When I first started doing sales training in person, I was always kind of astonished that

people didn't find it that enlightening at first. But then one of the managers says, well, what

you're doing is showing how the magic trick works versus showing the magic trick first.

And I go, yeah, but it's hard to show the magic trick in that context.

And that moment stuck with me for quite a while.

So I keep trying to show the magic trick or at least give the context of it before you show

how the trick works.

Because if you show how the trick works without having that suspense and mystery up front,

people just say, oh yeah, I knew that. Yeah, that's logical. And I

watch this on CuriosityStream. It's one of those streaming services. I tried it out. I love

history and mystery and factual TV, so you don't feel as guilty watching TV compared to

watching reality or whatever stuff on Netflix.

But one of the things was on magic and how magic works.

And there is, you know, a slight trick to it, but there's really no magic,

meaning that everyone can do it, if they practice it enough, if they understand how it works

from the receiver's end of it it and understand that it's performance.

And I think the magic trick performance analogy is more effective than the typical performance

analogy that I give because a lot of people hear that and they think oh singing and dance and no no no

it's how well you sell and although selling isn't a trick and I hate that word because it assumes

that if you learn a trick then all of a sudden sales become simple I don't think it ever becomes simple. I think you start to learn more

and more about it, and the more you learn about it, the more you learn that you have to learn

even more about it, but it becomes enticing because you do become better at it.

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