I once met a sales master at a triathlon. He wasn’t your stereotypical salesperson. He was relaxed.Laid back.Chill. Here’s the story. I was at the Ironman Santa Rosa triathlon in California. The event had hundreds of vendor booths packed in a labyrinth of aisles. If you locked eyes with a salesperson for more than two seconds, they would immediately say stereotypical things like:“How are you doing today?”“Can I ask you a question?”“We’ve got a special today. 15% off.” You could smell their...

If you're in sales, you've probably heard a prospect say this word: “Busy.” “I'm busy. Call next quarter.” When someone says they’re busy, it means they have other commitments or tasks that they consider more urgent or important at that moment. It doesn’t necessarily mean they’re dismissing your request or that it’s unimportant—it just suggests that your request may not be their top priority at that specific time. “But, Josh, I solve a problem.” Problems don't get prioritized. People live...

Commit yourself to detaching because attempts to control outcomes will cause you suffering.Actions belong to you.Outcomes don't.You can do everything right and still lose the sale.Learn to direct your attention to what you control.Doing so is like a superpower in a world of quotas, leaderboards, and President ClubsHaving fun and enjoying the process is far more important than winning.