Welcome to SALES with ASLAN, a weekly podcast hosted by ASLAN Co-founders Tom Stanfill and Tab Norris, geared at helping sales professionals and sales leaders eliminate the hard sell. At the end of the day, we believe that selling is serving. ASLAN helps sellers make the shift from a ‘typical’ sales approach, to one that makes us more influential because we embrace the truth that the customer’s receptivity is more important than your value prop or message.
The goal of these interviews is to spotlight various experts in the world of sales and sales leadership – sharing informational stories, techniques, and expert interviews on the sales topics you care about.
The following are notes from EP. 204 The Other Centered Challenge Wrap Up
In todays episode Tom and Tab, wrap up the #OtherCenteredChallenge by discussing what they have learned over the last 30 days. They talk about how prioritizing self-reflection, seeking feedback, and understanding their strengths and weaknesses helped them grow this month.
Learn about their experiences leading workshops and the impact they've made on clients like Zillow who have embraced this way of selling. Tune in for practical advice on becoming a more effective leader and making a positive difference in the world.
If you are interested in learning more about ASLAN Public Workshops click here
#othercenteredchallenge #personalgrowth #relationships #success
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00:14
Tom Stanfill
Welcome back to the studio, tab and to our listeners, to another episode of sales with ASLAN, where Tab, our real mission here is how do we elevate a seller to the highest level? Trusted partner. Because when you do that, life gets easy.
00:32
Tab Norris
It does. Life as a trusted partner is the good life.
00:37
Tom Stanfill
Yeah. How you been? You did good. You were doing, you had crazy week. You delivered multiple workshops all around the world.
00:44
Tab Norris
Oh, yes. You know, I forgot, I, you know, it's good to get out on the road, be with people. Be with the, be with the people. Tom. I was great being with the people.
00:53
Tom Stanfill
Yeah. Well, that was, I had a little bit of an unusual week because I delivered a public workshop and I loved it. I loved it. I love that.
01:04
Tab Norris
I think that's great.
01:05
Tom Stanfill
Yeah. This is our second public workshop, so if our listeners are interested, stay tuned or tune in for, you know, upcoming public workshops. We're going to start doing more of those. And, yeah, I love it. I love being with the people who are making it happen and hearing what's happened on the front lines and the challenges and just love serving sellers who serve customers.
01:27
Tab Norris
I love that. I just think that's a great thing that we can, I mean, I think there's a, an appetite for that.
01:33
Tom Stanfill
Yeah.
01:34
Tab Norris
And that we, and I think it's great for us. I think it's great for anyone that has any association with ASLAN or wants to know more about ASLAN.
01:41
Tom Stanfill
So, yeah, it's a great way to learn more and it's so affordable.
01:44
Tab Norris
Yeah.
01:45
Tom Stanfill
But to what we're, for those of you, those of either new listeners or people who haven't tuned in for a while, we are in the middle, well, actually not in the middle tab any longer. We are wrapping up wrap the ramp or week series that we've been talking about on what we call the OC challenge, the other centered challenge. And if you're not aware, other centered is a, is this movement of people and it's a large group of people, this group tab is growing rapidly who believe that we are more successful and more fulfilled when we serve and we, these other centered people, which hopefully I'm part of it, I can validate that.
02:28
Tab Norris
I know you pretty well, some other.
02:31
Tom Stanfill
Center, but I'm part of the movie.
02:33
Tab Norris
A little self centered squeak in. And for me, we got a little self centered in us, but we are striving to be other centered. I will give you that.
02:42
Tom Stanfill
Yeah. I'm definitely not perfect, but I'm very aware when I'm not others like, oh, I'm doing it.
02:47
Tab Norris
Me, too.
02:48
Tom Stanfill
I.
02:48
Tab Norris
Me, too. It's like you're you. It's almost. It makes it so much worse when you're so aware, because it's so obvious.
