You went to an Alice in Chains pub quiz and you came third. Think clearly, act wisely. It's the 30th of March. Hurry to your own ruling reason, to the reason of the whole and to your neighbours, to your own mind to make it just, to the mind of the whole to remember your place in it, and to your neighbour's mind to learn whether it's ignorant or of sound knowledge, while recognising it's like yours.

Think clearly, act wisely. You know what I see salespeople do a lot, and it's not cocaine. What I see salespeople do a lot is they will be in a conversation, be a salesperson, just be a prospect, just say something. Oh. Just act for one minute. God, I tell you what, these chairs at the minute, they're just not good chairs, are they? Yeah, makes sense. are they chairs then?

They might be chairs, but I'm not really a chairman. I'm more of a CEO. Very good. Very good. But what I did there is a lot of salespeople just rush in and just agree for the sake of it. Rush in. They'll just rush in and they'll agree for the sake of it. And then what they'll do is they won't pause. They won't have any space. They'll just bang. Here's my next question without even thinking. I think a salesperson secret weapon.

is silent. that was a lot of S's. Yeah, I agree as well. And you know what else I hear as well? The the make sense. But it's very hard to go that makes sense and then ask a question. Yeah. Yeah. The actual to go, I don't know if I'm you say something. No, you'd a prospect. Tripods are a thing of the past. We're moving more to 4K, but as a resolution. Explain that to me a bit more. Well, 4K is a resolution, but also a state of mind. And it's not just one camera.

It's also a being. Not bad. Other hosts are available. Drama degree. Yeah. So you see, mean, like that feeling like you don't have to just accept the empty you give you can go explain it to me more. Tell me a bit more. Explain. don't you don't don't just have to go make sense. Great stuff. Next question. Makes sense. Great. It just sounds very prescribed. If I got my guitar out now, you'll be saying, bloody hell, not bad. I just played the same note to you over and over again on the same riff. Sounds like a few tailor made songs, isn't it? You can go.

Oh yeah, like the highlight, sweet child of mine. But as soon as I played it to you 18 times, you go play something else. And sales people don't realize that they're playing the same note, the same riff over and over again until the prospect goes, Oh yeah, this will. I've heard this one. Yeah, I've heard it. Yeah. Give a sweet Caroline instead. Um, one of my things that they, they're a bit of a tail that they take the mickey out of me for is I do. Okay. Yeah. So it's a, it's a bit of an except, but the tone of voice is saying one thing.

So that's where it comes into levels of listening. I'm saying okay, but am I agreeing? Well no, there's a little bit of uncertainty, there's a curiosity in there. Two letters, but they say so much. Hmm, which letter? E. Salespeople just struggle to shut up. what they'll do, another pet peeve of salespeople is, I'll go, okay, and...

When did you first notice that was a problem? Was it because you were doing X in the business or was it because you were doing Y in the business or do you not notice that's a problem? Yeah, and I think I've realized where this is, right? Because some tough questions to answer, the simplest ones tend to take a little second to figure out. And salespeople are so uncomfortable in the silence of someone figuring out that they interrupt the silence. if you have some Wolf of Wall Street, what does he say? Whoever talks first loses. I like that. He was a loser. He was a loser.

That is the first thing to think about. Am I comfortable? Some of those uncomfortable silences. We talk about like a real stakes environment, so like low stake games. How do you, how do you maybe play that game? The silence game? Got a great one for you. Please. You ask your partner, family member, friend, a big open question and just see how long you can not talk for and just sit and listen. Nice. Can you give us an example of an open question?

Yeah, what's your favorite thing to do at the minute outside of work and being with family? Like if you go outside or you're what's giving it give it me. What's your favorite thing that just turns everything off? Probably horse riding. I just I just love horse riding at the minute. So there's a little horse in the backyard and do a few laps, go in, have a pint of Johnny Smith good and then we're on our way.

Johnny Smith good and silence is golden. I've been Jack Frimston. I've been Zach Thompson. Remember you will die Johnny Smith good.