We're soaring, flying, I hope that it's not too loud in the mic for Dan. It's the 18th of March and I want you to own it. Not like Stormzy, but own your response. Okay, mate. Today, I broke free from the pressure of my circumstances, or rather, I let them go. The pressure wasn't coming from the outside, but from my own assumptions.

That's quite an interesting one. So so pressure on stop a minute. I can say come on Because that's the thing about coal What makes diamond from pressure and the pressure wasn't coming from the outside but from my own assumptions Nice, so pressure isn't the thing time isn't a thing, know, know Parkinson's law from Michael No, it's similar to what you'd have with the KFC like Cole's law Parkinson's law is say you had a day to complete a task, you'd use the allotted time to complete the task. But if you had 30 minutes to complete the task, you'd use that amount of time and the pressure would make you complete the task. I'm going to challenge you on that. Go on then. Why do they say Rome wasn't built in a day then? It was. Right. Fair enough. So pressure, so owning your response. And I think that for salespeople, one of the most important things to do when owning your response is getting there first.

Massively massively, especially with like customers we could talk about it from the cold side But let's talk about it with maybe a customer because a lot of people think a lot of sales people think this and I'm gonna challenge you now sales people a lot of sales people think the selling ends when the money's in the bank and the contract even if it gets handed over to a customer service team or a client manager that there's still a bit you've been responsible for that process and managing those expectations and and getting them to where they are. So actually you still need to be involved in that process. And I think that actually if you're building relationships, it can pay back in dividends, but getting there first when there's difficult conversations to be had, ego can sometimes get in the way and it's about owning your response in that way. So how would you maybe attack difficult conversations? What skills are you bringing to the table? Salt it out. Please. Okay. So.

One of the things that can happen is you can muddy the water a little bit, can't you? So a client, maybe you've got a conversation with a client and the results haven't been there yet and you're like, oh, I've got to get there. like, you could go in with a bit of a story. You could spin a bit of a yarn. It's a tough market, time, tough pad, going to all this stuff. But I'll give you an example, right? We've had a January this year with a client that's been very different than the rest of their campaign. Probably didn't start in the right way. They changed a bit of the ICP a bit.

results weren't quite the same as what they were before. And they were basically like, let's jump on a call, but I want you to come to the call with what you're going to do next. It was very like, there's some pressure there. Now, a younger version of me would have been like, oh gosh, there's anxiety around this. There's pressure. There's, I've got to build some sort of backstory. And actually I thought, you know what? I'm just going to go in with just the uncoloured honesty. And the uncoloured honesty is I'm trying to find you something that's bang on.

I'm putting a bit too much pressure on myself and the team to find you something that's bang on. And as a result, there's a bit of paralysis by analysis. I think what I've learned from this is I probably need to be better at leading the team when you give me the feedback that you gave me before Christmas and just owning it just getting there first. It's the eight mile thing, isn't it? It's Eminem saying all the things that are bad about himself and then...

tell these people something they don't know about me. Yeah, exactly. And there's nothing to say. You said that. I think it's really important as well. Like for salespeople to say, OK, imagine it's a name. What one salesperson? Bruce Dallimore. Good choice. Thank you. Think of it as like a chess board. If you just took yourself away for a moment. So you take that chess piece off the table and you put it on the table. Other tables are available. What?

What do you want the result to be? What do you want the outcome to be? So let's just like, let's take that little ego dance off. Let's take that little flare up. Let's take your emotion out of it. What do you then want the end result to be? Well, you want the client to continue with you and be happy and stuff like that. Okay. So what gets me to where I want to be? And a lot of the time, the thing that gets in your own way is yourself. It's about holding up that ugly mirror. Sorry, I wasn't done talking there. Sorry, no. It's about holding up that ugly mirror.

Mirror's down, it's your turn. Right. Am I okay? Yeah, please. Yeah. So just think about the ego there. The ego is being chained to a madman that has to be right. So are you your ego or not? And one of the best things that you can say to yourself is don't be married to your ideas. Just the little conversation, the little dialogue with yourself is not everything. And actually going into a conversation, a debate, a discussion, tense conversation with a client, whatever it may be, and going, I'm quite happy to be wrong in this situation.

quite a liberating thing, but recognise there's an ego in your head that doesn't want you to be. Yeah. And overpower it. And what is wrong? Baby don't hurt me. What is wrong, baby don't hurt me. Wrong in one person's eyes is another person's right. Wrong wonk. I've been Jack Frimston. I've been Zack Thompson. Remember you will die. Peas, rice and maybe a little bit of thank you mice.