David Royce

And having to write everything down and teach it is even a better way to learn it.

And I actually got even better at sales from that point forward.

It was just creating processes for it, writing out a script, writing all these different rebuttals, kind of coming up with the rack system.

How do you teach body language?

And then we took it to another level where it's like, let's videotape the salespeople giving their approach.

And then we're going to throw it up.

We're going to put a big screen in every office.

We're going to mirror it up on the screen and then we're going to have the entire group.

We're going to go through it and I'll say, tell me to press pause whenever you see something you really like or you say or dislike.

And so you actually have the team, you know, edit and go through with the salesperson what they can improve on.

And it's fascinating.

We've done that where like someone's gotten to like a rut and they're getting zeros for a few days and then we'll put them up on the screen.

You know, everybody will say, okay, this is the key thing.

Like notice how you're actually frowning here over and over or you're doing this thing with your forehead.

It's really weird.

Let's get rid of that.

Just want you to focus on that and the smile thing throughout the day.

And then they'll sell seven and it's like, whoa.

You can see it.

You're like, oh, I sound like that.