Risk is the #1 "competitor" in any decently sized sale.
Drive risk to 0 = making the sale
The larger the deal, the more important it is to think strategically. It’s a hard transition, but pays off a year or two in.
A neat way to start a conversation or learn about someone, from Mike Kim:
Tell me about something you love doing that you're terrible at. And tell me about something you really do not like doing that you're great at.
Mine are, singing & cleaning.
What are yours?