Thread by @ThyConsigliori

John Minford, #SunTzu 5: 5 "In warfare engage directly, secure victory indirectly."

I'd like to take this verse, first, in the direction of salesman, selling as an art form. Have you heard of FAB? It stands for Features, Advantages, Benefits. I'm an old school, classically trained salesman. I don't know if this is still taught, but in the old days, always.

And, I do assure you, if done properly, it's powerful, and good. A prospect really does need to know all three, before completing a decision. Done well or poorly, however, who is doing the talking? The salesman is. And, what's he talking about, the thing he wants you to buy.

It's all so direct. And for a prospect that has already chosen to buy, and is only considering this thing versus that thing, and if there's even just a little positive chemistry, a little rapport, this direct approach can work. Even then, there is a single function needed...

INTERRUPT-ABILITY. A salesman should NEVER hope to complete a thought, let alone a presentation. What he wants, more than anything else, is to be interrupted. Your prospect says, "That's interesting, let me ask..." Or, "That reminds me, my wife said to..." THIS IS WHAT YOU WANT!

All of your statements, all your talking, that is all direct. And, Master Sun tells us, it is how you confront your enemy, directly! But it is NOT how you win. You secure victory indirectly. Readiness to be interrupted is an indirect skill. Let me show you more.

A fast talker, wanting to maintain control, and hold the spotlight, not wanting to give up the stage, learns to pause, to grab a quick breath in points that are obviously the middle of a sentence, and to power through periods and into the next sentence.

A wiser salesman, Sun Tzu qualified, learns to stop at periods and take a beat or two, inviting interruption. A wiser salesman learns to exchange, 'don't you agree?' with "does that make sense?' But let's take this up a notch yet! Learn to ASK NOT TELL!

"Mr. Prospect, these are the features of this product, and I'm not sure if they meet your needs or not. Have you identified the features you're really looking for, and if so, do you know which feature or features would prove irresistible?"

Honest, friends, that's selling.

To tell is direct. To ask is indirect. Oh, even in the evil, stupid old days, we knew, and we really did train this, AFTER you ask a question...wait for it...

Shut up. In fact, in the old days, we called it the Silence Game. He who speaks first, loses.

You won't believe me, but I once went, without my client hanging up on me, 13 minutes into the silence game before I granted him the victory and spoke. I assure you, you're already a silence game champion at 13 seconds. And my client, he was the Atlas of the silence game.

I brag though, he paid me for my time, and every one of those 13 minutes was time he had paid me for, in advance. Oh yeah. He loved me. He immediately answered my question after I volunteered to lose, and he was, in a way, training me. I was much younger then, than now.

He had a trick he employed. He recognized the silence game within seconds and made a decision. He started paying bills. This was in the old days with paper ledgers, and check books and such. He happily bragged that that's what he was doing while happily waiting for my surrender.

Just once more, now. In selling, telling is direct, asking is indirect. We surely speak to our customer, describing why they should buy, and buy today. But, if properly trained, we hope to be interrupted, instantly surrender the floor, and learn to ask questions.

So, how's that for a yin/yang instance? In selling, telling is weak, asking, and then following the end of the question and shutting up, silence is mighty. Telling is the engagement. Silence is the means of victory. Sales silence is a thing. Who knew?

Let's turn to local MAGA combat now. This time we're going to keep it very high level, conceptual only. You select the context, please. Be it a school issue, a city ordinance, or getting out the vote, you pick. You will face opposition. In doing so, be ready to be direct.

There are three targets of your directness, three types of opposition:

1) Hard
2) Tough-but-not-hardened
3) Soft

You will require a direct approach to each of the three groups, but remember, each approach is different. We'll discuss these tactics more as we go.

With most of those who are in the completely hardened opposition, the only tactic that makes any sense is direct contradiction. 'You're wrong, completely wrong, I oppose you and I will not go away.'

In group 2, the direct approach is more like, "I think I understand why you feel that way. I obviously do not agree, but I respect your right to feel how you feel. Oh, and by the way, let me explain how I understand what you're saying and please, correct anything I get wrong."

In group 3, we switch from telling to asking, and it's here we win our victory. "Please, I can feel it, there is some aspect of what I'm saying that you agree with. May I ask, are you willing to state where we actually agree?" Be silent now. Please. Wait. Victory is coming.

Agreement = Victory. It really is the actual basis of how we win America's destiny. We find, no, not with the hotheaded socialists, and no, not with the greedy, corrupt swamp creatures; we find agreement with true patriots on the other side. That is how we win.

In conclusion, I want you to step into your time machine and go back to the 80s and feel the meaning of the term "Reagan Democrats." They had to be confronted, directly, and he did. They had to be won indirectly, and he did. He won them, indirectly.

To return to previous sections in our #WarForAmerica2020 and #SunTzuForMAGA series, don't forget to head over to @WarForAmerica21.

93 verses completed, 329 to go. And also, be sure to purchase John Minford's translation, here:

amazon.com/Art-War-Pengui…

The local MAGA leader’s library needs three other books. The first is by my great friend, hero, and today’s greatest constitutional scholar, @shestokas. His most important work so far is:

amazon.com/Creating-Decla…

The second is available free. It is the combined Declaration of Independence and Constitution.

uscis.gov/sites/default/…

Last is my own book. I'll give you the link here, and then conclude with its ten MAGA principles:

amazon.com/America-First-…

1. Remember The Forgotten Americans
2. Rule Of Law
3. American Jobs
4. Quality Of Life For Every American
5. Heal Our Cities
6. Build The Wall
7. Make America Wealthy Again
8. Make America Strong Again
9. Make America Safe Again
10. Make America Great Again