A we suggested in the episode, we want to encourage anyone who is interested and able to contribute to my daughter Caroline’s Go Fund Me campaign in support of documenting the devastation that hit Asheville, NC (where she lives) recently with her creative partners in the form of a documentary. Details can be found here - https://gofund.me/8fcfe6fa
Thanks for your support!!
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Mark introduces the topic of self interest and suggests that it might be valuable to flush out each party’s self interest before engaging another, regardless of the nature of the engagement. Then he tosses it back to Jim before engaging people in conversation.
Jim talks about introducing the idea of our podcast to others and describes how he explains it to people
He then reflects on how everything we do starts with self. He identifies our target market (middle aged men). He shares his thoughts on self interest in particular and how he tries to establish self interest
He feels this helps with transparency and honesty
Mark reflects on his sales journey and how he was coached to hide his self interest. He has evolved into a more transparent approach
Jim chimes in about his sales career and the evolution of how he handles self interest
Both guys reflect on their evolution from selling in the 80’s versus where they on now. They were taught to hold their cards close to the fence
Mark shares his reflection on the movie Glengarry GlenRoss. And Alec Baldwins “ABC” approach
Jim says he doesn’t miss that approach at all
Mark says you can make money with the hard sell, but not long term with the same clients. It’s a churn and burn
Mark reframes how he approaches sales and coaching today. Goodwill and referrals
It used to be “I win if you lose”. Now it’s win win
Jim suggests that our young folks (30’s) today have better bullshit detectors and they won’t tolerate a lack of transparency
Jim’s approach now is understanding how every party can win
Mark tells a story about his dad’s hand shake deal over a loan - there’s always been room for transparency
Jim tells his patent attorney story and how the final bill was much higher than expected - how he resolved the issue with both parties happy and the relationship in tact
Jim shares that both parties taking ownership for the solution was critical to the success of the engagement
Jim says he is much better at establishing assumptions, self interest and expectations before moving deeper into a negotiation or discussion
Marks says we often assume that others see the world the same way we do. He relates a story about his son and “getting things in writing”. Things change post agreement. Nothing is static. Things should be readdressed continuously over time
Jim distinguishes between knowledge and wisdom. Experience breeds wisdom. The world needs wisdom, not knowledge
Mark says most of his wisdom comes from mistakes and failure. He says execution is what he needs most
Jim wants to leave discussions with understanding, not power. He doesn’t know everything. No one does
Mark brings up the topic of what words mean. His example is abortion. He shares the different nuances with this particular topic
Jim jumps in and suggests that “I don’t want to talk about abortion”. Are you having the wrong conversation with the wrong person at the wrong time. “I don’t want to talk about that”. Back to self interest
One has to be self aware about what who wants to talk about
Mark jokes about the pregame conversation with Jim about the topic of health. Jim tells stories about different friends who ramble o. About their own ailments
Mark bring his daughter and he being able to help everyone…but not if they’re not ready. You can’t people who don’t want to be helped
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Jim asks Mark to share his daughter’s campaign to help Asheville, NC recover from the devastation from the hurricane by producing a documentary
The guys try to frame the situation and make a link available to help fund the project
Here is the link again - https://gofund.me/8fcfe6fa
