to be very informative, actionable and rich. In fact, I had to slow myself down while reading in order to process all the information that was offered. There were many brilliant points, but the following ones resonated particularly with me:
* Getting ahead of predictable events so that you can leverage them by being there first. Second place doesn’t do anything for you.
* Repetition is the key to helping us learn. I was fortunate to learn this from my first sales manager, who encouraged me to repeat the perfect sales process.
* The window of dissatisfaction model. I use a similar model called the customer in action: shop, buy, use and dispose.
* Analyzing your wins, or what I call identifying sales best practices.
* Referrals. Approximately 90% of my business comes from some form of a referral.
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