Today's interview has a very important lesson, probably one of the best lessons that we can learn in sales, in that some of the things we need to become better at, and some things we just don't need to do.

And we may have either a bad habit or an annoying habit or a lack of something.

The classic one is the one we're going to be talking about today.

It's probably the dominant one in sales where we talk too much.

Or kind of the side effects of talking too much, not listening, interrupting.

It has a lot of side effects.

And the interview isn't about just that.

It's about how do you grow as a salesperson?

When you get into sales because you want to explore something new.

You get sick of what you were doing and you want to become good at it.

How do you do that?

Fast.

Let's get into the interview.

I'll sum it up at the end.

I'll also give some examples of the classic other ones that we see in all people,

regardless of what they do, but how they

really affect us in sales because our income is based off of our effectiveness. Here we go.

Hey, Ray, thanks for joining us today. As a way of getting started, give a slow background on

yourselves. Morning, Brian. Thanks for, thanks for having As a way of getting started. Give a slow background on yourself. Morning, Brian.

Thanks for having me.

I've been in distribution sales for, gosh, probably about 28 years.

Engineering, purchasing, project management, personnel management for almost two decades before that.

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