Let me ask you this. Have you ever felt one day when you're prospecting that my

clients they just don't get it? Here we've got this great product that solves a

problem that I know they have and I try and

communicate with them but they're just not getting it. I felt that so many times

through my career and it's natural and that's one of the topics we're

going to be talking about today is how do you manage your emotions around that and

I assumed it was empathy, but that's only partially correct.

What it is is a lot more. We'll get into it in the interview. But before we do, have you checked out brevity yet?

brevity pitch.com? The product, I'm spending my weekends and nights developing my sales skills with an AI

interactively verbally and it's fun educational and I think you'd really enjoy it too. I put out a demo of it on my

YouTube channel and if you think it's a match for what you guys are facing

bring your manager and get a demo of it at brevity pitch.com.

Here we go with the interview. I'll sum it up at the end, but listen to the outro on this one.

Because the distinctions here are subtle but critical. Here we go. Hey, Ian, Ian, thanks to joining us today's way getting started.

It gives a little background on yourself.

Yeah, so my name is Ian Franklin.

I've been in sales really the way I look at it now the majority of my life

My my initial reaction to calling myself a salesperson was less enthusiastic, I would say.

And it wasn't until somewhere along the line I realized it doesn't matter the situation you're

selling something, right? Whatever we're involved in, we're selling something, whether it's

to ourselves or to other folks.

But so really from a young age,

...