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Whale Hunting: How to Land Big Sales and Transform Your Company by Barbara Weaver Smith, Tom Searcy

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Sew the Mouth Shut
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AFTER THE INUIT HUNTERS HARPOONED their whale and rode it until it ceased fighting, one dangerous maneuver remained before the hunters could start for shore. In the rugged conditions of the open ocean, a dead whale on the surface of the water wouldn’t last long. If the whale’s mouth were allowed to gape open, water would lap in, filling the body cavity. Eventually, the prize that the hunters worked so hard to capture would disappear into the ocean, sinking beneath the waves.
One of the hunters must slip out of the boat into the freezing water and, using sealskin line, tie the mouth shut to keep the water out. It is one of the first techniques the Inuit use to protect their whale during the lengthy process of bringing it to shore.

The One That Got Away

Have you ever had a verbal commitment to buy that fell through? Have you ever sent a mutually negotiated contract that your prospect failed to sign? Have you ever lost a deal even after you had a signed contract? Of course you have.
This phase of whale hunting is the most dangerous phase for your village. By the time you reach the point of contract negotiations, you have invested a great amount of resources to land this whale. In addition to the valuable time of the people on the boat, you may have created costly ...

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