Episode 14: How to Push Past Fear in Sales


Welcome to the show everybody. On this episode we talk about emotions. We talk about limiting beliefs. We talk about your fears as a salesperson, and what you’re going to hear is that the fears of a D, I, the S and C are all different. But the thing that we all agree on is that it can’t stop you. Nan shares a story from the field about playing the long game, not being attached to the immediate win, which is super important if you’re out there. And I hope you get a lot else from the show. One of the things to remember is that nothing’s a silver bullet, you’re going to get no’s, that’s okay, you got to put that in the rearview mirror, keep moving forward. If you’re following us, please share it with someone else will be getting any value out of it. Sales is hard, doesn’t have to be harder than we already make it out to be as people. Everything is at Sales Throwdown on social media. Leave us a comment. Leave us a review, hashtag your team, TeamC for the win. And I hope you get a lot out of the show. If you want to take the assessment because you’re not sure where you are, whose team you’re on, please send an email to assessment, a-s-s-e-s-s-m-e-n-t at sales throwdown. com. Thanks.

Ladies and gentlemen. Welcome to the main event. In the D corner we have Clint The Cleaver of Bigelow. In the I corner, we have Al The Gambler Daniel. In the S corner, we have Nan The Promoter Fallman. In the C corner, we have John Small Mountain Hill. Let’s get ready to throw down.

Hey, welcome to the show everybody. Today we are talking about mindset, fear, attitude, attitude. And before we get too much into that, Nannette has a story from the field, which we were talking about earlier. And I said we got to get this on the podcast.

Okay, so this is just an encouragement, basically. It’s not really talking about mastering your emotions, necessarily, but I got a call. Okay, so there’s this group, that the only way you get to see them a medical group, the only way you get to see them is you have to take lunch for 50 people. So the very first time I go to this office, I’m like, All right. So I go to the restaurant, I get food for 50 people, beverages, the whole nine yards. I’m basically a caterer. And I’m walking to the second floor, which is where the lunch room is.

And we don’t mess around when we bring food. Yeah, we roll it out. You know, this was…

It was a pretty, it was a pretty setup. So, I get everything set up. I have all my material ready. And I have my little smile on my face. Ready for, you know, a great relationship bonding moment. The one of the head girl upper, one of the head girls comes up and says as people start coming in, she goes, Oh, my goodness, you must be really embarrassed. And I said, embarrassed. embarrassed. And she’s like, yeah, this is never going to be enough food. And I was like, Oh my gosh, I’m really sorry. Okay, well, I being the little slave, I think, Okay, I’m going to run and go and get it. And, you know.

No, you go get more food away more food. Yeah. That wasn’t enough.

Yeah. And so well, at the end of the lunch, that went fine. It wasn’t a complete disaster, except whenever it was time to leave, the food that I, the additional food had not even been touched. There was still leftover food. So I decided I will never, ever feed that group again. But I didn’t want to completely give up. It’s a really good group. I’m familiar with the head guy. And so I really wanted to continue approaching them.

So let’s pause for just a second. There’s a lot of people who have never worked in the pharmaceutical or medical device realm. And this is a bit of a shock to me whenever I started working with you guys, that lunches is your way in a lot of times.

Some of the offices. Yeah.

Well, it’s like a gauntlet of hungry people. Right?

Well, let’s call them a lunch and learn. You’re not just bringing in a lunch to…

No. Sure. We do get down to brass tacks. There you go. But the door opener is…

Because, because look, we talked about this a lot. Don’t just bring bagels and breakfast burritos and expect that that’s going to make a sale. However, lunch and learns are very effective, right?


Well, that’s why we did it.

It’s one way to get people into a room that you otherwise couldn’t maybe right.

But by the same time, these, excuse me, these front desk staff, they’ve got it figured out. Right. So you, walk up. Yeah. And they pass you the calendar, they just kind of slide it across the table and say when do you want to sign up? And it’s like six months away, right? Because everyone is doing this thing. And so when I started I’m like, oh, yeah, sure. Absolutely. You know, we’ll bring in lunch, I didn’t know any better. And bring in lunch. No time with the doc. Right? And so then finally, I kind of wised up and realize like, what’s going on? And then I’m like, hey, what day is the best day to make sure that I get a little bit of time with the doctor because my boss is gonna be pissed, right? And Al was never mad. This is just me telling a story trying to build rapport with this front desk lady who probably gets crapped on by every other sales person who walks in the door keeper. Exactly. So if you’ve never sold in this room before, like, this is just kind of how it works. So fast forward, Nan to the other part of story. I just wanted to set that expectation that you’re not just, you know, trying to buy lunch. Exactly.

Pick a fight?

Yeah. Okay, so clearly I was done with that whole scenario. Just like, you know, this is not going to work. So I just, I have access via text to someone in the office. So I sent a text saying, All right, well, I’m still out here, but I’m not doing lunch anymore. And they’re like, what, and I was like, just not doing the job. I didn’t it’s not necessary to explain it, you know, don’t whine about it. I just, I’m not doing that. And so being a believer, I was laughing like a you know, Lord, you know, open that door for me because man, I’m never gonna get in there again, probably. Every once in a while, they’ll send an order. But yesterday, I got an order that was huge. And meant, meant a lot, not huge in volume, but huge. And it was for the head guy. And so they call it noon at and immediately I respond and say, I will be there ASAP. As soon as I get more information by it was about two, I said I will be there at 4, 3:45 I was at the door. And they, the entire, you know, the head guy just like, I can’t believe, this is unusual. And it shouldn’t be unusual. That is whenever you can go above and beyond, you should go above and beyond. Now, the expensive lunch? I was even okay with that. Another thing that have, but what I was going to say was, but, but when the staff is disrespectfu. One time, Al and I did a breakfast… I’ll never forget that. We were setting up for the breakfast, I have two gallons of orange juice, and this girl walks in and she goes where’s the apple juice? And I’m like, well, we, I brought orange juice. And she’s like, Oh, well usually we get apple juice juice. And I’m like looking at it going Listen, chick, but I didn’t. I didn’t, I did not say anything. I just went oh, well, I’m so sorry. Oh, you enjoy the apple juice? Because it doesn’t, it’s not advantageous to, you know…

Cause any adversity and you know, what does it matter? You know, be the bigger person and I know that sounds really cliche, but…

But it’s free food and you’re gonna bitch?

