How to get better at sales:

0:00The most brilliant salespeople listen more than they talk, and this is one that people get wrong all the time is that they see super talkative people. I mean, moms in high school are like, "You should get into sales cuz you don't shut up." Uh no, we actually did this big study cuz we have a huge amount of sales calls that we can look at across the whole portfolio, and we use software that analyzes the calls with AI and all that stuff. And the best sales people listen twice as much as they talk. And so, the little isms that I have for this is that the person who's answering the questions is the one getting interrogated. You don't want to be the one getting interrogated. I want to be like smoke,

0:32>> [music] >> right? They can't They can't catch anything that I say. And so, if someone says, you know, [music] "Hey, well, tell me tell me what makes you better than your competition." I'll be like, "Well, what things you're looking for?" Right back to them, [music] right? It's like It's like hot potato. It's like right back to you. Well, I would want this this and this and this. I'm like, "Why are those things important to you?" [music] Right back to you. Cuz the thing is is that they believe nothing that you say. They believe everything that [music] they say. And so, I need them to say that it's a good idea, not me.