บทถอดความฉบับเต็มของ Sales Skill Atrophy, Part 2: The Comeback Plan

00:03:52.960 --> 00:03:56.639 And Jane probably took a little bit more of the planning because that's just her nature. 00:03:56.719 --> 00:03:57.840 She just is good at that stuff. 00:03:57.919 --> 00:03:59.520 And we had an itinerary, we had everything. 00:03:59.599 --> 00:04:00.560 It wasn't too tight. 00:04:00.639 --> 00:04:02.879 It was just, you know, we knew what we were doing every day. 00:04:02.960 --> 00:04:04.719 We knew where we were going to dinner every day. 00:04:04.800 --> 00:04:07.759 Because if you don't, some of these places you can't get in. 00:04:08.000 --> 00:04:08.159 Okay. 00:04:08.560 --> 00:04:14.960 So we got to Vegas, and uh, so Jane's like, you know, I'm kind of tired of planning everything. 00:04:15.039 --> 00:04:19.600 You let's let Kirk, her brother, and uh he's been to Vegas a lot. 00:04:19.680 --> 00:04:26.800 And so we're sitting outside during the day, and and we had reservations at a place called Mateo's, which is in the Venetian. 00:04:26.959 --> 00:04:30.240 And uh, I've never eaten there before, but I I've heard it's really good. 00:04:30.480 --> 00:04:32.560 And we had reservations at 7:30. 00:04:32.639 --> 00:04:40.800 We had gone to Wizard of Oz at the sphere, and then we were going to dinner, but just just to have a kind of a you know, one in the pocket, a reservation. 00:04:41.040 --> 00:04:44.000 Kurt said, Uh, I don't know if I want to go there. 00:04:44.160 --> 00:04:47.040 And he goes, I heard the peppermint is really good. 00:04:47.439 --> 00:04:50.480 And Jane's like, Oh, okay, peppermint. 00:04:50.560 --> 00:04:52.560 I mean, he said, Yeah, I heard it was good. 00:04:52.800 --> 00:04:56.079 And so Jane said, Well, why don't you take care of that? 00:04:56.240 --> 00:04:59.199 I'll cancel Mateo's and we'll go there. 00:04:59.360 --> 00:04:59.759 That's fine. 00:04:59.839 --> 00:05:02.079 No, no, we're not tied to anything. 00:05:02.319 --> 00:05:07.199 So we get done at the um sphere, and we're standing up, getting ready. 00:05:07.360 --> 00:05:08.639 You ever been there? 00:05:09.360 --> 00:05:10.720 I've not been in it only next year. 00:05:10.959 --> 00:05:11.439 You know what it is. 00:05:11.519 --> 00:05:12.079 Yeah, yeah, you know. 00:05:12.319 --> 00:05:13.120 Oh, of course, yeah, yeah. 00:05:13.199 --> 00:05:13.839 Yeah, yeah. 00:05:14.079 --> 00:05:17.279 And uh, so we're standing, uh kind of getting ready to go outside. 00:05:17.360 --> 00:05:20.560 And uh I said, okay, so uh what's the plan? 00:05:21.120 --> 00:05:24.240 And Kurt looks at me and he says, Uh, what plan? 00:05:24.560 --> 00:05:26.000 And I said, for dinner. 00:05:26.319 --> 00:05:27.680 What's the plan for dinner? 00:05:27.920 --> 00:05:29.839 And Jane says, Yeah, what's the what's the plan? 00:05:29.920 --> 00:05:31.040 Are we going to peppermill? 00:05:31.279 --> 00:05:32.879 He goes, I don't know. 00:05:34.079 --> 00:05:41.199 And we're like, Well, we've we just canceled reservations at Mateo's, so that's out. 00:05:41.519 --> 00:05:44.079 Um, you you where is the peppermint? 00:05:44.399 --> 00:05:44.959 Where is this? 00:05:45.040 --> 00:05:46.560 And he goes, I don't know where it is. 00:05:46.720 --> 00:05:49.600 I just had somebody casually say that we should go to the peppermint. 00:05:49.680 --> 00:05:50.959 Like, you didn't make reservations. 00:05:51.040 --> 00:05:56.879 No, I didn't know you wanted me to so we are like pulling our hair out. 00:05:57.279 --> 00:05:59.920 And then at some point, you think, you know what, it's food. 00:06:00.079 --> 00:06:02.319 We're not gonna starve to death, probably in Vegas. 00:06:02.480 --> 00:06:14.000 I mean, there's gonna be a street vendor or something we can go to, but just the whole idea of I'm looking at Jane and then you have to realize that we're not all built the same, we're we're just not. 00:06:14.079 --> 00:06:20.800 We're Jane is built as an organizer, and uh, we always know what we're going to do the next couple hours when we're in hour one. 00:06:20.879 --> 00:06:23.120 We we kind of know and we're not obsessed about it. 00:06:23.199 --> 00:06:31.279 We kind of know, and so when he said, I don't know, she she came and she looked at me like I'm gonna pop my top. 00:06:31.519 --> 00:06:32.800 So that was the funniest thing. 