No, you go hunt.

Yeah, I hate that game, if then.

If only my company would do this, then I can do that.

That is garbage.

I want to come back to something.

You talked about Brian Tracy.

I call it CFT, customer facing time.

What do you tell brands that typically try to discount when the salesperson thinks that they should just have a lower price to win?

If you could share with us all about this mindset that it's got to start with the mindset before we go out there and start prospecting.

Well, let's break this down first of all and say prospecting with integrity, a lot of people are saying, yeah, that's impossible.

Come on, come on.

Yeah, and if you follow a lot of the shills out there in the marketplace, it is impossible to prospect with integrity, but I think it is.

And it does begin with the mindset because the mindset really shapes who we are and who we talk to.

Here's what I've found.

when I prospect with integrity, and we'll break this down here in a bit, you attract better customers.

And with, with that saying, you know, Mark, what are some other things that you feel could really benefit the audience when it comes to, you know, again, prospecting, leading with that integrity and close and closing with confidence and, you know, and sustaining that, you know, to, you know, and not only help their, their clients grow, but also they're growing their business.

[laughs]

You're gonna have to come back to that prospect multiple times to get them to engage with you.

So that's one.

Two, understand that it's about engaging the prospect.

It's not you sharing with them any information.

They can find all about you, 'cause your reputation arrives before you do.

It's how do you uncover on them.

No, the way to get invited back onto my podcast is to tell me that you were excited this morning.

How does being authentic help you to continue to elevate in your chosen career path?

First of all, you're less stressed.

You are less stressed out because you're not trying to put on a front.

So that, by being less stressed out, actually gives you more energy.

It gives you more energy to make it happen.

And what does that do? It allows you to invest in other people.

Sam Darnold, let's run with him for a second.

I think a lot of people that I know who are very successful in their craft feel the exact same way.

And when you're at Outbound, which is the biggest, baddest conference in sales around these particular topics, when you are there on site what is it that draws you to Outbound every single, you know, year that we have it, and what do you think draws the audience back year after year after year to join us at Outbound even though we are talking about lots of similar concepts, you know, since 2018 since we've been doing this, but it's still impactful for everyone who shows up? Why would you as a sales leader join us at Outbound this year in, in November based on your experiences?

Why do you take a shower every day? 'Cause otherwise you stink.

It's just that simple.

Because here's the deal, here's the deal.

A rising tide lifts all boats.

We become the sum of the five people we hang out with the most.

Jim Rohn said that line years, years ago.

What does that mean to you?

What about the short game? Speak to that.

Well, oh, you are so true because again, it's so easy to, oh, got to make the number.

This is where you, the sales manager, you're listening to this, you're watching this.

This is where your role has to shift.

Too many of you are spending all of your time at the end of the quarter.

You're trying to just close the deal.

You come in in the ninth inning.

I wonder how much of the mental health issue that so many of our friends experience in the sales profession is related to this issue of being a different person at work and at home and trying, in essence, in some ways, to live two lives.

so what's the what's your view on that sales is manipulation because a lot of people feel that even now we're inundated with information and everything but why do people still feel that it's manipulation that sales is really based on

yeah it is it's a it that is a hard perception to get rid of I've got a daughter who is looking to buy a car and I was afraid that the salesperson at the car at the car lot was going to manipulate her because it's just my perception.

And so I'm fearful that there's a fear of that, because if you are looking at sales, not a serving, but it's just trying to take their money.

Example, when I first got into sales, I did not like sales.

In fact, my view of sales was that you were a bowling pin and it was my job just to knock you down, throw the ball down, knock over the bowling pins, take your money and run.

That was my objective.

And that's manipulation.

What are the techniques and styles that you use that are able to gain that trust quickly and effectively?

So tell me a little bit about what you believe integrity is, and how does that inform the rest of your book as you've written it?

Sure.

Let's back up the bus here, because the fact that we even have to talk about integrity is a shame.

I mean, it really is, because again, integrity is, should be like air, water.

It, it's just there.

It, it's just there.

But the fact we do, because unfortunately, the sales profession doesn't have really a great reputation because there's too much bait and switch out there.

Why did you write it, and why did you write it now?