... people out oftheir trances.One is to get into their landscape, show them you under-stand their world, show them you can live in their world, and show them you empathize with their problems ... what they were just thinking, turn off the lights, put an X on the piece of paper in front of them, hold itup to the moonlight, hear the crickets, and see the shadowsextending across the landscape. And ... customers, and clients are all likethis. When your sales and marketing reaches them, it arriveswhen they aren’t there. They may be present physically, but notmentally. In their minds, they are...