00:06:33.759 --> 00:06:37.519 It wasn't funny at the time, but uh because people get hungry, you know. 00:06:37.600 --> 00:06:43.120 You're you're you're moving around a lot, people get hangry, they get angry, they get hungry, and then yeah, you're you're screwed. 00:06:43.199 --> 00:06:53.040 So and trying to find dinner with three adult couples with opinions and everyone, and then and then Midwest politeness, like, well, okay, yeah, we'll do that. 00:06:53.120 --> 00:06:55.040 Oh, you know, we'll go to the peppermint, sure. 00:06:57.680 --> 00:06:59.680 But we're not going to the peppermill. 00:06:59.759 --> 00:07:01.120 Yeah, that's funny. 00:07:01.279 --> 00:07:01.920 The peppermint. 00:07:02.079 --> 00:07:03.680 Well, anyway, so thank you for asking. 00:07:03.759 --> 00:07:07.120 It was a great trip, and uh it was two weeks, and that's kind of long for me. 00:07:07.199 --> 00:07:08.879 So we'll we'll see if I do that again. 00:07:08.959 --> 00:07:12.879 But so I'm struggling a little bit trying to get back into the into the groove here. 00:07:12.959 --> 00:07:19.040 So I'm really glad that we're recording today because uh it was uh I I need something to kind of jolt me free. 00:07:19.120 --> 00:07:21.680 So you've got the topic that you remember from our last time. 00:07:21.759 --> 00:07:23.040 So why don't you tee it up? 00:07:23.279 --> 00:07:26.480 Yeah, we're gonna we're gonna continue talking about atrophy. 00:07:26.560 --> 00:07:32.079 We talked the last episode a little bit about um sales skill or sales muscle that atrophies. 00:07:32.160 --> 00:07:36.319 So think about my prospecting muscles atrophied, my LinkedIn muscles atrophied. 00:07:36.560 -->

00:07:44.800 Um, we talked about um I still have a prospective client who just came off of um an allocation. 00:07:45.040 --> 00:07:46.800 So the seller since COVID. 00:07:47.199 --> 00:07:47.839 So what is that? 00:07:48.000 --> 00:07:48.959 Six years, five years? 00:07:49.120 --> 00:07:49.759 Yeah, six years. 00:07:50.000 --> 00:07:50.639 When was COVID? 00:07:50.800 --> 00:07:51.199 Six years? 00:07:51.360 --> 00:08:00.720 12 that's uh it have atrophy because they've just been basically managing orders and haven't had to actually prospect and sell and move forward against competitors. 00:08:00.959 --> 00:08:07.759 So um we talked a little bit just about that and had you take a little inventory of your atrophied sales skills. 00:08:07.920 --> 00:08:10.480 Now we're gonna talk about what do you what do you do about them? 00:08:10.639 --> 00:08:13.439 What do you do about a sales skill that's atrophied? 00:08:13.519 --> 00:08:14.639 How do you get back in the groove? 00:08:14.720 --> 00:08:22.560 Because there I think there's a there's a a little bit of an art and some science and some thoughtfulness that should go into how to get back in the groove. 00:08:22.879 --> 00:08:33.120 You know, I was just thinking as you uh talked about this, and I do remember that we talked about how skills atrophied from COVID and with your client and um or with your prospect. 00:08:33.360 --> 00:08:42.559 And sometimes the world changes, and so you can't just pick up the skill as it was six years ago and just go redeploy it. 00:08:42.720 --> 00:08:50.080 Uh oh, I'll just refer to what I did six years ago, and then you realize, oh, well, what I did six years ago doesn't quite work as well as it did six years ago. 00:08:50.240 --> 00:08:51.360 Doesn't work as well today. 00:08:51.519 --> 00:08:58.399 So I think there's also that element of when the world around you changes, your skills have to change too. 00:08:58.720 --> 00:09:00.799 Gosh, that's that's really great. 00:09:01.039 --> 00:09:09.600 And um, I have a quote from a friend, and I don't know if he stole this quote or not, uh, but I'll I'll read it to you. 00:09:09.759 --> 00:09:12.480 But I think it's a really awesome way to think. 