I would say about 80% of the salespeople I talked to want to learn just enough to get the deal,

just enough to make their number.

And this would seem like a wise and prudent strategy.

Except, once you get that number, you've got to do it again, and you're not compounding. You're not really learning you're learning enough you're not pushing yourself a little bit and to get too comfortable.

And the thing that people don't get about the comfort zone

is that it shrinks.

It doesn't grow naturally.

Naturally, it gets smaller and smaller. grow naturally.

it gets smaller and smaller and we don't notice it.

We wake up one day and we're like, remember the time I felt comfortable doing that I could

do that all day I really got fired up about this and then all of a sudden you go no I

don't do that anymore.

In sales, we have this constant need

to be curious.

And the curiosity people tend to lose. And it really is a fire inside of us. We have to have a why

because our brain is always asking why am I doing this? That's why Commission works so well. It gets us hyper-focused.

It gets us away from playing stupid games.

The smartest thing I ever heard from a rap that I worked with is like you only get paid on the deals that close.

Why waste your time on deals that won't close, can't close,'ll never close. And everyone thinks about deals logically. No, it's people, it's

emotion, not completely, but mostly emotion.

Rationalized with logic, it's kind of like the inverse of why they buy.

They buy for emotional reasons, justify it with logic. They don't buy for

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