Terry Tucker, a former police officer and cancer survivor, shares his inspiring journey of resilience and pursuing his dreams. From his early life and athletic background to transitioning between jobs and becoming a hostage negotiator, Terry's story is one of determination and overcoming challenges. He discusses the importance of facing fear, embracing discomfort, and finding hope in difficult situations. Terry also provides valuable sales tips, emphasizing the power of addressing objections, disarming people through curiosity, and focusing on the customer's needs. In this conversation, Terry Tucker shares valuable insights on effective communication and negotiation techniques. He emphasizes the power of silence and using how and what questions instead of why questions. By making the other person feel like part of the solution, building connection and trust, and listening actively, salespeople can achieve better outcomes. Terry also highlights the importance of disarming lies and overcoming fear and worry to become successful in sales and life. Takeaways: Embrace discomfort and do something every day that scares you or makes you uncomfortable. Address objections upfront and be willing to say 'I don't know' if you can't help the customer. Disarm people by using a curious voice and actively listening to their needs. Find hope in challenging situations and focus on living a purposeful life. Resilience and mental strength are key to overcoming obstacles and pursuing your dreams. Silence can be a powerful tool in negotiations and sales conversations. It encourages the other person to start talking and provides valuable information. Instead of asking why questions, use how and what questions. They are softer and less accusatory, allowing for better communication and understanding. Make the other person feel like part of the solution by involving them in the decision-making process. This builds trust and increases the likelihood of a successful outcome. Listening actively and disarming lies are essential skills in sales. By understanding what people are saying and what they aren't saying, salespeople can address concerns and build stronger relationships. Overcome fear and worry by embracing failure and not worrying about what others think. Flip negative thoughts into positive ones to focus on personal growth and success. BOOK: Sustainable Excellence: Ten Principles To Leading Your Uncommon And Extraordinary Life https://www.amazon.com/Sustainable-Excellence-Principles-Uncommon-Extraordinary/dp/1951129520/ref=tmm_hrd_swatch_0?_encoding=UTF8&qid=&sr=