17
Painting the Vista
Vision is the art of seeing what is invisible to others.
– Jonathan Swift
In this chapter you will:
- learn the power of painting a vista
- practise techniques for creating your own vista
- discover how to get others to see your vista
In his autobiography, Going For It!, Victor Kiam (The man who bought the Remington shaver company) talks frequently about the importance of ‘painting the vista’, when you wish to convey clearly your view of something (in his case a product) to someone else.
You see, Kiam started off as a salesperson tasked with handling several important accounts for his company. Working for the Playtex division of Lever Brothers, his job was to visit each account’s buyer on a regular basis and try to sell as ...
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