So, being that it is potentially my day a little bit here, I would like to, I want to I do want to talk about mastering your emotions, you know, from fear, and I’m not going to you know, belabor it, I’m not going to go on and on about how to control your emotions. But I do think it’s really vital to look at. Okay, if you’re, if you’re an I and you have that, really, I mean, I’m thinking in my head, listen, chick. But I’m not saying that, I just smile. And Al’s like, I’m taking you down like, you’ve got to be kidding. I mean, he’s just furious. So you’ve got to master that, you can’t be a jerk. It’s just it’s not advantageous to your business.

So one of the things that you did was, you interrupted the normal pattern. So obviously, they have people do this all the time, right, they get apple juice all the time, their, their expectations are set to certain parameters from traditional sales, right? We’re trying to break that pattern, just to touch, right? And by you breaking that pattern of like, Look, this is what you did. I’m here to talk about business, not here to bring you breakfast. I’m not a cater. I’m not Carl’s Jr. Giving you a free breakfast,

Carl’s Junior? You’re going deep!

But, but truly, this is what’s great about the DISC tool, we are learning different attributes about people.

Learning about needy people with no manners, is what you’re learning about.

No, we are learning, but we learn how to react to those people, how to interact with them. So we don’t cause, I mean, we need to be effective. What do we, I mean, effective communicators. We need to get a good communication going on with our offices, even if it’s the front front line person, because a lot of times, that is the only way you’re going to get to that top person.

Lunch and breakfast, bagels, coffee, beers after work, are vessels or tools to get people to a setting that you can talk about business that otherwise you couldn’t, right? So it it is an effective tool. If somebody you call, a cold call, or warm call, doesn’t matter. You call them and you say hey, I want to talk about business and they shut you down quickly. Right? And you have no chance. But you say hey, you know, what, if I bring them breakfast, you know, take some stress off you for the day. Let me get you an avenue to kind of ease your nine o’clock. Let me ease that a little bit. I got your breakfast. Let’s sit. Let’s have some burritos. And then we’ll talk about business. It’s just a tool.

Yeah, that’s a good point.

But it can be an easy segue into permission selling. Right? Would it be okay if I brought in some food? And…

I think that’s a good point. Yes, that’s great point. I think that, you know, into that segue is that you’re using a tool to get you further down the road, increase your odds, right?

The reason why I wanted Nan to share the story, because I think this is super important, right? Is that Nan is playing the long game. Right? Because she could have been, you know, pissed off still at this woman and the staff and I’m not going out of my way.

But, you know, she was like, ready, on the spot. Like, let me help you guys out and do it and do everything else. And then she got some face time with the doctor who was impressed with her efforts and everything else. And the thing to remember is that, you know, the things that you’re doing today are, they might not pay off today. Right? You might not realize, you know, the cold call that you made, or the networking meeting that you went through today, you might not get any fruit out of out of that for months, right? How long ago was the breakfast or lunch you brought in?

Probably a year ago. But I will also tell you, there’s levels. So yesterday, there’s levels to sales as well. Don’t look at just one thing. You know, before I went to that office yesterday, I was like, Okay, I’m going to do something else. I’m not gonna, I’m getting in here. So I’m not going to just bring this equipment, I’m going to do something else with this. You know, I call down I was kind of roleplay a bit, trying to figure out what would be appropriate. Not to, you know, I’m not trying to be devious or anything, it’s just with, with the, with the doctor, I just really liked the fact that I got in and do something with it. You know, do as much as you possibly can without being obnoxious. Which I would like to share another story in reference to being obnoxious, can I stop you real quick,

Can I stop you real quick? Because you, you shared a nugget that I want to, I want to make sure we make a point of is that sometimes people expect a certain thing and that and that’s okay, play their game, right? Look, I play the game, I want to go to lunch. And I know that in my mind, they just want a free lunch. Okay, I’ll give you the free lunch. But you’re going to listen to me separate myself from the other people that you do business with.

Do you reach over and pull the plate away?

Yeah. I’m mean, a little bit.

I mean that…

Is that a thing for real?

Yeah, sure. Absolutely. It is a thing, it is a thing. Okay, but, but the point of it is that…

I don’t do lunches.

Oh, maybe you don’t. But, but a lot of people do. So John, and you and your point that I don’t do lunches. A lot of people only know how to do lunches a lot. Right? So that’s my sales game. That’s my process. I’m going to take them to lunch. Now the difference is, okay, lunch is a great tool, because now I’ve got you here. And now you, you pretty much have to listen to me whether you want to or not, you’re, you’re face to face with me. That’s something that a cold call doesn’t always succeed at. Absolutely, right.

Oh, it definitely gives you more time.

Right, so now you’ve got a face to face. Now, your process begins and separating yourself from other people that have done what you’ve done. And that’s what I think, Nan, from gathering from your story is that, look, you played the traditional game. So traditional that people expected you to bring a certain juice versus this juice. But now you’ve got an audience. Now you’ve got something to build on. If you hadn’t played that traditional game, just a touch. You didn’t have anything to build on. And maybe you’re not that hungry. I get that. For me. If you tell me you should have brought apple juice or orange juice, Go fuck yourself, I’ll take my orange juice. And look, I’ll go back to, I’ll go deliver it to my thing.

But the reason that’s not a good idea. I think maybe in your field, that might work because all these tough guys, right? But in my field…

Clint is a pretty tough guy, as we found out from last week.

Okay, so we’ll talk about that potentially later. But what I was gonna say was to please this person, this female, which, oh, you know, I even hate to say female, but unfortunately, it was a female that made the apple juice comment, and…

Snarky remark.


And what I want to say about that is that I have to tolerate. And it’s not, it doesn’t take much to tolerate, you’re just like, whatever. You’re, you’re like my four year old. I’m sorry. You know, you don’t, you don’t even care. But I have to have that moment with those people to get to the main person who doesn’t have those same feelings. I even said to that doctor, yeah, that is weird.

Hold on though. That’s naturally in you’re toolkit.. Yeah. Right. It’s not naturally in this guy’s toolkit.

Which brings a really good segue to the topic.

Should be though, it should be, Clint. I think it should.

Um, wins and losses, right. So you win. Sometimes I win. Sometimes. I think I think they’re both effective tools, which is very important in the DISC personality.

Exactly, we need to bring all of it into our…

The point of it is is that head trash is different for everybody. Mind monsters are different for everybody. These things right, that, that really trip us up?

They do. Yeah. Right. And that’s, that’s the topic for tonight.

Yeah, exactly. Yeah. So my point is, is that what you’re talking about, Nannette, is that something might have gotten under your skin that you did not allow it to? What would have got underneath John’s skin? Al’s skin? My skin? Right? And how do you deal with it?

