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Make The Sale Happen Before Lunch by Stephan Schiffman

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RULE 35 Spend at Least 75 Percent of Your Time Gathering Information

Here’s a transcript of a radio exchange that took place off the coast of Newfoundland some years ago between the captain of an American naval ship and a Canadian naval officer.

American captain: Recommend you alter your course 20° to the north in order to avoid collision.

Canadian officer: No. Recommend you alter your course 20° to the south in order to avoid collision.

American captain: Perhaps I haven’t made myself clear. This is the captain of a U.S. Navy ship. I repeat: Recommend you alter your course.

Canadian officer: Impossible. You must alter your course.

American captain: You are speaking to the captain of the U.S.S. Missouri. We are a large warship of the United States ...

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