You start with the leadership, and you can really, you can get there very quickly by simply adopting the servant leader mentality.

In our world, when we're talking about growth and working with people in terms of persuading them to work with you,

you can easily live or walk the path of a servant leader by focusing on their goals.

And that's what you serve.

You end up serving your client's goals, but you lead them down your path. So the idea as a salesperson is that, or as a CEO of a

company, you understand the path to success. You're simply looking for people who are willing to pay

you to walk that path. And the way you do that is you identify folks that

they're looking to achieve, that you know your path is suited to deliver. So what we're doing

is when we're working with salespeople, we're helping them think about becoming expert in their

path, thinking about them changing their perspective, their self-view from being a salesperson in this

zero-sum game, either I win or I lose, to helping them think of themselves as a leader.

My job is now to take control of this conversation and help you walk through the buying cycle,

that decision cycle, because I know I can get you there.

And instead of me pitching you on my product or service, I'm going to spend most of my time understanding your goals,

the impact of success or failure, the impact of doing nothing, what's been blocking you from getting there,

and then helping you understand my solution in the context of those three

questions, the answers of those three questions. And by doing so, I become less focused on me

as a salesperson and much more focused on my client. They have a unique experience because

very few other salespeople operate this way. You don't sound like a salesperson. And instead of

you selling, it's more like them buying. So it's nice about this way. You don't sound like a salesperson. And instead of you selling,

it's more like them buying. So it's nice about this approach is as a servant leader, if somebody

has a goal that I can deliver and they have an impact that creates enough value, now I can

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