Hey everyone and welcome to our throwback episode. In our throwback episodes, we are reintroducing you to some of our most popular episodes.

This is great for new listeners who want to learn more about the work we've done in the past.

And it's a great refresher if you've been a listener for a long time. Enjoy.

Larry L, thanks for joining us today. Thank you for having me.

Yeah, it's my pleasure. So how would you get us started by telling us a little bit about yourself and what

you do? Yeah, so my name is Leriel Lipkins and I'm the CEO of Lipkin's Consulting Group.

And I really specialize in working with companies who wants to convert more prospects into

paying clients. So I do that through sales training and consulting. Fantastic. Well, great.

We are excited to have you here. And now when it comes to sales, why is it so important for us to

really have a good understanding of the things that we're going to talk about today?

Well, if you don't know how to sell, you're not going to have a business, right? So I think that's really important. Let's just cut and try, right? I think there's two things you have to be really good at in business, and that's marketing, getting leads in the door, and sales converting them. So if you are a business owner or if you're in a sales role or you have to sell your ideas in an organization, you need to know how to sell. Love it. Fantastic. All right.

So the three things we're going to talk about today. Number one, setting ground rules. Number two,

finding their win and number three, co-creating a solution and setting ground rules larial uh you were the first

person to say this in in the context of an episode so i was really pumped to see what you had to say

about this so tell our listeners what is it that we need to know about setting ground rules you know

kami so a lot of times um find that sales people, business owners,

entrepreneurs, when they are in a selling situation, they make a common mistake. And that is that

they walk into sales conversations or rather they get on Zoom for sales conversations in the world

that we live in today. And they have their goals, their agenda in mind, and they don't check with the prospect

to see what it is if they want to get out of the meeting. And so setting ground rules is

really making sure that you and your prospects are you and your counterpart if you're doing

an internal meeting are on the same page. I know that's like an amazing revolutionary idea,

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