Real quick, guys, if you can think about how you found this podcast, somebody probably

tweeted it, told you about it, shared it on Instagram, or something like that.

The only way this grows is through word of mouth. And so I don't run ads, I don't do sponsorships,

I don't sell anything. My only ask is that you continue to pay it forward, do whoever showed you,

or however you found out about this podcast that you do the exact same thing. So if it was a review,

if it was a post, if you do that, it would mean the world to me and you'll throw some good comment

out there for another entrepreneur. Coming from downtown Austin. I am... I've been...

Sort of like this content piece has been bogged, you know, ping ponging in my head for a while,

and either it's going to turn out really, really epic, or it will be really not epic, but hopefully

it's epic. So I'm calling this the three horsemen of the sales apocalypse, which are the only three

obstacles that you will ever need to overcome. Now, I contemplated making this super super, super,

super tactical, but like I have probably 20 overcomes for each one of these things that are like,

here's a paragraph, and this is the line of reasoning behind it, but I thought it might be more

valuable for you to kind of understand the theory behind each one of them, because once you

understand the theory behind each obstacle and what you're really overcoming, then it's the

difference between executing, you know, cooking a recipe and being a chef, right? Like a line cook

just follows the steps and the recipe, and then they can reproduce what the chef is making.

So if you were trying to be a chef of sales, then understanding these three things at a theoretical

level will help you continue to develop new things, new overcomes that are specific to how you talk

and your personality and your facility trainers, etc. Okay? So for those of you who don't know,

the three main obstacles that you have to overcome in any sale, not overcome, but that can come up

in a sale. And this is typically when someone, when you have not provided a sufficient gap,

...