The kill criteria are, if you take a first meeting with someone and all they want to talk to you about is price, don't spend any more time on them. This is very important for people like sellers who are naturally very gritty. In the case of not being able to get an executive in the room, they didn't kill right away but it triggered a new action which was offer up executive alignment at the next meeting. We turn that into a pre-commitment which then allows you to manage them much better.
Annie Duke is a former professional poker player, decision making expert, best-selling author, and fortunately, a repeat guest on the show. Our first conversation about Annie’s background and best-seller Thinking in Bets is replayed on the feed. Her latest masterpiece releases tomorrow. It’s called Quit: The Power of Knowing When to Walk Away, and I’m going on record predicting it will be a best-seller in short order. Our conversation covers Annie’s compulsion to write another book, our instinct for grit, the case for quitting, the emotional and cognitive biases that stand in our way, and some techniques to improve our ability to quit effectively. Along the way, Annie shares some terrific stories from the book about Everest, Sears, the NBA draft, and the California bullet train.
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