Company leaders who cling to the old "dialing for dollars" paradigm drive me crazy -- especially if they want people who sell for them to land large corporate clients. In today's business environment, it doesn't work.

But I've had a hard time getting them to understand what I'm talking about. They're totally convinced that the more a seller makes, the more successful they'll be.

My repeated attempts to correct one client's error in judgment fell on deaf ears. It was as though they had a total blind spot about this matter.

This is just one example of when I've asked myself, "How can I make these people understand?" Clearly, logic wasn't working and I needed something else. It took some serious thinking, but I finally figured out how to get through to them: metaphors.

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