Oh, because we have different, you know, hashtag triggers, you know, to use the sure the common vernacular, right, and it’s different, I think, for the personality type. Right? That’s the thing…

You should have a high tolerance, have a high tolerance…

But not everybody….

How do you cultivate that? How do you cultivate a high tolerance? You just go out and get beat up by by your prospects?

Well, but yeah, sometimes.

And you just, yeah, it’s, it’s over time. You go, okay, that was silly. I don’t even care.

Because it’s like a crying child sometimes.

You’re gonna look at the ends of this table. Right? And you’re not going to see emotional involvement. Yeah. Right. So the thing is, is that you’ve, you’ve insulted us. And now we’re…

This is, this is the difference between people driven and task driven.

That’s right. So me, me and John are looking at each other like, Oh, I see. I see your I see your fierceness coming about.

The anger.

But you know, talking about, especially these, these things that you build in your head with this gatekeeper that might tell you I need apple juice vs. orange juice. How do you how do you deal with that?

I know, I tell you how you deal with it. You think with the end in mind, you’re like, if I go, “listen,” and call her a bad name, or you know,

But you would never do that.

I would never do that. But…

And Clint wouldn’t do that there in the office either, right? I mean,

It would, the end…

I don’t, I don’t think so.

But to that point, you just don’t let that get you off your game. Because you’re not a prof… That’s a good point. You’re not as a professional. If that’s all it takes to get you off your game and disrupt your pattern of, you know, success, then you’re pretty damn weak, in my opinion.

Well, I’m going to tell you a weakness, that’s a nugget right there. I’m gonna, yeah, you’re right. And I’m going to tell you a little weakness that I had Friday night at a football game here and because look, we’re in Texas, right?

I thought it was Saturday night. Oh no, it was Friday night.

Oh, yeah. No, this is this is Friday night football in Texas, right, high school football game. Big deal. Right. So I bought tickets for one sideline. I didn’t know. They were playing…

You’re on the visitor’s side, and all your friends are sitting across…

Here’s what happened. So I went to our hometown field, but I used to live in the town that was playing us, had a lot of friends on the sideline, were texting back and forth waving each other. This is fun. At halftime. I’m going to cruise over there and say hi. Fun, right? So when I walk across, they say, Oh, actually, you bought tickets for the other sideline. Bitch. I mean, that’s, I mean, in my heart, that’s and my wife will tell you like, Dude, this guy went nuts. Like you can’t exchange Yeah,

Like, you can’t exchange, Yeah, I made a mistake?

But here’s the deal. Like, my personality doesn’t deal with that real well. Like you just told me I can’t do something. But yet I paid a ticket to be at this high school football game. That doesn’t mean shit to the world, right? But I…

I guess you’re not going home.

So But anyway, the lady told me like, hey, look, you bought tickets over there. You can’t come over here. I’m like, okay, but the reason that they do that is because they don’t want me sitting in somebody else’s seat. But you have a pile of 300 tickets that are unsold.

That’s what I’m saying. Yeah.

Which means that there’s 300 empty seats. So what’s a matter if I go over there? Deductive reasoning, right. But anyway, she got in my head. She screwed my world up. And I got so angry that I called this lady who could be my grandmother’s age, a lot of words.

She probably works for the judge in town.

But listen, I’m

He’s getting a speeding ticket soon.

100% Yeah, and I’m not saying I’m right. As a matter of fact, all the way home, I had to deduct all of the things that I just did. And it was not pleasant in my own mind, knowing what I know about personalities, knowing how to work through these big brain grenades. Really, really analyze myself, I was ashamed. For the, for one of the first times in my life, I was really ashamed. But with such strength it I’m so excited. But the thing is like this lady who means nothing means nothing to me, but she held all the power. She was either gonna let me go or not. Ladies and gentlemen, she’s a gatekeeper.

Damn right she is.

She’s a gatekeeper in the sense. Yeah. And, and she denied me access. And I had every right to be there.

Not on that side you didn’t.

But listen, she got so far in my head. And I built it up so much that I was I emotionally reacted. Yeah. And I lost the battle. And that makes me mad. Because how many freakin times do we do that in sales. Okay,

If y’all hear nothing else, hear that tonight, because you have got to be intentional about creating habits that are better than, improve ourselves. We’ve got to do that. That’s, that’s what this should be doing, is helping you improve.

Because I could tell you, I could have sold my way through that. Well, for sure. 100%. Everybody out there listening. You could have done this, you could have done that I could have sold my way through that. Hands down. I know that. What happened was is I let emotions get involved. I let her get into my head, not me in my own head. Right. And she blocked me out from thinking, logical emotional thinking she blocked me out of my own head. I let her do that. I’m here to tell you folks gatekeepers do it all the time. Yeah, gatekeepers will do it to you all the time.

So let’s get back on topic. That was on topic. Well, it is to a point but

Okay, so we’re talking about emotions, emotions. So one of the emotions I think that is overriding I think a lot of people I don’t know if a D, which is Clint, is gonna say that he has this feeling. But I think a lot of us have fear. I think there’s different types of fear. There’s a good fear, you know, I have fear of, I have all which my fear is all for the Lord. And y’all probably have, I have fear for snakes. Okay, I have a great snake story to that I’d like to share if I could fear. Whenever my youngest son is just Mr. Adventure. And even when he was little, when he was four years old, there was a black and red and white snake stripes night, crawling across a fence. We both see it. He runs over and grabs it and I’m going oh, my gosh. But he knew at an early age because he loves snakes. He knew that it was whatever red and I don’t even know what the saying is. But he knew so he didn’t have a fear. I had a huge fear. So why do I share that story? Sometimes fears are so convoluted. It’s not even valid. But you’ve made your brain think like this, this guy that I know, he’s terrified for flying to fly. And he’s a minister, and he flies everywhere, because he’s always on mission trips. And he said, I just have to, like, get my brain, you know, to calm down and realize, if I want to go there, got to get I’ve got to get in the airplane. You know?

I talked to a gal today. She was saying she’s going to go on our first trip ever, first plane ever. Shit, I flew 190 times last year. What’s your fear? I mean, literally, you could get struck by lightning, better odds than flying. So what’s your fear? And she said, Well, you know, I’m just afraid that it’s going to crash. Do you do fear getting in your car every day? Do you fear going to work every day? Right?

Because it’s the same chance in your car. There’s only a white stripe between you and death.

But somebody has built that, that that monster in their emotion. Exactly.

