There's this interesting word that salespeople use for people that have dramatically affected their

career, help them out. And that word is not manager. It's not even leader. It's mentor. It comes up

quite often. And what is a mentor? I think a mentor, instead of somebody who tells you what to do,

shows you the right way, I think it's somebody who talks you through it, listens to you,

understands what your motives and why do you think this is the thing to do and helps you find out what

the right thing to do. Have you look at it from the client's perspective, from the competitor's

perspective, and come up with something that will work, will hopefully work. And this is

something that I've learned through coach and sales

people is most of the time there isn't a single right answer. We're guessing, of course we're

guessing because we don't know what the future will hold. But we know, you know, I hate to use

the word best practices, but we know

what's worked more often than not. We can ask ourselves the question, what do you think will happen

if you do this? What do you think they will do? What do you think your competitor will do?

This discussion, this debating the issues is insanely productive.

It gets you thinking. It gets you projecting. And that's what we're going to be talking about today.

This rep and leader found a mentor early in his career, and it really helps because once you go

through that exercise, you can do it a little bit on your own. You can take a pat of paper

or your smartphone or whatever you record things on and talk through the issues. What do you

think will happen? It's insanely powerful. But before we get

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