Trade Your Cleverness for Bewilderment with Belal Batrawy

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I'm curious real quick because I can find myself and I've heard others on different calls, they get that limbic brain engaged at the beginning, and then once they have that permission and they see an opportunity, they go right into the information in the. In the neocortex part. What's that balance? How long do you want to keep them in the limbic side and keep it on that emotion and when do you get into that information and how does that look?

Great question, Scott. Huge question there. And you're right. And it happens, it happens on cold calls, by the way, right? So you do the whole pitch, you do the mic drop method. All of a sudden the person says, yeah, I've got that problem. Then next thing you know, the side is like, we help solve that. And you're like, dude, God damn. Like, just hold off for a second. Let them speak. So there's this famous saying by a Muslim scholar, Rumi, if you guys have heard of him. He's a famous Persian poet, Muslim scholar. The line that he has is, trade your cleverness for bewilderment. Trade your cleverness for bewilderment. Somebody tells you, yeah, I've got that problem. Really? How are you addressing it? Right. Oh, we've got something for that. Oh, you do? What are you using to solve it? Just. Just have some curiosity. It just, you know, give the person a chance to explain further what's going. Tell. Tell me more. Tell me more about that. You know, just have that curiosity. Don't try to be clever. Don't try to have the answer again. Don't be the night in Shining Arm. Be like, I can slay that dragon for you. Wham. You know, it's like, hold up. You know, just hold up a second. Let. Let me talk about this a little bit further. So trade your cleverness for bewilderment. And this is really important in discovery and demos. If You're, I know, Scott, if you're like, are you a full sale cycle ae, do you also deal with like.

No, no, not currently.

When you, when you do, when you do graduate to that point and you're starting to do full sales cycles ae, this is really important on discovery and demo. If I was on KD's demo, right? And I was that rep doing that, man, I tell you what, I'm gonna story sell. I'm like, Katie, tell me how you address it today. Tell me about that problem. Why do you think that matters? You got, you got 99 problems. Why is that making the list? Why can't you just solve this yourself? Why are you taking the time to talk to me? What is it in my email that again? I'm going to go back to those three things. I need a pain. I need, I need Katie to understand there's an impact to changing it. And I need to see that he has a willingness to change. If he doesn't have all three of those things, why am I offering the solution? I'm just going to end up in status quo, no decision. If I don't get those three things from him again, he, if he doesn't have those three things, he's a prospect, not a buyer. He's still in awareness, not in consideration. So, great question. You, you want to keep using it until they can show you those three things, pain or problem and impact. That's clear in their words, not yours. And how it can be what, what, what addressing that problem will do. And then a path of willingness to change. What does it take to make this change? Then you can be like, well, here's how we address it, here's how we sol. It.