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Timeless Transformational Value

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What could be more important in selling than offering transformational value? The business conversations of today commonly focus on the need to communicate transformational value to the market place. However, as important as it is to create and deliver transformational…
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Fundamentals

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The more things change, the more the fundamentals stay the same … We’re in South Carolina for a conference and, so far from home, the basics of business are just the same. I went to a little shop to get…
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Speed Advantage Of Immediate Action

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Absolutely nothing beats the speed advantage of immediate action … I had a fabulous experience in our group program this week, when a client announced to the group that they had made a multi-thousand dollar sale to a client, without…
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Closing The Sale

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How do you close the sale when you can’t actually close the sale? An interesting thing happened to me last week. It will be time for us to buy a new car next March. So we contacted the dealership we…
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20 Minutes Of Focus

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What can you do in 18 minutes … is it even possible to do anything of real value in just 18 minutes? According to TED Talks curator Chris Anderson, 18 minutes is “short enough to hold people’s attention, including on…
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Ego-Free Conceptual Superiority

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Everybody wants to win at some level … we all want something a little (or even a lot) better than the average … That desire to want something better than most, is a powerful dynamic to tap into to make…
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The Geometry Makes The Model

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Let me disclose an insider secret about how I create my models … I always start with the geometry first! Now, you might be saying “Well, of course you start with geometry!” but let me explain. I pick a shape…
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