The Two Versions

On Tuesday, the head of sales asked the Operator what he thought of the new pricing model.

He said he was for it. On Wednesday, the CFO asked him the same question. He said he had real concerns. Both answers were sincere in the moment. Each one was tuned to the person asking.

On Thursday, the head of sales and the CFO had lunch.

Nobody confronted him. Nobody had to. They just stopped quoting him, because a position that changes with the audience is not a position. It is a mirror. The move: give the same answer in every room, and change only how you say it.

Tomorrow: the Operator from another angle.

The Right Altitude. Available now. www.therightaltitudebook.com/the-book