Why Your Spiritual Foundation Is Your Biggest Sales Asset

1 00:00:06,080 --> 00:00:09,039 SPEAKER_00: Hey guys, I'm not really sure how to uh broach 2 00:00:09,039 --> 00:00:11,759 this subject with you for today's podcast, but we're going 3 00:00:11,759 --> 00:00:14,400 to be talking about some biblical principles and some 4 00:00:14,400 --> 00:00:16,960 biblical references to the principles that we teach. 5 00:00:17,120 --> 00:00:22,320 And this all comes from my belief that our spirituality, 6 00:00:22,480 --> 00:00:26,879 our spiritual grounding and strength determines a lot of 7 00:00:26,879 --> 00:00:28,239 what we do in the marketplace. 8 00:00:28,480 --> 00:00:31,280 And I don't just mean what we do, but what we achieve in the 9 00:00:31,280 --> 00:00:31,760 marketplace. 10 00:00:32,000 --> 00:00:34,479 So you might say, well, Bill, I thought you guys have been 11 00:00:34,479 --> 00:00:37,119 talking about, you know, tactics and strategies and all that. 12 00:00:37,280 --> 00:00:37,600 Yeah. 13 00:00:37,759 --> 00:00:39,359 But I think there's an underpinning. 14 00:00:39,840 --> 00:00:42,719 There's an underpinning of what we'll call a spiritual 15 00:00:42,719 --> 00:00:47,359 worldview, which is, do I believe in a power greater than 16 00:00:47,359 --> 00:00:47,840 myself? 17 00:00:48,079 --> 00:00:51,759 Do I believe in something that's out there that's bigger and 18 00:00:51,759 --> 00:00:52,799 beyond me? 19 00:00:53,039 --> 00:00:58,000 And if I do, how will the belief in that help me do my job better 20 00:00:58,000 --> 00:01:02,399 and improve my state in life and well-being and all that? 21 00:01:02,640 --> 00:01:07,519 So I'm going to go through six principles today, six next week, 22 00:01:07,840 --> 00:01:11,760 that uh, and probably next week's will be on the solo 23 00:01:12,239 --> 00:01:14,560 episode, but we'll go through them nonetheless. 24 00:01:14,799 --> 00:01:19,760 And these are 12 principles that we teach in our work, and you've 25 00:01:19,760 --> 00:01:24,239 heard on the podcast, but I'm going to deliver a little bit of 26 00:01:24,239 --> 00:01:26,799 a biblical reference to some of these. 27 00:01:27,040 --> 00:01:30,159 Not because I don't think you believe me as is. 28 00:01:30,480 --> 00:01:33,120 I think sometimes we just need a second source. 29 00:01:33,439 --> 00:01:36,719 You know, Bill Kaske and Brian Neal and whomever say this 30 00:01:36,719 --> 00:01:40,079 stuff, but what about the world's oldest text? 31 00:01:40,400 --> 00:01:42,480 What does it say about these principles? 32 00:01:42,719 --> 00:01:46,879 So I'm going to go through six today, and uh I would love 33 00:01:46,879 --> 00:01:47,840 comments from you. 34 00:01:47,920 --> 00:01:53,599 And I know for those of you who are not biblical, spiritual, uh, 35 00:01:53,920 --> 00:01:57,840 don't believe in such things, this probably is not the episode 36 00:01:57,840 --> 00:01:58,319 for you. 37 00:01:58,480 --> 00:02:01,760 And you might want to just pass and pick us up next time. 38 00:02:01,920 --> 00:02:05,840 Uh but I know many of our listeners uh, you know, it's 39 00:02:05,840 --> 00:02:06,159 okay. 40 00:02:06,319 --> 00:02:07,200 It's okay either way. 41 00:02:07,359 --> 00:02:07,840 How about that? 42 00:02:08,000 --> 00:02:08,879 So here's number one. 43 00:02:09,039 --> 00:02:10,000 Principle number one. 44 00:02:10,319 --> 00:02:15,840 I believe that you have a divine assignment and a divine purpose. 45 00:02:16,000 --> 00:02:21,360 I believe that God made us on purpose for a thing. 