“Joe arrived late again, but cheerful as ever. He told us about dealing with the customer’s FACC. This stood for ‘Fear, Anxiety, Cynicism, and Confusion’.

Joe talked us through page four of the bible, regarding the Dichotomy within ‘the Prospect’. This ‘dichotomy’ was between the pospect’s ‘conscience mind’ and his ‘subconscience mind’. The gifted salesman found a link between the two. I waited a little while and then asked if Joe didn’t mean the prospect’s ‘conscious mind and his subconscious mind’. I hoped I’d get a laugh, but nobody noticed, nor was Joe openly thankful to me for the correction.”