AI Snips
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Episode notes
Wanting It More Is Misleading
- Wanting a sale more is framed as virtue but it wrongly makes failure a personal flaw.
- Blair and David argue desirability should exceed desire, not amplify your neediness.
Desirability Trumps Neediness
- Power in consultative selling comes from being desirable, not from needing the client.
- Overinvesting emotionally or financially in a sale erodes professional judgment and risks poor-fit clients.
Avoid Overinvesting In The Sale
- Avoid overinvesting in a prospective sale emotionally, timewise, or financially.
- Keep no sunk-cost attachment so you stay pragmatic and discerning in client selection.