I want you to stop pretending to be me. You're a pound shop version of me. You're a wish.com Jack Frimson. Remember you will buy it. Nice. Not bad. Why don't you try and sell like yourself? Because the 30th of April, it's all about selling like yourself or yo self. Yo self. Depends on if you're down with the kids or not. And today, it's Epictetus. Easy for you to say. Easy for you to say. Just as what is considered rational or irrational differs from each person.

In the same way, is good or evil and useful or useless differs for each person. This is why we need education, so we might learn how to adjust our preconceived notions of the rational and irrational in harmony with nature. In sorting this out, we don't simply rely on our estimate of the value of the external things, but also apply the rule of what is in keeping with one's character. Mmm, okay. Tell me what you're thinking. Yeah, I love that.

Well, I'm thinking about there are things that are uniquely yours in selling that are parts of your character. OK, so the extrovert. Mm hmm. Jack Frimstone might sell differently than the more sophisticated seller like me. And what did you say that you were earlier? Not introvert. You were something like ambidextrous. Yeah, ambidextrous. Yeah, that's it. I was going to say something else then that might get bleeped out, so I'm not going to say.

But you know, there's people who their natural default skill set is introvert or extrovert or they're funny or they're a bit more astute and analytic or whatever it may be. There's all these different things that make us unique and tend to be our crutches in social situation, our social crutches, character we fall on. Someone might be an introvert, someone might be an extrovert. It doesn't mean that they can sell any differently. It means they've got unique.

things that are pros and maybe a few things that are cons. In the same way that someone who's naturally very funny might be able to do some of the things and someone who's maybe a bit more serious but perhaps more analytical might be able to do other things. It's about playing to certain strengths. So I think about in our team, there might be people who naturally, if they're selling to people in construction, they might sound a bit like they're in construction. And then I might be speaking to someone who's maybe sounds a bit more posh and public school, and they might be better at selling to someone who's a bit more posh and public school. So it's about people buy from people that are like them. And how do you use what's uniquely yours to make sure you're matching yourself up with the best sales job selling to people that are like you? And I think that's you know what? That's brilliant advice that doesn't actually get spoken about like

Just because we talk about like your environment is key. We've had people through the door that have maybe not been great at this part of the job of prospecting, cold call and stuff like that. That doesn't necessarily mean that you're bad at sales. Sales is a spectrum and you might not be great at the prospecting and it's definitely a skill set that you want to nail, but they might be good at something along the line. They might be really good at door to door sales. They might be really good at closing or they might be really good with warm inbound leads. And I think that

Environment is key. And if you think if you're in a situation now where you're thinking about your next sales job or your first sales job, we'll think what being the pros and cons of this job? What have I really struggled with? And like you say, there are pros and cons and there are trade offs. And if your personality is a bit more cheeky, chappy, or you understand something, maybe you are. Well, I'm a salesperson that probably would do well at selling to salespeople because they get the process. But actually.

you might really, really struggle with the analytical finance type. So it's probably best not to go and get a job at Sage or Xero and sell that kind of product. So think about where you are going to be best placed because there's two trains of thoughts and they both contradict each other. The best salespeople are the ones that can mold into different environments. And typically if you're selling to any kind of org or enterprise, then you're probably going to be selling to CFOs, CMOs and CEOs anyway, you'll be bringing in different stakeholders.

But think what's going to give you the best advantage, the unfair advantage. What is something that you know that maybe you even have a bit of a passion. If you have a passion for marketing, but you don't want to work in marketing, maybe sell marketing products. Maybe go and do sales for a marketing company. Like give yourself the best headstart in life. Yeah, exactly. You naturally come with bit of low hanging fruit as part of your personality. There are things that you have a natural inclination for and you'll know you're on the right path because it feels easier.

Definitely things in my career that felt easier and perhaps things that didn't feel easier bothered me a bit more, but they wouldn't naturally bother everyone. And obviously sales isn't necessarily going to be a job for everyone forever. So if you're like, how do I get in, learn as much as I can, make the most money I can for the next two or three years, and then move on to something else, you've got to weigh it up. Is it worth me just leaning on my natural character traits or do I want to spend the next three years going the opposite direction?

And that's the thing to figure out. Yeah, I worked in an insurance company and I did legit and the best salespeople were just blokey blokes that liked cars and football and beer and things like that. to blokey blokes by the way. Shout out to blokey blokes. We'll send you a creative Heineken for saying thank you. And that's it because they were selling car insurance to convicted drivers.

So people that had points in their license for speeding, drink driving, anything like that. Shout out to convicted drivers. Shout out, we'll send you a crate of Heineken as well. Zero percent. But that's the thing, but like, what do you sound like? So I think that this has been a great episode. Give yourself that unfair advantage. I've been Jack Frimston. I've been Zach Thompson. Remember you will die. Don't sell and drive.