Sep 21, 2026 · 42 min · 10 segments
Are you letting your current reality tell you what you're capable of creating over the next six months? Yes, you know you're capable of more. But do you still assume that "more" is going to take…
Guinevere EllisGuestLeonHostI love that because one of the conversations I've had over the years with people is when they've been looking at leads.
So I've been in telecoms for nearly 30 years.
We've managed, coached, hired, fired and wanted to strangle maybe 1,000, 1,500 people in that period of time.
And most of them started as telemarketers.
And when I'd be working with them and seeing how it's going, doing a one-to-one and having a conversation, I'd be looking at the list.
And I mean, I'm that old that the list was actually on a piece of paper.
It wasn't on a CRM.
And they'd show me a few that they had.
And I said, well, how did you go with them? I didn't ring him.
When you ring him, it was like, yeah, I didn't think he'd need what we wanted.
really interesting that you talk about that because it's a common thing that I find is that people qualify prospects out instead of letting the prospect qualify themselves out or in.
Yeah.
But it's really interesting that you being, you know, advanced and more knowledgeable, let's say, in terms of psychology, that you've noticed that, you know, even someone who understood it was prepared to or willing to or even actually doing that.
that qualifying someone out.
And then when you bit the bullet, then they actually were really useful.
It's that interesting though.
what's, what's, what's the thinking behind that now then? What, what, what do you teach without giving away obviously all of your secret sauce? What do you talk to people about now when it comes to that qualifying people in from the network and stuff like that? Maybe.
I always say to people that I don't teach sales, but I kind of do, I suppose, because I teach you that when you're selling, you're, you know, you're communicating something that doesn't come out of your mouth.
OK, so the prospect can pick up where, you know, how much conviction you have in what you're selling.
I love that because one of the conversations I've had over the years with people is when they've been looking at leads.
So I've been in telecoms for nearly 30 years.
We've managed, coached, hired, fired and wanted to strangle maybe 1,000, 1,500 people in that period of time.
And most of them started as telemarketers.
And when I'd be working with them and seeing how it's going, doing a one-to-one and having a conversation, I'd be looking at the list.
And I mean, I'm that old that the list was actually on a piece of paper.
It wasn't on a CRM.
And they'd show me a few that they had.
And I said, well, how did you go with them? I didn't ring him.
When you ring him, it was like, yeah, I didn't think he'd need what we wanted.
really interesting that you talk about that because it's a common thing that I find is that people qualify prospects out instead of letting the prospect qualify themselves out or in.
Yeah.
But it's really interesting that you being, you know, advanced and more knowledgeable, let's say, in terms of psychology, that you've noticed that, you know, even someone who understood it was prepared to or willing to or even actually doing that.
that qualifying someone out.
And then when you bit the bullet, then they actually were really useful.
It's that interesting though.
what's, what's, what's the thinking behind that now then? What, what, what do you teach without giving away obviously all of your secret sauce? What do you talk to people about now when it comes to that qualifying people in from the network and stuff like that? Maybe.
I always say to people that I don't teach sales, but I kind of do, I suppose, because I teach you that when you're selling, you're, you know, you're communicating something that doesn't come out of your mouth.
OK, so the prospect can pick up where, you know, how much conviction you have in what you're selling.
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