46 00:02:21,520 --> 00:02:27,840 He he or she gave us an identity that we live out today. 47 00:02:28,080 --> 00:02:31,599 And the closer you can understand what that divine 48 00:02:31,599 --> 00:02:37,360 assignment is, the more likely you are to live inside of that 49 00:02:37,360 --> 00:02:39,120 and be the best you can be. 50 00:02:39,360 --> 00:02:43,599 The biblical reference is Jeremiah 29, 11, for I know the 51 00:02:43,599 --> 00:02:45,280 plans I have for you. 52 00:02:45,680 --> 00:02:50,240 Plans to prosper you and not to harm you, plans to give you a 53 00:02:50,240 --> 00:02:52,080 hope and a future. 54 00:02:52,479 --> 00:02:56,719 So the idea here is that we need to figure out well, how do we 55 00:02:56,719 --> 00:03:00,240 internalize that this work that we do, whatever you sell, 56 00:03:00,400 --> 00:03:02,879 whatever business you're in, is not random. 57 00:03:03,120 --> 00:03:06,479 That there's a there's a knitting of your life that 58 00:03:06,479 --> 00:03:09,759 happened that has led you to this place, and it might lead 59 00:03:09,759 --> 00:03:13,039 you to another place in a couple of years, but generally I don't 60 00:03:13,039 --> 00:03:15,280 find that everything's by coincidence. 61 00:03:15,520 --> 00:03:20,000 Like if you sell financial planning, a lot of the times I 62 00:03:20,000 --> 00:03:23,759 work with financial planners and people who are high-level you 63 00:03:23,759 --> 00:03:27,280 know, high net worth people, and these people who sell these 64 00:03:27,280 --> 00:03:30,159 products typically they've had something happen to their 65 00:03:30,159 --> 00:03:34,400 parents to in their upbringing that causes them to really 66 00:03:34,400 --> 00:03:37,599 understand the assignment of helping people with their money 67 00:03:37,599 --> 00:03:38,800 and their wealth, etc. 68 00:03:39,280 --> 00:03:42,000 Now, you call that a divine assignment or coincidence? 69 00:03:42,159 --> 00:03:42,560 I don't know. 70 00:03:42,639 --> 00:03:45,439 I I think it's a divine, I think there's something divine about 71 00:03:45,439 --> 00:03:48,159 you taking an experience that you had earlier in life and 72 00:03:48,719 --> 00:03:50,479 creating what you do today out of it. 73 00:03:50,639 --> 00:03:52,800 Number two, serve first. 74 00:03:54,159 --> 00:03:59,599 Uh I think the obligation is to create value before extracting 75 00:03:59,599 --> 00:03:59,919 it. 76 00:04:00,400 --> 00:04:04,800 And we talk about this when it comes to how do you communicate 77 00:04:04,800 --> 00:04:06,800 your value to another human being? 78 00:04:07,039 --> 00:04:08,319 Do you brag about it? 79 00:04:08,560 --> 00:04:11,520 Do you tell them how lousy their life is going to be without it? 80 00:04:11,759 --> 00:04:12,639 Hopefully not. 81 00:04:12,960 --> 00:04:17,120 Or do you inquire, which we teach, inquire about, well, 82 00:04:17,199 --> 00:04:20,240 what's what are the issues you have, you being Mr. 83 00:04:20,399 --> 00:04:23,199 Prospect, that are causing you trouble? 84 00:04:23,360 --> 00:04:26,480 What what where are you where are you lacking? 85 00:04:26,639 --> 00:04:30,079 Where do you want to go and where do you have a what is 86 00:04:30,079 --> 00:04:33,279 causing you to be blocked in the pursuit of that? 87 00:04:33,759 --> 00:04:37,279 And you serve people by having that conversation. 88 00:04:37,519 --> 00:04:40,480 I gotta tell you, most people don't have that conversation. 89 00:04:40,720 --> 00:04:45,519 I hang around a lot of not a lot, but a few people from the 90 00:04:45,519 --> 00:04:46,160 church. 