I'm the Thinker and the Prover

The salesperson has to embrace that within their own identity. They've got to embrace that discretionary effort and if they can't let go of a little piece of themselves, then that might not be the ideal product. When I close a deal, even when I'm working on a deal, I want that person to know, I'm not just that other salesperson. That's what it is. It takes effort to smile no matter what. We all are.