You often hear the term will and skill when we talk about sales people.

Sales managers use it a lot. It's kind of an oversimplification of what they're looking

for in salespeople and today we're going to be talking about more on the will side but both sides of will because when you hear will you think of

Great determination resilience. We're gonna be talking about that, but then there's the other side of it, the willingness to change, the willingness to self-reflect,

the willingness to hold yourself responsible and talking about things like

creativity. I've brought that up in several episodes and a lot of people ask me can you give me an example of

creativity and I always respond well that's me being creative not you a lot of

people have a hard time with this because certainly today we're taught to be robots.

Managers and companies think that they can just copy what the unicorns are doing and get the same results. It doesn't work.

They're a unicorn mostly because they had the timing right. They had the product

that was a little early and they hit a wave and they

executed it very well. I don't want to take anything away from them, but most of us are

not working for a unicorn. Most of us are not working for a unicorn.

Most of us are working for just a regular company.

It's got a good product. There's a market for it.

And it's hard to get in front of these people. People are being bombarded by spam all

day long, robocalls, you know the game.

Today's example, I think is, you really need to study

because it has the part of Will, the grit, the the determination haven't done his stories about from

going from door-to-door sales all the way up to selling technology.

And what you hear is a bunch of great examples

of applying both sides of will,

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