Hey, before we get into the interview, let me ask you a question. Let's say you've been

working with a client for a good amount of time. Everything's gone pretty well, and you're

anticipating getting the order.

And they either don't reply to you or they give you vague answers.

Now, how do you feel about that?

Let's say they just give you the run around.

I gave it to my manager, oh, it's in procurement,

and you ask for a point of contact, and they go,

well, we'll get in touch with you. Okay.

Doesn't feel good, does it? Now, whose responsibility is that?

I mean, whose responsibility is it to know where the deal is keep the deal move and

close the deal. Is it your customers? It'd be nice if it was, but it's ours.

And, you know, this week, yet again, somebody puts out a post on LinkedIn,

suggesting to customers that it's perfectly fine to tell us you won't buy.

And to be honest with us, so that we don't pester you.

Now, this seems like a logical post. It gets a lot of reactions, a lot of, yeah, that's right. But, am I viewing this differently or wrong? Isn't that an external locus of control?

Meaning that it's someone else's job to tell me the deal is not going to happen? See, I look at it very differently. I say, it's my job.

If I'm relying on the customer to tell me they're not going to buy, I might be chasing them for a long time.

I need to read the room, smell the coffee, be realistic with me. See, you may think that every

sales rep thinks they have an internal locus of control.

A locus of control is how you view the world as far as who's responsible.

Who's responsible for you?

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