Hi, you're listening to the Naval podcast. This is his regular co-host, Nivvi. There's only two things

you need to know in life, how to build and how to sell. Today we're going to talk about the sales side.

Naval is a particularly gifted seller and some people have accused him of having his own reality

distortion field. Yeah, so I've never taken a class on sales. I've never tried to be good at sales.

I don't even know what sales is. I don't sell. I just try to figure things out. And then if there's something I believe in, I try to convey that as accurately and honestly as possible to the other person. And there's no sales skills involved. I think the full extent of my sales training is I watch Glenn Gary Glenn Ross.

I think that was good.

I recommend it.

I read Robert Caldini's influence, his original book on Persuasion.

You can skip the second one.

Like most sequels, it's just not needed.

It has one good idea in there, which is anchoring, but that's it.

Robert Caldini popular as Class R, which is consistency, liking, authority, scarcity,

scarcity, social proof, and reciprocity. Those are like the six ways in which you influence people,

and then his subsequent book he added a seventh, which was basically anchoring.

But yeah, I actually don't believe in

sales. If you feel like someone is selling to you and if you feel like you're being sold,

it's a turnoff. Humans are hardwired to resist being sold to. So I think what matters much more

is credibility. Credibility is way more important than sales. If you want to be good at sales,

quote and quote, then really what you want is you want

to be credible. You want people to trust you. You want to be the real estate agent that

steers people away from bad deals and bad neighborhoods and bad houses so that when the right

one comes along for them, they trust you. You really have to take your ego out of it, put yourself

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