Introduction to TSM
IN THIS LESSON
I talk about myself a lot, which is kind of weird.
I was brought up in the UK where you're not supposed to talk about yourself, but I think it's important to tell you why I’m the right person to teach you about sales. Here’s why:
I genuinely love sales.
Over the years:
I’ve sold over $75 million worth of deals
I’ve done 25,000+ sales meetings
I don’t know whether the 10,000-hour rule is real, but I do know this:
after that many conversations, patterns become obvious.
You start to see what actually works… and what doesn’t.
The First Principle You Need to Understand
Here’s the most important lesson in this course:
You never sell anything.
At least, not directly.
Your job is to:
listen more than you talk,
let the other person explain their world,
build trust and rapport,
and get them to ask you for help.
When someone asks you for something, the sale is already happening.
Why Listening Beats Pitching
People don’t buy because you explained your product well.
They buy because they feel understood.
If you listen long enough, prospects will:
tell you what’s broken,
tell you what they’re worried about,
tell you what they actually need.
Your role isn’t to sell them a pen.
It’s to understand why they might need one in the first place.
That’s the old-school approach that still works.
Old School + New School
When I started selling, we had:
one phone,
the Yellow Pages,
and a pen.
That limited how many meetings you could physically do.
Today, that constraint is gone.
With:
CRMs,
digital tools,
content,
and platforms like LinkedIn,
you can scale sales in ways that weren’t possible before.
This course combines both:
the old-school principles that make people buy,
and the new-school tools that let you do it at scale.
Follow the steps, and you’ll understand why sales can be one of the best things you ever do.
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Follow me on LinkedIn where I post daily sales tips
If you’re not tired of hearing my voice you can also listen to my podcast