91 00:04:46,480 --> 00:04:49,439 And nobody seems to want to have that conversation. 92 00:04:49,920 --> 00:04:52,560 What is your obligation to create value? 93 00:04:52,720 --> 00:04:54,079 Where are you going? 94 00:04:54,319 --> 00:04:55,680 What's in the way? 95 00:04:56,000 --> 00:04:59,040 It's a very simple question, and I want you to learn how to ask 96 00:04:59,040 --> 00:04:59,839 your prospects that. 97 00:04:59,920 --> 00:05:01,680 But ask yourself that too. 98 00:05:02,240 --> 00:05:05,839 And the moment we shift from how do I close this deal to how do I 99 00:05:05,839 --> 00:05:09,439 genuinely help this person, everything changes. 100 00:05:09,600 --> 00:05:14,399 Your presence changes, your vibe shifts, everybody feels it. 101 00:05:14,720 --> 00:05:16,160 Trust accelerates. 102 00:05:16,240 --> 00:05:18,000 You know, we talk about the trust gap. 103 00:05:18,160 --> 00:05:21,680 You want to build it, you want to decimate the trust gap? 104 00:05:21,839 --> 00:05:25,360 Ask this question How can I help this person? 105 00:05:25,680 --> 00:05:26,399 Bible. 106 00:05:26,720 --> 00:05:28,480 Matthew 20, 26. 107 00:05:29,040 --> 00:05:33,839 Whomever wants to become great among you must be your servant. 108 00:05:34,160 --> 00:05:35,439 You have to serve people. 109 00:05:35,680 --> 00:05:37,759 Serve first, serve always. 110 00:05:38,079 --> 00:05:42,319 By you serving people, you will reap the rewards, and not in 111 00:05:42,319 --> 00:05:42,720 heaven. 112 00:05:42,879 --> 00:05:46,079 You'll reap the rewards here on earth. 113 00:05:46,399 --> 00:05:49,439 Be in serve first mode. 114 00:05:49,920 --> 00:05:52,000 Sell second mode. 115 00:05:52,319 --> 00:05:55,279 Serving, you're serving by selling them, but you're not 116 00:05:55,279 --> 00:05:56,639 selling them and then serving them. 117 00:05:56,720 --> 00:06:00,240 You're serving them by asking the right questions in the sales 118 00:06:00,240 --> 00:06:03,600 process, and you're explaining your value in a clear and 119 00:06:03,600 --> 00:06:06,160 concise way, and then people are saying, Yeah, you know what? 120 00:06:06,240 --> 00:06:07,120 I want on board. 121 00:06:07,279 --> 00:06:08,720 I want to do this with you. 122 00:06:08,959 --> 00:06:14,560 There are a couple other verses, but Galatians 5.13 says, serve 123 00:06:14,560 --> 00:06:16,959 one another humbly in love. 124 00:06:17,759 --> 00:06:19,040 Serve one another humbly. 125 00:06:19,120 --> 00:06:19,600 I like that one. 126 00:06:19,680 --> 00:06:24,000 Okay, principle number three: be a guide, not a convincer. 127 00:06:24,319 --> 00:06:28,079 Your role in professional selling is to illuminate the 128 00:06:28,079 --> 00:06:31,680 path, not to drag people down the path. 129 00:06:32,639 --> 00:06:36,399 Convincing, and even some persuading, is exhausting. 130 00:06:36,480 --> 00:06:39,680 And to be honest with you, it's not very effective because every 131 00:06:39,680 --> 00:06:43,839 time you go out trying to persuade somebody to your way of 132 00:06:43,839 --> 00:06:45,680 thinking, there's resistance. 133 00:06:45,839 --> 00:06:48,319 They throw up the gauntlet of resistance. 134 00:06:48,480 --> 00:06:49,600 We all do it. 135 00:06:49,920 --> 00:06:54,319 Guiding, though, is sustainable and it's empowering for you. 136 00:06:54,480 --> 00:06:55,920 It's powerful for them. 137 00:06:56,160 --> 00:07:01,439 So when you position yourself as a person who helps prospects 138 00:07:01,439 --> 00:07:07,439 understand A, where they are, B, where they want to go, and C 139 00:07:07,839 --> 00:07:11,759 what might be in the way and how to get to that promised land, 140 00:07:11,920 --> 00:07:13,680 you become indispensable. 