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Keep it short, keep it snappy, and keep it emotionally meaningful to their day to day.

Are Idina Menzel and Kristen Bell 50 or 100 times better than the average highly trained singer, dancer, and actor out there?

A suboptimal plan with buy-in, that is well executed, will achieve far superior results compared to an optimal plan with limited buy-in.

Sellers must be patient and impatient all at once. Sellers must have a routine, and be flexible all at once.

Resilience is not some magical phenomenon or idea that is fundamentally built into the personality of a good seller by nature.

Making sales requires the doing of selling activities.

Nothing the buyer has done is permanent, and the only thing you can do to make the situation better is to limit your reaction.

It is so important to avoid a situation in which you ask the buyer for a budget with lack of context, and lack of conversational framing.

Remember that discovery is not about selling. It is not about solving problems, and it is certainly not about your solutions.

Customize and position your questions in order to earn credibility. Follow them up in order to learn the information you need to learn.