 Welcome to deal breakers. What's going on, man? Dave and Cody. We're excited to be here. It's gonna be a great show today I've got a lot of things planned for you that you have no idea about. I don't have any clue about I didn't have a clue last week when we were doing the question. Yeah, I know I know I actually did that with another couple Yeah, another sales guy that I'm good friends with last we did the show Wednesday Friday night We were playing the question game back and forth testing our sales ability man. That was fun. That was really cool It's a real example. It's a real thing. Yeah can improve because you're in the moment And if you're in the moment and you're not thinking about what you want to say, but you're reacting to what they said you can you can Control exactly we're excited. I've got a lot of new things today. We're gonna see a little bit a video from Ray Lewis today Who is speaking in our 8% conference in October. We're excited about the conference We're excited about what's going on in our company and we're excited about helping you guys with sales training This show deal breakers is about how to improve and how to keep those deals from breaking up how to break the deal down Break it down break it down and get it going so you're gonna break it down later in the show brother You do not want me to dance. I want you to Actually, you may want me to dance. Well compared to me. They may be do Okay, so first off. We're going to do a little more role play. We're gonna do another sales game We're gonna do some some real Sales training yeah play training, but you don't know what we're going to do today So it's totally different and he never knows and this is why I enjoy. This is why I enjoy what I do so much Okay, so first thing is let's start off with let's warm up again with question with the question just real quick Okay, question with the question. It's a tennis match. I'm gonna ask Joe. What's up Rex? Hey, what's going on? I'm gonna ask you a question. You're gonna bounce it back at me We're gonna go back and forth something completely off the cuff. We're going same vein all the yeah the question's got to be the same thing so Let's start with this last week. I asked you what you have for breakfast and then I asked you Something else. I can't remember so let's do What is you know, I know I don't know this about you. This is gonna be good. All right What is your favorite sport? Would you rather watch football or baseball? Do I look like a baseball fan? It's baseball important to you. Why would you ask me that question? If you had to go to a baseball or football game, which would it be? What season is it right now? Are you ready for football season? Do you like the heat or do you like the cold weather? Would you rather watch a football game in the hotter the cold? Doesn't it just feel like baseball weather? Should it feel like baseball? We could go we've got we've gotten pretty good at that because you could we could go 30 minutes There's no doubt. That would be actually a good show. There's no doubt in my mind 30 minutes of just Questions so the idea is You have to ask questions and every sales presentation you have to ask questions if you tell them this should be important to you They're not gonna accept it. It's kind of a negative if you ask them. What's important to you? They get to they get to engage. It's not like you're doing this to an entire But it gives you the ability to pivot like we all use example again because we got a bunch of new walk new listeners and followers is hey What's the price man? How much is it? What's the quote? How much am I gonna pay if you're not ready to answer that as a salesperson? How are you gonna handle that? Yeah, absolutely, and you should be asking questions. It's a good way to What's up, James? What's up, Joe? It's a good way to control the conversation by asking questions and getting them where you want to go Okay, so now pick your poison is a Part of our show where we I let you pick out of a hat the role play that we're going to do or the Objection that we're gonna do so we're gonna do pick your poison And I've got the hat full of three things now normally we do Insurance specific role plays or we do insurance or we do whatever but my feeling is What we're doing and what we're teaching applies to just about anything. We're all in sales So these are three things that have nothing to do with insurance. They have nothing to do with products, okay, these are all ideas and and You'll see what I mean when you pick the first okay, so Here we go Which one you guys want which one you guys want? Color okay, so I want you to pick a color. Okay, and sell me a color It doesn't matter what it costs. It doesn't matter what it is I want you to pick a color and sell me a color. Okay? all right Dave so dude has a Have you ever owned a red car? Yes, I have yeah, what made you choose red when you made that decision It was 65 Mustang and Mustang is supposed to be red. So sick is that yeah, it was great. It was a great car. Was that awesome? Yeah, was that your favorite car of all time? Yeah, I would say it was my favorite car of all. Yeah, it was a blast to drive Have you ever driven a 65 Mustang or an old Mustang? But I need to we need a company V8. We need a company read 65 Mustang, right Greg Let's do that like a three so because of that. I'm assuming red is your favorite color You know, I'm never really thought about it that way mmm-hmm What what other colors would you know, is there other cars that you? Preferred because of different colors or is it or is it because that was your favorite one? It was red. You may not have thought about it, but it but it but in reality, maybe Subconsciously you just love red. Maybe. Yeah, maybe you're right You would agree that okay, you like like I never thought about it You know blue being my favorite color really, but if you had to pinpoint it down and really get me to