141 00:07:14,319 --> 00:07:17,040 You're not interchangeable, you're not a commodity. 142 00:07:17,279 --> 00:07:18,959 You're indispensable. 143 00:07:19,439 --> 00:07:24,399 Proverbs 11 14 says, for lack of guidance, a nation falls. 144 00:07:24,639 --> 00:07:28,000 But victory is won through many advisors. 145 00:07:28,639 --> 00:07:34,800 And that the notion there is that we are an advisor to our 146 00:07:34,800 --> 00:07:36,560 prospects, to our clients. 147 00:07:36,720 --> 00:07:39,040 Just like I might be an advisor to you. 148 00:07:39,120 --> 00:07:42,639 And I know that some of you are clients of mine, uh, paid 149 00:07:42,639 --> 00:07:45,519 clients, some of you are community service clients on the 150 00:07:45,519 --> 00:07:46,079 podcast. 151 00:07:46,319 --> 00:07:50,720 But hopefully I have helped guide you over the months or 152 00:07:50,720 --> 00:07:51,360 years. 153 00:07:51,600 --> 00:07:53,600 I am not trying, I never try to convince people. 154 00:07:53,680 --> 00:07:54,160 I do webinars. 155 00:07:54,319 --> 00:07:56,079 In fact, we've got one coming up June 11th. 156 00:07:56,160 --> 00:07:58,800 Uh it's called the Lev the 2X Leverage Workshop. 157 00:07:58,959 --> 00:08:01,199 And it's complimentary, 60 minutes. 158 00:08:01,279 --> 00:08:05,279 Uh, let's see, I'll put in the show notes how to get access to 159 00:08:05,279 --> 00:08:05,600 that. 160 00:08:05,839 --> 00:08:11,360 Um, but it's a 60-minute free webinar on the three master keys 161 00:08:11,439 --> 00:08:15,040 I have found to really leveraging yourself in the world 162 00:08:15,040 --> 00:08:16,720 of selling and achievement. 163 00:08:16,959 --> 00:08:20,079 But I tell people right up front, look, you're all we're 164 00:08:20,079 --> 00:08:21,199 all adults here. 165 00:08:21,439 --> 00:08:24,160 I'm going to make you an offer at the end, going to invite you 166 00:08:24,160 --> 00:08:25,600 to participate in something that we're doing. 167 00:08:25,680 --> 00:08:27,199 It's called the 2x group. 168 00:08:27,680 --> 00:08:31,439 You may discover as we go that, man, this would be perfect. 169 00:08:31,600 --> 00:08:34,480 You may discover this would be the biggest waste of time and 170 00:08:34,480 --> 00:08:35,840 money ever in my life. 171 00:08:36,080 --> 00:08:37,200 I don't care. 172 00:08:37,600 --> 00:08:38,879 I really don't care. 173 00:08:39,200 --> 00:08:40,960 I mean, I'm not I'm not biased. 174 00:08:41,039 --> 00:08:43,519 I'm not here trying to get you to do something. 175 00:08:44,240 --> 00:08:46,960 And we're going to talk about principle number four, which is 176 00:08:46,960 --> 00:08:48,320 detach from outcomes. 177 00:08:48,559 --> 00:08:53,440 But I'm not, as a guider, I'm not invested in in you doing 178 00:08:53,440 --> 00:08:54,240 business with me. 179 00:08:54,399 --> 00:08:55,360 I'm just not. 180 00:08:55,919 --> 00:08:56,960 I'm just not. 181 00:08:57,200 --> 00:09:00,080 I I would would I prefer you do business than not? 182 00:09:00,240 --> 00:09:01,840 Well, yeah, if it's the right thing. 183 00:09:02,080 --> 00:09:04,639 If I believe I can help you and you believe you can help me, and 184 00:09:04,639 --> 00:09:07,120 you say you want to go to a different place and you really 185 00:09:07,120 --> 00:09:08,320 are committed to that, yeah. 186 00:09:08,399 --> 00:09:09,919 Well, it's better. 