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Target Practice

Sometimes, the key to landing a sale lies in clearing away the obstacles that can make you miss the mark.

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This story appears in the August 2003 issue of Entrepreneur. Subscribe »

Recently, I had a conversation with Rich Machowicz, a former Navy Seal, martial arts black belt and the author of Unleash the Warrior Within (Marlowe & Co.). He explained to me that he prefers to substitute targets for goals. As a Seal, he always had a specific, tangible target he was trying to hit.

Many times, however, various obstacles got in Machowicz's way, and he had to clear them before he could achieve his objective. As long as he kept that target within his sight, however, he could get over, under, past or through any barriers that might present themselves.

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