Tony Hughes: I've just got to ask you one question Neil. I think you've answered it to me before, but there's a rumour that when you first started doing the research, which is verbal behavioural research, that one of the ways that you got into codifying it was because of your interest in cricket.
You were a cricket scorer and you realised that if you could do that for scoring cricket and how many balls have been bowled, you could probably do that for verbal behaviours.Is that true?
Neil Rackham: Yes, it is but it doesn't sell very well in the United States.
Tony Hughes: I never thought of that really.
Neil Rackham: Or in large quantities of the world. But the idea that you could watch something happening and codify it. Cricket was a good example, and it did have an influence.
Neil Rackham: There were other things too. One of the things that I'd been working on for a long time was how you take things that seem very fuzzy and quantify them, put numbers to them. Obviously, being able to do frequency counts of behaviours was a good methodology.