So like, I walked in and I'm thinking like, this doesn't seem right. So obviously I've gone in thought, hold on a sec, so I put my bag down. I've gone into the kitchen and there's like a Moroccan family in there. And the butter on the floor still. the butter on the floor still. And I'm like, what are you doing in here? And I really, I wasn't even in my house. it was next door. No, no, I was in like, Morocco. No, I was in like Cheltenham or somewhere.

Obviously I live indoors. don't know what happened. Oh, sorry. Didn't even realize the cameras were on. back to the sales. Welcome back. Hopefully watching that then you spotted the pattern in our conversation because I didn't. This episode is all about spotting patterns in conversation. And to kick us off, I'm going to talk to you about our old friend, Curlychops Marcus Aurelius, born April 26th. Was he born on that date?

Can you actually lower the pitch of your voice? I'm not doing well. Pay close attention in conversation to what is being said and to what follows from any action. the action, immediately look for the target. In words, listen closely to what's being signaled. Moxorreus. Meditation 7.4.

So, like all things on these episodes, we could take this in lots and lots of different directions. But since we're talking about patterns and conversation, I feel like it's a great place to talk about pattern interrupts. People love them. They love them so much that they only learn that bit and they're bad at the rest of the call. Yeah, we've seen that. But if that's what the people want, they want the pattern interrupt, they want the silver bullet, well guess what? There is no such thing, but in this episode, there is. So, pattern interrupt.

Shall we talk about a few different ones? Yeah, absolutely. I think before we probably dive in, we, we being you coined a phrase called the inner gatekeeper. Would like me to talk to you about that? Please. Okay, so the inner gatekeeper, what I recognized was if someone approached you in the street with a clipboard, clearly with the intention to take something from you, could be money, could be time, be any of the different things, right? What happens? Immediately, guard comes up.

Oh yeah, I'm busy actually. I've got to carry No, I'm all right. I've got to carry on. Right. So there's that feeling. That there is the inner gatekeeper. Part of your brain is kicked in to say, I need to protect you because this could be boring. This could be risky. This could be dangerous. Well, peligroso. Thank you. Okay. So when you cold call someone, the same thing happens. They're running through the same system of who is this? Is this safe? What's it about?

Is it going to be boring? Where did they get my number? All these different things are being played out. So pattern interrupts get round that. Because if I ring you up and I say, Jack, it's Zack calling today. How are you? Yeah, I'm good. You know that you probably wouldn't do that. Yeah, I'm really You'd know it was a sales call, you? No, it was a sales call. Yeah, I don't think you'd do what you just No, but I thought if it was you, you'd say it's Zack. And I'm like, you're my best friend. never mind.

Never mind. So pattern interrupt would basically disrupt that pattern and ways of disrupting the pattern are using honesty, humor and room to say no to disarm the inner gatekeeper. Pack a punch. So the most used one is probably Jack, I'll be honest, this is a sales call. Do want to hang up or let me have 30 British seconds? Other variations are available. That's what you're calling for.

You're probably gonna hate me. It is a sales call. I don't know if that makes you wanna drop, your phone across the room or let me have 30 seconds. I'm gonna be so, so honest, because you probably get so many of these. It is a sales call about PPI. I don't know if that makes you wanna swallow your phone and regurgitate it out the other end. I'll be honest, Jack, I am a sales person. So this might be the part where you tell me you have salespeople tracked down and shot. John, I'll be so honest with you. I'm calling you to talk about recruitment processes.

I don't know if that makes you want to put your head in a microwave and set it for 30 seconds. John, I'll be honest. I'm trying to put an EV charging point in your car park. I'm guessing you're shocked. I love that one. You like that one? Very good. Those are the they like you classic kind of CEO straight to the point ones. But also what we found is it's horses for courses. People buy it from people like them. If I'm bringing a HR director, people person, interpersonal skills, protecting the business. All those sorts of things are going on.

I'm not going to go with the ball buster one. No. Yeah. So HR want their emails and their slack messages and whatever is saying the key word is help. Help. Can you help with this? Can you help with this? Can you help with that? That's what they're seeing throughout their day. So when I call them, I say, it's a bit of a weird one. Actually, I was, I was hoping you to help me with something. Could I very quickly tell you why I've called? If I've got the wrong person, I'll go and bother someone else. Yeah. Really nice. Sally, I'll be honest. We've never spoken before. I guess. Can I run through why I've

chose to call you and if you can't help, we can leave it there. Is that fair? A bit of a weird one, Geoffrey. My boss has actually asked me to give you a call. I think we're hoping you might be able to point us in the right direction of something. Could I take a quick second to tell you I've called and if it's a waste of your time, I bother you again. Yeah, exactly. Bit of a bizarre one. You're on a long list of companies we've always wanted to work with. I don't know how to start that process, but I thought I'd be brave and just pick up the phone and see if you could help.

Bit of a weird one, actually, Sydney. We've come out with something recently that we're basically looking for a bit of feedback from ex-company on. I'm actually not even sure how to start that process. Can I very quickly tell you what it is, what we do? If it's totally irrelevant, I won't bother you again. Julian, this is so, so weird, but I've got some awful news for you. OK. It's about your husband has been involved in an awful accident and you're only on page three of Google. And we were thinking we might be able to help you out on that.

Very, very good. So those are some pattern interrupts. A lot of people saying, well, they don't work, blah, blah, blah, all these different things. Bang. I'm going to give you some neuroscience about why it works. Thank you. Okay. Your amygdala, your emotional. You want me to say it as well? Say it. You've learned it. Amygdala. Very proud of that. Your amygdala activates first, right? So the emotional part of your brain activates first. So fight or flight activates first.

But a lot of people are saying like, no, no, no, what you need to do is just give them massive value. You know, into like ego, you know, into all these like mad ideas that they've got about how to start a call off about asserting dominance and all that sort of stuff. If I met someone in a, no, I'd say I'll give you a different example. I'm in a restaurant, right? And my waiter comes over and starts trying to assert dominance. What's going on? This is just how people like to be sold to, isn't it? I'm trying to upsell you the steak for the main course. Shmoke. Shmoke. So it doesn't work.

Look at the neuroscience and look at the why. And I'm getting actually fired up about this. Okay, let's go fight outside. I've been Jack Frimston. I've been Zac Thompson. Remember you would die. Zellemzee.