And that’s what it is. And I believe I’ve already told the story. But whenever I first started in sales, you know, my boss was like, Okay, here’s the DFW area. And I’m like, Oh my gosh, but I was my fear was pushed aside because I needed to make money for my family. So I was like, all right, got it. And I just got out there and did it. And then, you know, that happened one time, whenever I was training for big company in and New Jersey, same thing. I was like, Oh my gosh, this is overwhelming. But I was like, I’m gonna make money. Do it. And one time this girl that’s amazing would call, you know, on a regular basis, she would call me and go, I can’t get out of the car. Like they’re not gonna, they’re not gonna buy from me. I don’t know what, and she’s beautiful. She’s smart. You know, she’s got great product. But she’s sitting in her car. And she’s just like, gosh, what do I do? They’re not going to buy from me. I don’t want to do this. Just terrifying. I was like, Okay, well just stay in the car, then. Because you know that, that’ll get you nowhere. And that’s where you are right now is nowhere, you have no numbers, or get out of the car. Get in there and give it your best shot.

Well that’s interesting because I looked at that very similar to that prospective of, what do you have now?


You got zero now, but you could have one.

You go and you do, eventually you will have and every single time you make a mistake, you get better. It’s I know it’s a cliche, Dr. Daniels by laughing at me, but it’s the truth? No, it’s not, you’ve got to screw up.

But one of the things that you’re, you might hear is that out of all four personalities, DISC, that motivation brings a lot to the table. How motivated are you to get out of your comfort zone?

But I think it’s leverage, you have to get some leverage against the fear that you have whatever that may be.

And how do you get that leverage?

Well, it’s okay. Because fear is, is is pushing one direction, and you have to decide that this is how I feed my family, or this isn’t a rational way to think about the job that I’m trying to take on, maybe I should do something else. I mean, if you can’t get past something, you’re gonna, you’re not going to enjoy it. You’re not gonna, you’re not gonna, you know, you’re not going to be the best that you can. Right.

So, so to that point, go around the room a little bit, because I’d love to hear how a C gets….

I’m the hardest person to motivate on the planet.

That’s what I’m, that’s why I’m asking you first. So in in that perspective, how do you, how do you push yourself through a fear? Because you, so let’s set the stage a little bit.

6 times 4 is 24.

So John is very analytical, line item spreadsheet type of guy, has to be proof in the pudding. As a C, the win to go after the win? For sure. Right. So how do I push your fear? How do you push through your fear without having that data? Because cold calling or initial things that that doesn’t, you don’t have any data?

For sure. So a couple of points here that I think are important to make. I’m fact driven, right, as a C, I’m fact driven and task driven. So I, I am not the persona who normally starts a business. Like, you don’t see a lot of C’s. If you see a C in the business, they typically work for a company for so long, their CFO, and then they realize you know what, I might be able to make a little bit more money, a little bit more money if I leave and then consult for the company. Right. And that’s the normal path that you see for like engineers and consultants and stuff like that. So for me to start with nothing. It’s just kind of the side hustle. That’s why I’m so thankful for Geof, right? Because he, was like, hey, help me build this thing, right. And he was the visionary. And I was just the guy there to offset his I’ness, because he was an off the chart I, still is. And that was my proof. That was my proof that I could do this thing, which is very odd. Because if that had not happened, I would never be here.

Okay, so speak to now now that you’ve learned that stuff, you get faced with things that are uncomfortable for you. And I and I know you pretty well at this point that you’re very quick to build some some things in your head to say, I’m not chasing that, the facts aren’t there.

So I do a couple of things. First, we’re creative people. And this is going to sound very odd for a C to say this, but journaling is like one of my biggest outlets, right? Like every day I write in a journal that’s specifically meant for that task. And I talk about gratitude, talk about affirmations, I talk about things that are bothering me. And what happens for me is that the minute that I put that down on paper, it can’t grow to expand to anything else. Right. So you so you’re looking at the cold call, right? This guy’s gonna tell me now and the next 500 people are going to tell me you know, and then I’m going to be out and I’m gonna be broken. I don’t know. That’s my, that’s our mind just being creative. Like that’s just what we do as humans.

That’s also you dealing in your, your past facts, your data retention, maybe, I’ve made 500 phone calls. I’ve got one. Do I really want to make another 500 phone calls?

But But at that point, I probably should quit. It’s not it’s not a rational discussions. It’s my fear, running headlong to Oh, my God, this is going to be so bad. But the minute I write down, it encapsulates that it can’t grow anymore. Okay, then I can go back and I can look at this thing be like, Oh, that’s the worst thing that can happen. That’s nothing.

Well, it’s interesting, because I think that if I had to speak for me and Doc, which I will.

Thanks for that.

I think that we also do the same rationalities. We don’t write them down. We don’t journal, we do that in our head.

I write a lot of stuff down.

Well let me speak for me, then.

Nannette has got a page full of notes over here for this topic tonight, which I love.

Well, I think there’s certain personalities that works really well for and I encourage it, because, you know, I’ve heard people talk to me about problems. I have this problem. I don’t know what to do. My first advice is always have you wrote it down, have you talked to somebody? And that’s not natural for me.

That’s so funny to me that that’s your first…

I don’t do that. Yeah. I advise that right. Because I see it work for so many personalities. Right. But if I was talking to a high D about what you’re going through, John, I would say, well have you work through it in your head. Have you weighed out the scenarios on your drive home? That’s 45 minutes long? Have you, have you done all that? Have you run through the scenarios? And and look, journaling is a step past that. I think it’s fairly effective. I don’t do that rule well, but what I do is I that in my head, and I think it’s very effective as well.

The other thing to consider is, you need to know how you’re motivated. You know, some people like you two, Al and Clint, if you get a closed deal, you’re fired up like, cool. Next one. Let’s go get it. Sure. I’m motivated by loss. Right? So I’m not the guy who’s gonna, who’s going to close a deal, and then wants to jump on to the next call to like, close, close the next deal. But if I lose a client, and I’m hustling to get that covered back up, it’s a good point. Right. So you so you have to understand how you’re motivated are you? Are you motivated, by you motivated by gains? Are you motivated by loss? And if you’re not motivated by gains, like this is going to be hard for you, because most companies if you’re not working for yourself, it’s what have you done for me lately, quotas, exactly. Gotta meet that.

You said the word motivate, which is once again, you’re in your uncomfortable zone, something’s made you uncomfortable, and you really don’t know how to deal with that. Yeah, that’s what I was gonna say, motivation gets you through that. However, you’re motivated.

I was totally gonna say that.

Well say it then babydoll.

I’m going to I expect…

I just spit water on myself.

