Those of you who have participated in one of our training programs know that both partner Harry Koolen and I like to use film to illustrate key concepts. For example, the movie classic Casablanca revolves around negotiating for letters of transit (visas) that will enable the holders to flee Casablanca and the growing grip there of the Third Reich. Humphrey Bogart's character Rick Blaine has them, and Ingrid Bergman's Ilsa Lund wants them. Negotiation tactics like BATNAs (Best Alternative to a Negotiated Agreement) are vividly illustrated in scenes like Ilsa's Plea.

I am always impressed by how the film resonates with today's training groups, most of whom were raised by parents who weren't even born when the film was made in 1942. Further, it never fails that one or more of the guys in the group will comment on how utterly captivating and beautiful Ingrid Bergman is. I confess to sharing those views and to being an Ingrid Bergman fan.

Thus, it should come as no surprise that when I saw the title, Ingrid, a Personal Biography by Charlotte Chandler (Simon & Schuster, 2007), I rushed to order it...

Editor's note: The following article, written by Dr. Arnold Tilden, appears in this month's edition of Master Salesmanship ®, a publication of Clement Communications.


Although the word myth is derived from the Greek mythos, the Greeks were not alone in their belief that an occasional animal sacrifice was important to appease the gods and ensure their well being. Scandinavians had Thor, the Romans followed Odysseus, and Jews of the Old Testament sacrificed humans until Abraham was informed by his God that he did not have to sacrifice his only son, a mere ram would suffice.

Modern businesses, no matter how large or famous their brands, tend to behave like their ancient ancestors, and turn to mythology when it comes to something that is today both vitally important and misunderstood: sales. But, instead of sacrificing a virgin, they have their salespeople pursue one of four sales myths: Rainmakers, Closers, Schmooze or Field of Dreams.

Arnie shares his views on what works when it comes to good business -- and what doesn't -- with writer Harry Zimbler in a recent edition of the Pennsylvania Business Central.