Boy, do we get a good one for you today.

What is that classic mistake that early salespeople make?

And I think we all do it.

I did it.

I'm sure you did it at one time or another.

It's that talking, talking too much.

And how soon can we make that shift to asking questions? And of course, I'm sure you just, you know,

the word, listen, two ears, one mouth, oh, shut the hell up. I'm so sick of that saying.

But today we're going to go through a little journey with this great rep. And you get to hear

it in his voice, the exact distinctions that he has learned through the,

you know, the first five, ten years of selling. Now here's the real secret of genius and sales.

You don't have to go through all that. You don't. You can learn from others. And I know in sales it's

hard because we've got terrible role models. If you watch the media, you know, you think it's

boiler room and Vince Diesel comes over and holds the phone like he's landing a plane and, you know, closes the deal. Or, you know, the

Wolf of Wall Street. Oh, that's the perfect selling. He's not selling. He's stealing.

So, yes, if you want to learn how to steal, you can model yourself after these people. But in business to business,

where it's about the connection that you have with the client, staying away from the service

oriented approach. Yes, sir, be happy to do that for you. Two quotes? How about 17 quotes? Can I get

you 17 quotes? Instead of finding the right thing for them and helping them get it done internally.

That's what business to business sales is about. And if you want to learn the genius of it, it's learning from others' mistakes.

Finding somebody who's selling successfully in your market in the way that you want to learn how

to do it. Yeah, makes sense, doesn't it? So we're going to be talking about that today

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