It's now or never. Give it to me. You know, when I was at university, we had a whole module on. You didn't go to university. I did. We had a whole module on opera and we had to sing Italian. Hey, good use of taxpayers money. Yeah. And I I just stood at the back and pretended I knew Italian. go, ⁓ she's not. Anyway. Wow.

The 22nd of May, it's now or never, and you're not gonna be, you're not ready for this. Well, that doesn't look like you are either. It is. Two quotes. Two quotes. Who are they by? Marcus Aurelius and Seneca. get what you deserve. Instead of choosing to be a good person today, you put it off until tomorrow. That was Marcus. And then the next one. I don't complain about not having enough time. What I have is enough. Today, this very day will accomplish...

What no tomorrow can ignore, I'll take in the impossible and make my mark on the world. So, so many salespeople say, I'll start again next quarter, I'll do that list tomorrow, it's Wednesday, I'll start again on Monday. Whereas actually, you can do a reset at any point in the day.

You can reset the day whenever you want. can break the day into four parts that you've got four days within a day. You can break it up into eight parts. You've got eight parts within a day. You can split it up into 16 parts. All of a sudden I've got 16 parts. That's over a hundred days in a week. I'm going to outweigh. I'm going to outweigh your life because I'm having more days than you. Right. I didn't know that's you were going with that. No, it's not. to bring it back? Bring it back to you. To me? To you.

OK, and what you asking me that? Well, I was asking you when you think about salespeople, why do they struggle to get out of a bad rot and start again and refresh? So I think it's tribalism. But when you're thrown in, tribal animals thrown into an unnatural environment, right? So actually, as tribal animals were being told, rejection is something that we should be avoiding rejection from the tribal equal death.

And actually validation of job well done from the tribe is a sign that you have purpose and belong as part of the tribe. that is inherent integral wiring that comes in all of us. And then you take that person, you put them a few millennia forward and say, right, now go and do a sales job. Yeah, no worries. What's the sales job about? We just get rejected and have validation. What was part of my job, but those are two things that I've got this relationship with this a bit unnerving and

I think that is the main thing around the whole mindset piece when it comes to salespeople. That relationship with how you feel on the first rejection, on the hundredth rejection, on the thousandth rejection, is there a tipping point or are you cause a cucumber indifferent? But then the validation, how do you feel when you get the deal you weren't expecting, you get the deal you were expecting, get the upsell you were expecting.

when those different results have more validation can also cause those big peaks. Actually, you able to stay totally indifferent there as well. We've got somebody in our office at the moment who just name them as may just seems unfazed like something like a rejection. yeah, it's going to happen. It's on to the next win. Yeah, cool. It's going to happen. Can you think when you when you think back about your career, can you think of any strong times or any moments when you were thinking? Yeah, that was

I was nailing that. was like, I was dealing with the rejections or actually maybe I struggled. Can you think of it from both sides? I remember in my first sales room, came in smuggled as a rug. Is that saying smuggled as a rug? It is now. I came in and I was just dead smug. I'm going over the pipeline. Everyone's sharing the deals they're working on. And I had a deal in the pipeline that was for like 800,000. Wow. was like outrageous. Pound. Yeah. And uh.

And my boss is looking at me like that and everyone's sharing. He was like, what are the next steps with it? I was like, I don't know. Actually. And then I went away and emailed them and they were just like, yeah, sorry. We're not interested. And all I'd really done is give them a quote. I remember that real moment of like, so I've been slapped in the face with reality. And then my boss went, you needed that.

I was like, right. God. And I was being a bit of a twat about it as well. Yeah. But you learn a lesson. Look at you now. Learn a valuable lesson. And do I ever rub it in with you? I'm doing really well. Does he? Do I? What do I say? You say, Whoa, has anybody got any recommendations on protein? Cause my back's hurting in the moment. Why have my back been hurting? Cause you feel like you're carrying people. Anyway, I've been Jack Frimston. I've been Zach Thompson. Remember you will die.