If you were to ask most salespeople, what's the key to prospecting?

Most of people would say, ah, it's coming up with that right pitch, that right approach,

to get the person interested and go from completely unknowing about the problem to now interested in it.

That magic pitch, a better pitch. That's what we'd all

say, isn't it? Your pitch must be wrong. Your messaging, your sales ready messaging is not strong

enough. You need the why now and the why you and all that. And that might find interest. But in sales, we've got to be smarter

than finding interest because we're in a predicament now. Because interest tends to find us.

And if you think of the number of people in your territory that are in active pain,

you think it's probably what, five, ten percent? Think again, it's probably near one-tenth of

one percent, maybe. That's why it's so hard today. Today's guest has a very different approach.

It's not about finding a better pitch.

It's about connecting with the other person.

Oh, I know you've heard that a million times.

It's all about relationships.

Well, okay, let's boil that down, though.

Let's bring it down to something that's

tangible. It's how well you connect with that other person. And there's a sequence to it.

I hate to use the word cadence because everybody thinks that's the pitch better, pitch more,

put it to the top of the inbox. How's that working for you?

Not many people are telling me it's working effectively. That's why I started the, start the

conversation, get the meeting course. But today's guest isn't an athlete, started it as a comedian, which fits really well into the model of sales

because it's about connecting with your audience.

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