Three key points from They Ask, You Answer that I've overlooked in the past

Posted September 9, 2021 in

Connor DeLaney

"If you’re not prepared to be wrong, you’ll never come up with anything original."

I read They Ask, You Answer probably once per year. Pretty often, I come back to the foundations of doing it, like The Big 5 or Selling 7. However, as I'm listening to it now, there are three points that keep ringing true that hadn't stuck with me while reading it before:

  1. "So you don't make any mistakes" - I've seen and heard Marcus speak almost as many times as anyone and yet this phrase has never quite clicked until now. Whether it be a buyer reading content ahead of time so they don't make any mistakes in their buying decision (buyer's remorse), recording a sales call to ensure no details are lost in the virtual ether (building trust), or sharing what your buying and selling process looks like (think of the CarMax example), it all comes back to ensuring the best decision is made by the buyer, without hesitation.
  2. "We are an education and media company first" - While convenient timing may have something to do with this, along with a couple of fascinating conversations with They Ask, You Answer superstars like Chris Greene , it is amazing what happens when organizations focus primarily on being an education company that happens to sell in or work in a given industry.
  3. "Be willing to do what almost no one else is willing to do" - The scale of this statement is easy to say, but significantly harder to do. To win with They Ask, You Answer, you have to be willing to do what is commonly seen as taboo. Working on the coaching and training side of it, it's not always easy for me to see just how hard it is to take that leap. 
I know there are so many more nuggets that I haven't included here, so I want to see what other points from They Ask, You Answer. What comes to mind for you?
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