Today everybody thinks sales is just a bunch of motions and plays.

Have that disco call.

How do you run a disco call? How do you run a demo?

What we're trying to do is break sales down

into these chewable chunks, which is really,

it's actually good. The problem sometimes is if you only do that you get

stuck in the rep trap, the sales rep trap. When you act like a salesperson, you get treated like a salesperson. A lot of people

don't know what that means. How many sales people do you want to talk to? Not many. But how many people do you want to? How many

friends? How many smart people in your industry would you like to have a conversation with? Probably a lot. To learn, to

understand how other people do things. What are the things that you're missing that

you're overlooking that other

have solved.

That's interesting, isn't it?

That's probably why we go online, why we listen to podcasts,

why you're listening to this.

Maybe you want to hear how other sales people are successful. I try and

have the very best sales people in the world on the show and today I've got one and they all they want to do is share they want to

express their journey how they learned how to become great at sales and universally it has not been motions and plays.

They're a good place to start. They're under the assumption that every sales call is pretty much identical, that there is already

interest established, there's a need already existing, there's awareness of the problem and the desire to solve it. But do you run into that that often? You run into

ingredients of it. Morsels, something to work with, but can you build it into

curiosity and interest and urgency? That's what real selling is. It's not activity. It's not being

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