Today the conversation is a little bit different, but insanely important because if you can see this skill in yourself or come up with a strategy to prevent this, your revenue, your sales is going to skyrocket because in the last you know seven years rocket because one on one on one is very

one on one is very different than in a group very different.. One-on-one you can kind of dig into their thinking. You can kind of empathize with them. In a group people are kind of playing team member, so they kind of put on a facade.

I guess you get a little bit of that on the one and one, but the distinction is you kind of ask

yourself why are they not doing this step?

And it's not just one person it's 95% of the people aren't doing it and you know I

sometimes ask and they say, well, I did something like that, which is kind of an excuse.

And the reason I ask, it's not in an administrative step.

It may feel like that, but it is a profound step.

Because if you don't understand the game you're playing, how are you going to win the game?

And sales, we try and condense it down to a game so it's understandable not that it's a you know kids playing games but that it you can

Condense it because what most people do in sales is every situation is this unique

snowflake that's never been seen before and never will be seen again in the entire history of mankind.

No. It might be a little off.

The people are different. The company's different, the timing's different, but the situation has happened

a million times and will happen a million more. And I kind of didn't come to this realization of what's causing this until I kind of went on my little weight loss journey because I was smart enough or knowledgeable enough to know that, you know, I don't

need a book on dieting. I know it's calorie deficit. I know I'm eating too much. So the first

step is become aware of what you're eating. Give up the thing that will have the most reward and be the least

painful. Okay, do that, but I'm still a mammal. I still have hunger feelings. And what I learned was hunger is a survival feeling. We all know that, right? But wait till you're hungry.

When you're hungry, it hijacks your prefrontal cortex,

meaning that you're not thinking you're reacting.

You are essentially a mammal.

Without that consciousness, without that sense, that intelligence, to know that the hunger, I'm not starving to

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