The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 months ago

174. Mastering Sales Expression: Use Your Voice to Create Connection w/ Tom Stern


In this episode of the Sales Hacker Podcast, we have Tom Stern, President at Stern Executive Search and author of Fear Less, Sell More. Join us for a fantastic (and humorous) conversation about sales expression, the deliberate use of the voice as an instrument to create human connection.

What You’ll Learn

  1. Voice, tone, and language manipulation techniques
  2. How sales expression relates to human empowerment
  3. Investigating the story you tell about yourself
  4. The role of fear in sales

Show Agenda and Timestamps

  1. About Tom Stern & Stern Executive Search [4:16]
  2. What sales expression means [11:38]
  3. Using mirroring to close a deal [19:51]
  4. Listening, absorbing, synthesizing [26:50]
  5. Paying it forward: shout-outs [31:09]
  6. Sam’s Corner [36:03]

One two one: Three: Three O everybody at Sam Jacobs, welcome to theSales Hacker podcast today on the show we've got Tom Stern Tom is an awardwedding author, Oscar winner. He runs an executive search, business he's ajazz musician and we go deep on really expression self expression. He calls itsales expression, but we talk and he he uses his voice as an instrument and wego through in practical moments how he does that he he has a southern accent,a guy from Texas that he does it's almost like impressions, but but reallyit's towards the purpose of having better sales conversation so reallyinteresting. Conversation really interesting person before we get there.Let's think our sponsors, the first is out reach out. Rich, has been a longtime sponsor of this podcast they really have and what they do. Is theytriple the productivity of sales teams and empower them to drive predictableand measurable revenue growth by prioritizing the right activities andscaling custom engagement with intelligent automation, Ou rich makescustomer facing teams more effective and improves visibility to it reallydrives. Results were also sponsored by pavilion. Pavilion is the key togetting more out of your career. Our private membership connects you with anetwork of thousands of like minded peers and resources across sales,marketing, customer success, finance and more where you can tap intoleadership opportunities, Professional Development, coaching schools andcourses and other services made just for high growth leaders, like you,unlock your professional potential with a pavilion membership get started todayat join Pavilion Com. Finally were brought to you by blue board. Lobon isthe world's leading experiential sales recognition platform that offers topreps their choice of hand. curated experiences from sky, diving, thecourtside tickets, Michel an start dining if five star pascals there'ssomething for everybody for President's Club. Blue Board offers individualbucket list trips and luxury home goods from Peleton bikes to swimming, withwhale sharks and Cabo Yoga retreats and bally to chasing the northern lights,treat your reps like the Rock Stars. They are, after they pick theirfavorite experience, winning reps wor partner with the dedicated Nubarconcierge, who will plan all their logistics and itinerary. So you don'thave to lift a finger check them out at PODCAST DOBOR COM to get your free Demoanalysis of my conversation with Tom Sturm everybody. It Sam Jacobs, welcometo the Sales Hacker podcast today on the show or super excited to have TomStern. Let me tell you a little bit about Tom and I'm sure this is going tobe a fun and lively conversation. This is the bile that Tom gave me just incase. You think I'm being facetious in any way. Tom Stern was the black sheepand a family of lions. Tom's father was one of the founders of cable televisionand his great grandfather. A prominent philanthropist was a CEO and chairmanof Sears Roebuck and company at the turn of the twentieth century. As anadhd child with dyslexia, Tom was unable to live up to those loftyexpectations and, as a result, suffered from extreme anxiety over time bydeveloping his creativity as a jazz musician stand up, comedian, writerproducer for HBO and Comic Strip Creator. He found his greatest successin sales first as a talent agent for celebrity comedians and then, aspresident of his own executive search firm leveraging, what he calls salesexpression. He has sustained excellence in the business world for over aquarter century. It is Tom's goal to help others achieve success in salesand realize their dreams by overcoming their fears. Tom Welcome to the showSam. Thank you very much and thanks for having me on with the sales hacker yourI don't know anything about hacking. I have occasionally by disgruntledclients been referred to as a hack, but I don't think that's what this showsabout a D, and I don't think that's what I'm about yeah no and the show isabout practical, actionable insight coupled with you know, interestingstories about human beings, which, hopefully I'm sure sounds like from thebio that I read you you qualify well, I'm transitioning into human fan so bythe end of this show I'll be fully Ho.

