Playing Not To Lose And The Art Of The Scramble

I had a rather uneventful Junior College wrestling career. Uneventful in terms of my record, but not the experience. Our team was second in the nation, and one of my teammates, Tom, was a national champ. Most practice sessions with him were an education in humility for me, but one lesson endured, and I’m still learning it. The scramble.

  • The point in the sales meeting where you look the prospect in the eye and politely ask them to buy is when the scramble begins. It’s tempting to play defense and avoid the “no” instead of going for the “yes.”
  • The important presentation you’re preparing for will cause you to scramble in order to get from the shell of an idea to the kernel. If you doubt yourself, you may settle for “good enough” instead of compelling and creative.

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