I expect to win. And I expect I’m going to win. And when I don’t, that’s what I totally agree with you, John. I’m like, No, no, no, no, no, this is not okay. I’m going to fix this.

I think that a lot of us, when we’re new to sales, we don’t have, I mean we can listen to the guy that’s training us or the training process, whatever company you go through to get to finally have your territory or have your, your events. You go in with like this mixed bag, right? You’re excited because you got this potential, but it’s unrealized. You hadn’t made any sales yet. And you end up with a, you know, I think I got this little Engine That Could, a little Engine That Could. And I mean, you beat your head against the wall sometimes and you have no success. But you’re new at it. And it’s expected. It’s allowed. I think the biggest hurdle that sometimes happens is when you’ve been successful, and you go through the dry run. Let’s talk about that.

I’m going through that right now.

Yeah, let’s talk about that. Right? Because that’s a different fear entirely right? Get your knees chopped out with with like, 14 or 15. no’s, sure. And you

And you say I’m better than this. I’ve been better than this. I’ve had hopefully, okay, we’ll hope left the fucking building.

But well, what I’m saying is…

Hope’s a stripper at Cowboys,

There’s a ton of people who don’t have that much awareness around like, hey, why, why am I in a slump? Right? They just blame it on the prospects or they blame it on their boss or the product offering of the company or, or any, any other things so that way they can avoid taking ownership.

You know, it’s funny is that the better I run my process when I get a no, it’s actually more devastating than any time other than that.

Oh, God, I love a no.

Yeah. Well, I get that. But what I’m saying is I’ve run my process, you qualified, we should have been 100%. Close. And then it disappeared. Man, what the heck happened?

I agree that is tough.

And that’s tough for me, because, like what went wrong? We’re going to tell you over and over again, at least I will, trust in the process, trust in the process. And then the process, there’s just unforeseen things. Right.

But But if you’re betting on your process to return 100% Oh, no, I’m not saying that. That’s not trusting the process. You’re hoping and that’s wrong.

Let me go a little bit further in that, is when the process fails, because it may, right, and not not fail, ultimately, fail one or 2% of the time,

I will argue with us until like we both die.

But hold on, continue. When you do that, when that happens. When that happens. When that happens, you’re your mind builds these blocks that says oh, F my process. I don’t I don’t need that anymore. Okay. I think a lot of salespeople do that we trust in the process of wins, wins, wins. And then we lose and we say you know what F it.

Or you start going through well I’ll try this, and I’ll try that. And you get lost, lost. So really easy to get out there. And and

Yeah, just speak to the topic today that you may trust in your process. 100%. And it may win, you know, 70 80% of the time, but that 20% of the time, it doesn’t don’t stray away from your process. Yeah,

If it’s winning, don’t try to…

That’s what I’m saying. Yeah. So they don’t focus on the 20% failure. Because Look, guys, there’s anomalies.

Guys, I think you’re missing it, though, because I think those failures start to play on our emotions and then we let our emotions start to drive.

I think we’re both, I think we’re both saying that.

Yeah. So there’s when you have to choke yourself back.

Those those drivers that push us to win 80% of the time, or it doesn’t even matter.

Because you’re the guy in the horse show that’s running the wrong way, you’re running towards the bill.

I say a lot of big numbers, a lot of times 70% 80% and the win ratio column, I don’t I don’t mean that. I mean that for my industry, right? So sometimes maybe a 3% hit ratio for you and your industry is a winning thing. And any professional baseball writer Exactly. Moneyball, right? We’re playing Moneyball here, we are literally playing Moneyball.

You know, in the, to take it out, outside the sales realm, you know, because I played poker for a while. And, you know, if you lose the last seven hands, and you you’ve had aces, right, and I’ve had this moment, where I’ll get aces, and I win a hand, and I’ll get aces again, by just some sheer luck. And I’ll and I’ll win again. And then like the next hand, I get kings, and I just know in my head, I’m going to lose this one. You know, No way. No way. Am I going to win? Which is crazy, because kings percentage is such a high win.

A C can’t see the odds.

But you’ve seen the wins so many times. How could you How could you expect this one to be a win?

In that, in that moment of weakness, right? When you’re, when you’re emotional, right. And the emotions are leading the charge? It happens to C’s as well, right as you lose your heart.

Because you just lost your analytical data and you operate on emotion. Absolutely. And so that’s that’s the point of today.

I’m not a robot all the time.

I’m owning Vegas. I think I’m bringing the house down. I’m like, this is gonna last forever.

But it’s a pretty good analogy said you win so many times. And now you’ve got a winning hand. And you’ve got these reservations. Why? Yeah. Why? And what, what’s stopping you from moving forward? Well, because I won so many times this one’s bound to be a loser.

Or the thing is, right, to use another poker analogy is Jack’s right? Because like I know a lot of people in and they’re like, Oh, I’m just gonna fold Jacks. Like, why are you folding Jacks? Like, percentage wise, that’s your…

But you’re sweating kings and that just came out of your mouth?

I understand. Right? Because in that moment, I’m not the emotional one. I’m not making the emotional decision.

But what a perfect example of of mind monsters building in your brain?

Oh, of course, absolutely.

They happen, they even, I mean….

And they eat, they eat away at you. Right. And, and the point of it is, is that each one of our personalities overcomes it differently and deals with that differently. And I think that we got a really good look at you as a C, John, on how you kind of deal with it. Nanette as an S, what do you do with overcoming the odds?

Or, hold on, can we back up for a second? As an S, what’s your biggest concern when you’re calling on a new prospect? What’s your biggest fear? You’re going to get a no, or that they’re not going to like you or the you won’t be able to build rapport? What do you think the biggest concern for us is what they’re calling on a prospect?

That I’m not going to make, when I’m trying to sell to them, which I hate to use the word sell, it that…

That’s what you do.

I know. But I don’t know why. I just I wish there was

No because it’s a nasty, it’s got a negative connotation.

That they’re not going to buy what I want. Even if and it happens sometimes even if that’s something they’re like, yeah, I really like it. I really think that’s a great idea or whatever, you know, you get the positive. But then they still don’t do it because they just don’t want to change. They don’t want to step into something that is there.

So when you’re sitting in the car, you’re thinking, shit, I should have brought apple juice.

So hold on real quick, because I want to go deeper into this. But I’m curious, Al, as an I, if you’re calling on a brand new prospect, like, what’s your biggest fear?

Yeah, no, sorry for the crickets.

Sorry to put you on the spot.

No, I don’t know that he has one.

