“So what we have are these healthy boundaries, above and below the line—one here and one here,” I continued, drawing two dotted lines that were parallel to the straight line, one of them six inches above it, and the other six inches below it. “When you’re inside the boundaries, you’re in control of the sale, and moving forward towards the close. When you’re outside the boundaries, the client is in control and you’re spiraling off to Pluto, or down here, to Your-anus, where you’re talking about the price of tea in China or politics in America or some other irrelevant topic that’s not germane to
...more
