Win one for the Schnorf
Monday, Feb 6, 2017 - Posted by Rich Miller
* My Crain’s Chicago Business column…
If you want to buy a new lawnmower and your spouse doesn’t approve, do you yell at her for months on end? Do you retaliate by refusing to buy her a birthday present? Do you bad-mouth her all over town?
Of course not. You find a way to overcome her objections. Is it too expensive? Find a less pricey model. Is your preferred choice too big for the garage? Suggest a smaller one. Is she upset about something else you’ve done? Apologize profusely and vow never to do it again.
These basic principles are taught in standard sales training. To succeed, salespeople have to constantly overcome objections. Some are easily anticipated, some are not. When I was in sales training many years ago, my teacher strongly encouraged me to use his lessons in all aspects of my life. It’s why I’ve always said that the best training for reporters is to do commission-only sales for a while because chasing down stories requires overcoming a whole lot of obstacles.
My good friend Steve Schnorf and I talked about this valuable lesson just the other day. Steve was budget director for two Republican governors. You’d never know to look at him that he once held such a high-level government post, particularly if the big man rode by on his beloved Suzuki Volusia 800, with his long beard and long hair blowing in the wind. He’s a man’s man. A party-loving, road-tripping, music-loving bohemian. But he’s also a gentlemanly, kind, super-intelligent and pragmatic human being—the rarest of combinations these days.
Steve was diagnosed in December with terminal pancreatic cancer, and his treatments are causing that long gray mane of his to fall out of his head. We’ve spent quite a bit of time together since his diagnosis. Last Wednesday night, we chatted about how he’d used those sales techniques in his years in government. You have to look for ways to overcome obstacles if you want to get to a solution.
So, obviously, one of Steve’s greatest regrets as he prepares to depart this world is that he was never able to
Please click here to read the rest before commenting, please. Thanks.
- perry noya - Monday, Feb 6, 17 @ 9:48 am:
Rich, apart from the implications regarding Rauner/Madigan, I appreciate how your columns about Mr. Schnorf have celebrated friendship.
- Anonymous - Monday, Feb 6, 17 @ 9:51 am:
2 shameless egotists in a blood feud. Not their blood, of course.
- thunderspirit - Monday, Feb 6, 17 @ 9:56 am:
I was out of town when the first CapFax post on Mr. Schnorf came through, so I missed this. The news makes me very sad; my dad passed away due to pancreatic cancer some twenty years past so I’ve seen its work first-hand.
I’m afraid I have no other comment to make in light of this new-to-me news.
- ryan - Monday, Feb 6, 17 @ 10:10 am:
Schnorf always preaches pragmatism. Wish the leaders would listen…
- Archiesmom - Monday, Feb 6, 17 @ 10:12 am:
I hope Steve is right about an eventual detente. He has always been a thoughtful voice, and I know he will be missed as he leaves his previous routines. Everyone wishes him the best.
- Earnest - Monday, Feb 6, 17 @ 10:29 am:
Great column. For some reason it got me thinking about our next door neighbor when I was growing up. She was an older Norwegian woman who would, every August, ask if she could have some apples from our heavily-laden apple tree. We always told her she was truly welcome to take whatever she wanted. She would walk over to get her apples, but would only take apples that had fallen on the ground, none from the tree itself. She would cut around the bruises. And she would always bring over a pie and applesauce as a thank you. She taught me what a good neighbor could be. I’ve had other good neighbors, but will never have another like her.
What I’ve always appreciated about Steve’s post is that he could help me see the reasonableness of a viewpoint I may disagree with. Didn’t always change my mind, but helped me appreciate the discussion a lot more and made me question the reasonableness of my own positions.
- e - Monday, Feb 6, 17 @ 10:47 am:
When I first read this sad news about Mr. Schnorf, I thought the greatest tribute would be a reasonable, long-term compromise. Come on, guys. Do it for Steve - and for Illinois!
- walker - Monday, Feb 6, 17 @ 11:41 am:
Well done
- James Nell - Monday, Feb 6, 17 @ 11:48 am:
Thanks for telling us about Steve Schnorf. It’s important that people know state politics are not full of awful people as we are so often told. Illinois hasn’t always been ruled by uncompromising oligarchs.
- Dome Gnome - Monday, Feb 6, 17 @ 11:54 am:
Sad, because it’s such a small thing to ask for or expect. Not at all unreasonable.
- blue collar - Monday, Feb 6, 17 @ 1:45 pm:
Steve’s situation troubles me greatly. I truly wish I could have ridden my Indian Chief with him for one glorious fall ride. I wish you the best Steve.
- Polly Poskin/Polly - Monday, Feb 6, 17 @ 1:54 pm:
Just reading this sad news. Steve is one of the most thoughtful, reasonable, smart, accessible persons I ever worked with in state government,25 years ago and as recently as this past September. C’mon, budgeteers, rock it out for Steve!
- Chicago Bars - Monday, Feb 6, 17 @ 2:23 pm:
A belated toast to Mr Schnorf. While on the ILCC during some pretty grim recession years he shared some institutional knowledge about Revenue procedures during a hearing that utterly saved a few Chicago bars and restaurants until the economy picked up.
Bar owners aren’t great about thank you cards, but more than a few owe his experience and willing to share it during a hearing to saving their business and the jobs of their staff. Great knowledge, great character, and it’s a great sadness to hear about the diagnosis.
Doubt I’ll ever get to raise a glass at Rossi’s with Mr Schnorf but will always raise one to him when I’m there.
- Blue dog dem - Monday, Feb 6, 17 @ 2:27 pm:
Steve,
When things go wrong, as they sometimes wiil.
When the road your trudging seems all uphill,
When the funds are low and the debts are high,
And you want to smile, but you have to sigh,
When care is pressing you down a bit-
Rest if you must, but dont you quit.
Life is queer with its twists and turns
As every one of us sometimes learns,
And many a fellow turns about
When he might have won had he stuck it out.
Dont give up though the pace seems slow,
You may succeed with another blow.
Often the goal is nearer than
It seems to the faint and faltering man;
Often the struggler has given up
When he might have captured the victors cup.
And he learned too late when the night came down,
How close he was to the golden crown.
Sucess is failure turned inside out,
The silver tint in the clouds of doubt,
And you never can tell how close you are,
It might be near when it seems afar,
So stick to the fight when you’re hardest hit,
Its when things seem worst that you must not quit.
Anonymous.
Believe. Believe. God Bless.
- Boone's is back - Monday, Feb 6, 17 @ 4:04 pm:
Great article Rich