I, I take it as it comes. It’s always something different. So I just kind of go in as a blank slate, I really tried to go in as a blank slate. Now it doesn’t mean that I don’t get like pissed at somebody for wanting apple juice when I brought the orange juice. Yeah. But at a certain point. I’m like, thanks for telling me that. You know, okay. You said that for a reason. You just, if you’re gonna predispose yourself to an attitude or a train of thought before you go in other than here’s my product knowledge. Let me go investigate my client or my prospect and let them bring it to you, don’t react until you need to.

Well, that’s the that’s the martial arts metaphor. Right. You know, if you’re going into the fight thinking, Oh, you know, I got it. Yeah, yeah, I gotta do this.

Oh, the guy’s left handed. Whack! I thought he was righthanded.

I should have studied in that a little more.

I’ll train ya up. Not really.

So Clint, as a D, what’s your biggest fear when you’re calling on a new prospect?

First of all fear. My mind is a weak ass word. My biggest reservation, reservation.

Oh god. Okay, let’s qualify this to protect your ego.

My biggest reservation to protect my ego is is that I’m wrong, that I’m wrong.

Wrong about what?

That I’m providing something to that you don’t need, something that you’ve told me that I thought you needed that you didn’t?

How do you know that if you don’t ask,?

I brought you orange juice and you wanted apple juice, that’s a fear like that, I’m just going to be wrong. Simply put,

Simply put, all of every single one of us. It’s pride. We’re so selfish. We’re so worried about our egos, you know.

So mine, as a C, just real quick, my biggest fear is you have a problem, and you’re not gonna let me fix it. That’s my biggest concern. Right? Because that’s because I want to fix the problems so bad. And I had to stop myself all the time, from giving away too much information or like starting them down that path.

But listen, John, I think you make a great point there. Because most natural salespeople, that’s a problem. We want to work for sure. We’re there to solve your problem

We want to solve your problem.

I don’t know that it’s as much of a C thing as it is,

It’s a salesperson thing, because D, I, S, and C, we, I think we all have that?

Well, I think it’s a problem for successful salesperson, because you’ve been in and you fixed and you’ve handled and you’ve helped and you’ve made money doing that. So you walk in with this level of confidence, because you’ve been good at what you’ve done. And you think….

Well you’ve helped other people. Yeah,

Yeah, that’s right. You’ve had some success.

Or the mistrust, right? You walk in and feeling somewhat accomplished, because you’ve helped a bunch of other people doing this. And then this person is like, I don’t know if you can help me or not, it’s like, Listen, I do this for a living. This is all I do. You don’t think I can fix your problem?

I’m going to go back a little bit, because my biggest fear in life as a D, is always the same word; it’s embarrassment, right. So I may not have said that before.

But you have said that before.

Embarrassment, to me, is the ultimate failure. Right? So even if I, you know, I brought you orange juice and you wanted to apple juice, that’s embarrassment for me that I didn’t do my homework, and I didn’t understand your needs.

So where I’s are naturally self deprecating, in a lot of senses, right, or not all of us. But you know, it’s a it’s a it’s a release, though, to say, Oh, I’m, it’s the old man syndrom. You know, I fall back on that all the time. Well, you know, I’m old and I drink, right. And it sort of gives you that little bit of a pause and takes the barrier down sometimes.

That’s a good solution, because I could use that too.

My solution for the apple juice, orange juice lady as a C. OK, so now a days it’d be like, I’m sorry, did we talk about that? Yeah. That’s what I would do.

Yeah, that’s like, that’s a very C answer.

Because, if you give me a fact…

I didn’t get the TPS report. Where’s the memo?

Pretty much, right. Yeah. But, but that’s only after doing all this work, right? Because I’m a lot like, you Clint, as the D, right? Because I don’t like to be wrong. It’s not it’s not a it’s not necessarily the same thing as being a being embarrassment. But I don’t want my facts to be incorrect.

Well, let’s put it this way. If me and you step up in front of 1000 people to speak on a subject, and…

I’ll be, I’ll be better, but go ahead.

Yeah, I don’t that. So we talked about the same subject in front of 1000 people. My fear is not public speaking, although it may look that way. Because I’m nervous. My, my nervousness comes from embarrassment.

That I’m going to be better than you.


Well, but because….

My fear, my fear. My fear is that I’m conveying a message that I know this right. I’ve done the research, I’ve done the study on it. My fear is that they won’t get it, they’ll ask me a question that I’m that I may not be able to answer off the cuff, you know. So that’s embarrassment to me.

Do you avoid the public speaking opportunity?

No, not at all. No, that’s not the No, I don’t at all. My point is, is that when I go into that I have reservations in my mind and soul, okay. And those reservations don’t come from not knowing the facts, not knowing what I’m talking about. It’s that somebody may call me out, and I may not have an answer about it. That’s embarrassment to me. Professional embarrassment.

That’s crazy to me.


Because I’m not, I’m not wired that way. Well, I’m sure I mean, I’m fact driven. Right. So I’m sure if you ask me a question about a fact I don’t know, I have no ego in this idea of like, oh, man, I’m dumb now, because I don’t know this.

That’s a key point is ego. Right? Once again. I’m ego driven. But I think the I think the point of driving this home is that we all have fears, maybe on the same public speaking, right? We all have fears for different reasons. For sure. One, one person might say, Oh, I don’t want to speak in front of these people because they’re experts. And I’m not a better expert than they are. That would be you, right. I don’t have all the data that they may have. Mine is embarrassment that I might get called out.

But we go, there’s one thing to say about physicians, they’re usually pretty intelligent guys. And linear thinking is on their side, right? They can follow the dots and and they occasionally ask a question that’s kind of challenging, but never to embarrass you never to hurt your feelings. I mean, people just aren’t that way.

I deal with that every day. I deal with engineers in that way. So engineers and construction, they will try to look for your weak, weak spot. Okay. Oh, you didn’t know that, that you needed a, you know, a grease trap there. I didn’t know you’re the engineer. I didn’t know, I just build this shit for a living. But they’re looking for that.

Ultimately, though, everybody from surgeon to me. Everyone has a skill that’s like said that they’ve studied that you studied one particular thing and that’s your strength.

Guy pushing the broom is like yeah, I work with surgeons,

Alright, hold on, hold on. Nan’s on a point.

I just want to make that point that. So to, whenever I first started in sales and medical sales, I, a couple of people were like, oh, man, you call in neuros? Like, is that scary? I’m like, why would it be scary? I mean, it’s not scary. Because I’m not going into perform the surgery, I’m there for a completely different reason. That’s my skill. I’m not trying to be them. So I totally confident, I agree. To be confident in where you are, don’t, you know, put your, your thoughts on someone else and try to mirror them in their profession, you try to figure out how to talk with them, communicate, build a relationship, that’s all I’m there for I’m not there to perform the surgery, or help them in surgery.