187 00:09:10,559 --> 00:09:13,120 But I'm never convincing or persuading. 188 00:09:13,279 --> 00:09:13,840 Never. 189 00:09:14,159 --> 00:09:17,200 Principle number four, detach from outcomes. 190 00:09:17,919 --> 00:09:20,159 You know, you've heard us say this, me say this. 191 00:09:20,320 --> 00:09:24,000 Clarity and confidence come when you release your grip on the 192 00:09:24,000 --> 00:09:24,320 result. 193 00:09:25,039 --> 00:09:30,080 You become more confident when you do not have a grip on the 194 00:09:30,080 --> 00:09:30,399 result. 195 00:09:32,720 --> 00:09:35,360 Attachment, which is the opposite of detachment, of 196 00:09:35,360 --> 00:09:38,000 course, it's the outcome or attachment to the outcome, is 197 00:09:38,240 --> 00:09:43,120 what makes people pushy, desperate, and weak. 198 00:09:43,919 --> 00:09:47,440 When you are genuinely detached, like I just told you in my 199 00:09:47,440 --> 00:09:52,320 webinars, when you can walk away, you show up as your best 200 00:09:52,320 --> 00:09:52,960 self. 201 00:09:53,440 --> 00:09:58,159 The real you, your true identity shows up when you're not 202 00:09:58,399 --> 00:10:01,360 wondering and wishing when the customer is going to say yes. 203 00:10:01,519 --> 00:10:02,879 And prospects sense that free. 204 00:10:03,039 --> 00:10:06,159 They want to be a part of that, draws them in, doesn't push them 205 00:10:06,159 --> 00:10:06,639 away. 206 00:10:06,879 --> 00:10:10,639 So where in the Bible do we find a little bit of this detachment? 207 00:10:10,960 --> 00:10:16,639 Matthew 6.34 says, Therefore, do not worry about tomorrow, for 208 00:10:16,639 --> 00:10:19,120 tomorrow will worry about itself. 209 00:10:19,759 --> 00:10:21,840 And really, isn't that what detachment is? 210 00:10:22,080 --> 00:10:27,200 Detachment's the springing free of our worry about the future if 211 00:10:27,200 --> 00:10:29,679 we can't fix this thing in the present, like we don't get this 212 00:10:29,679 --> 00:10:32,080 deal or we don't get the book call or whatever. 213 00:10:32,720 --> 00:10:36,399 Isn't that what detachment really allows us to do is to set 214 00:10:36,399 --> 00:10:37,600 aside the worry of tomorrow? 215 00:10:37,919 --> 00:10:40,080 We're not worried, we're not concerned with it. 216 00:10:40,320 --> 00:10:41,519 We'll do all the right things. 217 00:10:41,600 --> 00:10:44,080 We're not going to sit sit around in bed and eat chocolates 218 00:10:44,159 --> 00:10:44,480 all day. 219 00:10:44,559 --> 00:10:46,399 We're going to go out and work, we're going to serve people, 220 00:10:46,480 --> 00:10:50,159 we're going to tell our stories, we're going to post, but I'm 221 00:10:50,159 --> 00:10:51,279 detached from the outcomes. 222 00:10:51,440 --> 00:10:52,720 I don't ever worry about tomorrow. 223 00:10:52,799 --> 00:10:54,799 Now, I can't say I don't ever worry about tomorrow. 224 00:10:54,879 --> 00:10:59,519 Yeah, I mean I sometimes I like if I have something big coming 225 00:10:59,519 --> 00:11:03,200 up the day after, you know, tomorrow or the day after. 226 00:11:03,360 --> 00:11:06,720 Yeah, I'll set my mind on it, but I don't know if I worry 227 00:11:06,720 --> 00:11:11,840 about I used to, but I believe these biblical principles and 228 00:11:11,840 --> 00:11:14,480 whether you have a spiritual foundation really helps you let 229 00:11:14,480 --> 00:11:14,639 go. 230 00:11:14,720 --> 00:11:18,240 And you know what happens when you let go and get unattached 231 00:11:18,240 --> 00:11:19,039 from the outcomes? 