Tailwind ~ Casey Jacox ~ Founder @ Winning The Relationship

I mean, like, hearing this, I'm, I'm hearing, like, the, uh, all those, like, top level, like, recommendations for a salesperson as they're going through training.

Like, listen twice as much as you speak.

You got two ears, one mouth, so do that.

Mm-hmm.

Or, like, be curious.

Or, like, sorry, not be curious, but, like, or use open-ended questions.

And, like, and it's very, like, technical.

It's very much like here are the, the tactical things that you need to do, and I don't often hear, like, the underlying more emotional aspect or more, like, foundational bedrock aspect of it.

But it's like okay, but, you know, being humble, being curious, that's a more deep version of saying, like, "Listen twice as much as you talk." Um, have you noticed that, like, as you focus on those things or you've trained from that d- direction or that l- underlying thing that you're seeing a more impactful, like, set of actions? Like, somebody's actually saying, "Tell me more," from a actually more interesting per- uh, perspective because they're thinking of it from being those three, those three things at all times?

100%.

I think it re- it, it ...

the biggest thing it does, Austin, it removes your ego.

Yeah.

And it keeps that thing checked, because we all got one.

And, uh, in life I don't wanna be right, I wanna get what I want.

Mm-hmm.

You know, which is my time.

Yeah.

I wanna help someone else have a good, a better outcome.

And I think one thing that when you're curious, your tone has to be be thoughtful.

Yeah.

So if I just say, if I just say, "Hey, tell me more about that," well, that was kinda firm and direct.

But I say, "Wow, tell me more about that," there's empathy in my voice.

There's tone.

Mm-hmm.

I mean, like, hearing this, I'm, I'm hearing, like, the, uh, all those, like, top level, like, recommendations for a salesperson as they're going through training.

Like, listen twice as much as you speak.

You got two ears, one mouth, so do that.

Mm-hmm.

Or, like, be curious.

Or, like, sorry, not be curious, but, like, or use open-ended questions.

And, like, and it's very, like, technical.

It's very much like here are the, the tactical things that you need to do, and I don't often hear, like, the underlying more emotional aspect or more, like, foundational bedrock aspect of it.

But it's like okay, but, you know, being humble, being curious, that's a more deep version of saying, like, "Listen twice as much as you talk." Um, have you noticed that, like, as you focus on those things or you've trained from that d- direction or that l- underlying thing that you're seeing a more impactful, like, set of actions? Like, somebody's actually saying, "Tell me more," from a actually more interesting per- uh, perspective because they're thinking of it from being those three, those three things at all times?

100%.

I think it re- it, it ...

the biggest thing it does, Austin, it removes your ego.

Yeah.

And it keeps that thing checked, because we all got one.

And, uh, in life I don't wanna be right, I wanna get what I want.

Mm-hmm.

You know, which is my time.

Yeah.

I wanna help someone else have a good, a better outcome.

And I think one thing that when you're curious, your tone has to be be thoughtful.

Yeah.

So if I just say, if I just say, "Hey, tell me more about that," well, that was kinda firm and direct.

But I say, "Wow, tell me more about that," there's empathy in my voice.

There's tone.

Mm-hmm.