CHAPTER 6Big Picture Buyers vs. Detail-Oriented Buyers
SEE THE SQUID? I’m honeymooning with my honey. We’re on a sailing ship in the Virgin Islands. We stop in a natural harbor and grab snorkeling gear to explore some incredible underwater wildlife.
We’re in about six feet of water and I am stunned by the vision below me. I’ve never seen anything like it, never heard of it, either—and I grew up in Southern California, hitting the beach at every opportunity.
I pop up and call to Wendy to look down. She looks and sees nothing.
“Look at the seabed, everywhere!” I yell, energy and excitement adding power to my voice.
Head down, head up, head shaking—she doesn’t see it.
“Squid!” I tell her. “Baby squid, everywhere!”
Now she sees. The seabed is coated ...
Get The Secret Language of Influence: Master the One Skill Every Sales Pro Needs now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
