Chapter Two: Ensnaring A Red Queen (Janusian Selling)
Through The Looking-Glass EXPLAINED
Alice wants to meet the Red Queen, but try as she might, she can't move as fast as the Red Queen does. After Alice tries in vain to catch up with the Red Queen by walking towards her, the Rose tells her it's futile.
After failing and failing and failing,, Alice finally learns the lesson. As backwards as it might seem, Alice begins walking in the opposite direction of the Red Queen. In no time flat, the Red Queen is standing right before her eyes.
Chess
In Chess terms, Alice, The White Pawn, seems to bait the Red Queen into a meeting. Given that the Queen can move in any direction she wants and move as many squares as she wants, a Pawn has little hope in catching up to a Queen, let alone Capturing one.
But by thinking and acting in Janusian or Contradictory terms, Alice is able to make the Red Queen appear right in front her.
Janusian Selling
In solving the challenge of meeting the Red Queen, Alice learns a lesson that gold-medal winning winning-author Oren Klaff knows all too well.
"We move towards that which moves away from us." - Oren Klaff
In Oren Klaff's groundbreaking Pitch Anything, he showed that salespeople have been doing it ALL BACKWARDS. Salespeople could learn a lot from the way Alice attracts the Red Queen into her life.
Whether you're trying to sell yourself to a Hiring Manager for a job, or you're trying to sell your prototype to an Angel Investor for startup funding, we often come off as beggars because we need the job or we need the funding so badly. This feeling of Need is the very feeling that severs all potential relationships.
Alice has learned her first lesson: we move towards that which moves away from us. However, as the Red Queen will soon point out, she still has much to learn.
Through The Looking-Glass EXPLAINED uncovers the hidden algorithms that underlie Lewis Carroll’s greatest work. Along the way, you’ll learn how you can go from a Pawn to a Queen, just like Alice does.