02:55
Tom Stanfill
You're like, I try not to beat myself up. I'm like, okay, I'm. I'm indulging here. This is self indulgent here, but. And, you know, and it's trying.
03:03
Tab Norris
We.
03:03
Tom Stanfill
And we need to take time for ourselves. We gotta. We got to refuel. Right. But it's a belief system that lives that we, you know, other centered people live their lives around four verbs. And that's what this OC challenge was about. Decide, decide that we're more successful if we serve and decide before every meeting to serve. And then we choose who we serve. And that's what makes it work. Right. We make choose because we can't serve everybody. And if we choose to serve the right people, that it's going to be a win. And then how do we serve? We serve more, we care more, we learn more, we do more. And that was week three and then week four, which I think can be the most painful.
03:36
Tab Norris
Oh, yeah.
03:37
Tom Stanfill
Is we seek. So we decide. We choose. We serve. We seek. And this is where, if we're passionate about serving, where we know that we have blind spots. And by the way, our blind spots can be about our positive characteristics as well as our gaps. And so the goal of the week four, which we just wrapped up, is how do we seek feedback from trusted people who can tell us the truth about ourselves, positive and negative.
04:05
Tab Norris
You know, it is funny you say that because I went into it thinking about, you know, just being feedback. I needed promote work on improve. But it was kind of nice in doing this. And we'll talk about this a little bit later. But that you do get positives. I mean, there are some positive things that come from it, too, that are encouraging that you don't really think about. You just. Yeah, I thought that was cool.
04:26
Tom Stanfill
It's true. You know, we always talk about it in our training, is that we have a sign above our head and we can't see it. Right. And the sign has good stuff. Right. Hey, you do that really well. And the sign has some. Some areas where we need to improve. Right, right. And so if we learn about what's on our sign, we can get rid of the. We can get rid of the negative and we can expand the positive. Yeah, but it is all about. And this is one of the reasons we don't like to seek feedback because we think of it as, hey, if I know this, it's too painful. We'll talk a little bit more about how we experienced that. But. So how did it go, tab?
04:58
Tom Stanfill
I know you, we've already talked in kind of pre show prep about your week four. Yeah. Yeah.
05:06
Tab Norris
It was to your point. I was a little, I was a little nervous.
05:10
Tom Stanfill
Yeah.
05:11
Tab Norris
It's just like, oh, gosh. But it makes me realize that I want to, you know, sometimes it's like you hope that your sign is not a whole lot worse than it because you're aware of something. I don't know if you're like this, but I know there's things in my life that are, that I need to work on. But I'm thinking, oh, no, maybe there are twelve more big ones that I didn't even know.
05:39
Tom Stanfill
That is a really good point, because if, you know, you have the gap, you're like, yeah, I know. I need to work on that. It's not too painful. But the new ones. Oh, which is, by the way, where the real growth comes. The real one, the ones we don't know, we're unaware of that those can sting a little bit.
05:55
Tab Norris
Yeah. And I had one, I kind of, I had a couple of, I did a personal as well as a business.
06:04
Tom Stanfill
Professional.
06:05
Tab Norris
Professional. And the personal was, it was probably a more. A little bit like that. Like something that I was not quite as aware of. You know, I, and the feedback I received Washington, that, and it's interesting because it goes back to choose. It was that at times I can be very independent and not intentional enough with this person in my life. And that kind of stung a little.
06:39
Tom Stanfill
Bit, you know, was this was the personal.
06:43
Tab Norris
This is personal.
06:44
Tom Stanfill
Yeah.
06:45
Tab Norris
And that, you know, that you like pursuing. Pursuing more around, you know, fighting to find time for us to be together and do things that are just the two of us. And that was hard because I don't want, that hurts me. You know, I don't want to be that way. But I will tell you, it was great feedback because it's right. I mean, it's true. And, but I was encouraged on some fronts, too. Some things that they said, I just want to tell you some things you do really well. So, you know, that was encouraging. But I'm glad got the feedback because it's, it. When you get it that way, it really triggered me to want to.
