We interrupt this broadcast to bring you a very important piece of news. Jack Frimstone has yet again posted the exact same post on LinkedIn. Guinness Book have been on the phone and they said he's won the award for the most repetitive but trending viral LinkedIn content that's ever been done and they'd like him to be studied. Jack, in the studio, how do you feel about this announcement? We interrupt this announcement with a piece.

Anyway, I don't know what happened then. It's the third of May. And the reason that I brought that up was you should let your actions speak louder than your words. Yes. There's also a great song from a great musical called Tic Tic Boom. Action speak louder than words. Action speak louder than words. Really nice. Thank you so much for that. It's epic tea as today. Easy for you to say. Easy for me to say.

Those who receive the bare theories immediately want to spew them, as an upset stomach does its food. First, digest your theories and you won't throw them up. Otherwise, they'll be raw, spoiled and not nourishing. After you've digested them, show us the changes in your reasoned choices, just like the shoulders of a gymnast display their diet and training, as the crafts of the artisan show him what they've learned. Wow, that was lovely. Do you like that? Really nice. Now, for people who don't know, that just took me.

at least 64 takes, but I think it was important to do so. The joys of live TV. The joys of live TV. And when I think about this, I think about all the times in my career where I've oversold, I've sought too much power in my words and people have asked me a question, I've come straight in with the answer. I've rushed in to help. Yeah. You know what I mean? Yeah. I've over pitched. They said they've got a problem. I've got the perfect answer for that.

I've got the best answer ever. And actually, I remember once my ⁓ very first sales director, Ian, who now, believe this is gonna blow your mind, he now runs a tantric sex cult in Thailand. Not a word of a lie, doesn't work in sales anymore. Well, you could say he's closing. Well, I'm sure he is. But I remember once going to, I was giving these long demos, like an hour, maybe just over an hour, in person, lot of these demos were back in the day.

And Ian's first one that he did, he showed them the first bit of it and they all got really excited and started talking to you and asking questions about it. And you just went, right. And just stopped the demo and just went straight into like questions and closing. Recognize like it had done its bit. The actions had done the bit where they got everyone excited. Yeah. And he was like, now it's sort of mine to ruin. He recognized that in the room. This is about as exciting as it gets. And there's loads of bits that hadn't been done, like the qualifying and whatever else. was just like, let's just come in and give a demo.

Yeah. But you recognize that bit and just stop presenting and once straight into like the next bit, as soon as they reach the top of the excitement roller coaster. that's made me think about something which something that we teach now with our team is to recognize when you've got a prospect on the excitement roller coaster. Yeah. And you want to close here. But most salespeople are then over explaining.

overselling going back over the test and then we're back down here and actually it's boring again and call me back next week. You lost it. You want to get to the peak of that exciting roller coaster. How have you been struggling with this? Have you given up banks? Get it in the diary. Yeah. Overselling is it kills so many deals. I remember when I worked to read.co.uk. And I was selling courses. One of the courses. No.

Horses can't buy courses of the car details over the phone. It's quite hard with And I use it was the Institute of sales just say no ⁓ It was the Institute of sales and marketing I was selling a sales course and I remember really like giving it and explaining the benefits He's like, I'm not sure and I was like think about it like this you do this course next year You could be a millionaire. I got in trouble, but I was trying to say like if you learn sales

then you can make any amount of money. But obviously that was kind of overselling. And I think that his bias is kicked in and thought this schmucks trying to take me for a ride. But we, we, we often say much more than his need to be said. It goes back to two ears, one mouth, actually be the strong silent type. the strong silence. I've got a qualification from the Institute of sales and marketing. Wow. Got it very, very early on in my self. That's not on your LinkedIn profile. It is.

Is it actually is on the actually you've really outed yourself like it is. Well, I'm sorry. I've not checked. You're not check my LinkedIn profile. No, too busy staring at your own all day. Continue. Yeah. So there's a lot of opportunity to actually, I think when you feel backed into a corner, that's often the time people do it. Yeah. Like a classic example, would be when sales people get us. Yeah. Yeah. Look, what is it you actually do? And then before you know it, they're starting to pitch and oversell.

When you start to do that, no matter what, I'll tell you what's happening, right? I tell you about my software product in a little five minute monologue about it. You don't hear the best bits. You hear all the boring, worst, most irrelevant bits because your amygdala is wired to keep you safe. He's actually picking out all the bits that aren't relevant. ⁓

There'll be no one out there who's ever pitched what they've done and said we're a cloud-based CRM and someone's gone, you're a what? Please? Get in my diary now, why didn't you say sooner? Slapper. What they tend to say is, right, yeah, just chuck me an email then or give me a call back or it's not relevant for us. It just doesn't work. No. It doesn't work. It's about them, the other person, their world, getting into their and just keep it simple as we say. You don't need to over explain. Most people don't want to know.

that it does 142 different things. They want to know that it does one thing really well and that solves a problem for them. I've been Jack Frimston. I've been Zack Thompson. Remember you will die. Let them.