Amazing boots on the ground experience, yesterday! DW is the first acronym I learned that actually changed my life. DO WORK Simple yet not always easy, so only the committed succeed at DW. Yesterday, I got the green light after waiting out a delay due to challenging circumstances and potential safety issues. I immediately researched all pertinent information and drove straight to the influencer NOT DECISION MAKER. #Influencers are here to help the #decisionmakers hence the titles. In this specific scenario I was able to display respect and trust with my approach. I did not try to contact the decision maker direct which is typically what we do in #Land instead I analyzed our previous approachs and decided to take a left turn instead of right. Did we get lost? Nope. Our team got a call before end of day and closed the deal.

Written by Chris Voss. Great cheat sheet from the book.

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