07:27
Tom Stanfill
Yeah.
07:28
Tab Norris
To do something about it.
07:29
Tom Stanfill
Yeah. But it sends such a powerful message to the person that you love.
07:35
Tab Norris
Yeah.
07:36
Tom Stanfill
Right. That I care so much. You know, this is who I am and I am about wanting to have a great relationship with you and serve you.
07:43
Tab Norris
Yeah.
07:44
Tom Stanfill
And so by giving me this feedback, now I know how to do that better. And that response, think about how that makes the other person feel, which is other centered, because I have to remind myself I don't want to do this because it's about me.
07:58
Tab Norris
Yeah. That's the only reason I don't want to do it, because of me. Yeah, you're right. So that was my personal front, on the professional front, very impactful. It was an area that I do know that I struggle with, but it really is great to hear it from another person who works closely with me. And, and I ask, I mean, how can I improve? You know, we work together closely and I want to always, you know, give me feedback.
08:29
Tom Stanfill
Yeah.
08:29
Tab Norris
And, I mean, we're areas that I can. I can do better and I can improve. And it was, ironically, Tom, very similar around choosing. Well, yeah, you know, I. I get running 100 miles an hour. I get very reactive. I got a lot of things. And instead of pulling back and taking time to be in quadrant two and really so that I'm more strategic in where I spend my time.
08:58
Tom Stanfill
It's not urgent, but important. Yes.
09:00
Tab Norris
And everything can be urgent to me and some of it's not important and I make it important. And so then it was great feedback. So that is something I need to work with, work on, continue.
09:16
Tom Stanfill
So was that painful as well or was that just like a reminder?
09:20
Tab Norris
It was painful because I. It hurt me because this person was feeling that.
09:26
Tom Stanfill
Okay. It wasn't like, feel like.
09:30
Tab Norris
No, because, I mean, I felt like. I kind of felt like that was hurting them. Like my gas.
09:37
Tom Stanfill
You're putting them out.
09:39
Tab Norris
I'm putting them out. I'm. I'm. They're. They're having to make up from things from me, which made me feel not so great. But once again, it's good because that's true. It's. We're here, human.
09:50
Tom Stanfill
Yeah.
09:52
Tab Norris
We have areas we got to work on.
09:54
Tom Stanfill
Yeah. Unfortunately, there's no way to avoid that.
09:56
Tab Norris
No, it's true.
09:58
Tom Stanfill
Yeah. But anyway, a lot of. But it's interesting. It says so much about you, like, because I'm listening to you do that, it says so much about you that you're willing to do that. Acknowledge the person who's telling you that, validate their point of view, and then say, okay, I'm going to go work on that. I mean, yeah. Think about, you know, that reminds me of somebody I heard say this on a podcast, and I don't remember the name, but I. But it really stuck with me. He was talking about relationship as a parent, our relationship with children. I think the question was around somebody feeling shame or guilty around what they had done. It wasn't a big deal, but it was like, maybe they were. Got angry, something like that. And the guy said, it's not the rip, it's the repair.
10:38
Tab Norris
Oh, yeah, that's good.
10:40
Tom Stanfill
And I. You know, and I started filtering that through my relationship with my parents, specifically my dad, because I have such respect for him, because he would always ask my forgiveness if there ever was a rip. I don't remember the rip, but I really remember the repair. Like, I'm getting emotional now thinking about my dad. Like, I remember one time I was recording mash.
11:05
Tab Norris
On the VCR.
11:07
Tom Stanfill
No, no, I literally in high school. This is back when Mash was a live show. Okay. I'm in my late forties, so I would set up a tape recorder, and I put the microphone next to the speaker on my little television VCR you're doing. I would actually take a cassette tape of these shows, and I would listen. I mean, I listen to these tapes in my car or when were on trips, you know, not. I wasn't driving. I was that old. And, I mean, I might have been seven, 8th grade or something like that. And so my dad was just being funny, and he turned the tv off, so all of a sudden screwed up my recording, and I got mad, which, you know, he could have easily played the card.