00:09:14.480 --> 00:09:19.039 It says uh a redefinition, a modern day definition of illiteracy. 00:09:19.360 --> 00:09:30.559 This is a modern day definition of illiteracy, is the inability to learn and then unlearn and relearn quickly. 00:09:31.440 --> 00:09:37.519 And I think learning, unlearning, and relearning quickly is the new like super skill. 00:09:37.840 --> 00:09:38.960 It's a new skill, yeah. 00:09:39.200 --> 00:09:39.919 It is, yeah. 00:09:40.159 --> 00:09:41.679 And I love what you said about that. 00:09:41.840 --> 00:09:52.000 You you you part of the um I don't know what you call helping your atrophy or not fixing it or what the word is. 00:09:52.240 --> 00:10:00.480 Um part of that is to unlearn what you used to do because it's likely irrelevant, even if it was just last year. 00:10:00.639 --> 00:10:04.559 Like, oh you know, 2025, I was prospecting a lot and haven't prospected for a while. 00:10:04.639 --> 00:10:05.279 I'll start prospecting. 00:10:05.440 --> 00:10:09.279 Well, it's different because Chat GPT is here and Claude's here. 00:10:09.360 --> 00:10:12.159 That's right, and they weren't here last year in a year. 00:10:12.399 --> 00:10:16.399 Um so I think that's a really good point you make there, Bill. 00:10:16.879 --> 00:10:21.759 And even and we've been talking about the tools here, and I think the tools do change, Chat GPT. 00:10:21.840 --> 00:10:24.879 That that's obvious a big claude or whatever, AI. 00:10:25.039 --> 00:10:35.120 But there's also the the market itself drifts and moves, and and it used to be that you know, people were really interested in making more money. 00:10:35.279 --> 00:10:37.679 Let's just take a sales organization. 00:10:38.080 --> 00:10:42.720 But yeah, they're still interested in that, but there are other things that they're interested in too. 00:10:42.879 --> 00:10:56.559 There are other angles to your message, and that sometimes changes, and it changes so you know, so gently and slowly that sometimes you think everybody's out there trying to make more money, but really the marketplace is like, no, there's more to it than this. 00:10:56.720 --> 00:11:06.799 And that may be a bad example because I know money's almost part of it, but uh, so don't forget about what the market wants may have changed a little bit too. 00:11:07.120 --> 00:11:14.000 So, what what is one skill that you find your and you mentioned prospecting, and I I would say that's one of the top skills. 00:11:14.080 --> 00:11:22.240 What's a skill that you think people uh need to re just kind of recommit to? 00:11:22.879 --> 00:11:29.200 Uh discovery, discovery, and I'm gonna use your advice in the discovery. 00:11:29.440 --> 00:11:32.000 Um, old discovery doesn't work anymore. 00:11:32.799 --> 00:11:47.279 So old discovery was a litany of questions, big huge list, and the questions were to pick at and point out pain that a buyer has or might have. 00:11:49.039 --> 00:12:10.159 And my feeling is that skill has atrophied because one, it hasn't evolved, and two, um people one, they haven't done it well, and then two, the way they've done it isn't as effective as it used to be because uh I think especially senior level C level buyers aren't interested in a big QA. 00:12:10.240 --> 00:12:19.360 They're they're they know that they don't want to get you know, the whole, and I I know some of you say that what keeps you up at night, or I'm like that that is so bad. 00:12:19.519 --> 00:12:21.440 Like people don't think that way anymore. 00:12:21.759 --> 00:12:22.159 I hate that. 00:12:22.720 --> 00:12:23.519 And it's awful. 00:12:23.840 --> 00:12:26.639 And you know, it's like, you know, well, what if you used to work? 00:12:26.720 --> 00:12:29.919 What if you could it used to work, but then everybody

