What are the most expensive lies in our life? Are they the big lies or are they the little,

the little white lies that we tell ourselves, to protect ourselves, from doing the things that

we know we should do, that we know will have the impact on our life that we want, but they require a little

discomfort, that little startup time, that little reflection and the ability to crack our ego.

These little white lies, rationalizations are what kills salespeople. They're the most expensive.

I bet today, like me, I'm no different. I'm not saying, I don't do this. We all do it.

The big white lies, our little white lies in sales, are preparing for calls, practicing, thinking through the sale,

instead of telling ourselves, we've been doing this forever. I've done it a million times.

This one should be easy. I got this. We all know what makes people great at anything.

That 10,000 hour rules.

If you haven't read Malcolm Gladwell's The Outlier,

you don't have to read the whole book.

You can just search 10,000 hour rule.

The premise of the rule is that anyone can become great, not just good,

great at something if they have 10,000 hours of deliberate practice. Now, in sales, that's hard.

That's really hard because that's not five years because we're not having deliberate

practice every day. We're having malpractice most of the days and a lot of time gaps trying

to get to that real live conversation.

But today, you can do it wherever you are at any time for as long as you are with no downside outside of your head.

The only downside is what you're telling yourself.

If you can talk on the phone, which I think we all do,

you can play. You phone, which I think we all do, you can play.

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