-12-12h-40c-6.6 0-12 5.4-12 12v52H160V12c0-6.6-5.4-12-12-12h-40c-6.6 0-12 5.4-12 12v52H48C21.5 64 0 85.5 0 112v36c0 6.6 5.4 12 12 12h424c6.6 0 12-5.4 12-12z\"><\/path><\/svg>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-date\">\n\t\t\t\t\t\t\t\t\t\t<time>January 15, 2012<\/time>\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t<\/li>\n\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-9c8288a elementor-inline-item\" itemprop=\"commentCount\">\n\t\t\t\t\t\t<a href=\"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/overcoming-the-curse-of-knowldege\/#respond\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-far-comment-dots\" viewBox=\"0 0 512 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M144 208c-17.7 0-32 14.3-32 32s14.3 32 32 32 32-14.3 32-32-14.3-32-32-32zm112 0c-17.7 0-32 14.3-32 32s14.3 32 32 32 32-14.3 32-32-14.3-32-32-32zm112 0c-17.7 0-32 14.3-32 32s14.3 32 32 32 32-14.3 32-32-14.3-32-32-32zM256 32C114.6 32 0 125.1 0 240c0 47.6 19.9 91.2 52.9 126.3C38 405.7 7 439.1 6.5 439.5c-6.6 7-8.4 17.2-4.6 26S14.4 480 24 480c61.5 0 110-25.7 139.1-46.3C192 442.8 223.2 448 256 448c141.4 0 256-93.1 256-208S397.4 32 256 32zm0 368c-26.7 0-53.1-4.1-78.4-12.1l-22.7-7.2-19.5 13.8c-14.3 10.1-33.9 21.4-57.5 29 7.3-12.1 14.4-25.7 19.9-40.2l10.6-28.1-20.6-21.8C69.7 314.1 48 282.2 48 240c0-88.2 93.3-160 208-160s208 71.8 208 160-93.3 160-208 160z\"><\/path><\/svg>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-comments\">\n\t\t\t\t\t\t\t\t\t\tNo Comments\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t<\/li>\n\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a17d19d elementor-widget elementor-widget-html\" data-id=\"a17d19d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div style=\"text-align:center;\u201d>\r\n<span class=\"bsf-rt-reading-time\"><span class=\"bsf-rt-display-label\" prefix=\"Reading Time\">\n\t\t<\/span> <span class=\"bsf-rt-display-time\" reading_time=\"2\"><\/span> \n\t\t<span class=\"bsf-rt-display-postfix\" postfix=\"mins\"><\/span><\/span>\r\n<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-70a0327\" data-id=\"70a0327\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-228f411 elementor-widget elementor-widget-theme-post-featured-image elementor-widget-image\" data-id=\"228f411\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-featured-image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-content\/uploads\/elementor\/thumbs\/blind-spot-sign600-qon9jgv8g9yhsd3wq1gfd2rn4dxnsr10fyyqw7jmkg.png\" title=\"blind-spot-sign600\" alt=\"Blind Spot Warning sign\" loading=\"lazy\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-70714aac elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"70714aac\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-192201cc\" data-id=\"192201cc\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-591886d8 elementor-widget elementor-widget-text-editor\" data-id=\"591886d8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>How much of your success depends on your ability to influence the thoughts and actions of others?\u00a0 Whether you have it written as part of your job title or not, we&#8217;re all in &#8220;<em>sales&#8221;<\/em>. Why not be the best that you can be?\u00a0 As an influencing leader, you must first realize how your influencing efforts are <em>cursed<\/em> from the start.<\/p><h3><strong>Value Proposition Challenge<\/strong><\/h3><p><em><strong><img fetchpriority=\"high\" decoding=\"async\" class=\"alignright\" title=\"bored\" src=\"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-content\/uploads\/2012\/01\/bored.jpg\" alt=\"\" width=\"300\" height=\"200\"><\/strong>The Curse of Knowledge<sup>1<\/sup><\/em> is a condition that comes from knowing so much about your topic that you struggle to connect with your audience.\u00a0 It&#8217;s easy to become cursed. When you&#8217;re a subject matter expert, you naturally assume others have a similar frame of reference.\u00a0 But, how could they?<\/p><p>In order for you to become an expert, you&#8217;ve had to immerse yourself in the details with <strong><em>what<\/em><\/strong> you do and <strong><em>how<\/em><\/strong> you do it.\u00a0 It can be really rewarding when you share. Rewarding for you.\u00a0 But maybe not for your listeners or readers.<\/p><h3><strong>Tuning in to the Right Frequency<\/strong><\/h3><p>Your listeners&#8217; or prospective customers&#8217; favorite frequency is <strong>WIIFM<\/strong>: &#8220;What&#8217;s in it for me?&#8221; If you want the potential &#8220;buyers&#8221; of your ideas, products or services to share your enthusiasm, you need to communicate <em><strong>their<\/strong><\/em> successful outcome before getting into what and how.\u00a0 Or why would they care?<\/p><h3><strong>Understanding Buying Process<\/strong><\/h3><p>Whether you&#8217;re <em>selling<\/em> an idea, a product or a service to another person, it helps to understand how a buyer&#8217;s mind works. Let&#8217;s first understand that buying decisions are inherently emotionally based. We typically seek to rationalize what our emotions have already decided for us. This explains the proven sequence that occurs when people make buying decisions. For a sale to be made, a person must, in sequence, buy:<\/p><ol><li>The sales person or presenter<\/li><li>The organization behind that person<\/li><li>The idea, product or service<\/li><\/ol><p>To pass that #1 test of anyone&#8217;s buying process, they must buy <strong><em>you<\/em><\/strong>. If you don&#8217;t clear that first hurdle, the other two won&#8217;t matter.