The hard part about interviewing great experience sales people is that sometimes they don't

know what they're doing differently, and they tend to boil it down to a platitude.

Oh, it's all about relationships. It's hard work. The harder I work, the luckier I get.

And those platitudes are nice, but as a listener, you're probably like, well, I know that.

That doesn't really help me.

Well, today's episode is just the opposite.

This is one of the interviews where I'm talking to a great salesperson, and it becomes very clear why they are doing so well.

Maybe because we have similar backgrounds and viewpoints on the large complex sale, or have sold deals that had similar problems.

When I teach clothes in the complex sale, the patterns become very clear.

Is that we tend to fall into that commodity trap where the person we're selling to views us as a thing that has a cost.

And it'd be nice, but we've lived our whole lives without it. Why don't we wait? Sound familiar?

People call it no decision, status quo. But ask yourself, I mean, there's hundreds of things in your life that you're looking at, thinking about pondering.

But you only buy a certain few. You don't buy all hundreds of them.

Let's get into this interview. I think you're really going to enjoy this. This is a keeper.

This is like one of the ones you save on your phone, or on your desktop, or iPad, for future reference. It's that good. Here we go.

Hey, Scott, thanks for joining us today. Is where are you getting started? Give us a little background on yourself.

Yeah, thanks, Brian. Yeah, so I've been in the supply chain industry for really the last 30 years started out as a technical guy, actually computer science and engineering as a programmer.

And I did that for about four or five years and worked as a sales engineer for a number of years.

And I saw the sales guys like in these suits driving these cars, having all this fun, making all this money, doing all the work.

Yeah, right, right. Exactly. I'm like, I need to be doing this.

I'm on the wrong side of this equation. Seriously, seriously, right? So I took the leap, took the leap to work in sales and got a real education in the mid 90s.

To just hardcore sell them printers and multi function copier machines like the like the heart. I think I jumped into some of the hardest stuff you could possibly do.

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