1. What Matters Most: Business (Part II)

    What Matters Most: Business (Part II)
    From John Mariotti: Why did you or your company get that big contract, that important order or that great job most recently? Did you think about that? Did anyone at the company really think about it? I bet the answer to is “no.” But you must, because understanding why you deserved to get that business is the key to seeing your strengths from the perspective of customers. You can also think about why you deserve to win, but I prefer to emphasize the positive aspect of it, because it avoids excuses (for losing out) and points the way to other, similar opportunities. Avoid the quick answer: We gave them the ...
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