Probably the most important part of selling is the connection that we build with the people that we are selling to, selling with,

communicating with, and that connection we think is probably a little better than it really is, but we

need to test it.

Do they want to talk with us?

Do they call us back? Do they reply to us? Do they

engage with us? Do they seek our opinion? Do they believe us? Do they want to engage more and explore what's going on?

And I think this part of sales kind of got run over about 10 or 15 years ago. When the Challenger

sale book came out, it kind of deframed the value of a relationship in a sale and it made it the best are the the

debaters the people who bring insight. Well, okay, that's a skill, a technique.

Useful in some cases, dangerous and others.

But how do you get that meeting? How do you get that

conversation even started? That's a connection. That's rapport. That's

charisma and charm. That's

personality and likeability and that human chemistry that we have with each other.

You know what? Probably the people that you've become friends with. There's some kind of chemistry, some reason why you enjoy each other's company.

It might just be convenience. It might just be period of life. You went to college together or you work together or you live near each other.

Or it could be based off of how much fun it is to be with them.

They like the same things, or they show interest in us.

This is what I'm going to be talking about today,

and by showing you an example of somebody who has mastered it and applies it to sales,

you'll start to understand what sales is really about.

It's not your value proposition, it's not your

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