That's good! Well, that's very rapidtransition. What's your what's the starting point, may I ask the startingpoint was about fifteen minutes ago. I tie my transformation into the humanform for this show, so you should feel very honored actually welcome to thespecies where were excited to have so I gave your bio in your background.We do want to give you an opportunity to give us the quick overview of yourfirm, so stern, executive search sounds tell us about your business and then Iwant to dive into your background and then learn a lot about sales expression,because I think there's the out to learn. You know I'll try not toemphasize my current business too much for only one reason. I don't want thisto sound like an Inflameth, you know I'm proud of what I've accomplished.I've had helped along the way, some great clients who trusted me and a lotof luck and the intersection between my passion and market conditions, whichwere favorable so happy to discuss it briefly. But I'm really here to getinto my passion o for the performance art. That is sales, but I started thiscompany almost thirty years ago, after working in a boiler room as acontingency recruiter, where I learned my trade and I'm always and will alwaysbe grateful to Howard Charlo at Princeton corporate consultants forgiving me that Opportunity- and I got very lucky- I pleased an importantperson at what was then Price Water House before the acquisition and mergerwith coopers and Libra, and so they came to me and said we really want touse you a lot and I went out on my own and I really didn't know what I wasdoing. I was working out of my house. I would be on the phone with candidatestalking about stern executive search international, while my dog was barkingin the background, so you can help you're ahead of your time. That's whateverybody was doing over like Oh yeah it and I used to say as a joke. I'msorry I just promoted him to see your vice president very excited. Let mejust give him some kivil and down. So you know I was in this tiny littleoffice that was like seven feet by nine feet and our tiny home, but I waswailing on the phone I knew this was my shot and if I could make it happen, Icould really build some wealth and a sense of pride, maybe that I've neverhad in my whole life. So I created this business by serving professionalservices, which is essentially consulting, and there were a number ofthings I did to leverage my business because I was essentially alone,although I had help from researchers- and I have a terrific researchdepartment right now. So what I did was I I took the risk of being big of beingimportant. I had to do that because I have to stand out so I was a littlemore pronounced than I am today a little more bragged sious than I amtoday, but you know what I look back at that guy and I say God bless you. Idon't know if I could do it today what he did. I took that chance and I wailedlike a jazz musician, given a solo after waiting for his whole career, andI made the best of it. I was given a lot of opportunity because there wassuddenly massive growth and we had a lot of fun. I mean I'll, tell you aquick story, you know in those days there was no linked in and there was nosourcing technology, so that was an advantage for me because of having myacting training and my vocal training. I created these characters and I wouldrecruit candidates since we didn't again have social media by usingcharacters that I created in a FO research department, and I found therewere certain voices that cut people to open up and give me information. So itwas really a fun time and I necessarily the most ethical time and break any laws. But I was you knowon the phone as Robert Blaine going...

...hello. If you forgive me, please I'm inan airport about to go to Masaba my computers, not with bridge and I poketo someone in your company- must have been six months ago to quality function.Deployment Conference- and I can't remember their name- and I know youbusy and I don't need to be a burden, but if you could look through old thenames within that departen, they tell them to me. I know the second I hear it,it will ring a bell and then they would go through the names and each one. Iwould go no and I would write it down. Narrow sounds familiar, but not him andthat's how I would mind companies for information. This was all with thereceptionist or the person that knows the poster assistance. None of thiswould be possible today and I created a character for manufacturing name JimmySwede from Austin Texas, and you know he just talked to manufacturing people.I this and I just need your help and I'm embarrassed that I can't fully youknow, bring what I need to to the table and you know- and it was a lot of fun,did anybody ever figure out that you were doing an accent or was it alwayssolutely? Not they would even imagine that you know I mean I'm being playfulnow I was really focused. What was fun is, I would put people on hold and,like I go, you know, that's a really good point. Could you just hold for onesecond and then I'd be like hold on a go hi Tom Seren? How can I help? Ialmost screwed that up once or twice but now so it was a lot of fun for meas a frustrating performer, but the way that's may be relevant today. So anyway,if I don't want about the company, I've been in the top one percent for twentyfive years. I have no reason to explain it. I'm ferocious and I'm passionateI'm reasonably intelligent and I'm very good on the phone, but I you knowindeed constructing it, for my book fear less so more. That was my plug.You know. I discovered that it was this creative impulse, this sensitivity tovocal intonation this capacity, to use my imagination and think what I saycall laterally, associatively o that allowed me to you know, perform at avery, very high level, and so I placed vice chairmans and chairmans peoplemaking three million dollars. I've had you know: Big Big fees and big big earsand they've been great they've also posed problems, because I became acomplete work Alec. Eventually I ground down my first marriage. It's not all myfault, but my pardon. It was being a workaholic. So some of what I even talkabout is finding, let us say more fun ways to do the job and to let go. It'snot just the fear that holds us back from being successful in sales, but thefear can go into overdrive and actually ruin our personal lives. So it's aboutbalance. It's about success. It's about expressing your abilities and I've beenvery lucky and now you know I'm sixty six years old and a week and I'm notready for they don't sound sixty six! Well, I look like a hundred and six. SoI'm glad this is on the audience from your early years as a jazz musician andstand up comedian, I suppose so anyway. The point is that I'm havinga lot of fun, still doing, search aggressively and have some wonderfulclients, but I really thought this was the time to give back and share myexperience and get to know people and answer questions. So I could go on andon about my business bragging, but you got the idea I was lucky. I was prettytalented turns out. I had some additional elements that coalesce tomake me very successful and highly competitive, and I love to dive intothose, and I hope that wasn't too long with it, but that's my answer. Well,you're allowed to be long winded when you're the guest. If you are the host,I might quibble but you're the guest. So we want you to be long winded, so,let's dive into as you call it sales expression and really the power ofexpressing yourself, because I think that, let's make sure that we get thoseideas out to the audience, while we've got you on the line, tell us what youmean when you talk about sales expression, why it's so powerful andhow we can begin to sort of emulate...

