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Edwards Deming, the father of the total quality movement, said that 80% of all American managers cannot answer these three seemingly simple questions:
1. What is my job?
2. What in it really counts?
3. How well am I doing?
The third question is one that many of us struggle with even if we’re not managers.
Its importance is this. [...]
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One-Minute Answer: This question is not going to be answered this week. You see, great salespeople don’t close deals. They help their prospects do that. So the question should read, “How can I get prospects to close more deals?” (But were it stated that way, you might not have opened this email!)
In 1996 I co-authored [...]
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