What if you were selling into a really hard space? And it was phone only. How hard would that be?

Every day just getting in there and pounding the phones, trying to find people in a really tough market where timing is critical, where you have to start the sales process, sometimes nine months a year ahead of time. Sound familiar? Well,

that's what we're going to talk about today. And then the other elements, how do you get better at it?

How do you keep your mind open to improvement? How do you have that performance mindset? Not the

knowledge one that everybody has or the, I'm the best. That doesn't get you better.

That gets you, it kind of sink backwards. And sales every day is a performance. Every sales call is a

performance. It's how well we do it, how well we connect with that other person. And how do you get better at it?

You have to work with other people. You have to be open-minded. You have to look for what can get

improved. And the question that I always used on myself that keeps me out of the B-player trap is,

I assume I'm wrong. Instead of assuming that you're

right, if you assume you're right, that's confirmation bias. If you assume you're wrong,

you've got to get curious about how you become better. So let's get in the interview. I'll

sum it up at the end. Really, if you're in the

courses, make sure you check out the office hours. We had one yesterday. It was really fun. I gave

an example of somebody who's in both courses and is on his second job and he's just crushing it.

And we show his exact workflow it's also in the

one-on-ones and start the conversation get the meeting here we go with the interview hey adam

thanks for joining us today is way getting started gives a little background on yourself thank you

for having me ron i am been in sales for quite a long time. I started

telesales over the phone back in early 2000s. And so I've pretty much been doing that ever since.

And then I've recently, I guess recently 10 years ago, started doing call coaching with my teammates and my team members, and then got into the player

coach role. And so I'm still doing the player coach role to where I'm still doing a little bit

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