In sales there's two major mindsets and different ends of a spectrum.

At one end there's the tips and tricks mindset.

What do I need to do or what is the least I need to do to get the next milestone that I want?

And at first they first this may seem fine and when you're just starting in sales it is

fine it's okay but what ends up happening is each milestone becomes unique,

meaning that you're not learning from the last time,

you're not preventing little bad things from happening, ghosting, not now, no decision.

Now at the other end of the spectrum is it's just the opposite. It's the person who looks at

sales as being a student of the game. They study the game, they analyze the game,

they're passionate about it. They learn more and more and the more and they're passionate about it. They learn more and the more they learn

the more they find out how little they know about it. This person, more like a maverick, where they really are passionate about it.

They dig deep and broad, and they don't just want the next milestone they want to become better and better

at sales a student of the game. Now we see this in life all the time. We have friends who will do as little as possible to maintain

the friendship. Workers who will do as little as possible not to get fired as opposed to the people who will do whatever it takes to get promoted, get the

bonus, get the next role, the next great territory, whatever it is. We see this all the time and take the rationalizations

out of it. Which one do you think is going to be more successful?

And when I train salespeople, I get this all the time where they take a little bit of the course

because they get a little bit of the course because they get a little bit of success.

And then I see other people who engulf in the course, they sign up for the course, they do the

one-on-ones, the office office hours they ask the questions they come with

case studies they really want to become great at sales guess which one's going

to become great at sales if you stick at the tips and tricks, the minimal viable effort

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