11:48
Tom Stanfill
Well, you know, I need to be respectful, and I don't need to get mad. I don't think I got really. I didn't say anything, but I was. You could tell I was just upset. I. Yeah. And I remember him walking back in my room is that. I shouldn't have done that, and I'm sorry.
11:57
Tab Norris
Yeah.
11:58
Tom Stanfill
And I'm sure he said some other things, but it was all about he completely owned it. Like. And immediately when he did that, I'm thinking about, well, I was probably an ass.
12:07
Tab Norris
Yeah.
12:07
Tom Stanfill
You know, who knows what I. But he didn't. He just said, this is what I can own, and this is. And I remember my father doing that. And you know what? I did that with my kids.
12:17
Tab Norris
Yeah.
12:18
Tom Stanfill
So his impact of that was so great. So he carried it well.
12:21
Tab Norris
You know, I have very powerful memories of watching my wife do that with our children.
12:27
Tom Stanfill
Okay.
12:28
Tab Norris
That was one of the things I so respect about her.
12:31
Tom Stanfill
Yes.
12:31
Tab Norris
You know, she's fiery, and she's got an opinion. You know, you know her. She's awesome, but, I mean, she owns her stuff, and she owns it always. And it never sits. She walks in there and owns it. And I bet. I guarantee our kids would say the exact same thing.
12:45
Tom Stanfill
Yeah, that's awesome.
12:46
Tab Norris
So. But anyway, so how about you? How'd yours go?
12:50
Tom Stanfill
Well, I reached out and worked with one of my mentors and reached out who I actually have never done this before, who had also meth with some of our people. And so this guy was somebody I could. I definitely trusted him. Yes. Not past tense, trust him. And also, he can kind of give me a window into. Into who I am professionally and personally. So it was good. And, it was a little bit new because it was with. Was related to one of the people that's on our team. But it. It was. I. The message was basically, I can be difficult to work with.
13:21
Tab Norris
Never, never.
13:23
Tom Stanfill
Wrong.
13:23
Tab Norris
I'm going to disagree.
13:24
Tom Stanfill
It wasn't about attitude or right. Being difficult. And, you know, sort of the way that I communicate, it's just that I can. I can have. I'm very big picture, have lots of ideas, very creative. And so, you know, there's this challenge of shifting from, let's look at all the options to. These are the three things we need to do.
13:43
Tab Norris
Yeah.
13:44
Tom Stanfill
With that fact, this person said, you're great to work with or easy to work with, and I'm difficult to work with.
13:54
Tab Norris
Oh, how did that feel? No, I'm kidding.
13:56
Tom Stanfill
Oh, it was. It was. It. It. Honestly, you know, it's interesting you say that, because it's. My response to these is always the same. I go kind of through this three step process, and, you know, in the first step, which is. It's. I didn't have to worry about. Right. The first step is there's usually a lot of times when I get feedback, there's a. There's barriers that I have to address, like, who came from and how did they say it?
14:23
Tab Norris
Okay. Yeah.
14:25
Tom Stanfill
Like, who are you to tell me this? Right. I know what's going on in your world. How dare you tell me that I have a gap. Right. Well, that just keeps me from getting the information.
14:37
Tab Norris
Yeah.
14:37
Tom Stanfill
Right. Because a lot of people that love me won't tell me. Right, right. So this somebody's, you know, maybe telling me something. I need to. You need to set that aside or how they say it. No, I didn't have to worry about that.
14:49
Tab Norris
Yeah.
14:50
Tom Stanfill
A lot of times in my, like, with my relationship with my wife, sometimes that can be a problem. Like, I'll say, yeah, but you did this or you didn't say it nice.
