In sales, all we hear about is dogged hard work, determination competitiveness.

And that's a big part of it.

But when I'm learning from these great salespeople is there's another part of it that's a motivator.

It's the solving of the problem.

It's the curiosity in what the client is up against. It's trying to dervel or

the mystery of how to get a large deal done, how to help a company, a customer out, and get

that transaction and transformation that we both want, complete it.

And this is a great motivator for great salespeople.

Now, most salespeople get stuck in the talking about what it is they do, how's it work,

how's it better, how much are you going to save your ROI?

And the thing we miss about sales is that it's kind of all of that.

It's up to us as the chefs of the deal, of the project managers, of the orchestrators,

of the conductors of the deal to pick out what ingredients and what levels

at what time and in what way we should use them. Sounds complicated? Well, that's why they call it

the complex sale. But when you're able to have that curiosity, that becomes the craving, your passion, the motivator for you to do that, to figure it out.

And today's guest has got a great background.

What's turning out to be the most popular or consistent degree in salespeople psychology and his father was a

psychiatrist or psychologist and that curiosity that his dad had kind of transitioned or transformed

his son and some early Girl Scout cookie selling also helped. But listen to the

differentiators, the drivers, the passions, the curiosities, the cravings that this rep has.

And see if you can develop that in you. Don't look for just innate things, things that are

already there because you chose this career. If it's not a great fit, okay, move on. But if it is

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