One word keeps coming up with great salespeople. You know, maybe empathy, but curiosity always seems to come up.

But what is curiosity? Curiosity is kind of wondering about what you don't know. And to be able to wonder

what you don't know, you have to have some confidence.

And I was doing some research.

Like, what's the opposite of curious?

It's an indifference, not caring?

Oh, that tells us something.

That maybe to be curious, we've got to to care but do we have to care about the deal

do we have to care about the person care about both of them it's good to care because the

caring becomes the motive to learn to do, to want to help.

We're going to talk about this today because this guest is a little bit different,

a little bit quieter than most guests, but deeper in a lot of ways.

And he really thinks about sales, becomes a sales nerd in a lot of ways. And he really thinks about sales.

Becomes a sales nerd in a certain sense,

which another way of saying student of the game.

Being curious about the profession you have, that you work in your whole life.

And the other thing that comes out of this is the desire to have peers to talk through deals

role play even and that keeps coming up because how do we practice in sales you know i used to do

it with my notebook on my flight to and from the sales call, talking with my

engineer or my manager when I get there.

Never really roleplayed that much, but the talking it through really helps because it gets

you thinking.

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