Page 127 - ConvinceThemFlip

feed the personality
weaknesses or shortcomings—great things can ensue. For
example, let’s look at a great pair—an analyst/controller
named Rachel and a dreamer/persuader named Sam who
together made one of Sam’s dreams come true.
A few years back, Sam and Rachel were walking along
their town’s seafront, and Sam saw a FOR RENT sign in a
store window.
“Do you know what this place needs? A really good
seafood restaurant,” Sam said to Rachel.
“You’re right,” Rachel agreed, and her mind started
whirring. She thought about other restaurants in the area.
Would there be enough business in the off-season? How
reliable were the local suppliers? After she laid to rest the
perceived obstacles, she prepared a business plan, and
together they went to the local bank manager to persuade
him to lend them $45,000.
Sam did most of the talking, and the bank manager
was convinced—with one proviso. He looked straight at
Rachel and said, “I’ll go for it as long as you control the
business.”
Sam had come up with the original idea and had done
a good job of convincing the bank manager. But the man-
ager had listened closely every time Rachel described her
analysis of their restaurant’s potential and its potential
challenges. It didn’t take him long to figure out who would
make the better controller.
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