The brain loves to store and process sequences. We tend to rank success by the probability that a sequence will end in a positive or negative result. This is due to our limbic brains and the fight or flight response.

A person standing against a wall has a better chance of survival than a person in an open field when it comes to defending himself against a Saber-Tooth Tiger.

If a door has a push sign on it, there is a 999:1 chance that if you push on the door it will open.

If you cold call 1000 random businesses, you have a 999:1 chance that it will go to voicemail, just ring forever, or you will be hung up on (before you can hang up with them.)

There really is no way to just bypass the normal course of B2b business to make a sale. Even if you do, the chances of that becoming a long and established business relationship are small.

Think of yourself as that Saber-Tooth Tiger who just caught its prey. All is well until a bigger and stronger tiger wrestles that lunch away for itself and you are left hungry, searching for your next meal. It will be much harder for that lone tiger to take the meal when you are surrounded by friends (people at the company where you have established long-term relationships and a history of success).

“No one cares what YOU want, they only care about themselves.”

― Art Sobczak

In this episode, I will discuss how people are trying to sell me what I don't want or need and how their tactics will not yield positive results for my, or your B2b business!

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