Joe Casabona

My subjects also had to be "doers" and not just thinkers, people who rolled up their sleeves and made something of global significance happen. Thus I stayed away from great philosophers such as Karl Marx, noted scientists such as Marie Curie, or economists such as Adam Smith-important as these people were.

We often give too much credit to the power

But we needed more stupid thinking. We had too much smart thinking; our average Stanford-Binet exceeded 120, easy. We just needed to be stupider-and to be unafraid of coming up with seemingly stupid ideas, which often turn out the best.

As we learned every day, highly intelligent people are the world's foremost experts at squashing good ideas.

If it is a big account, ask for a tiny slicea slice about which Peggy might not worry and on which you can shine.

Always remember: Peggy is afraid.

The best thing you can do for a prospect is eliminate her fear. Offer a trial period or a test project.

Selling the Invisible