One of the things that I see in all the great sales leaders or sales people that I interview is that they have a process.

Now the word process triggers a lot of sales people. A lot of people think it's a rigid step by step sequence.

That's kind of what your company thinks the process is or how the world should work instead of the way the world really works.

I look at process is defining your game, your own process. There's a sequence to it. It may not be

rigid. In most cases it should not be rigid. In most cases it should not be rigid. But there should be an objective.

There should be some steps like every sales conversation has an opening, a little bit of

rapport building, a couple of questions, get people focused and then have a next

step. Now that seems really simple but what

ends up happening to us once we start talking to, we're trying to get into rapport with them, a flow state with them,

hopefully. And then if they want to do something, we tend to agree.

And a lot of times, that's okay.

But most of the times, it's a trap,

meaning that the client doesn't know what they want to do.

They have feelings, they have their own instincts

that they're going through.

And most people, the instinct is always to wait. It's risky to change. It's risky to spend

their time, their money. And so they what are you hands up happening? You get into the

commodity trap where you're just a thing

that costs money and they forget what they get for that money the value and the cost are not

connected they're The value and the cost are not connected. They're disparate. They don't see the value. They feel it a little bit, but they don't want to see it.

Remember, people hear what they want to hear

and disregard the rest, including ourselves.

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