started doing it. 00:12:30.000 --> 00:12:47.279 And yes, yes, that's it's like yeah, so so I I think a read and and to me it's less about discovery to find pain, it's more about analysis discovery, it's more about critical thinking and objective. 00:12:47.519 --> 00:13:01.919 So I like to think like um if you've ever been in around like a private equity firm who's buying a company, if a private equity firm is going to buy a company, they're not asking pain questions of the owner of the company they're about to buy. 00:13:02.240 --> 00:13:14.559 They're doing analysis and critical thinking about market share and about what uh pluses and minuses strategies and weaknesses and threats and and five and three year visions and things like that. 00:13:14.720 --> 00:13:19.759 And they're doing it from a place to discern whether they want to invest their money in that company. 00:13:19.919 --> 00:13:30.399 Yeah, they're not doing it like, oh, I hope they sell it to us, but they're still they're still in sales mode because private equity firms sometimes have to compete against other private equity firms to buy a good company. 00:13:30.480 --> 00:13:32.559 Yeah, but they none of them do that, you know. 00:13:32.639 --> 00:13:37.600 So I think that's a skill that's atrophied, has a lot of development to be done. 00:13:37.759 --> 00:13:47.200 Um, and with research, you should know the answers to most of the questions that we used to ask because you can find all that stuff out on Claude and ChatGPT before you ever get there. 00:13:47.440 --> 00:14:10.080 You know, that's my so what so what you're saying is the skill of understanding their situation or predicament, they meaning the prospect, that has changed from picking away at feelings and opinions to being a more analytical process where we look at closing percentages and we look at cost per sale, we look at cost per lead, we're very analytical about that. 00:14:10.159 --> 00:14:15.840 Yeah, that's what so it's still a discovery, but it we're not discovering opinions, we're discovering facts. 00:14:16.320 --> 00:14:24.639 Yes, and there can still be some opinions in the facts, but I think the we used to just say, so so what kind of problems do you have today, Bill? 00:14:24.799 --> 00:14:26.960 So, what are your top three priorities right now? 00:14:27.120 --> 00:14:38.879 And I just think you know, C-level people just don't want to sit there and answer those questions, they just want to get to it, and you can get to it by just doing a little using you know chat and claude again to just do some research. 00:14:39.200 --> 00:14:47.200 And um you'll find out a lot of that there, and then you can validate it uh and or ask more questions about it. 00:14:47.360 --> 00:14:48.559 So yeah. 00:14:48.720 --> 00:15:01.519 So it used to so maybe it's a matter of degree because I still think there's a reason to ask some of these top-level 30,000-foot view questions, like you know, what what prompted what prompted you to reach out to me? 00:15:01.679 --> 00:15:03.360 I think that's always a good one. 00:15:03.519 --> 00:15:13.120 Uh but again, I don't want to get into what keeps you up at night, but I do want to make sure that we're we're looking at the problem, the same problem in the same way. 00:15:13.279 --> 00:15:19.919 So they and I, and we're not we're not looking at different problems in different ways, because then the solution's never going to be quite right. 00:15:20.000 --> 00:15:20.639 So I agree. 00:15:20.720 --> 00:15:21.840 I think there's a validation. 00:15:21.919 --> 00:15:28.240 So it's a I don't want to spend 45 minutes of the first meeting on picking away at pain. 00:15:28.399 --> 00:15:28.639 Right. 00:15:29.519 --> 00:15:30.480 Right, exactly. 00:15:30.720 --> 00:15:31.200 Exactly. 00:15:31.440 --> 00:15:37.759 And the core thing beneath, I know we're talking about this one a lot, but the uh the core thing beneath it is intention. 00:15:38.480 --> 00:15:44.559 Because the old intention behind discovery was to find the thing to fix, to pitch to fix. 00:15:44.799 --> 00:15:46.639 Oh, you got a closing percentage problem. 00:15:46.720 --> 00:15:47.600 I can help you with that. 00:15:47.840 --> 00:15:48.879 You know, is that a big problem? 00:15:48.960 --> 00:15:50.320 Is that keep you up at night problem? 00:15:50.559 --> 00:15:54.960 You know, um, and to me, it it this is just more of a collaborative process. 