232 00:11:19,200 --> 00:11:19,919 People feel that. 233 00:11:20,080 --> 00:11:21,759 People want to be around you. 234 00:11:22,559 --> 00:11:26,559 Customers now, the trust explodes between you. 235 00:11:26,720 --> 00:11:31,440 All right, principle number five know and deploy your uniqueness. 236 00:11:31,600 --> 00:11:33,759 Your gifts are not accidental. 237 00:11:34,000 --> 00:11:35,200 They're part of your assignment. 238 00:11:35,360 --> 00:11:37,279 And we talked about that a little bit earlier, divine 239 00:11:37,279 --> 00:11:37,519 purpose. 240 00:11:37,759 --> 00:11:40,399 But this is about your uniqueness. 241 00:11:40,720 --> 00:11:45,440 Most people spend their careers trying to be a better version of 242 00:11:45,440 --> 00:11:46,639 someone else. 243 00:11:47,440 --> 00:11:51,440 But the market does not need that version of someone else. 244 00:11:51,759 --> 00:11:58,000 It needs the full, unapologetic, unique expression of you. 245 00:11:59,039 --> 00:12:01,759 Your unique combination of experience, perspective, and 246 00:12:01,759 --> 00:12:03,120 insight is an asset. 247 00:12:03,440 --> 00:12:07,120 Can't be replicated, can't be commoditized, probably can't be 248 00:12:07,120 --> 00:12:07,759 shipped. 249 00:12:08,879 --> 00:12:11,679 So what is that unique expression of you? 250 00:12:11,919 --> 00:12:14,639 And are you afraid to deliver it? 251 00:12:14,960 --> 00:12:19,360 I know in my business life I've been afraid from time to time to 252 00:12:19,360 --> 00:12:23,919 deliver my unique expression because I have counterintuitive 253 00:12:23,919 --> 00:12:24,559 takes. 254 00:12:24,879 --> 00:12:27,440 I have non-traditional strategies. 255 00:12:27,840 --> 00:12:29,679 And you've heard them here. 256 00:12:30,159 --> 00:12:34,159 And sometimes when I get ready to share those, I get a little 257 00:12:34,159 --> 00:12:34,960 queasy. 258 00:12:35,200 --> 00:12:38,799 Oh, am I going to be accepted in the club if I say this? 259 00:12:39,360 --> 00:12:42,399 Then at some point you realize there is no club you're trying 260 00:12:42,399 --> 00:12:43,440 to get accepted into. 261 00:12:44,080 --> 00:12:46,799 Or you get accepted in the club, and you say, I don't really want 262 00:12:46,799 --> 00:12:47,600 to be in this club. 263 00:12:47,759 --> 00:12:49,039 That's not the club for me. 264 00:12:49,279 --> 00:12:51,679 Okay, what's the biblical foundation to this? 265 00:12:51,919 --> 00:12:53,600 Here's Romans 12, 6. 266 00:12:53,759 --> 00:12:57,919 We have different gifts according to the grace given to 267 00:12:57,919 --> 00:12:58,879 each of us. 268 00:12:59,360 --> 00:13:03,039 I've been listening to a lot of Jamie Winship, who's an online 269 00:13:03,279 --> 00:13:03,679 pastor. 270 00:13:03,759 --> 00:13:07,120 He does a lot of uh interviews on YouTube, and he's got a 271 00:13:07,120 --> 00:13:10,320 program called Identity Exchange that he does with his wife, and 272 00:13:10,320 --> 00:13:12,480 he talks a lot about identity. 273 00:13:12,879 --> 00:13:14,879 And really that's what this is. 274 00:13:15,039 --> 00:13:20,000 Our uniqueness is wrapped up in who we are at our core level, 275 00:13:20,159 --> 00:13:25,360 not who we say we are, not who other people tell us we are, but 276 00:13:25,360 --> 00:13:26,960 who we really are. 277 00:13:27,200 --> 00:13:29,039 And that's a hard thing to get to. 278 00:13:29,279 --> 00:13:32,639 It's uh you don't just you know, you don't just roll up and say, 279 00:13:32,799 --> 00:13:34,639 okay, well, I'm gonna you ask me who I am. 280 00:13:34,799 --> 00:13:36,720 Here's my uh here's my paragraph. 