CHAPTER 3Buyer Tortoises vs. Buyer Hares

ROCK, PAPER, SCISSORS To further enhance my decisionmaking capabilities, I joined the World RPS Society. You remember the game you played as a kid where scissors cuts paper, paper smothers rock, rock smashes scissors.

My membership package included a very cool T-shirt with a great picture on it and this motto: SERVING THE NEEDS OF DECISION MAKERS SINCE 1918. I also got a copy of The Official Rock Paper Scissors Strategy Guide and a membership card with the title I selected (my first decision after joining): “Intergalactic Director of Member Acquisition.”

Douglas Walker, managing director of the World RPS Society, knew that I’d be pointing lots of people in his direction. So he granted me that title when ...

Get The Secret Language of Influence: Master the One Skill Every Sales Pro Needs now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.