...embody, learn whatever the framework isthat that you want to articulate great question and very well articulated, Imight add, by the way you have terrific expressiveness and at some point wecould talk about why I think you're, probably a fantastic host and appear tobe no, I mean that I don't will get you everywhere. It's not flattering, I'm inthe business of assessing vocal expression at who the person is and howI sense who they are your use of language. Your tone, your conviviality.There are a couple of things that you've got going for you. Let me use anexample of a sales expression which is really intentional communication. Why not? I use this interview. I made achoice. It's not conscious. I want to make friends with your audience. I wantto find a middle ground between establishing credibility bydemonstrating, through example, and stories and my own confidence that I'mhighly successful, because otherwise I don't think they're really going tocare and want to listen to me. Yet I want to find a tone- that'sapproachable, hopefully not egotistical and maybe even a little bit, humble orvulnerable about my success. Grateful recognizing it's not all about me, sonot consciously, but when I just spoke about my business, I did a number ofthings to talk about luck. I try to express it in a particular tone. I meanI didn't you know by comparison. You didn't say tell me about Your Businessand I didn't go well. Okay, if you really want to know I'm probably asgood a recruiter as there is in the world, nobody can do what I do. I'mreally sure I didn't talk that way and, of course that would be foolish, butpart of it is. I give myself an intention make friends with theaudience express who you are, but do it with gratitude and humility, and thatintention informs everything that I say and there are a million differentintentions and they can move from moment to moment in a conversation youcan be talking to and for purposes of sales discussion of prospect, andsuddenly you sent them Titan if you're with them in person, it's physical, ifyou're on the phone, it's vocal there, their voice pulls back, they suddenlyget quiet in a way, that's anxious provoking and how do you adjust andthat moment some of it's intuitive? Do you start asking questions? Do you blowby it and acts like it's? Not a big deal? Do you start getting to alteryour voice? It's like the combination to a safe. You have to be constantlylooking for the numbers that will open the door to the money and theopportunity inside, and that comes from changing your voice, as I am now,because I'm talking about the secret and I'm conveying the safe and themoney and the image and the mysery of it all the mystery of thosecombinations, and so my voice begins to reflect that no part of the all of thisand it can sound Hokey when I break it down and I'm self conscious and go intoa kind of meadow view of it, but you're really you're a communicator and you'rean entertainer give yourself any sales person the freedom to really beexpressive. I'm doing it in vocal ways, but it has to do with your intentions,and it has to do with how you project, who you are moment to moment. How dopeople practice this or you know, is there? Are there some exercises? Peoplecan do? Is it? I guess I have a few thoughts questions. What is? Is itabout removing artifice and just sort of trying to bring to the surface yourpurest identity? Is it about getting in specific types of habits, and I guessthe final kind of comment question is. Sometimes people are so...

