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Best Practices for Persuasive Presentations (Collection) by Jerry Weissman, James O’Rourke, Mark Magnacca

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CHAPTER 4YOUR WORLD VIEW—MAKING THE INVISIBLE VISIBLE

"WHAT WE THINK OF AS THE MOMENT OF DISCOVERY IS REALLY THE DISCOVERY OF THE RIGHT QUESTION."—JONAS SALK

Several years ago, I walked into a store looking to buy a pair of sunglasses.

The sales clerk asked me if I preferred polarized lenses.

I told him I didn’t know what the difference was. He pointed to a poster on the wall and asked me to look at it with my existing, non-polarized sunglasses and tell him what I saw.

I said it looked like a piece of coral against a gray background.

Next, he gave me the polarized sunglasses and asked me to look at the same poster. I could not believe my eyes! The poster had been transformed into a tropical coral reef with blue water and brightly colored fish. ...

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