Welcome to the American Negotiation Institute's podcast, where we will teach you the skills you need to get more out of life.

And now your host, Kwame Christian.

Hello and welcome to another exciting episode of Negotiate Anything.

I'm Kwame Christian. I'm a business lawyer by trade,

but my passion lies in teaching you the keys of persuasion and conflict resolution.

My goal is to empower you to engage in these conversations confidently and effectively

by not only sharing what works, but by also uncovering why these techniques work

through revealing the psychological principles that

lie behind persuasion. Our guest today is James Rory's. James is an author, investor, trainer,

and coach who is passionate about empowering and transforming modern sales and customer-facing

teams. I know you're going to get a lot out of this one. So without further ado, let's jump into the interview.

James, thanks for joining us today.

My pleasure.

So how about you get us started by telling us a little bit about yourself and what you do?

So James Rorys, I like to think of myself as a coach.

I'm also the CEO and founder of Flores Group.

Flores Group is a company that has tools that help empower

salespeople and transform sales forces. We tend to work with any company from a startup to a high

growth, mid-market company. And the key for us is to help organizations think about how they can more systematically

and predictably drive growth in their organization. Typically, sales is one of the last

areas of expertise that small and mid-market companies develop. It's after generally building

the best product in the world, the best service delivery team, best infrastructure,

...