Jonathan Franzen Quote
The reason they outperformed her was that they accepted each new product without trying to understand it. They got behind the new pitch wholeheartedly, even when it was risible and/or made no sense, and then, if a prospective customer had trouble understanding the product, they didn’t vocally agree that it sure was difficult to understand, didn’t make a good-faith effort to explain the complicated reasoning behind it, but simply kept hammering on the written pitch. And clearly this was the path to success, and it was all a double disillusionment to Pip, who not only felt actively punished for using her brain but was presented every month with fresh evidence that Bay Area consumers on average responded better to a rote and semi-nonsensical pitch than to a well-meaning saleswoman trying to help them understand the offer.
The reason they outperformed her was that they accepted each new product without trying to understand it. They got behind the new pitch wholeheartedly, even when it was risible and/or made no sense, and then, if a prospective customer had trouble understanding the product, they didn’t vocally agree that it sure was difficult to understand, didn’t make a good-faith effort to explain the complicated reasoning behind it, but simply kept hammering on the written pitch. And clearly this was the path to success, and it was all a double disillusionment to Pip, who not only felt actively punished for using her brain but was presented every month with fresh evidence that Bay Area consumers on average responded better to a rote and semi-nonsensical pitch than to a well-meaning saleswoman trying to help them understand the offer.
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About Jonathan Franzen
Franzen has contributed to The New Yorker magazine since 1994. His 1996 Harper's essay "Perchance to Dream" bemoaned the state of contemporary literature. Oprah Winfrey's book club selection in 2001 of The Corrections led to a much publicized feud with the talk show host.