Today I got another great guest, a very senior sales guy, and we get into what he's learned

along the way, what he would do differently if he had to do it all over again, and how you can

take his lessons and apply them to your world. Now, in sales like the rest of life, we tend to repeat our mistakes until we learn

to prevent them. I had a call last week, and we were talking about preparing for that first call that first you know

discovery call and the reps were having a hard time getting to the problem that the

person is facing and I asked I basically asked so what goes wrong on those first calls? And they brought up that

point. And I go, well, how can we prevent that? And people are going, well, what do you mean?

I go, how do we reverse engineer what we hypothesize their problem to be? It's not like 20 years

ago where you had to go drive over there and see,

today you have the internet. You can do some research. You can learn how to come up with what you

suppose their problem would be and kind of work around that. You don't have to use direct questions.

Now, wait a second. What if you could practice that? The product versus problem conversation.

Just that. Not the rapport building, not the closing, but just that part, that atomic part.

And you could practice it as long as you want it and a bunch of variations and have it sound

pretty much identical to one of your prospects. That's the power of brevity's prevention drills.

Go to brevitypitch.com and check it out.

Get on the wait list for brevity play,

which will be a 30-day e-val copy, a subset, capable of doing a lot of things, get you a sense of it,

and it works on your phone. No app, no login, nothing to remember, just your phone.

Low friction. Check it out. We'll be approving the people on the wait list shortly. It's really going to change the way people sell. See, today, people think

sales is just an activity, like it's labor. It's a lot of work, but there's a whole lot more

performing art to it than just labor. It's a lot of work, but there's a whole lot more performing art to it than just labor.

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