How to Decode Paint

"If you can decode what their pain was and why they chose you, then you can project that forward into future deals," Jordan says. "i don't want this to become a a war of better tactics", he warns salesfolks who are trying to get more money by using different techniques. 'I like money. Can i have your money? That's how this usually happens,' one salesman asks his new boss in an attempt to sell him on the idea of selling paint instead of real estate.