Putting the right structure, the works with human behavior.

It allows a human being on the other end of that phone or a zoom meter in person to want

to engage with you, to want to open up to you.

Selen becomes very easy.

This is the Playbook.

Welcome to Blue Wire Studios.

This is David Meltzer with the Playbook here at the Win Hotel in Las Vegas.

I'm so stoked right now because I have Jeremy Minor, Founder and Chairman of the Seventh

Level, and Jeremy is an expert of my favorite topic.

And I mentioned earlier to you, it's a topic of articulating value to exceed what we're

asking for.

I think people lose sight in sales about what your main objective is, and it's to provide

more value than you ask for, and your statistical success can go way up.

Now, there's a bunch of different steps within that process, and you're an expert at not

only doing it yourself, but something rare about a guy that can do it himself, and I see

this all the time, you can teach other people to do it as well.

That's the rumor.

Yeah.

There's a nasty rumor out there that could be a possibility, yeah.

And you know, I ran a very large sales force in my 20s, and I would always make the mistake

that I take my top sales guy, and I turn him into a manager because he thought he wanted

that stability.

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