Relive my fire, your heart in my arms. 10th of May, be the spark, not just the flame. It's Seneca, it's moral, it's letters. Let's also take bold action and stand among those most admired. Okay, so this gets me thinking. I think about two versions of yourself that you've got to impress. Okay.

One of them is the 10 year old version of yourself and one of them is the 85 year old version of yourself. So it's something that you can do. And this is like a nice journal journal in exercise as well. So you can write letters, but imagine that you are on your deathbed. You're 85 when you look back at what you're doing now, your day to day, your life, the choices that you're making, the relationships, the career, all of the, all of the habits would your 85 year old version be?

proud? Would they be impressed that you've made those choices? Is it going to get you to a place of where you want to be and flip it if you were sat in the room with a 10 year old version of yourself and you said to them, I'm doing X, Y and Z. Would they look up at you and think, ⁓ we did well or would they look up at you and go, what's the CRM? I like that. I like that. That's that thing around the person you are and the person you were hoping to be will one day.

collide. I've always liked that one. I actually said this to a sales guy, messaged me on LinkedIn a little while ago and asked me, how do I find my why? And we went through a few different things, but then we got onto this point of, imagine yourself sat in your rocking chair at 85, looking back at this point in your life now, would you be proud of what you're doing? Yeah. And he was like, not really. Maybe that's part of it. And I'm sort of half in half out. I was like, well, you haven't got any responsibility. Why not just go and find what you're doing?

This is probably the other thing, isn't it? It's probably a controversial opinion for a podcast about selling them to salespeople. But just because you're in it doesn't mean you should be. A lot of us have fallen into it and become almost like wage slaves. And before you know it, right now I've got a bit more responsibility. So I have to stay in the job. So make sure you've done the right things before you have to get there. You've got a kid, you've got a mortgage, you've got these different things. Like really think, is this where I want to be? And can I see a clear path?

forward with what I want to do with my life in this lane. Because if you're a young seller, let's say you're in your 20s to 30s and you're thinking I want to travel back, actually, like I've got a good career option here. You've got to do the things that you want to do. There are always going to be sales jobs waiting for you. We know we fell out of university with music degrees and drama degrees. And we know that we could walk into many different sales roles because if you can talk a little bit, you can get the job. Doesn't mean you're going to be good at the job, but it means you can get the job.

I am I've told you this before, I spent some time in a monastery and one of the exercise that did when I was in the monastery was I wrote a letter to a 50 year old version of myself and that was 20 years from now and I and I'd done a meditation and it got me thinking when we were talking there, but the meditation was me walking through the fields and I had a younger version myself and I was handing him over to the 50 year old version and it's even thinking in like the because 50 is 20 years away. It feels like a far.

far, far time away, but actually it probably is around the corner. So am I doing the things now that are going to get me there? That where I need to be. So you've really got to sit down with yourself and work out what do you want to achieve? It also gets me thinking that this quote be the Spartan or just the flame about not just following the trends. Like it's great to be inspired and it's great to do that, but also

do your own things. And it gets me thinking the quote, I think it's Oscar Wilde and he was, but like about, he said this beautiful thing about like, still like an artist. So don't copy. Don't like go and say like, I'm going to just copy that, but like still like an artist. And one of the things we did is we, we heard cold call openers that we liked, but actually we put a bit of our own flair on a bit of our own personality. So the, the, the one that I heard was

⁓ you might hate me. It's a sales call. can hang up or let me have 30 seconds. And I would say, ⁓ you might hate me as a sales call. don't know. That makes you want to slam your phone into the wall or let me have 30 seconds. It's just taking something and giving it your own because everything is a remix. Yeah. Our objection handling framework, which I can maybe get into on another episode is taken from Socrates. where did you get it from? Did you come up with it? No, I took Socrates. Socrates went on to

Therapy as it evolved people said I'll take a bit of that and use it in my therapy techniques We've taken from therapy and then I followed the train back and said ⁓ amazing this guy Socrates invented it and I should have known because it was called Socratic question. Yeah, and so it's it's just Taking the bits that you like And that's what we've done with our sales methodology the ones that we kind of like teach or will promote and we'll go I like that, but I don't like that

I like that but I don't like that. And all of a sudden you've got this amalgamation of stuff that works for you. So you can just sing it. I like that. I don't like that. like that. I don't like that. So if you're a salesperson and you're like, ⁓ I love Sandler or I love Medic or I love Bant or I love ⁓ Challenger, you don't need to like everything. You can take bits and pieces of things that you like and just use them and create your own thing. Don't specialize because specializing is for insects. Wow.

I've been Jack Frimston. I've been Zack Thompson. Remember you will die. Are you a wasp? Because I'm feeling so hornet right now.