The author is the widow of Jacqueline Kennedy Onassis' nephew. One of the characters in the book is JFK Jr., whose plane crashes into the ocean near Martha's Vineyard as part of the story. It was determined that the crash was caused by "spatial disorientation," a condition in which the pilot's perception of the plane's direction, altitude, speed, etc., does not match reality.
It was at this tragic point in the story that I decided to write a blog about sales and how many practitioners suffer from sales disorientation, where the salesperson’s perception of sales methodology is out of sync with the reality.
When a pilot cannot accurately perceive reality, he must act counter-intuitively and rely on objective, measurable criteria (instruments, radar, etc.). Only then can he correct his course and land the plane safely. In sales, this disconnect between perception and reality can also have very harmful effects. As far as I know, no one has died from it, although many sales professionals have probably crashed and burned.
Flying Blind
Salespeople often go into sales calls without a backup plan, assuming egypt telegram data they will be successful. They don’t really understand the prospect’s true needs, don’t appreciate the true value, and don’t have a Plan B. These salespeople develop tunnel vision, and even when things start to become clear, they are blinded.