One of the things I hear from reps all the time is my sale is different, my market's different,

my rascals are very different, and they're right to a certain extent.

But after the last 10 years of training people and helping people and consulting people

in all kinds of industries, yeah, sure, there's a lot of technology, both hardware, software, services,

security, all of that, but there's also a lot of industrial clients I've had. And everyone kind of

starts the conversation with how they're different. And it's like, okay, I get it. Yeah, every

deal is a little different. Every person is a

little different. But there's a similarity as well. And your deals, what we're looking for is

similarities. We're looking for things that we can prevent. We know how it's going to go because we've been through it so many times.

If you've ever seen a movie more than once, you kind of, you sense it, right? You kind of know

what's going to happen. That's what we really want to have in sales. We don't want it, not every deal is the

identical movie every time, but the acts and the players and the sequence and the outcome

tend to be very similar if we pay attention. So today, the guest is probably a little bit different than most

of our guests, but the lessons are the same as far as determination, consistency, being all

about the client, serving them, starting conversations with them. And this guy's got a great opener.

So you've got to listen through it. So don't just hear it and say, well, that's not what I sell

so it doesn't apply. Well, believe me, when you teach people who pay for the course themselves,

they are in pain. They're in active pain.

They've tried a bunch of stuff. They try all the free stuff first. Then they come to the course.

And because it's a little bit of work. Okay, I get it. Let's get into this interview. I think

you're really going to enjoy it. Hey, David, thanks for joining us today.

It's where you getting started. It gives a little background on yourself. Well, I've been in the

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