For those you're trying to raise money, that's take sales. You're trying to raise money from investors, that sales.

When you're trying to fill out a job application and go do a job interview, you're selling yourself.

So this applies even if you're not a sales person.

Hey Ty, let me say one thing about that though, because when we hire sales people, we put them through a simple test that anyone can use.

And we use a ping-pong paddle.

And I get them through a few phone interviews, I like them, I bring them in, and I literally just say, hey, sell me this ping-pong paddle.

And what you're looking for is that the talent at sales people are going to start with questions.

And the people that don't really know what they're doing are going to start with features.

So a good sales person will be like, oh, do you already play ping-pong now?

Like how often do you play? Like how good are you?

And a bad sales person like immediate is like, oh, that paddle has this wood, and your handle never sweat.

And these balls, like these balls don't even go off the table.

Like they go to the features, they go, and you can't sell a solution if you don't know what the problem is.

If you don't know if there's a need.

So if there's one thing I could hopefully teach your audience is let your defense mechanism be questions, not answers.

Yes. So when you don't know what to do, when you're on a phone, when you're stuck in sales, on a sales call, when you're stuck,

and by the way, for those of you trying to raise money, that's take sales.

You're trying to raise money from investors, that's sales.

When you're trying to fill out a job application and go do a job interview, you're selling yourself.

So this applies even if you're not a sales person.

When you want to raise if you have a job and you want to raise, you're selling.

So one of the things, for example, that Chris is saying, that I've used is basically one of my mentors, I just posted on Twitter, he used to tell me,

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