The hard part about interviewing great experience salespeople is that sometimes they don't know

what they're doing differently. And they tend to boil it down to a platitude. Oh, it's all about

relationships. It's hard work. The harder I work, the luckier I get. And those platitudes are nice, but as a listener,

you're probably like, well, I know that. That doesn't really help me. Well, today's episode is just the

opposite. This is one of the interviews where I'm talking to a great salesperson and it becomes

very clear why they are doing so

well. Maybe it's because we have similar backgrounds and viewpoints on the large complex sale or

have sold deals that had similar problems. But when I teach closing the complex sale, the patterns become very

clear, is that we tend to fall into that commodity trap where the person we're selling to

abuse us as a thing that has a cost and it be nice, but we've lived our whole lives without it.

Why don't we wait?

Sound familiar?

People call it no decision, status quo.

But ask yourself.

I mean, there's hundreds of things in your life that you're looking at, thinking about pondering, but you only

buy a certain few. You don't buy all hundreds of them. Let's get into this interview. I think

you're really going to enjoy this. This is a keeper. This is like one of the ones you save on your

phone or on your desktop or iPad.

For future reference, it's that good.

Here we go.

All right.

Hey, Scott.

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