281 00:13:36,879 --> 00:13:42,320 I mean it's it's work because we have been, I don't know, 282 00:13:42,639 --> 00:13:46,399 infiltrated by the world to say, well, you have to be this 283 00:13:46,399 --> 00:13:46,559 person. 284 00:13:46,720 --> 00:13:48,879 If you're gonna be in this business, you have to be this 285 00:13:48,879 --> 00:13:49,120 person. 286 00:13:49,360 --> 00:13:52,799 If you're gonna be in sales, you have to be persuasive. 287 00:13:53,279 --> 00:13:54,639 You've probably heard that. 288 00:13:54,879 --> 00:13:57,440 If you're gonna be in sales and be successful, you have to be 289 00:13:57,440 --> 00:13:58,240 persistent. 290 00:13:58,559 --> 00:13:59,440 No, you don't. 291 00:13:59,679 --> 00:14:01,840 You don't have to be persuasive or persistent. 292 00:14:02,000 --> 00:14:04,720 But that's the that's the identity we've taken on. 293 00:14:04,799 --> 00:14:06,399 I'm persuasive and I'm persistent. 294 00:14:06,559 --> 00:14:10,879 Well, okay, maybe you are, but you don't have to be that way 295 00:14:10,879 --> 00:14:12,639 for you to be successful in sales. 296 00:14:12,799 --> 00:14:15,360 And I will challenge, I will challenge anybody. 297 00:14:15,440 --> 00:14:17,440 And I know I've got some challengers out there I hear 298 00:14:17,440 --> 00:14:18,480 from them on LinkedIn. 299 00:14:18,799 --> 00:14:20,240 Bill, you don't know what you're talking about. 300 00:14:20,320 --> 00:14:22,879 You've got to be persistent, you kind of not give up, you've got 301 00:14:22,879 --> 00:14:24,480 to keep calling people long after. 302 00:14:25,759 --> 00:14:27,200 Not in my world, you don't. 303 00:14:27,440 --> 00:14:28,960 Not with my philosophy, you don't. 304 00:14:29,120 --> 00:14:31,600 What you do need to do is do a better job up front of 305 00:14:31,600 --> 00:14:34,320 understanding their dilemmas and being able to explain your 306 00:14:34,320 --> 00:14:34,720 value. 307 00:14:34,879 --> 00:14:35,840 Let that suffice. 308 00:14:36,159 --> 00:14:39,440 Now you you get rid of all these thousands of follow-up 309 00:14:39,600 --> 00:14:40,480 conversations. 310 00:14:41,519 --> 00:14:44,080 So we have different gifts according to the grace given to 311 00:14:44,080 --> 00:14:44,480 each of us. 312 00:14:44,559 --> 00:14:48,639 There's a couple other uh biblical references here, uh, 313 00:14:48,799 --> 00:14:50,399 but I think that should do on that one. 314 00:14:50,559 --> 00:14:54,080 So principle number five is know and deploy your uniqueness. 315 00:14:54,480 --> 00:14:57,759 Our uniqueness scares the you know what out of us. 316 00:14:58,159 --> 00:14:59,440 It really does. 317 00:14:59,759 --> 00:15:05,120 Because we have been built in a world that rewards conformity. 318 00:15:05,279 --> 00:15:08,799 It doesn't reward people stepping out of line. 319 00:15:08,879 --> 00:15:10,879 It's the whole tall poppy syndrome. 320 00:15:10,960 --> 00:15:13,840 You know, you grow too much, somebody's gonna cut you off at 321 00:15:13,840 --> 00:15:14,159 the knees. 322 00:15:14,480 --> 00:15:17,759 Principle number six your body is your temple. 323 00:15:18,799 --> 00:15:22,159 Physical fitness is not separate from professional performance. 324 00:15:22,720 --> 00:15:24,480 It is performance. 325 00:15:26,080 --> 00:15:32,000 We need, as professionals, to think clearly under pressure, to 326 00:15:32,240 --> 00:15:35,840 bring the right kind of energy and presence to the to the 327 00:15:35,840 --> 00:15:39,600 marketplace, and all of that flows from our physical 328 00:15:39,600 --> 00:15:40,240 condition. 