00:15:55.120 --> 00:16:01.120 Um it's it's much more neutral than, you know, let me find it, you know, rip it open. 00:16:01.200 --> 00:16:02.559 Yeah, yeah, yeah, yeah. 00:16:04.240 --> 00:16:06.399 But that was what we were taught back in the day. 00:16:06.559 --> 00:16:08.799 It was yeah, but yeah, just let it play there. 00:16:09.120 --> 00:16:10.320 So everybody can see him. 00:16:10.480 --> 00:16:10.960 Yeah. 00:16:11.200 --> 00:16:13.519 How do you feel about looking at your guts there on the table? 00:16:13.600 --> 00:16:15.600 Well, I feel kind of empty right now. 00:16:16.720 --> 00:16:19.600 Um, yeah, I agree with you. 00:16:19.840 --> 00:16:28.159 So but so so discovery is still important, but it's not 45 minutes important, it might be 10 or 15 minutes important in in a call. 00:16:28.559 --> 00:16:34.480 And so what's the what's the answer to that then? 00:16:34.559 --> 00:16:37.440 So, how do I improve those skills? 00:16:38.639 --> 00:16:42.639 That's uh I first think so. 00:16:42.720 --> 00:16:45.279 You've got that kind of awareness that, oh gosh, you know what? 00:16:45.440 --> 00:16:49.120 I should, I'm listening to Bill and Brian talk about this and I still do old school discovery. 00:16:49.279 --> 00:17:09.519 What can I so I first is that acknowledgement, but the next thing is I think I need to step back from it and create a uh an uh atrophy plan, an atrophy correction plan instead of just like jumping right in and trying to you know change something real quick, um, saying, okay, uh, if I'm learning a new skill, I

need to learn it. 00:17:09.599 --> 00:17:13.680 Then I need to practice it and then apply it in low risk scenarios. 00:17:14.079 --> 00:17:14.720 And I like that. 00:17:14.799 --> 00:17:18.559 So I need to figure out okay, what does my new discovery look like, sound like? 00:17:18.799 --> 00:17:19.920 Let me prep that out. 00:17:20.079 --> 00:17:26.960 Let me prep for some calls, let me practice with my manager or a peer or into a camera or whatever, and let me just see how this feels. 00:17:27.119 --> 00:17:30.480 Let me practice with Claude or ChatGPT. 00:17:30.640 --> 00:17:35.759 Um, then I want to apply early something new to a low-risk environment. 00:17:36.000 --> 00:17:47.839 So if you've got a gigantic, awesome wheelhouse prospect you've been you've been chasing, you get your first meeting with the CFO of Caterpillar, don't try something new there, is my opinion. 00:17:48.079 --> 00:17:53.359 Try it when there's a little less uh, you know, less less to lose um or less to gain. 00:17:53.599 --> 00:17:54.319 You're popping up. 00:17:54.640 --> 00:17:55.440 That's what I would do there. 00:17:55.599 --> 00:17:56.079 You're you're popping. 00:17:56.319 --> 00:17:58.400 Yeah, I know that yeah, the whole thing's choppy. 00:17:59.119 --> 00:18:00.960 Um I can hear you fine. 00:18:01.200 --> 00:18:01.839 Just uh popping. 00:18:01.920 --> 00:18:02.000 Okay. 00:18:02.319 --> 00:18:02.640 Okay, okay. 00:18:02.720 --> 00:18:03.519 Yeah, so I like that. 00:18:03.680 --> 00:18:04.799 I like that a lot. 00:18:05.039 --> 00:18:09.920 Uh so maybe the thing to do here, which we talked about last time, is make this list. 00:18:10.000 --> 00:18:12.079 What are the so let's let's just go down a list. 00:18:12.160 --> 00:18:20.799 Let's not describe every element of the list, though, but let's just pick off three or four each areas that might you might be needing to look at in terms of atrophy. 00:18:20.960 --> 00:18:23.599 So I'd say prospecting or business development. 00:18:23.680 --> 00:18:31.279 I know that's a big that's a skill that could have 30 subskills in it, but generally prospecting business development is one. 00:18:31.440 --> 00:18:37.359 Um, discovery and how you how you lead people through the discovery process is a skill. 00:18:37.519 --> 00:18:39.440 I don't care what you say, it's a skill. 00:18:39.759 --> 00:18:47.519 Some people are really good at it, some people are lousy at it, and the people that are good at it make more money, their closing percentages are higher, so you have to look at it as a skill. 