2. Communications

3. Interpersonal

4. Leadership

6. Promoting Achievement

7. Minimize Failure

8. Define relevant outcomes

10. Integrity

11. Conviction

13. Connection

15. Trustee

17. Concern + Competency = Trust

18. If two people want to do business together, details will not interfere

19. Perceived value is the only basis for a prospect to move forward

20. The revolution in sales is that the benefit must now accrue prior to the transaction

21. It’s only a benefit if the customer says so.

22. Nothing is overpriced unless it is undervalued

23. Nobody buys a product or service, People buy what they think will create possibilities for them or they buy results

25. Serviced

27. SWOT

28. Modeling

29. Mapping

30. Problem vs. Symptom Analysis

31. Systemic thinking

32. Skill vs. WillDecisions are easy when values are clear The rivers of Choice and Chance