You can run a good Discovery and your prospect will hate you for it and never buy..... OR You can run a good Discovery and change your prospect's life (and, they will buy). The difference is skill.

Underpricing kills seriousness. Overpricing kills speed.

Markets that sell *permission* grow. Markets that sell *possibility* collapse. Choose accordingly.

Is the future economy going to be divided into these 4 buckets of people?

"Homework" kills deals. If your prospects are asking you to do a bunch of "homework" at the end of the sales call (get me a reference, send me xyz)... you're not working hard enough in the sales call. More work done ON the sales call = less (or no) homework = more closes

Was good to be on the road at 6:30am this morning (no traffic) and in the gym by 7:00am (no traffic. Nobody working on New Year's Day apparently -- good day to hustle while your competition sleeps

When a sales team is celebrating "good conversations" or "promising deals", there's a problem.

Work-life balance? The only balance you should be worried about is your BANK BALANCE.

When AI says "It's all Greek to me"

If you have to ask for the sale.... You screwed up somewhere in the sales call.

I can only really enjoy coffee at two temperatures; lava hot and icicle cold

The biggest tell for a bad businessperson? Interrupting. Interrupting in conversation is a BIG GUN that should only be used surgically in very rare instances. People who do it constantly = toxic. Avoid

95% of people only become willing to change after they've lost something irreplaceable. Changing before that is too hard for most.

Unless you've taken over 1,000 sales calls your "instincts" on the call are likely pushing you to do exactly the wrong thing on every call.

You can’t expect to effectively change anyone else’s mind, if you can’t change your own.

it's worth noting that just as we sell with logic and justify with emotion, prospects use emotion to appear sold, and then escape accountability and get off sales calls using logic. "I just need to get my wallet" "I have to go to the bank" "I'm waiting for funds to clear"

I taught ChatGPT how to use open loop selling Now I can't stop talking to it

Crude oil seasonals.....nothing to see here folks