Today's topic we really haven't covered before, at least not in great detail.

It's about reading the situation, whether it's reading the person, the company, the deal, how well the money. the

deal, how well the meeting went. It's a critical skill. And I had done a video about this on

LinkedIn a while ago and somebody had commented, isn't that just

experience? Well, no, experience is doing things over and over again. But if you don't pattern match, meaning keep track of these meetings,

distinguish good ones from okay ones from not so good ones and what's the difference not just

grade them but understand the nuances of them this This is innate in us, but you have to be proactive to become good

at it. You could take 10 years to become good at it or you could learn it really quick.

I liked this skill because you would have you know all kinds of ideas and things to do during the day, but if you don't prioritize

them because prioritization is really grading what's more important than the other.

And you have to do that somehow.

And I think this is something that is kind of overlooked today because we're using a CRM to show us what we should be doing that day or what we are told to do that day instead of our own planning and it fits so many things.

For instance I was just listening to a podcast, remember the old love line in the

90s, Adam Corolla and Dr Drew had this radio show where people would call in and ask all kinds of questions.

And Adam Corolla, if you don't know, is a comedian.

Dr Drew is a board certified physician and so they have very different views on it and that's kind of why it worked that chemistry of a comedian with kind of, you know, real strong common sense, I would say, and then you had the

doctor with the medical training and you mix them together and they could read the problem and prescribe a

remedy, an approach, a next step. And I love listening to it because I liked how they use questions to peel back, but there

was a lot of pattern matching, a little too much sometimes, but they were in a very short period of time being able to talk to

somebody on the phone they've never met they're not looking at and try and help them. In sales, we cut pattern matching everywhere.

It's not just time management, it's what deals to work on and how and in what order.

Instead of what we tend to do is be reactive and either do what we're told,

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