What if you're not a natural salesperson? What if you don't have that DNA? I don't

know if you caught 60 minutes recently. They did this episode on dogs, and what

they did was the dogs have this gene, domesticated dogs, have this gene that

wild dogs don't, wolves, and this gene makes them friendly, and there's also this

condition in human beings that also have this genetic element. My point here is

that some of us have a natural tendency to be great with other people. Friendly,

gregarious, interesting, outgoing, whatever it is, whatever you call it, and in the

simple sale, this is a great match. In the complex sale, it's very different. Yeah,

sure you want to have the ability to connect with another person, to break the ice,

to start a conversation, to turn it into a meeting. But is it that critical? Isn't

the how you will, how well you play the game just as important as how well you

communicate. This is the topic today for today's interview. We've got a great

guest, came highly recommended, and you can hear it in his transformation. Now, he

has an enormous driver, very competitive, very smart, went to Brown, Ivy League

School, isn't it? And applied it to sales. And this is what I really love, because when

we were in high school, we thought, I'll get the SAT scores, go to the best school, get

into a big company, and then we move into sales. What I like about this is that, I don't

know about you, but when I was at college, age, I ended up going at night and working

during the day. But, you know, my contemporaries, my friends, you know, was all this battle

to get into the best school, then to get into the best company. And I saw even, you

know, the valedictorian, you know, getting into great companies, but then failing for

some reason, or not having the success. And then I look at the people who got into sales.

...