In port cities, we see the massive mooring lines that securely tie huge ships to the docks. Getting those ropes down to the piers from the giant vessels was a problem that inventive sailors solved long ago by wrapping the roping around itself at the ends, creating what looked like monkey’s paws. These were heaved from the ships to the dockhands below, who caught and safely secured them. Something small, therefore, secured something big. Sandler Training’s founder, David Sandler, related the concept to selling, helping countless sales reps win business by proposing smaller pieces of larger deals to prompt prospects to act – monkey’s paws.