He never worked a commission job. And would never label himself a salesman.

Coach Wood, my high school basketball coach, is the best salesperson I’ve ever met.

He joined the team my Junior year back in 2005.

We were out of shape, undisciplined, and lacked the basic skills of his previous teams.

But that wasn’t our biggest weakness.

The first practice of the season started with a team meeting.

It was intense.

He said the typical, “Things are going to change this year…our goal is to win a championship.” speech that every coach says.

But what he said next gives me goosebumps to this day.

“And we can’t do that as a group of individuals. This is bigger than you. If you care about your individual stats more than helping your teammates, you can leave now.”

And then I realized what our team was missing.

It’s what’s called “heart” in sports.

We didn’t give it everything we had…

Because it’s harder to do that for yourself than it is for others.

I recently joined Larry Levine and Darrell Amy on the Selling from the Heart Podcast.

And we talked about using a ‘teach don’t take’ approach to prospecting.

Listen to full interview here.

Join the conversation on LinkedIn here.


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