00:18:47.680 --> 00:18:49.279 Uh anything else? 00:18:49.519 --> 00:19:01.599 And I was going to add a third one to that, and that is the ability for you, the skill of looking into a camera, and I'm I'm just talking about video, I'm talking about a presentation. 00:19:01.759 --> 00:19:20.319 Maybe it's a live presentation on Zoom virtual, or maybe it's physically, you're right there, looking into a room and being able to extol the virtues of your offer and and talk about it in a way that is compelling and that that connects with people. 00:19:20.799 --> 00:19:30.640 And versus you taking a page out of the marketing handbook and just, you know, doing a bunch of slides, reading vacuous words that don't mean anything to anybody. 00:19:30.799 --> 00:19:44.480 You've got to have that ability to meet what's in the room, meet them where they are, and be able to extol again, extol the virtues and talk about your product or your offer in a way that causes them to say, you know what, we need this. 00:19:44.640 --> 00:19:45.759 And that's a skill. 00:19:45.920 --> 00:19:53.680 And I'm telling you, I've got clients who are really good at it, and I've got clients who are pretty good in the marketplace, but they still struggle with that. 00:19:53.920 --> 00:19:56.559 That is an awesome, awesome comment. 00:19:56.720 --> 00:20:04.880 And agree totally it's a skill, and it's a skill that never ever uh stops needing tending to, if you will. 00:20:05.119 --> 00:20:13.200 That that you have to continue to work at that skill forever because of the changes that you said earlier, that the market's changing all the time. 00:20:13.359 --> 00:20:13.599 Yeah. 00:20:13.759 --> 00:20:16.000 That is that's a really good one, Milike. 00:20:17.039 --> 00:20:17.279 Yeah. 00:20:17.440 --> 00:20:23.839 What which one uh what is it another skill that you think of as we talk about this that might need some attention? 00:20:24.079 --> 00:20:30.960 I would say the last one I would say is the skill to uh handle an economics conversation. 00:20:31.359 --> 00:20:40.319 The skill to handle an economics conversation is a skill that is atrophied or has some uh uh has some room to grow in most of the salespeople I interact with. 00:20:40.559 --> 00:20:41.119 I agree. 00:20:41.279 --> 00:20:48.240 Um people are scared of the conversation, they don't know how to uh work through a collaborative discussion. 00:20:48.400 --> 00:20:48.720 Yeah. 00:20:48.880 --> 00:20:57.680 Uh they get emotional about it, they feel like pressure, uh, they feel like when when a someone resists a price that they have to give in. 00:20:58.400 --> 00:21:00.400 And uh I think that's a skill. 00:21:00.559 --> 00:21:06.799 I was just with a a new client, brand new client, an awesome, awesome company, great group. 00:21:07.440 --> 00:21:10.319 CRO, she's an awesome person, an awesome seller. 00:21:10.400 --> 00:21:12.160 And she's talking about this in big negotiations. 00:21:12.240 --> 00:21:16.480 It's like a like a multi-seven figure, it's not eight, but it's a gigantic deal. 00:21:16.720 --> 00:21:17.920 And she was so great. 00:21:18.079 --> 00:21:20.880 She's like, they're asking me, and she's like, you know what? 00:21:21.039 --> 00:21:23.519 She's like, I don't want to negotiate against myself. 00:21:23.680 --> 00:21:27.759 And they've asked me twice, and I said no, and I I want to say no again. 00:21:27.920 --> 00:21:29.440 And I'm like,