<\/p><h3><strong>The Expressway to Their Hearts<\/strong><\/h3><p>What is the best way for others to <em>buy you<\/em>?\u00a0 Simon Sinek, author of the book <a href=\"http:\/\/www.amazon.com\/Start-Why-Leaders-Inspire-Everyone\/dp\/1591846447\/ref=sr_1_1?ie=UTF8&amp;qid=1323460230&amp;sr=8-1\" target=\"_blank\" rel=\"noopener\">Start With Why<\/a> believes that &#8220;People don&#8217;t buy <strong><em>what<\/em><\/strong> you do. They buy <strong><em>why<\/em><\/strong> you do it.&#8221;<\/p><p>I believe that this is true whether your selling an idea or a transaction. Why?\u00a0 Because I &#8220;buy&#8221; what Simon Sinek believes.\u00a0 While <a href=\"https:\/\/www.ted.com\/talks\/simon_sinek_how_great_leaders_inspire_action\" target=\"_blank\" rel=\"noopener\">his video<\/a> is 18 minutes long, it is a potential game changer if you can learn to apply it.<\/p><p><span class=\"embed-youtube\" style=\"text-align:center; display: block;\"><iframe class=\"youtube-player\" width=\"800\" height=\"450\" src=\"https:\/\/www.youtube.com\/embed\/qp0HIF3SfI4?version=3&#038;rel=1&#038;showsearch=0&#038;showinfo=1&#038;iv_load_policy=1&#038;fs=1&#038;hl=en-US&#038;autohide=2&#038;wmode=transparent\" allowfullscreen=\"true\" style=\"border:0;\" sandbox=\"allow-scripts allow-same-origin allow-popups allow-presentation allow-popups-to-escape-sandbox\"><\/iframe><\/span><\/p><h3><strong>Are You Cursed? Can You Become A Believer?<\/strong><\/h3><p>It depends on how you start.\u00a0 And you well you&#8217;re able to tune in to the ever popular frequency: WIIFM.<\/p><h3><strong>Credits and Related Articles<\/strong><\/h3><ul><li><a title=\"When There\u2019s No Why, There\u2019s No Way\" href=\"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/when-theres-no-why-theres-no-way\/\">Where there&#8217;s no why, there&#8217;s no way.<\/a><\/li><li><a href=\"https:\/\/vista-development.com\/pinocchio-effect\/\" target=\"_blank\" rel=\"noopener\">The Value of Core Values: Lessons from Andersen<\/a><\/li><li><a href=\"https:\/\/vista-development.com\/cutting-marketing-clutter\/\" target=\"_blank\" rel=\"noopener\">Cutting Through Marketing Clutter<\/a> How can you find your silver bullet?<\/li><li><a title=\"Inside-Out Communication In Action\" href=\"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/inside-out-communication-in-action\/\">Inside-Out Communication In Action<\/a><\/li><\/ul><ol><li><em>The Curse of Knowledge<\/em> concept comes from the book <a href=\"http:\/\/www.amazon.com\/Made-Stick-Ideas-Survive-Others\/dp\/1400064287\/ref=sr_1_1?ie=UTF8&amp;qid=1323459932&amp;sr=8-1\" target=\"_blank\" rel=\"noopener\">Made to Stick: Why Some Ideas Survive and Others Die<\/a> by <a href=\"http:\/\/www.amazon.com\/Chip-Heath\/e\/B000APJJZC\/ref=sr_ntt_srch_lnk_1?qid=1323459932&amp;sr=8-1\" target=\"_blank\" rel=\"noopener\">Chip Heath<\/a> and <a href=\"http:\/\/www.amazon.com\/Dan-Heath\/e\/B003503QMQ\/ref=sr_ntt_srch_lnk_1?qid=1323459932&amp;sr=8-1\" target=\"_blank\" rel=\"noopener\">Dan Heath<\/a><\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>The Curse of Knowledge is a condition that comes from knowing so much about your topic that you struggle to connect with your audience.  It&#8217;s easy to become cursed. When you&#8217;re a subject matter expert, you naturally assume others have a similar frame of reference.  But, how could they?<\/p>\n","protected":false},"author":3,"featured_media":11269,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpscppro_dont_share_socialmedia":false,"_wpscppro_custom_social_share_image":0,"_facebook_share_type":"","_twitter_share_type":"","_linkedin_share_type":"","_pinterest_share_type":"","_linkedin_share_type_page":"","_instagram_share_type":"","_medium_share_type":"","_threads_share_type":"","_google_business_share_type":"","_selected_social_profile":[],"_wpsp_enable_custom_social_template":false,"_wpsp_social_scheduling":{"enabled":false,"datetime":null,"platforms":[],"status":"template_only","dateOption":"today","timeOption":"now","customDays":"","customHours":"","customDate":"","customTime":"","schedulingType":"absolute"},"_wpsp_active_default_template":true},"categories":[14,5],"tags":[39,127,128,86,122],"class_list":["post-1082","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-motivation","category-tag-line-and-slogan-creation","tag-linkedin","tag-sales-skills","tag-selling-ideas","tag-start-with-why","tag-the-curse-of-knowledge"],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-content\/uploads\/blind-spot-sign600.png","jetpack_shortlink":"https:\/\/wp.me\/p1I2Yr-hs","_links":{"self":[{"href":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-json\/wp\/v2\/posts\/1082","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-json\/wp\/v2\/comments?post=1082"}],"version-history":[{"count":0,"href":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-json\/wp\/v2\/posts\/1082\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-json\/wp\/v2\/media\/11269"}],"wp:attachment":[{"href":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-json\/wp\/v2\/media?parent=1082"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-json\/wp\/v2\/categories?post=1082"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/chicagoexecutivecoaching.com\/smartleadership\/wp-json\/wp\/v2\/tags?post=1082"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}