Success is Not Scarce

Why are we having a discussion around participation trophies?

Many people believe that by giving participation trophies we are devaluing the first place trophy. Some have even gone far enough to say that the child receiving the participation trophy feels worse from receiving it.

The discussion and the debate around this is the problem – NOT THE TROPHY.

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Value – What Is It?

A long time ago – in a not too distant planet …

Ok just about 10 years ago and while I was an employee…talking to my boss:

My boss wanted me to create value for my clients. When I asked him what he thought that meant he stumbled. It occurred to me that no one has ever asked that question before. He quickly regained his footing and made the statement, “Give them more than what they want”.

That really confused me. What if what they want is the value they need and want? What if more is actually not a positive thing for the client?

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The Sales System Should Match the Product

If you are selling in a way that doesn’t fit your product/service you can’t optimize your sales to maximize your company. There are _____(too many)_____ types of sales systems: Commodity selling, Solution Selling, Consultative Selling, Relationship-based Selling, Timing-based selling. How do you choose the “best” one?

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