good on you, man. 00:21:29.519 --> 00:21:30.640 That's awesome. 00:21:31.039 --> 00:21:33.279 That's a really good high-level skill. 00:21:33.440 --> 00:21:37.279 Most sellers don't have the guts to do that in a seven-figure deal. 00:21:37.440 --> 00:21:39.440 No, you know, they don't. 00:21:39.519 --> 00:21:43.039 So or or they don't have the tools to do it. 00:21:43.599 --> 00:21:54.079 They might want to do it really badly, but she, it sounds like has not only the desire to to hold the line, but also the tools by which she will hold the line. 00:21:54.240 --> 00:24:54.400 Uh, the language and the the stories, and the you know, because you you you have to say something it's point you have to say something when they say hey we want an extra five percent there's got to be you got you got to react in some way and that's where the that's where the challenge sometimes is if we react wrongly then we look needy and desperate yeah she has very high level mathematical reasoning for not going south yeah makes lots of logical sense I think that whole economics conversation uh is I I don't even know if that skill has atrophied I don't know that we ever had it I I really don't I I was I was interested in purchasing a um like a mastermind program from a guy and uh and we got on the phone he was really he was really nice really good guy I mean you can just tell this organization got great values but his but he never really got to the economics of of why I wanted why I wanted to do it and so then he he he posed a price which I kind of knew about what it was and I'm like okay uh and I said you know that that's a little bit more than I thought and so how does that work and we talked about he goes and he goes but if you don't want to do that I've also got another version which was like a third the price a third the price for the first price was 20 grand for six months the other was seven grand for six months but you don't get one-to-one access to this stud this leader and when he said that I thought okay so is there another price there zero yeah let's keep going let's keep going and and he thought it was a price resistance but it really wasn't it was a justification resistance it was yes I'm getting ready to invest this 20 grand let's just say how how will I determine whether it has a payoff to it or not and I'm I'm not asking and I don't think any you're even saying look you have to get it to the point where if you pay 20 grand you make 200 grand it can't it can't be that easy because there's too many loose ends to it but you can have a general direction that if you invest this here are the five things that are going to happen and each one of these five things have an economic value to them generally here's what you're gonna find I would have probably done it but he never he didn't have that skill and and now he's following up all the time like okay what are we gonna do what are you about and uh I'm I'm just gonna have to I haven't said it yet because I was gone but and I want to help him you know you want to help good people so I kind of feel like I want to say look you you just you didn't you didn't connect the dots between the money and the value you just didn't yep yeah now it's too late yeah yeah and he could have you gave him you gave it to him like here's here's what I need dude like you know just you know bake the cake here are the ingredients just do it I'm an open book when it comes to if if I want something and I I wanted to buy this to which you would say well why didn't you buy it well it just didn't feel it didn't feel right because wait I never got to economics. 00:24:54.559 --> 00:25:30.640 Okay so as we close up today there's all these skills prospecting business development discovery uh messaging looking into the camera and being able to tell a story and extol the virtues of your offer those are skills and then the last one we just talked about was um economics I think that's a bit we should probably do another episode just on that actually yeah right right be like so yeah if your skills are atrophied put a plan together pick one of these skills and say okay I'm gonna learn the modern version and then you plan and then you practice and you apply low risk and then you that muscle will build and you will be a better seller for that. 00:25:30.880 --> 00:25:40.960 And let us know let us know how you do on this and if there's a skill that you feel like is atrophied and you want us to talk about it shoot us a note on uh over uh LinkedIn in our LinkedIn group that's the best place to get with us. 00:25:41.119 --> 00:25:41.680 I love it. 00:25:41.839 --> 00:25:43.039 All right see you next time. 00:25:43.279 --> 00:25:44.640 Bye bye