Got a great one for you today. This guest is a little bit more serious and more intense than most of my

guess. I do a little bit of josh and around, but this guest is pretty buttoned up, very focused,

and you can see why he's successful. The asset test that I have in my mind when I'm talking to these great salespeople is,

would I like to compete against this person?

And in this case, I definitely would not want to compete against him.

He definitely knows his stuff.

And if you really pause and write down what you hear today and ask yourself,

how can I implement this into my world, into my sale, regardless of how hard it is?

Because what he is selling, I got to believe, is up there in the hardest of the hard. It's viewed as a commodity.

Lots of people sell it. It's business equipment. Every business has it. Every business uses it,

but there's a lot of people that sell it, and it's contract-based, meaning that people sign up for

multi-year contracts.

So there's a window of opportunity that only comes around every so often.

So you have to build a no like and trust relationship before that time happens

and be able to keep those deals moving and separate yourself from the alternatives. Sounds easy,

right? I've got a few people in the courses that are in this space and I empathize with them. It is a hard

space. There's probably no inbound. It's all outbound, all cold cold competing against a lot of people with people who are

beat up by people coming in after them so I think you're really going to get a lot out of this

this is one you might want to check out on YouTube as well but take notes I'll sum it up at the end. And if you want to

become really great at sales, go to b2brevenue.com. We had a great office hours yesterday,

coming up with really great solutions for people. When they're able to share their ideas with

other people, their challenges, because we're all facing similar

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