“RELATIVELY SPEAKING”
I suggested to Larry that his problem was an old one in the sales pro-
fession and that the chances were not good that we would come up with
any new answers by looking at it through the same old perspectives.
Sometimes the best way to assail an old problem is to attack it through a
new paradigm that, on the surface, seems disconnected but forces creative
thinking.
With this preface, I told Larry that I thought Einstein had solved his
problem long ago. I wish I had a photograph of the expression on Larry’s
face when I drew E=MC^2 on his marking board. Fortunately, Larry had the
patience and interest to hear out my loose interpretation of how Einstein’s
Law of Relativity might hold clues to his riddle. I told Larry that, in very
simple terms, Einstein explained for us how energy is created.
•E = Energy
•M = Critical Mass
•C^2 = Motion (in this case the speed of light squared)36 SELLING WITH EMOTIONAL INTELLIGENCE
FIGURE 4.1Bridging the Gap from Good to Great