"Five Whys" was perfected as a problem solving technique at Toyota in the mid 80s. All their suppliers are mandated to adopt this tool.

yes improve mood 100%

havent heard language articulated that way before interesting

how easy are we to be minipulated ? smart not smart cheers

Flow State Sales, I be worse than you everyday bud, You are brave nice job God Bless

over doing and under doing your doing it can't escape failure cheers

moved into house rented one room, within very short time the single mother went to her country father very sick took young son I was left in the house. Her adult high teenage children came in an d robed us never forgot mind blowing

small amounts make me feel blessed cheers

I have been riped of a few times I know anoying

I think of the language that got to rip me off. It was beautiful, this is a fact no feelings anymore cheers

what does that mean? go out for dinner (I'm being funny, first thougt, other is why would you say that if its not true cheers)

I love that you know Mark really really well cheers

A better title for the book would be “beyond rapport”. If you have rapport the next step is the challenger sale. Many sales people sit in the rapport space and never move past it. They are missing a big part of selling.

I ❤watching Colombo , and doing the Murdle puzzles .

when i was 12 i wanted to be a salesman (because i saw it in a video game) so i tried selling people Chromebook chargers but they all hated me because i had autism and now im 15 and i still have autism and it sucks so i give up on having that as a career but i still like learning about stuff like this because it still is interesting to me even if i can’t really use it

I HAVE NEVER RECIEVED A SPAM EMAIL EVER. WHY DO THEY HATE ME!!! (Except for like, quora and stuff, but that doesn’t count because well it just doesn’t okay!)

THANK YOU GARY THUERK!!! THE WORLD MAY HATE YOUR CREATION BUT I SURE LOVE IT!!!

YIPPEE!!! I <3 SPAM EMAIL!!!!!!

14:54 Absolutely how my brain works - have to go and do something completely different in order to innovate. I suck at cryptic crosswords though.

"Get involved in crime because it's enjoyable." That's a beauty of a quote out of context. 😆

Awesome

The Big Short. Definitely!

I think his example of the dog and the big short are close to the point. I think what he’s saying is that in order to understand the outlier, you have to know the average enough to deem that blip in the trend an outlier. You can’t know that the culprit was inside the barn, if you don’t know that dogs on average bark when there is an intruder. It’s like Nokia and Motorola. Some on the ground researchers had told that new companies were coming (Apple, RIM), but the higher ups couldn’t fathom losing 80% of their business to them. Who would? It’s a major risk. Which is why research is so important before putting a man away for 40 years. You can’t have Copernicus without Ptolemy’s averages so to speak. Richard Feynman lays this out as well. Where ever the truth bends is the new discovery. That truth is the average I would think. Sutherland is awesome, I listen to him all rhe time.

I could imagine Rory on his day off wandering down to the local chippie and casually holding forth for 9 hours on Schopenhauer and no one would mind at all and the next day everyone would be buying an air fryer.

How do I get some testosterone

Excellent episode, thank you - Rory is a fascinating, wise and inspiring force of nature, whose storytelling captivates,inspires and educates.

This just further feeds my conspiracy theory that Rory Sutherland is the real-life manifestation of the original prose Dirk Gently if he were actually successful at running a business.

"And then shutup listen and make a good summery" bro got no chill 💀

Great content as always!

What's a magic bullet?

Andy Serkis has really let him self go

Love the shirt Rory! But the massage is also great.

"THIS IS WAR, WE HAVE TO TRY EVERYTHING WE CAN THINK COULD WORK" haha

Love this! And Jolt is magic, thanks

A composite of Rory Sutherland fascinating talks is available at : Rory Sutherland (Advertising Executive) or just click at the profile and you will be redirected to the channel .

I only just discovered Rory Sutherland a few weeks ago and can't stop watching his talks. Thanks for another great post. One small niggle is about your audio. Rory was on low and the interviewer was definitely on the loud setting. Some audio adjustments before uploading would be most appreciated

This was awesome. I just wish Aaron had a mic. I can barely understand or hear what he is saying 🫠

People buy from peoe they trust to make a decision they don't trust themselves to make. I am opposed to asking any client what their problem is. U already need to know the problem. Ur business is to solve the three things that is your expertise. So this is saying give up the legacy approach.

Ignorant isn't the same thing as not being smart. Built a 100 slide slide deck. Dragged a whole group of people through. Prosecute their beliefs

Another absolutely fantastic discussion on the evolution of sales and the underlying principles driving it. Aaron, as a sales professional, I can‘t thank you enough. 🙏🏻 This interview should have 1M + views, honestly.

The Complete Works of Arthur C. Doyle, Obvious Adams - Robert Upedgraff, Basic Instincts, Human Nature and the New Economics - Pete Lunn, Arm Chair Economist - Steven E. Landsburg, Times/Telegraph - Cryptic Crosswords or Sudoku

Good insights thank you for this discussion

What the f…..k is the background sound doing. It repetitive and gets under your skin in a bad way🤬

talking about the price negotiation, how would you deal with the selling of commodity products (lets say for example.... corn, beans, gold, silver, soy, etc...)

Conceptual selling is cool, he has a few new books published since then

Damn you nailed it!!! Sorry Tracy... I love your husband. Oh Lordy your a lucky lady! 🎉 You know that already, 😊😊😊

You attribute asking multiple 'whys' to Dominic Cummings ... a bit unfair on Socrates, isn't it?

I cannot believe Im.just discovering the jolt effect. And just in time as Im launching a biz. Im geeking out.on steroids here.

I've been looking for a breakdown like this! Thanks for the great content! Subscribed!

Great interview. Thank you for providing this.