One of the side effects of being in sales is we become very good at persuading ourselves

meaning that we know how to and we learn how to persuade others with questions, with statements, with

stories, that we all of a sudden we apply it to ourselves can be helpfulful, but it can also be hurtful.

Because we can convince ourselves

that something is true that isn't true or something that's false that is true.

And this creates a problem because we have false beliefs. And everybody's pretty good at this. We call these rationalizations. Let me

give you an example this week. There was a I did a post a video post about practicing in sales and

giving brevity pitches the example about a great way of doing it and this older sales rep goes no you

got to you got to do it in real world it doesn't matter unless it's doing in real

world a pilot isn't going to learn how to fly on the ground. He's

got to get up in the air and fly. And I got into it with him. I go, well why do we have

fight flight simulators then? got into it with him. I go, well, why do we have fight-flight

simulators then? Well, yeah, well, that's different. No.

He was rationalizing why he doesn't want to use a particular product or an idea. And I get it. If you're

used to wing in it your whole life, the last thing you want to do is proved that

winging it is not good. I know winging it is the dominant sales process today, but let's face it, winging it is reactive by

nature. You're winging it. It's not proactive, it. 100% reactive.

And since it's reactive, you're not preparing for it.

So you're putting no thought, practice, or concern about it.

And here's the challenge is that he's talking himself out of making more money.

And he thinks he's smarter by doing that.

That's the challenge with rationalizations. Now here's the thing. I asked him have you tried it. Of

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