...hyper aware, almost insecure aboutpeople's reactions to them that maybe they sense a change in tonality thatactually isn't there? Maybe they overreact. So I guess the broadestquestion is: What's the way to practice and embody this act of self expressionthrough the context of sales such that it can be effective and people can getbetter at it, you're a fantastic and asking questions. The only problem is,you were like three hundred a yeah. They were one. I always asked too manyquestions and or we've only got seventeen minutes left like here's. Mynext question is the beginning of time, but those are great questions. Well,one way you could practice is by doing tape recordings. Now it's a littlepainful because I'll be honest, I love the sound of my own voice. I alwayshave. I actually had a teacher say to me once who was really annoyed with me.You Know Tom. You really love the sound of your own voice and I said you know Ireally do. I love the resonance that Tom Er. Ilove the way I could shift from Baritone to tenor. I enjoy the warmthand sometimes harshness, and I went on and on for like three minutes, Tillythrew me out of the room, but the thing is: When I hear my voice recorded, I gothat's what you think is so terrific, so some a lot of people you'll have toget over the self consciousness, but you can experiment with it as if therewere octaves on a piano. So you can. You can give yourself challenges.What's my voice of authority? Is it look? You know I've been monking aroundwith you and I'm going to tell you what you need to do. We've known each otherten years, and I have a very strong point of view. Is it that's aninteresting point? My experience is actually contrary. What I'd like totalk about now is some of the statistical underpinnings which will infact demonstrate that my position has not only veracity but sustainabilityover time. Is that what it is, and you can experiment- and maybe there arefour or five different voices depending upon remember this- is a dialectic it'sreciprocal. It's a loop! You are not only expressing yourself, you arereading and bracing and receiving what's being expressed to you andthat's part of the surfing, the wave the moment to moment reactivity. So toanswer your question: recording your voice is terrific, also sometimeslistening to your voice, trying to sense it over time. It'll be like thegears in a car. You know when you first get a clutch which is a fun way todrive. It can be challenging after a while. You don't even think aboutmoving those gears. It's the same with the human voice. I found a dear in thelast few months, which is, and I dropped down, and I say Sam that's a really goodpoint and I really believe that what I'm doing is important and I drop down now- it's not aboutartifice. If I really believe it, if I don't believe it and it's fake,that's terrible, so you want to express what you really feel. The issue is notto create false intention. The issue is to develop your instrument as aviolinist would try to achieve acquiring a Strat ofers or a musiciantunes their guitar. You want to be so finely tuned that your voice, your body,your mind and your emotions all work together to support that intention, andsometimes it doesn't work that way. A lot of people's voices go up. A lot ofpeople stay in a very narrow range and you ask them. How is the call? Oh? Iwas really dynamic. I did this. I did that and it's all in their imagination in their alternate universe. Is itabout mirroring or is there a particular kind of internality or intonation that you findparticularly effective may be like a...

...closing the deal? Is there a specificway that listeners can boay work on tetes at the end of the sales process?No, I understand and it's hard to do this in thirty five minutes, it's afive hour workshop, which will court elare a lot of money for, but areenough A. I was going to say I'm happy to do my best because they're greatquestions, it's not just modeling. I think that was the term used ormirroring yeah mirroring, because you also want to lead. Sometimes mirroringis where you create a connection so that you can lead and take that personwho's now connected with you to places they wouldn't go. You don't just modelthe voice. You model what I call personification, I'm just going to useyou as an example real time and you can go okay, sucking up to me SAM. I don'tsuck up to people I did years ago constantly. I don't have to. I don'tcare to. Let's talk about you for one. Second, I'm actually not vocallymodeling with you. My voice is very different. I'm projecting more energythan you are I'm louder, I think, but what I'm modeling with you is yourintellect the quality of your questions, the fluidity of your speech, yourmastery of language, your vocabulary, the sequencing of the words shows to mehigh cogito activity, real curiosity, so you're highly inquisitive, you're,very poised. Your Ego may be there but you're really in this process andyou're, exploring it the way, somebody who is confident in their intellect andhas a high appetite to acquire information would so what have I done?Well, I'm not as canned as I sometimes can be in these interviews, I'm beingmuch more spontaneous, I'm trying to delve into my own thought processes.I'm really trying to answer you, so I'm modeling the spirit of you not thevoice of you and that's where your imagination and your emotions and yoursensing happens. It's called you know, building affiliation, it's how wecreate contact, how we create comfort but we're all expressing you said youexpress a very particular kind of urbanity, but I could see you in bluejeans and a flannel shirt. So I don't know where you went to school. I wouldassume you do reading or you assiduously, listen to people andreally question things. You're highly analytic, see everything I'm doingright now by the way is another great sales mechanism. I'm doing it here toprove a point which is not only can you sense people and read them, but whenyou get good at it, you can tell them what you see and that's a very powerfulthing that busts up the whole subtlety of I am mirroring you to say. I see you.This is who I see and if you get good at this you'll, be accurate aboutninety nine percent of the time because their ways to bifurcate it I meaneverything I said about you, I believe, based on what I saw. I bet you I'mreasonably accurate I'd, be very surprised if you're, egotistical, I'dbe extremely in surprised. If you are uneducated, there are a couple of basicthings that are so obvious about you that I lead with them, because then thechances that I'm inaccurate are so slim. So I pick low hanging fruit. I makequick rapid fire decisions about your characteristics. I draw a conclusion bylayering them all together and then I have a picture of you and I reflect itback to you and define it for you and when people feel seen, that's really powerful and then you canbuild trust and then refer back to it later. I know I'm rambling and but letme try to give you an example. Sometimes you can do it in mood andspirit, which is I don't know for some reason. I feel like very aware of yourmood and spirit, which is probably why you're very good at this job. You cando it with content that you've gathered and made a supposition about a decisionabout who that person is. I once had a...