14:57
Tab Norris
So you kind of were buffered from that a little bit. You could just take it in and you didn't have to react. I mean, you were kind of set up not to react.
15:04
Tom Stanfill
Yeah, I was set up not to react. So. Which is kind of nice when we. That's one of the reasons I like to ask for it.
15:10
Tab Norris
Yeah.
15:11
Tom Stanfill
It's because if I'm asking for it kind of removes the first barrier or the kind of the first hurdle. And also. But we're not always in that situation. Especially we have a manager or leader we report to. They're going to step in and say this. Right. And so a lot of times we can. It's easy to respond to, which, you know, the second thing I'm going to share, which is with something my wife gave me, this did kind of apply to that because I think the way that it was said or the timing made me want to push back and I'll tell you what she said in a minute, but.
15:46
Tom Stanfill
And then the next thing that I try to look at when I get this kind of feedback, which this did apply to when I was getting this feedback, is basically my response is I suck.
15:59
Tab Norris
So you. You take. It is versus. Because.
16:04
Tom Stanfill
Yeah. Versus if I were smarter, if I were talented, if I. Other people don't struggle with this. I'm a bad leader. You know, I.
16:14
Tab Norris
By the way, I felt the same way with my feedback.
16:17
Tom Stanfill
Yeah.
16:19
Tab Norris
Zach. I thought, what is. I mean, how in the world. I mean, I'm. That's embarrassing. It's embarrassing. It's like, I should better than this.
16:27
Tom Stanfill
Yeah. How. I can't believe my. You know. Yeah, exactly. Yeah. I remember. Yeah. I've gotten feedback from my children. I've gotten feedback from anybody. I mean, everybody in my life, I've gotten feedback. Maybe not friends. Friends or, like, let's just have fun.
16:40
Tab Norris
Yeah. We've been wasting time with all that.
16:43
Tom Stanfill
Yeah. Although, you know, if you're close enough with somebody, you've given me feedback before. Yeah. And. And I didn't have the first barrier. You've always been so gracious with me, and you always say it with such love and just like. Just like, it's not a big deal. Hey. Yeah. You are kind of opinionated.
17:00
Tab Norris
Well, I mean, it is interesting that was your feedback because I know exactly what that person's talking about, and it is not a slam. It is, you know. You know what I'm saying, meaning it's because. It's why you're really good at what you do. You think about it.
17:15
Tom Stanfill
Yeah.
17:16
Tab Norris
Like, maybe I don't have that struggle, but guess what? I don't have your brilliance. Like, I can't do some of the things that you. Your creative mind and the way you think of content, and you've got concepts and all these ideas and strategies and things. Guess what? There is a bit of a downside to that.
17:35
Tom Stanfill
Yeah. Well, thank you, Tab. Appreciate you saying that is the. That's the shift from I suck. Like, I have. I've given. And it's so freeing when we don't, we say, this isn't about our identity. It's just frees us up, you know? Like, if we can keep getting feedback and going, okay, you're not very good at this. You're not very good at this. You're not very good at this. Okay, well, then I'm really good at something else.
17:58
Tab Norris
Yeah.
17:59
Tom Stanfill
Always a corresponding genius to our weakness.
18:01
Tab Norris
Everybody.
18:02
Tom Stanfill
If I don't make this about, you know, me. Yeah. Meaning I don't. I suck, I just say, okay, you're helping me figure out where I can best serve what my unique talents are. And so I have to go through that process. But my immediate reaction is always to compare. I immediately think of who doesn't do that, and I wish I was like them. That's my knee jerk reaction.
18:26
Tab Norris
Same here. The exact same. You know, because, like, I do. I do. You know about this thing I do with, you know, the fraternity guys with. With Fletcher. My buddy Fletcher.
18:36
Tom Stanfill
Yeah, your negotiator.
