Sometimes the things that make us great in sales, we have to either unlearn or they're counterintuitive.

And that's what we're going to be talking about today.

I call it the rep zone, meaning we start to talk like a sales rep, act like a sales rep, show our interest as paramountount be that corporate voice, the uptones, the faked enthusiasm,

the talking about business like we have business acumen, and it can come off as cold and fake. And it puts us into this zone of being a rep.

And, you know, a lot of us are trained to do it. We hear our managers do it. But what breaks through

that? What builds trust? It's talking to people

like people, talking about what they care about, talking about commonalities and building from there.

We're going to be talking about this and how it makes a great rep different. Because too many of us, we read

off the scripts, we have our value proposition, we have our elevator pitch, and we have our

call to action, and we send out our spam and our cadences, and we make our metrics, but we're not

selling. We're not connecting with another human

being. We're not starting conversations and getting meetings. Sound familiar? Some of this,

we're never taught as human beings in general. We are on our devices most of the day.

We work through email.

We think in transactions, not transformations.

Sales is transformations.

We have to build a no like and trust relationship with a stranger.

And that is the worst way to do that is to act like a salesperson.

The very worst way to do that. Think of who you would like to talk to least.

Hmm. Who do you want knocking at your front door? Who do you want ringing your phone? Who do you

want filling up your

email? Answer the question yourself. Let's get into this conversation. Before we do a couple things,

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