Look at other salespeople, the people you work with, competitors, or people in your company or even clients, and ask yourself, is it that they don't know something or is it that they can't or have challenges with their emotions?

And sales on our side of it, it's constant.

Every day is essentially a roller coaster.

You get a deal, you lose a deal, someone goes to you,

someone takes an account away from you, your

comp plan changes, the weather doesn't cooperate, all of these obstacles, all of these obstacles all of these unforeseen challenges or maybe you just don't

feel good you wake up didn't have a good night sleep, all this stuff affects us. But we really don't pay much attention

to it today, certainly not on the sales side. Yeah, you see the silly ass memes on

LinkedIn or wherever about kindness and everything and even

people who used to swear like crazy on LinkedIn now we're talking about kindness. Okay, whatever. My

point here is that we overlook the management and focus of our brain.

And this is something that we're not really taught

because who would teach us?

Maybe our parents weren't good at it. Emotional regulation, emotional

focus, whatever you want to call it. Today we're in the podcast it's called Mindfulness just because it's the only term that people

probably would know. People think of it as meditation or something or getting your head straight or clearing your mind or

all of this stuff becomes overlooked in sales and I kind of ignored it too when I got into it but I used to drive around and listen think I think you're where I am on the spectrum.

And it was helpful.

It got me focused.

And I think one of the pivot points in my career was I don't know if you remember Dennis Waitley

I ordered his tapes and he talked about it was the psychology of winning.

And there was nothing really, by today's standards,

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