Is that learned behavior for you? Or do you? Do you have access to that just, out of the box?

Well, you know that was? Initially? I did that, from the start. Very beginning. Very beginning, I was like, No, this is silly. I don’t have to worry about that. But I do think that I’ve had mentors my whole life. I think if you don’t have someone that you can role play with, or be built up with, and, you know, build your self esteem, everyone should have a mentor. I think that’s really important too.

But I think it goes to no matter what you do, if you pour coffee poor, the best damn cup of coffee, and in 100%, well, if you if you’re a bartender, make the best drink. If you push a broom, that room is spotless.

Well, and that goes back to to Nan story, right? I mean, how many other people would have been able to, to get the equipment that they needed in crunch time and have it there and be able to communicate? You know, and set expectations about when they’re gonna be there and everything else? Right. Like, like they they were telling Nan and they in the story in the original story that she told me that like, no one does this.

You know, just like, Oh, my gosh, and you were early and you brought additional. And then I had, you know, 5, 10 minutes to talk about something completely off of the main reason I was brought there, and could potentially get me really good business.

And that hold on, like, that’s a nugget right there. Right? If you get a shot, right? In the in this situation, right? I mean, you guys is that?

If you’re hungry?

Yeah. You get a shot with a doctor, right? And this is what it’s all about, like in that five or 10 minutes, you got to turn the conversation to business, it’s not enough that you were Johnny on the spot, because you’ll get taken advantage of.

Sure. Well, okay, so what Nan and I had the conversation, I said, Well, we have a new program while you’re doing this good deed. She goes, should I bring it up? I go? Absolutely, you should. Because now, it’s your obligation.

I was saying that for his ego. Because I had already planned I was going to do this. I, like I told, I prayed about it for the last week, I wasn’t nervous at all, because I have rapport with this guy. And I like, it took a year to get to this point, but it was well worth it.

I can relate that directly to construction. Because we do this a lot. We get three bids from similar companies like me. And they all say the same thing. Except for I say, hey, look, I know you’re using stainless steel pipe on this one. You don’t have to, you can use PVC pipe.

But let me ask you this question. So you’re in there doing a job and you see where you could also add something else for them, you could add value, or Yeah, I could lay this concrete a little bit further, or would you like this expansion? It’s an upsell.

Value Engineering? Okay, that happens in every…

And and I think that’s to the point while you’re in there, if you’re through the door, if you’ve got that opportunity, and maybe this is a little bit of a segue, push, push the envelope a little bit when available. And you do, you know you’re doing a good job.

A lot of people would have some mind monsters around this idea of, Hey, I got invited in to this doctor. I just want to do the good deed. And then karma will come back and like Help Help me later on. And that’s not that that’s not how you get anywhere. So I’m curious from Nan, right? Who doesn’t, as an S, you don’t love conflict? You don’t run screaming at it like Clint does? So how? How do you make How do you make yourself okay, in that moment of like, Okay, cool. I’m going to get five minutes, I got to make sure that I get a little bit about business.

The first thing is I, I, as I stated a few minutes ago, I am extremely confident. And if you’re not confident, I think it’s really important to build that. And there are ways we can talk about that later. But I think we’re all we all have a tendency to migrate to comfort. But discomfort is what grows you. So when you’re in a moment of this doesn’t feel good. Do it anyway, make it happen.

I couldn’t have said that better myself, honestly.

So we’re about to get into the throwdown session, but not yet. Because Nan wrote a bunch of notes right. No, I’m good. Now, but hold on, hold on. But there’s some notes on here that I think are important to talk about.

I think I’ve actually said all of them? I think so. Yeah. Except for my ending statement that I can’t wait.

So just just real quick, I’m going to read over some of the ones you’ve not talked about today, because I’d like you to expand upon them a little bit. Because I think that I think that this is important, right? Um, let’s see here. Choose your words wisely. What do you mean by that?

I always say that, that’s kind of like my mantra of ‘you are a slave to your spoken word and a master of your unspoken word.’ So if you’re going to say something, it better be meaningful, and it better not be hurtful. And I mean, just think about what you’re saying, how you’re reacting to people. It’s so vital, it matters later. But and I’m not saying Believe me, George, I am not perfect. But I, the older I get, and I’ve gotten old, I have totally learned people are affected by your words. Good and bad. So every day, I’m just like, trying to be more mindful of that. And I just I promise you, if you think about it, if you’re mastering your verbiage, you will be pleased. It just makes life better. It does.

So over here you have Don’t be defensive. And in the same bubble, you say don’t have a low tolerance, for others.

I meant high tolerance, I think you should have a high tolerance of people. I think it’s really important to and that goes along with the whole mastering your words, I think, people that are…

You kind of have that naturally though, right?

Yeah, it can be developed, it is something you can master to say, No, I’m not going to be thrown to the wind because you are, you know, or whatever. Think of what people do to other people. And if you let that affect you, and it happens to every one of us, my best friend can do something to me, and I’m just like, Whoa, he’s just said you love me more than anyone. And then you did this. I mean, that’s normal life stuff. I mean, we’re just humans. We all have weird traits. And we do weird stuff because of past crap. And I think it’s really important to be mindful of our words and to not to have a high tolerance of others. I think it’s really important and will you know, not be beat up at the sushi restaurant, you know, just kidding Clint.

And the last one and then I’ll let you off the hook. Confidence regardless of your situation.

Same thing, basically, if you’re if you’re having a I mean, okay, I promise you, this I’m the happiest girl ever. I’m just like, love the Lord and have great friends and love these guys. Life is amazing, but I still have really, really bad days. But on those days is when I go Okay, this is really bad day. But don’t you know just have confidence in who you really aren’t were like you’re not nobody out there that’s able to listen to this is pathetic. Trust me. You are here, you’re learning, like move on, figure out how to be a tough person. And tough not meaning, you know, that you can beat someone up but tough to stand sorry. But but just tough that deal with circumstances. Don’t be wimpy man. If you live in the United States, you I mean, OK, now go to really be tough.

Alright, so now we’re gonna go. Thank you TeamP, behind the booth, making it happen. All right, throw down mindset. fears. Mind monsters, Clint as a D.