18:37
Tab Norris
He has strengths that I do not have. Like, it's. It is. It is so glaring. Do you know what I mean? I really do suck in, like, 27 areas. I don't even need anybody to give me that feedback. Just being around him makes it so obvious. So. But. But it's hard because I. But. But then. And it was funny. I was telling him that just today, actually, and he came and he said, well, it's funny you should say that because that's exactly the way I feel when I'm with you. I feel like I look at all these things that you do. This are so natural, and it's a perfect example of what we're talking about. I am myself and I have strengths. He's himself and has strengths. And what do we do instead of celebrating what we do? Well, we compare.
19:24
Tab Norris
And I think it's great to stretch. I need to do some things better that he does. Well. You need. We all do. But it's not our identity. It's not. We embrace who we are.
19:37
Tom Stanfill
But you know what cool is what it does reveal who we are. What does reveal who we are is our response to it. And that's how I motivate myself. Like, this is revealing my character. If I'm somebody who can respond lovingly to my wife when she tells me how I can serve her better, or she tells me what her needs are, or I respond to a fellow leader. Leader or coworker, whatever, and they give me feedback, and I go, thank you for sharing that. I will do better. That reveals who I am, and it also reveals if I'm other centered. It reveals my motive, because otherwise, I'm basically saying this is really all about me.
20:11
Tab Norris
Yeah, that's it.
20:12
Tom Stanfill
And that's. I don't want to send that message.
20:15
Tab Norris
Yeah, no. So how about what, personally? You said you did personal as well.
20:20
Tom Stanfill
Yeah. Let me. Let me say one other thing. And so the barrier is. And I'll share. Oh, well, you know what? I'll tell you what my wife said, because I wanted to, and I do this every once in my wife. She said, I have not been very present emotionally.
20:39
Tab Norris
Boy, that kind of feeds into mine a little bit.
20:42
Tom Stanfill
Yeah. It's like I'm. We're having a lot of, like, I'm doing the right things.
20:47
Tab Norris
Yeah.
20:48
Tom Stanfill
Right. That was. That was like,
20:50
Tab Norris
So you're there, but it's just not there.
20:53
Tom Stanfill
I'm not really connected emotionally, and. And that was. That's the last thing I do want to get feedback. As I asked myself, is it true?
21:00
Tab Norris
Yeah. And it was or wasn't?
21:02
Tom Stanfill
It was true. Okay, which is, which, you know, when I go through the first two barriers, which is, you know, it's. It's, you know, who. Who are you tell. Who's this? And how are you telling me this? Or because the who is, because immediately, when my wife says, here's what you're not doing, I immediately think, well, here's what you're not doing.
21:18
Tab Norris
Yeah, well, okay, we're gonna go there.
21:20
Tom Stanfill
Yeah, we're gonna go there. Well, let me get. You want to show you my list. You got your. And again, that. That's so immature. I got.
21:28
Tab Norris
I've done that a few times myself.
21:29
Tom Stanfill
I've done that a million times. You know, I'm a big attorney when it comes to arguing my term, and I want to go to court, and I want to go, here's my list. Here's your list. I win. And my wife's like, you're missing the point. And she. Yes. Yeah. And so I don't need to make it about me or, like, it's not. It's. It's just an opportunity for me to acknowledge her and say, is it true? Is it true? And I think that's what I always try to land on. Is it true? And then that gives me the opportunity, then go work on it. And I. And she was true. It was completely true.
22:03
Tab Norris
Yeah.
22:03
Tom Stanfill
You know, and the thing is it was really cool because then I could say, you're exactly right. And, man, I don't do that. Well, like, I say this all the time in workshops. I'm really good at hearing my wife. I suck at validating my wife.
22:16
Tab Norris
Yeah. Yeah.
