Each of us in sales has a choice every day. Do we just do activities? Do we treat

each prospect as equally likely to care and want to learn about our product? Have the problem

that we solve? Or do we spend time thinking like a detective? Who is most likely to have committed

this crime? Who had means motive and opportunity? Now in the US there's a big murder case that's

going on today and it's kind of crazy and I've been kind of following it but not seriously and

then they arrest this guy and I was like well how do they know how he did it? Now they did some great

detective work that there was DNA at the site. The DNA was not in their database but they can go

to these public DNA databases 23 and me and the others. I don't know which ones are public and which

ones aren't but they can find people in there that were related to this person. Oh here we go

and then they've got a ring doorbell picture of a car driving by at that time. So now they

they've got DNA, car and all of a sudden they've got a suspect and then they can get the cell records

and say well wait a second where was he at this time? Oh he turned his phone off during the time

of the crime and then turned it back on right when he got home and then leaves the state gets pulled

over twice. Now my point here is you could go about trying to find out who committed this crime

by motivation? Why? What did they have to gain? That didn't get anywhere because it didn't,

it seemed senseless so there's the motive isn't clear but if you think if you put your effort

instead of into activity you know talk to everybody walk around the town interview every single

citizen that's the census taker approach. The detective approach is well I could do that but

I don't have time for that. I have to think through the evidence that I have and see if I can

trace it to a possible suspect because since it's a senseless crime there's no motive or no clear

motive or known motive. So you can say well was there some revenge, some jealousy, some kind of human

emotion that would cause such a horrific crime? No there wasn't but at least not apparently.

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