I can go with the flow. another song you made up, because I've never heard that. No, it's by Queens of the Stone Age. It's called Go With the Flow. Today we're to talk about Go With the Flow. Thanks. But own your choices. So there's a flow happening, but there's also ownership of choices happening. Yeah. And you're not going to believe it. on. Guess. Is it Marcus Aredis? Sephic Teas. Keep these two principles in mind.

Nothing is truly good or bad except how we choose to perceive it. And instead of trying to control events, we should adapt to them. How do you feel about that? I think that's a really good one. And I thought your delivery was lovely as well. Reaction is so important. And throughout our working day, we have so many choices to make and so many decisions to make. it makes me think of

like a little rule that we've got internally and that is when you receive an email and automatically your gut goes to reply. But we have a little rule where actually the first rule of thumb is just to pick up the phone. Nice thumbs. Let me hit you with something, right? So I send you an email and I say, and I'm a client and I go, Jack, can you just explain this to me, please? I don't understand.

What could I mean by that? What many things could I mean? many things. Passive aggressive. That could be genuine. There's a lot of things that are lost in written form. lose all the tone, the body language, you lose everything. Yeah. And actually what can tend to happen and we see it all the time is you get a client sent something over, you over explain it over email in a different way. Then it's another email back and it's email back and forth and da da da da. I mean, you've probably got a story where you got an email you thought someone was mad.

Yeah, so many times and now we've actually when we onboard a client one of our we have some things like some rules and one of them is like we don't have lengthy email back and forth because you receive an email and you go I don't know what you mean by that and I my brain automatically goes to you mad with me but actually that might not be true and I'll take you let's step out the sales world for a second because I think you'll like this story and My mum came to our house last year

And we just- Nice kitchen. It's a very nice kitchen. We just painted the bathroom. Oh, rich. And she was looking, you know those, I don't know what they're called, pulleys? for the- I wouldn't call it that. Pulleys for the light switch? Yeah? Yeah. She saw one that matched the new pink bathroom and she sent a photo of it to my partner and she was like, would you like me to get this for you, for your new bathroom? And my partner replied, we don't have one of those.

Okay. So my mom went away and ready to buy it thinking we don't have one of those. So I'll get them one. But what my partner was saying was we don't have one of those. We've got one of those. It ain't from pulley to push. And it's just so easy done. It's like, let's eat grandma or let's eat grandma. So it's like so much confusion in communication. Easy for me to say.

And I think it's one of our rules is just pick up the phone because then you start to like feel what they're actually saying. You can get there first. You can defuse situations if they are mad. Another one that we really like to never, never give over email is price. Yeah, I got really good advice on that when I was about 23, 24, something like that. I said, I've got an email, someone who's interested, but they just didn't know what the price was. I've just given the price back. He was like, how did you give it to them? I said, just emailed the price is over.

And was like, how'd you know how they felt about it? I don't. And now you're in that needy spot of ringing up and going like, did you see the email with the prices? What did you think about them? Where it's much better to give someone it face to face, Teams call, phone call, because you can actually hear how it sounds and there's a lot that can be lost. So any price conversation, if it's the first time delivering it, should not be done over email because you want to see how that actually resonates and deliver it properly and answer any questions that you need to ask.

and then get to a point where based on that, we're either disqualifying or keeping you alive, kicking and ready to be tickling. well, we've obviously we've got the sales consultancy and we've been. Obviously, it wasn't obvious at all. It's obvious for you, maybe not the viewers at home, but tell them that we've got sales consultancy. And obviously, and we've been we've been working with this company for a long time. Don't worry about it. It's in the it's in the comments if you want it. It will be in the comments for this episode.

And we've been working with them to change their sales processes and help them. One of the things that they didn't used to do is they'd just send a quote over and send a proposal over and they might send out 10 to 30 a week. Now they present the quote and the proposal on a team's call. You don't get it without that. Which is so important. And I think one little tidbit that you could take away, one of my favorite things when delivering price is automatically the brain goes into overthinking mode and they'll say it's £575 but we can do a discount we can do no no just have some silence just say a number and stop talking and just leave that space mm-hmm and blame people as well yeah yeah so like when you deliver the prize you can go like it's five thousand pound obviously because of what's happening with Donald Trump yeah really really well you've actually seen a 33 % increase in conversion since you've been blaming Donald Trump

I've been Jack Thompson. I've been Zach Frimston. Remember you will die, Jaina.