Example #1 “I was talking to Anne and she told me things are going well with the Davison Group. They have some concerns about our ability to handle their newest products. It’s nothing we can’t work out together, and they agreed to continue. Apparently, they liked our presentation and would like to sign a deal for $50 million. Ethan is sending over the paperwork now, and it’ll all be done by the end of the day.” In this example, the key message was closing the deal with a big new client. All the events and information leading up to that were less important and buried the good news. The most
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