...very powerful candidate who had been.It was a genius and got to high school and did all the bullies homework andwas in a crappy school then went to Harvard Mit McKinsey La Cram resume. Ihad him down between my company at Censure and another midsize company,and I was sweating in my boots because it was a big fee, one of the first bigones I ever made in my new company, and I said to him: How would you comparethem and he said well, excentration Anderson Consulting. He said it'sMonolithic, it's an endless skyscraper with opportunity and resources. So Iwas feeling good, but then he said I said what about the other company said:Well, they're small, but you know they're, very collet, collegial and alot of times. I feel like I'm the smartest person in the room and that'swhere I took out the Arrow from earlier information and I shot it right intohis subconscious, and I said yes, it is fun and rewarding, sometimes to feellike you're the smartest person in the room, but you don't want to do theirhomework and I correlated a potential positive to a negative from his historythat demonstrated that I had listened to him. I had formulated a opinionabout his psychology and I had tied that to a current event. That was partof his decision making. When I saw the look in his eye when he was like pin, Idon't want to do their homework, which was a way of saying you don't want tohave to carry these people. You don't want to be the smartest person in theroom in a lot of situations. You may even have to be burdened because you'reconstantly buttressing them and when I painted it with that one statementcorrelated it to his earlier life, it was over. He was going to take the jobat the place. I was going to make my feet and not the other place where Iwas going to make zero. So that's another example of using psychologylistening to content and putting together a profile of someone based onwhat they've expressed you now, I'm doing these in the thumbnail sketches,because we don't have time there were so many other things. I learned abouthim that allowed that moment to foment and come to the surface and allowed meto leverage it a powerful. It really is a powerful example. Do youfeel, like the biggest mean, what I'm taking from this and byway thank you for all the flattering words. I think we're going to have youback every week now Tom, so I would appreciate I: Can we do twice a weeksang? I really did suck up you like you really did I mean that's a techniquetoo, because I not only did I feel seen, but I felt like you know. I mean peoplelike caring. Compliments, I always say flattery will get you every and Ipeople think I I really meant it it you've got to mean it. I mean Goshagain, artifice is bad, find the things you mean don't make up stuff. Do youthink the biggest mistake people make is just not listening in a way notperceiving being too much in their own head and to to inward? Looking becausea lot of what you're saying a lot of these? It's all it's really about yourability to be still and to listen and to absorb and synthesize, and you canonly do that if you're, not the one talking and you're, not thinking aboutyourself, you're, looking and observing somebody else, I've had a lot ofsuccess and I've done a lot of talking. So I think listening is critical. Everybook will tell you that common sense tells you that, but synthesizing iscritical. Looking inward, it's all how you define these things. Let me make itsimple fear is the enemy fear will take the best intention and turn it into aland. Mind fear will take introspection, meant to understand yourself and yourintentions and turn it into self doubt or even at worst grandiosity. So it'sreally tackling your fears and let me address that because it's just hard forme to sum up this book and in this talk I'm doing my best understand your story.See Yourself. You know this is all...