Yeah, well, I think you have you have a natural inability as a high D to overcome a lot of those things. Because you put most of that stuff in your, your past your rearview mirror. They happened. Okay, let’s overcome it. Move on. Let’s Let’s goal set. Right. So that happened. What? How do we move forward from this? I said this a couple times. embarrassment is going to be, maybe it’s just me. I doubt it. Because I know a lot of high D’s, I think embarrassment is probably your biggest grenade that’s going to get thrown in your wheelhouse. How do you deal with that? The thing is, is that maybe you can’t prepare for it. But how you overcome the situation of failure is big, right? So just like you do in every other situation, you move forward, you you move past it, you learn from your failure, you grow, right. So embarrassment is is that for me? Now? That’s a lot of life lessons. That’s a lot of internal growth. I see that embarrassment coming, I see that it could happen. And I’m not worried about it. Don’t let that fester and build, right? Get to the point, get what you need out. And if anybody challenges that, look, if they’re smarter than you and better than you and they know the subject more than you learn from it, great, fantastic, right? And if you can take that. And now guess what, if you, if somebody taught you something now you know everything that they know, you can only be better. And as a D, that’s a fantastic thing right? Now you take everybody’s knowledge that they just taught you and you move forward and you grow. Don’t let that hinder you don’t let it break your spirit, don’t let it break that drive that you have naturally. Take it and run with it.

Awesome. Al, for I’s.

Yeah, I mean, it’s along the same lines as a D but you know, go in knowing that there are going to be things that will get you off your game. And that it’s not the end of the world, that the, that it may not be the most successful sales call you’ve ever been on because somebody got you off your game. But once again, learn from that. And don’t take that to heart, learn to put it again, the same words of Clint, put that in your rear view mirror, and take a deep breath, realize that there’s still value in your game. Hopefully, you can look at your bank account or look at some of the success that you’ve had. And reload your tank, you put some more ammunition in your gun and go fight for another day.

Okay, Nannette?

Mine might not answer the question specifically but I do want to share this, I love this so much. Michael Angelo, the painter prayed, Lord grant that I may always desire more than I can accomplish. Love that. Because that’s just like, paint, you know, have your goal be so great, that you’re not just everyday just meandering around doing nothing, not getting something accomplished, have a great goal, go. And then one more thing, if you desire to do great things, seek to be a better person each day. And I think that meeting with us listening to us, if we can just help each other. That’s what I really think the purpose of this is, and I hope in some way, that’s what we’re doing with y’all.

Wow, I don’t want to follow that at all.

You want to come back over here?

Yeah. So for C’s, a couple of things. The first thing is, if you’re a C in a sales role, you’re seeing a lot of these I’s that are just naturally the center of attention. They tell these stories that they build rapport effortlessly. And you’re going to feel some pressure to try to be like the I. I’m going to tell you to try to go against that. Right? Build rapport on your terms, right? Find things that are important to you, build rapport, build trust, you can have better conversations, you don’t have to try to be the I or the D. Just go be yourself, right? Because when you’re authentic, your conversations are different. And if if you can be comfortable in your own skin as a C and be out there selling and, you know, networking and doing all these things, like that’s a win. That’s a huge win. The other thing that I’ll tell you is, you don’t have to know everything, right? Which is, which is like the worst medicine that I ever had to take as a salesperson because I was that guy, right? If I know more than the other guy, and I can save you a buck, you’re an idiot if you don’t buy from me, right? And I’ve talked about this in the past that that didn’t cut it, you need to understand their motivation. And understand that their motivation not might not line up with yours, and that’s okay. So it’s not, it’s not about you, right? It’s not about the facts, right? So sometimes logic is got to take a backseat to what they want, and things like that. So it’s not about you, it’s not about you, right? Go figure out what they’re looking for. And then if you can meet those needs, then present. But if you can’t save your time, and move on to the next one, right? Make it it make it a process about how much time can you save by not spending time with bad prospects?

Efficiency. Once again, that’s what we’re trying to do is increase numbers. Maybe by 1 point, 2 points, 3 points.

And you guys just hit on a real thing. When you have all the money in the world, guess what? You don’t have enough? Absolutely. Sure. So think about it that way. If you had all the money that you needed, you would be running through this, because time would be your enemy.

Yeah. I’ll tell you, if you guys are really looking for some more out of this, the comments that we’re getting, and we are getting them, and negative and positive. They’re all fantastic. To me. They’re all making us grow. Yeah. Trying to help you grow. Those, those are really needed. Get out there. Let’s hear what you have to say. Because look, I’m giving you nuggets, Doc’s giving nuggets, Nan is giving you nuggets and so is John. These are not, these are not silver bullets that you can take and run with. You’ve got to implement these in your process, see how they work for you? Maybe they don’t, but maybe you resonate with one of us more than the other? And it makes sense, right? Maybe you have in your struggles. All I can tell you is that I would love to help you guys out more and more every day. The way we do that is feedback.

You know, my my biggest theory is that the best high performing sales people versus the people that are not as high performing, they’re not inherently that much better. They just manage their time better. Right? And they’re willing to walk away from, you know, if you don’t get the next step in my world. That’s dead. It shouldn’t even be in your CRM. Right. So. So you got to be laser focused with your time.

You know, the other thing is the best salespeople that I know in this game. We have conversations like this.

Yeah, you’re not asking questions. You’re not learning. You’re not challenging.

The ones that they think know it all. And they’re out there struggling everyday are the ones that will tell you Oh, that’s bullshit. Don’t do that. Do this. Good. Look, guys, these guys are struggling. The guys that are if you’re listening, you have a lot of thoughts and ideas and you want to interject during the conversations of what we’re talking about. That’s growth, right? You’re growing from that we’re growing from that. And, and we can we can help and also learn. I mean, I know that’s not natural for high D to say, I’m out. I’m out here doing this, because I want to hear your thoughts. I really do. I really care about it. I want to hear your thoughts and learn how to grow from it.

So we’re gonna, we’re going to end on that. So if you have subscribed, thank you very much. We’re on YouTube, we’re on all the social or I’m sorry, around all the podcast platforms. Leave a review, we do read them, we do take them to heart. If you get any value out of this, you know someone else who is struggling, please share it with them. This is this is hard enough. You know, you don’t have to do it on your own. I mean, I am I’m here because of the people that I’ve surrounded myself with, like just 100%. And that’s hard for me to admit being a C. So share this, we’re on all social media, everything is at Sales Throwdown. If you want to take the assessment, because you don’t know where you are on this thing. Reach out to us send an email to assessment@salesthrowdown.com. We can talk about how to make that happen. If you want it for your team, if you want us to come in and talk about that as well. Yeah, share, leave a review, subscribe, and we’ll see everybody next week. Bye