Chapter 6

Critical Results Language

Language on the front lines: Since results, not actions, are the key, these are some specific techniques to apply at “mission critical” juncture points. There are relatively few key judgment areas where a slight difference in the language of inquiry and validity can create a huge impact.

Asking for the Sale

Assumptions, without validation and confirmation, can be the Achilles Heel of success. We think they understand. We think they agree and are aligned with the game plan. We believe we’re on the proverbial same page. And, then, their actions (or lack of) totally surprise us. You’re thinking, “Hey, what just happened here? We discussed this and now they are disregarding what we agreed on.” However, ...

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