John Gafford

Well, there's obviously within that list, there's obviously techniques in phrasing and ways that you can get to that subliminal old brain.

So what would you, let's break that same list down again and say, what are the things that you should be doing depending on which of those vanity metrics or those safety metrics you're trying to hit?

So let's pretend we got a pitch.

Are you trying to hit – let's say we got a pitch.

You got your three silos you're trying to hit of your positioning.

Okay.

Are you trying to hit it 33%, 33%, 33%?

Or does it matter as long as it equals 100?

I want to go back and I want to talk about pattern recognition because we skipped it so quick.

Because I actually give a talk and one of the talks that I give, one of the points that I'm making is about pattern recognition in the sales industry where the worst thing that you can say to any prospect that you ever call is, how are you doing today?

Because every human on earth now is just conditioned.

Like you would never call your friend and go, how are you doing today?

You just would never do that.

So when you hear that through the phone, I don't care who it is, you're immediately just conditioned to go telemarketer.

It's the first thought that hits your brain.

And I make that point when I give that talk and walk out and I said, hey, odd question.

Did anybody in here almost die this morning?

And no hands go up and I go, I beg to differ.

I think all of you almost died.

And they're like, what are you talking about?