So what is it that great salespeople need?

I think what I'm finding out is the number one thing is what's called an internal locus of control.

This is a way of viewing the world where you take that personal responsibility for what happens. You don't deflect it and blame others, where

the opposite of an internal locus of control is external, meaning you're a victim of things

outside of you, not the creator of the things inside you. Now, this may sound obvious, but catch

yourself happens to me all the time when something goes wrong. Do you own it or do you

deflect it? Do you blame others? Let's say you're running late and there's traffic. Do you blame the

traffic or do you blame you not leaving on time? Well, it's easy to blame the traffic. And in sales,

if you have this external locus to control, there's always another reason.

And this creates the opposite of learning.

Meaning learning is when something goes wrong, you say, what did I do wrong?

And how do I prevent it in the future?

Everybody does stuff wrong.

It's okay. If you have an external locus of control, something goes wrong, you find something outside of you to have caused that problem. And you don't learn because all you learn

is to deflect, which is a downward spiral.

And today's guest has this internal locus of control, has gone through many different

industries.

And this is critical because too many people think that sales is solely business acumen. Business acumen is a big part, but it's not the only

part because we're not here to just answer questions and service the prospect. We're here to

sell, which is very different because if you have an

internal locus to control, you learn that clients don't really know how to buy in a lot of

cases. Unless you're selling something that's known and they've bought it before, how would they know how to buy it? We believe this,

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