One of the things I hear from reps all the time is, my sale is different, my markets

different, my rascals are very different, and they're right to a certain extent.

But after the last 10 years of training people and helping people and consulting people,

all kinds of industries, yeah sure there's a lot of technology, both hardware software,

services, security, all of that, but there's also a lot of industrial clients I've had,

and everyone kind of starts the conversation with how they're different, and it's like okay

I get it, yeah every deal is a little different, every person is a little different, but there's

a similarity as well, and your deals what we're looking for is similarities, we're looking

for things that we can prevent, we know how it's going to go, because we've been through

it so many times, if you've ever seen a movie more than once, you kind of, you see, you sense

it, right, you kind of know what's going to happen, that's what we really want to have

in sales, we don't want it, not every deal is the identical movie every time, but the

acts and the players, and the sequence, and the outcome tend to be very similar if we pay

attention, so today the guest is probably a little bit different than most of our guests, but the

lessons are the same as far as determination, consistency, being all about the client serving

them, starting conversations with them, and this guy's got a great opener, so he got

to listen through it, so don't just hear it and say, well, that's not what I sell, so it

doesn't apply, well, believe me, when you teach people who pay for the course themselves,

they are in pain, they're in active pain, they've tried a bunch of stuff, they try all the

free stuff first, then they come to the course, and because it's a little bit of work, okay,

I get it, let's get into this interview, I think you're really going to enjoy it, hey,

are you a Salesforce user? I know you're paying, believe me, I used it for quite a while, and

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