The three of us sat on the bench, our backs to Cobb’s smaller, but expensive yacht, and facing Richard’s larger and much more expensive yacht. It was readily apparent that the two boats were so closely slipped near one another out of deliberation rather than ignorance or the luck of the draw. Both smoked while, except for a very few exceptions when down in the Valley with the Gunny, I did not. The smoke wafted over me, as the usual northeastern breeze roiled gently around us. Nobody said anything for several uncomfortable moments. The question asked of me moments before resounded through my mind, bouncing from place to place but finding no purchase anywhere.

Tom Thorkelson had driven into me the sales technique of using silence as a power tool. The first person to speak in almost any sales situation, following either introductions or a presentation, was usually the one who would give in or surrender and buy the product being sold. Waiting for the silence to end had to be made, or allowed to be made, more difficult for the other person than the presenter, although such silences are always hard for both parties. This technique, I discovered as I dealt with all manner of other ‘sales’ situations, was extremely effective in all of them. Chuck Bartok was also a master of Tom’s application of the Xerox sales process. Except he’d added the Marine Corps variant to the technique, which I found brilliant and also most useful.