Sometimes, the key to landing a sale lies in clearing away the obstacles that can make you miss the mark.
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Recently, I had a conversation with Rich Machowicz, a formerNavy Seal, martial arts black belt and the author of Unleash theWarrior Within (Marlowe & Co.). He explained to me that heprefers to substitute targets for goals. As a Seal, he always had aspecific, tangible target he was trying to hit.
Many times, however, various obstacles got in Machowicz'sway, and he had to clear them before he could achieve hisobjective. As long as he kept that target within his sight,however, he could get over, under, past or through any barriersthat might present themselves.
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