Well, psychology seems to be the most common degree that salespeople get.

The least common, I think, is physics.

And we've got somebody who studied physics today.

And we're going to talk about how that played into his sales approach.

Now, you would think it's a mismatch.

But you can't apply it because sales,

you need those two things that drive, that will. But you need this kind of other motive,

the desire to solve the puzzle, to solve a problem, to figure out a mystery, to solve the sale.

And we think of it as just closing the sale, but we really have to understand how can it get done.

And too often reps exclusively ask and hope the client knows.

And this is a rookie mistake.

And it's a mistake that perpetuates because our managers tell us to do it. Just ask them how their purchasing process works. And the person's

never worked with their purchasing process. It's our job to lead, to guide, to kind of hold their

hand through the deal-making process. So we have to know that. We have to already understand how companies buy,

administratively, politically, economically. And let's get into it. I think you're really

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