...about vision, clarity, understanding,sagacity wisdom. You know see yourself. Another exercise, I have it's kind oflike recording your own voice. Go through your life story find themoments where you weakened and were overwhelmed with terror find themoments where you found courage and you had grit and begin to identify whereyou are ambidexterous and really balanced, where you are over reliant onone side of your body and where you're paralyzed and what are the roots. Whatis to you a fancy word because you know you've gotten my competitiveness upwith your mastery of the language. Where is the etiology, the causation ofthese personal characteristics? And you know when you begin to understandyourself, you begin to identify you, don't have to go to a psychoanalyst,write the story of Your Life and you don't have to make it a hundred pagespick these critical folk rooms, these moments, forks in the road. I could dotell that we don't have trust when we don't have time I've done it with myown life. I found my heart. I know where my courage is. I also know whereI completely cheated myself. I betrayed myself. I was cowardly. I lost allstrength. I've had both of those co exist at different times and sometimesoscillate from one to the other. Sometimes there were periods in my life,dominated by cowardice and other times by great courage. Why? What was it?Where are those points? Because when you find your courage, you have thestrength to be inquisitive and curious and give up control and that's whatcreates listening and that's what creates expression, because you valueyourself, you have the self esteem of having faced your challenges and havingleveraged your strengths and your courage, and that brings with itfreedom and expression and the ability to see others, because you valueyourself and you're not consumed by self doubt well, wow, that's a lot wisewords wise words. I don't have more to say about it other than that I meanthat is that certainly the journey I've been on over the last couple of yearsis and fear is the tears the great black force in all of our lives. Sothat is one one thing I'd like to say, because it's you really can'tobliterate fear. First of all, it's built into our nervous system from ourMiguel and the REPTILIAN brain all the way down to our adrenal glands. Thewhole metabolic chain is designed to create adrenaline and Cortisol forfight or flight when you're in jeopardy. The problem is, we have an unconsciousmind. We have TRAUMAS, we have triggers that will engage the neural pathwaysand you know all of those hormonal elements and create a non stop.reflexive trigger of fear, and what I like to say is fear, may never sleep,but we can have it take a map and that's my goal is to have us all:take naps, have juice and cookies, and eventually re grass back to the womb. Good luck come for almost or about outof time. The last part of the conversation is paying it forward alittle bit and figuring out people that you think we should knowabout that have been particularly influential in your life, maybe books.Besides the book that you've written fear, less, sell, more everybody go toAmazon and buy it, but books that you think have had a big impact on youideas. However, you want to interpret it, it's just people or ideas or thingsthat you think we should know about that. Help form you that can lead abread crumb trail back to you know who is Tom Stern and what inspired him andcreated him. So when I frame it like that which is intentionally quiteexpensively, what comes to mind? Well, you know I'll give you two examplesthat come to my one is random. When I was in my Tis, I was a very hyperactive,very volatile person very immature and...

I went to go swimming and I was in ahurry and this woman who had the lane kept swimming and swimming the othershad just started. She seemed to be going forever. I finally screamed inthe gym in this indoor pool. Are you ever fin going to be done atreverberated in the linoleum of the indoor pool and she popped up andturned to me and said with real kindness? The stress is really bad.Isn't it at that moment has never left me,because I spent a lot of time when I was younger, overwhelming people with aloud voice with my energy, I'm not going to say I was a bully, but I couldbe obnoxious and this woman in a kind of Jujitsu moth of kindness andsolidity and poise diffused me completely. I was completely totallyembarrassed by my behavior. I slinked away. I'd, never forgotten that moment.So kindness and the capacity to empathize is probably the most powerfultool we have as human beings to create a connection and get our point across.So that's that's one and then the other would be my sister who I don't want toreveal too much, but she's had some significant health challenges inespecially in the last year's surgeries and very difficult things, and she hasto take a lot of medicines and she struggles every day. She and I havebeen involved and when I say I, ninety eight per cent, her two percent me asan advisor in a project to help kids, who have to SLEX and Adhd, be educatedin public schools and elsewhere through content, and it's called Deville and she's. Never given up over twelve years.We did a project together that one an academy, a ward called the Moon in thesun. I wrote the final draft and she produced it, and this was our nextproject and it started twelve years ago. She has never given up. She has foughtthrough these illnesses, he's had a passion to help children and now.Finally, she got in a strategic partner was very well known and now she'sfinally got a significant contract and this content is going to bedisseminated. I've watched her never give up, have incredible. Passion havedisappointments, but she had a vision and a need and a belief in something ifyou can have that as a salesperson and believe that this is an incrediblyimportant job, that the economy survives on, that you bring value andthat you're not going to be turned away and you're not going to give up onyourself and you're going to fight for your future and for your value. Youcannot be stopped as long as you do the basics. The degree of your success mayvary, but a feeling of the success and real achievements and whatever thecontinuum is of your particular potential. That is certain, sonevergive up, never give up, always keep pursuing your passion. I love itTom. If folks are out there and they're interested in connecting with you. Areyou open to that? Do you have a preferred method of communication? Ifso, absolutely let's see, I guess for the moment. Well. First of all, pleasego to my website Tom Stern central that has all the different things. I've done,I'm proud of it. It tells about the book and the Academy Award Process andlike Strip and the radio shows and all these different things, and you canalso write me- an email at Tom at stern, exactos, Te, R, N ex e COM, I'mavailable to coach. If I have time I'll, certainly spend a few minutes at leasttry to be helpful and I'm available to be encouraging and to advise andchampion Awesome Tom thanks. So much for being on the show and we'll talk toyou on Friday for Friday fundamentals, terrific- and I look forward to my twoappearances next week. Thank you very...

