17
COMMAND THE HUDDLE
Coach’s Commentary
Old-school selling techniques are filled with phrases like “getting a foot in the door.” Think about what that means for a second. When do you have your foot in a door? When someone’s trying to close it in your face and you’re actively trying to prevent him or her from doing so (or, in extreme circumstances, when you’ve kicked through a door). This doesn’t seem like the foundation of a winning partnership, does it? Instead, it sounds like the prelude to a call to security.
That’s why we don’t use the tired foot-in-the-door metaphor.
We want to take the door off its hinges. We don’t want the door to ...
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