Term

John

A salesman whose letter Murphy quotes in the book. The author doesn't give his surname.

Your Infinite Power to Be Rich, Joseph Murphy

Explained in

• Your Infinite Power to Be Rich, Joseph Murphy
• Traction, Gino Wickman

  A warehouse manager in the author's teaching example. The example shows how to find the real issue behind the stated one.

• What Got You Here Won't Get You There, Marshall Goldsmith, Mark Reiter

  A sales executive, one of Goldsmith's clients. What pushed him to change was his rivalry with another executive at his company.

• The 10X Rule: The Only Difference Between Success and Failure, Grant Cardone

  A person in Cardone’s example. The author uses him to show how fear grows while a call is put off.

• Thank You for Arguing, Jay Heinrichs

  John Heinrichs, the author's brother.

• The Monk Who Sold His Ferrari, Robin Sharma

  The narrator, a lawyer and a former colleague of Julian. It is to him that Julian passes on the teaching of the sages.

• Fooled by Randomness: The Hidden Role of Chance in Life and in the Markets, Nassim Nicholas Taleb

  A fictional character in the book, Nero's neighbour. For years he earned more than Nero, and he was wiped out in the summer of 1998.

• Antifragile: Things That Gain from Disorder, Nassim Nicholas Taleb

  One of the two twin brothers in Taleb's example, an employee in the personnel department of a London bank.

• Maybe You Should Talk to Someone, Lori Gottlieb

  Gottlieb's client, a TV producer who at first thinks everyone around him is an idiot.

All terms