Today we're another great salesperson. And what I want you to get out of this one is that not only

does it take a lot of reps, a lot of repetition in sales, but it also takes that quality,

focusing in on what does work, focusing in on thinking about the other person. And these reps,

you know, it can take years or it can just take

lots of reflection. Too many of us think it's just reps. You know, I was talking to my chess

coach the other day, and he wants me to spend three, four hours a day playing chess, and it's just

that ain't happening. I'm lucky to get half, four hours a day playing chess, and it's just that ain't happening.

I'd lucky, lucky to get half a game in a day, half hour, maybe an hour. But he says, you need

those repetitions. And I go, no, that's why I hired you. I want to learn the exact process.

And he goes, you're doing really good at it, but you still need the reps.

And I can't argue with him. But in sales, what creates those reps? What distinguishes the good

ones from the bad ones? How do we get better? Instead, what we're doing today is we're looking for the perfect subject line, the perfect

cold call opener, these little tidbits.

Now, are they helpful?

Yeah.

But even if you had it, the tonality, the pacing, the tempo of delivering it takes time.

It does. When I talk to people who are great on the phone,

especially cold calling, that first call, I'd say it's 80% of how they say it versus what they

say. You can listen back on my past ones on cold calling. And it's pretty clear. That person, you know,

you can call it charm or personality, but it's really the perfection or the polishing of that approach.

Because sales, we want to think of it as this game, but it's an infinite game, and it's a dynamic game. It's changing

while we play it. So you can either try and find a way of understanding it to become better at it.

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