22:18
Tom Stanfill
Like, I hear her, and she's really the one that I struggle with the most. Maybe at work, too. I can get busy at work, but. But, like, really, I validate. I get it. You're right. And I started, you know, thinking through why this is true and started sharing what I've been going through. And it was really cool. Instead of it being a fight, it was a. It was intimate. It was a bonding thing. I'm like, yeah, sorry. And I could share, I could apologize. And I say, you're exactly right. And. And I didn't make it about me, which, you know, shows some maturity on my side because I've struggled with that. Yeah. So that was my, that was the big breakthroughs I had doing this. And I would say, I'll say one other thing, tab for it.
22:58
Tom Stanfill
Don't lose your thought, but, oh, doing this. Because we've been teaching this for almost 30 years. Doing this. I've been doing this for so long. It is not painful hardly anymore. Yeah.
23:08
Tab Norris
Actually, I kind of the same way. You're right. You get so you kind of get used to it a little bit. Which is good.
23:15
Tom Stanfill
Which is good. What are we going to say?
23:16
Tab Norris
Well, I was just going to say that. Well, I now lost my train of thought. I know. I knew it was going to happen. It'll come back to me. Let's keep moving.
23:27
Tom Stanfill
Well, that's really it. I mean, hopefully everybody has done that. I would close by, well, close by sharing something that we, in the middle of this, we discovered were doing an impact study. I don't know if I've really shared the details of this impact study that we've been doing with Zillow, one of our clients. And one of the things that I thought was fascinating because not only did we sort of do this quantitative analysis, but we did this qualitative analysis, and what we noticed, the people that outperformed double the performance of the low performers. We kind of divided people up in high performers and low performers. The trusted partners, the people that acted as trusted partners, outperformed the low performers by two x, in other words, in that category. So, like, if we said, okay, the high performers are you trusted partner.
24:17
Tom Stanfill
And we looked at four category, four characteristics, which we don't need to go into, but it's all about leading and dropping the rope and being other centered, and. And it's like they outperform the low performers in that category by two x. Wow. And it was just so, all of that to say, where does trust come from? It comes from people who are really about being other centered.
24:40
Tab Norris
Yes. All the things we've been talking about.
24:43
Tom Stanfill
All the things we've been talking about. So if you haven't done it, I highly recommend that you go back and listen to the episodes. And again, I want to remind not to sell books, but the last chapter of the book, unrecepted, was all about sort of our other centered operating system, that the most successful people that dot this operating system, them, because we're more successful when we understand and learn about our customers, and we only focus on people we can hurt, we can serve, and it just leads to this incredible level of success. So there's more resources there. But go back and listen to the podcast. If you did do it, I would highly recommend you share about it. Please share about it, like what happened, talk about it, write about it, get other people. This isn't like how we make money, right?
25:27
Tom Stanfill
Like, if we wanted to make money, we would be talking about the three steps to closing and how to overcome the price. Objection. And, you know, the four things to get act, you know, to get a meeting. And of course, we do talk about that, but this was kind of a break from sort of the tactical stuff and say, how do we become a person of influence? How do we be the difference? And it starts with doing this sort of examination.
25:50
Tab Norris
Yep. Great exercise. I think we. I think maybe we ought to do it every year. Once a year.
25:57
Tom Stanfill
Yeah. I love that. I love that. But I'd love to hear from people. I would love to hear people that did it. I mean, I've gotten some, we've gotten some comments on social media, which is great, but carry it forward.
26:08
Tab Norris
Yes.
26:09
Tom Stanfill
All right. Anything else tab to close with before we wrap up another episode?
26:12
Tab Norris
I think that's it. Glad the challenge went well for you and for me. We both learned from it. We're still growing.
26:19
Tom Stanfill
We're still growing. Well, I'm not going to get my wife anymore, but.
26:21
Tab Norris
Well, that's true.
26:22
Tom Stanfill
Yeah. I'm mad at her. All right, man. We are still growing. Yeah. Never stop growing, right? Hi, my friend, and thanks, everyone, for joining us for another episode of sales with Adlin. We'll see you out there.
