chapter 1

Mission: Focus on Quality

Overview

A mentor and her protégé discuss how to work less yet earn more. The mentor says, “This book will coach you to identify your high-quality prospects so you can be as successful as I am.”

Her secret is similar to the timeless wisdom in one of Aesop’s fables, “Quality not quantity counts.” Dr. Kruger’s experiment confirms that Aesop’s wisdom is true. In fact, scientists consistently find that the top 20 percent of the inputs produce 80 percent of the results.

Let’s learn how to use this 80/20 rule to provide a high-quality ­solution to problems facing customers and to define this opportunity as the mission of the business.

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Vignettes

A Mentor Reveals How to Spark Profits

Early on a Monday ...

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