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We made close to forty boxes today. Fifteen truffles (still selling well), but also a batch of coconut squares, some sour cherry gobstoppers, some bitter-coated orange peel, some violet creams, and a hundred or so lunes de miel, those little discs of chocolate made to look like the waxing moon, with her profile etched in white against the dark face. It's such a delight to choose a box, to linger over the shape- will it be heart shaped, round, or square? To select the chocolates with care; to see them nestled between the folds of crunchy mulberry-colored paper; to smell the mingled perfumes of cream, caramel, vanilla, and dark rum; to choose a ribbon; to pick out a wrapping; to add flowers or paper hearts; to hear the silky whisssh of rice paper against the lid-

In review, here are my top best practices for hiring great leaders: Know everyone’s profile. Whether you use DiSC, Meyers-Briggs, or something else, I can’t emphasize enough how important it is to find great leaders who fill in your gaps and get them into the right roles. Look at past experience. Do they have what it takes—experience and mindset—to 10X your business? No ambiguity allowed. Put everything on paper. Don’t rely on verbal agreements or trust your memory. Build SMART goals into the expectations for their role and connect those with rewards. Keep away from the yea-sayers. You need people who can challenge you and push things to find the best direction. Hire leaders with similar core values. While personalities, strengths, and skills should be complementary, core values must be in alignment as the glue to hold things together

First: make sure you know with whom you are dealing. The tactics in this situation are determined by where your customer stands in the organization. Are you dealing directly with a decision maker? A pure “D” on the DiSC profile? If so, give her the information she asks for. If you are dealing with a person in the middle of a large organization, you have a much tougher task. The trick is to tease him, showing just enough to demonstrate that you are the best company for the job without giving away valuable information. You can say anything to a client, you can show all kinds of examples of how you have solved your other clients’ problems, and you can demonstrate your sterling reputation by trotting out a list of the important companies that have been your customers—but you must never, ever hand over a written proposal full of specific solutions to their problems. Never give the mid-level buyer anything he can pass on to others. Once he has that, you’re toast. Bob tells us that we should provide specific solutions only after a commitment. A real, solid, irrevocable decision to proceed. A purchase order or a deposit. Get them hooked, and then give them everything they ask for and more. Over-deliver. Bathe them with your love. Show them that choosing your company was the best decision they ever made, and make sure that this is true. Then you can ask for a letter of recommendation and referrals. These are what will get you past the next mid-level buyer.

but thinkers and feelers relate to God differently. So do introverts and extroverts. And that goes for all sixteen personality types in the Myers-Briggs matrix, all nine Enneagram types, and all four DISC profiles.

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