329 00:15:40,960 --> 00:15:47,120 And neglecting our physical body is is not humility, it's poor 330 00:15:47,120 --> 00:15:50,480 stewardship of the instrument, the physical instrument you've 331 00:15:50,480 --> 00:15:52,559 been given to carry out your assignment here. 332 00:15:54,720 --> 00:15:56,879 First Corinthians 6, 19 and 20. 333 00:15:57,039 --> 00:16:00,159 Do you know that your bodies are temples of the Holy Spirit? 334 00:16:00,559 --> 00:16:05,360 You are bought at a price, therefore honor God with your 335 00:16:05,360 --> 00:16:06,240 bodies. 336 00:16:09,759 --> 00:16:14,639 So I and I know that sometimes people around me say, you know, 337 00:16:14,720 --> 00:16:15,759 Bill, that's not your lane. 338 00:16:15,919 --> 00:16:17,440 Physical fitness is not your lane. 339 00:16:17,679 --> 00:16:20,399 Look, my lane is anything that can help you grow. 340 00:16:20,720 --> 00:16:25,039 I don't I don't care what anybody admonishes me for. 341 00:16:25,759 --> 00:16:30,720 My lane is anything that's going to help you get a result without 342 00:16:30,720 --> 00:16:32,559 working yourself to the bone. 343 00:16:32,799 --> 00:16:35,840 So if that means shooting better video, we're gonna talk about 344 00:16:35,840 --> 00:16:36,000 that. 345 00:16:36,080 --> 00:16:38,559 If that means physical fitness, we're gonna talk about that. 346 00:16:38,720 --> 00:16:42,399 If that means spiritual foundation, check, check, and 347 00:16:42,399 --> 00:16:43,039 check. 348 00:16:43,440 --> 00:16:46,720 Because I don't want to limit myself in talking to you about 349 00:16:46,720 --> 00:16:49,120 just sales training and sales tactics. 350 00:16:49,200 --> 00:16:50,000 And here's a tip. 351 00:16:50,080 --> 00:16:52,080 When they say this, you say that. 352 00:16:52,639 --> 00:16:54,559 Here's a tie-down close. 353 00:16:54,720 --> 00:16:56,879 If they're not closing, tie them down. 354 00:16:57,039 --> 00:16:59,360 I mean, literally, get your rope out and tie them down. 355 00:16:59,519 --> 00:17:01,120 No, you're not gonna hear that here. 356 00:17:01,360 --> 00:17:04,799 What you're going to hear is all lanes, all roads that lead to 357 00:17:04,799 --> 00:17:05,759 your success. 358 00:17:06,960 --> 00:17:10,160 And if that's not what you want, if you came in for sales tips, 359 00:17:10,319 --> 00:17:11,279 go somewhere else. 360 00:17:11,440 --> 00:17:13,759 I'm gonna give you some sales tips, but it's gonna be 361 00:17:13,759 --> 00:17:15,200 non-traditional, counterintuitive. 362 00:17:15,279 --> 00:17:17,440 You're probably not gonna be able to learn them and use them 363 00:17:17,440 --> 00:17:17,839 anyway. 364 00:17:17,920 --> 00:17:23,039 But if you want true growth, income growth, sales growth, 365 00:17:23,200 --> 00:17:25,359 results growth, this is the right place for you. 366 00:17:25,519 --> 00:17:26,640 Hopefully that helps you today. 367 00:17:26,720 --> 00:17:27,200 Those are six. 368 00:17:27,279 --> 00:17:30,960 I'll go through the next six on a uh solo episode that'll 369 00:17:30,960 --> 00:17:32,480 probably come out here in a couple days. 370 00:17:32,640 --> 00:17:33,759 And I hope that has been helpful. 371 00:17:33,920 --> 00:17:37,759 Go to advanced sellingpodcast.com slash 372 00:17:37,759 --> 00:17:40,160 LinkedIn if you want to comment on this. 373 00:17:40,319 --> 00:17:41,599 Good, bad, or ugly. 374 00:17:41,839 --> 00:17:42,400 Love to hear it. 375 00:17:42,640 --> 00:17:43,200 Bye.