Dealfront (00:03) 17th of January. I am your teacher and you are learning in my school. My aim is to bring you to completion, unhindered, free from compulsive behavior, unrestrained without shame, free, flourishing and happy, looking to God in things great and small.

Your aim is to learn and diligently practice all these things. Why then don't you complete the work? If you have the right aim and I have both the right aim and right preparation, what is missing? The work is quite feasible and is the only thing in our power. Let go of the past. We must only begin. Believe me and you will see. Do the work, Mr. Thompson. Wow. So what's that? Is that saying just focus on

the task at hand. What's that saying? I think it's saying do the, do the real work. Like we talk about it a lot, like do the dirty work, the revenue driving task, but, I think it's sometimes going back to basics, especially with salespeople as you progress through your sales career, you might move from SDR to account executive to account manager to account director. And all of a sudden you've got four big accounts, McDonald's.

Tesco's and your thing is to lunch and learn with them drop in take them some new samples what whatever it is But what is the real work if you're a salesperson you just sitting on accounts and they're doing the same thing over and over again Sometimes the the actual graph is like the real work of going back to basics and whether that be Asking for new opportunities within them. So we work with so many companies that Have large client bases and when we say well how many other the

in that company could you be working with? say, loads. And why aren't you? I don't know. It's because you're not doing the basics. Yeah. Yeah, exactly. And even like, let's go even simpler than that. Let's say a classic Sandler style cold call opener of Jack, you're going to hate me. It's actually a sales call. Do you want to hang up on me now or let me have 30 seconds? How many times when someone's done that a thousand times do you hear

I'll be really honest. You're probably going to hate me. It's actually a sales call. Do want to hang up on me or let me have 30 seconds? You've totally lost the magic of just the basics. How, how was it delivered the first time you delivered it and someone laughed and went, go on then what's it about? What was that? It's the same energy and it's just taking it back to those bits of how do I, how do I look at things through a fresh lens? like people, people try to

overcomplicate things and what we've seen over time as well is, especially like new people, they'll come in with all this confidence and they'll be so passionate. As they get a bit more knowledge, they enter this valley of despair where they're of, they're overcompensating for their knowledge. One of the things in terms of like going back to basics and doing the work I want to talk about is like mindset and restarting the day. So let me put you in a situation, you're driving to work, you've spilled your coffee, you burnt your leg.

You're in traffic, there, you're gonna be five minutes late, and then you get up to the office, you've left your laptop in your car, it's on the ninth floor, I've gotta go back down. All of a sudden, you probably, not you personally, but other people might, start to paint a picture that that's gonna be a bad day, and I'll have to wait till tomorrow, okay, to start that. it's all about like, each day is a clean slate, there's 24 hours in a day, just like starting fresh.

But it doesn't necessarily have to be a new day for it to start. Do know what mean? Like, so you can start at mini intervals. So if you've had like a bad morning on the phones or in meetings or whatever, you can say, right, okay, I'm resetting the day now. I'm treating it as a new day. You don't have to wait until the next week passes by to say, I'm going to be happy now. It's a fresh start. I've done my run. I've done all the things that I do on a Monday. You can choose to start again whenever you want to start again.

how many, how many times as a species do you think we stub our toe first thing in the morning and take it as some sign from a power above? that's it. And it's going to be one of those days. that's it. I think it's a work on time. didn't work out perfectly. It's not about how you show it when it's perfect. It's about how you show it when it's not. is one of those days? Yeah. Because you could say, I've stubbed my toe and I could say, I'm so grateful that I've got toes.

And I'm so grateful that you've got toes as well. Because otherwise I'd be all over the place. Yeah, exactly. I think it seeps into it, doesn't it? The gratitude element. I think we forget to starting afresh, going back to basics, having that kind of fresh mindset when you approach different things, but not being afraid to just...

Rip up the rule book again. Do you know what I mean? What and say we can get so overcomplicated with, oh, I'm working on this. This is, this is the style. This is the, the route I'm going down in terms of like scripting or like messing with your script. Go back to what you know has once worked. You know, I remember Louie in the Bournemouth office once telling me earlier when he was learning the ropes, they got to a point where he's, he's like, I've got a thousand things that I could do.

And actually I'm doing none because I've got too many potential options. It's almost like I've learned too much and now I don't know what path to take. So it was a bit of a, how do I, how do I take the knowledge and put it in its most basic format? Bruce Lee said it best. Simplicity is the key to brilliance. And he was one of the great philosophers. Yeah. I thought you were going to say, I don't fear the man that has practiced. Yeah. That knows a thousand kicks. Yeah.

He's done one kick about himself. had two toes as well. But you are right. And we do that and we go, OK, I get on a call. Do they have a problem? Yeah. Can they give me examples of that problem? What is the impact of that problem? What is the root cause? What is the realistic desire to future state of that problem? They're the box of them trying to find out and tick throughout. You don't need to like find out all this fancy information about employee size, CRM, like take them down that emotional journey.

to place of deep thought where you can truly find out if they have a problem and if they're motivated. Wow. You're really grown on me. Let's see how we are by the end of January. I've been Jack Frimston. I've been Zach Thompson.

Remember you will die. And why not?