...much sounds good. Everybody, Sam Jacob Sam's cornerreally enjoyed that conversation with Tom Stern. Obviously, a fascinatingperson obviously fun to hear somebody manipulate and use their voice andtheir expression and their tone and their language to navigate a conversation, particularlysales conversation. Of course, it's always fun for me to be so richlycomplimented. So, thank you Tom for all of those nice words, and it's also justinteresting that a lot of the ideas that Tom expresses aren't reallyspecific to sales there about human actualization, human empowerment, yourability to achieve your potential, which, of course, you know, I found itof company based entirely on that premise, and one of the things that Tommentioned is fear, the the Omni presence of fear and how it drives somuch of our decision making and if we can find a way to give fear a nap asTom puts it and to let go of our fear, then we can move into a zone and astate where we have the ability to perceive more of the world where we canmove outside of ourselves where we can be truly apathetic and trulycompassionate, because we've let go of all of those things that navigate anddictate our internal personal narrative. So I think that's a it's a reallyinteresting concept. You know one of the ways that you can work on that isthrough meditation transcendental meditation as they say. I try to do itevery day most days. I do, and it's really about letting go, it's not aboutnot having thoughts, it's about letting go so that the thoughts are not who youare. They are just part of the transom of your mind. There's another book.That's really interesting to read about this topic called the untethered soul.I read that earlier this year and just very, very powerful in terms ofunderstanding or rethinking consciousness and how we exist and whatour stories are about ourselves. So this is a much much longer conversationpotentially and likely, one that I shouldn't have with myself, which I'mdoing right now, but the point is tone of voice and the ways that you bringyourself into every interaction, whether it's on the phone or in personover a zoom. All matter be intentional about it be specific about what you'retrying to accomplish, and then you know the broader journey about becoming yourbest self. That is a lifetime's worth of work, but it starts with mayberethinking certain assumptions you have about who you are what you are. It maybe about dreaming bigger for yourself, but also being compassionate both toyourself and to others, and seeing if you can let go of fear fear of asking aquestion, fear of being perceived a certain way of fear of looking like afailure, fear of being abandoned, abandon minnesot one of my life ears,rejection and abandonment. So anyway, it was a good conversation sparked somethought. That's what we want from these conversations now before we go. We wantto thank our sponsors. We have three sponsors. The first is out reach out,reaches empowering the productivity of sales teams all over the world, driving,predictable and metral revenue growth. Go. I reached an IO to learn more we'realso sponsored by pavilion, a transformational gathering place forhigh growth leaders, like you, just like you and your teams go to joinpavillion to learn more, doesn't matter what function you are: We've gotcommunities for sales, marketing, customer success, finance and more soonto come and, of course, were brought you by blue board, because you knowwhat cash bonuses aren't that inspiring they're, not that interesting what wewant. Our rich experiences in blue board is the world's leadingexperiential sales recognition platform. Everything from going to dinner atFrench laundry to jumping out of an airplane to watching Kevin Drent, makea free throw from court side tickets. All of it's possible with Blue Board,go to podcast up bluebook to get your free demo. I will talk to you next time.My friends,...

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