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Sep 9, 2025 · 33m · we-live-to-build

My Sales Score Was Excellent But One Trait Exposed Everything

Mike Irving · 17m spoken Sean Weisbrot · 11m spoken
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Host Sean Weisbrot and sales expert Mike conduct a transparent breakdown of Sean's sales assessment report, analyzing key behavioral traits, strengths, and blind spots to demonstrate how self-awareness and structured communication drive sales mastery.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Sean holds 39.3% of the talking time here. How this is scored →

Sean as informed peer 3.9 Guest teaching 3.9 Guest disagreement 1.0 Sean pushing back 1.5
05100:0010:0020:0030:000:44–6:31 · Sean as informed peer 3/10 Defining Sales as Effective Communication Mike explains the structure and philosophy behind the sales ability test, defining sales broadly as effective communication. Sean is receptive and curious, openly acknowledging his desire to find areas for self-improvement.6:33–13:07 · Sean as informed peer 4/10 Evaluating the 'Knowing How to Deal with People' Trait Mike reveals that the assessment flagged Sean as undervaluing questions in favor of talking. Sean pushes back based on his self-perception as an interviewer, before reflecting on how pressure during sales discovery calls might explain the discrepancy.13:11–16:46 · Sean as informed peer 4/10 Discernment and Recognizing Buying Signals Mike clarifies that discernment in a sales context means separating true buying signals from polite brush-offs. Sean agrees with the assessment, acknowledging his current struggle to tell apart genuine follow-ups from polite rejections.16:46–20:52 · Sean as informed peer 6/10 Asking Follow-Up Questions and Navigating Decision-Makers Mike demonstrates how top sales reps follow up objections with precise questions. Sean expands with deep domain knowledge and personal case studies regarding stakeholder hierarchy and internal power dynamics between CEOs and marketing directors.20:53–23:58 · Sean as informed peer 5/10 The 'Hunter' Trait and Outbound Networking Instincts Mike explains the 'Hunter' trait as outbound cold prospecting ability. Sean confirms this aligns with his strong networking instincts, illustrating with examples of rapid business development for his agency partner.23:59–27:13 · Sean as informed peer 3/10 Exploring 'Not Nice' and 'Humble' Score Implications Mike explains that a high 'not nice' score represents firmness and boundary setting rather than hostility, and commends Sean's humility in reviewing his test publicly. Sean accepts the clarification and explains his educator mindset.27:14–30:03 · Sean as informed peer 4/10 Sales as an Apprenticeship and Foundational Principles Mike frames sales as an apprenticeship governed by core principles, drawing on his door-to-door background. Sean draws an insightful parallel to learning Mandarin immersively before mobile language apps existed.30:04–31:16 · Sean as informed peer 2/10 Book Giveaway: 'Sales Scripts Are Dead' Mike offers a free copy of his book 'Sales Scripts Are Dead' to Sean and his audience, and Sean outlines logistical arrangements to share the resource in the show notes and community poll.0:44–6:31 · Guest teaching 4/10 Defining Sales as Effective Communication Mike explains the structure and philosophy behind the sales ability test, defining sales broadly as effective communication. Sean is receptive and curious, openly acknowledging his desire to find areas for self-improvement.6:33–13:07 · Guest teaching 5/10 Evaluating the 'Knowing How to Deal with People' Trait Mike reveals that the assessment flagged Sean as undervaluing questions in favor of talking. Sean pushes back based on his self-perception as an interviewer, before reflecting on how pressure during sales discovery calls might explain the discrepancy.13:11–16:46 · Guest teaching 5/10 Discernment and Recognizing Buying Signals Mike clarifies that discernment in a sales context means separating true buying signals from polite brush-offs. Sean agrees with the assessment, acknowledging his current struggle to tell apart genuine follow-ups from polite rejections.16:46–20:52 · Guest teaching 4/10 Asking Follow-Up Questions and Navigating Decision-Makers Mike demonstrates how top sales reps follow up objections with precise questions. Sean expands with deep domain knowledge and personal case studies regarding stakeholder hierarchy and internal power dynamics between CEOs and marketing directors.20:53–23:58 · Guest teaching 3/10 The 'Hunter' Trait and Outbound Networking Instincts Mike explains the 'Hunter' trait as outbound cold prospecting ability. Sean confirms this aligns with his strong networking instincts, illustrating with examples of rapid business development for his agency partner.23:59–27:13 · Guest teaching 4/10 Exploring 'Not Nice' and 'Humble' Score Implications Mike explains that a high 'not nice' score represents firmness and boundary setting rather than hostility, and commends Sean's humility in reviewing his test publicly. Sean accepts the clarification and explains his educator mindset.27:14–30:03 · Guest teaching 4/10 Sales as an Apprenticeship and Foundational Principles Mike frames sales as an apprenticeship governed by core principles, drawing on his door-to-door background. Sean draws an insightful parallel to learning Mandarin immersively before mobile language apps existed.30:04–31:16 · Guest teaching 2/10 Book Giveaway: 'Sales Scripts Are Dead' Mike offers a free copy of his book 'Sales Scripts Are Dead' to Sean and his audience, and Sean outlines logistical arrangements to share the resource in the show notes and community poll.0:44–6:31 · Guest disagreement 1/10 Defining Sales as Effective Communication Mike explains the structure and philosophy behind the sales ability test, defining sales broadly as effective communication. Sean is receptive and curious, openly acknowledging his desire to find areas for self-improvement.6:33–13:07 · Guest disagreement 2/10 Evaluating the 'Knowing How to Deal with People' Trait Mike reveals that the assessment flagged Sean as undervaluing questions in favor of talking. Sean pushes back based on his self-perception as an interviewer, before reflecting on how pressure during sales discovery calls might explain the discrepancy.13:11–16:46 · Guest disagreement 1/10 Discernment and Recognizing Buying Signals Mike clarifies that discernment in a sales context means separating true buying signals from polite brush-offs. Sean agrees with the assessment, acknowledging his current struggle to tell apart genuine follow-ups from polite rejections.16:46–20:52 · Guest disagreement 1/10 Asking Follow-Up Questions and Navigating Decision-Makers Mike demonstrates how top sales reps follow up objections with precise questions. Sean expands with deep domain knowledge and personal case studies regarding stakeholder hierarchy and internal power dynamics between CEOs and marketing directors.20:53–23:58 · Guest disagreement 1/10 The 'Hunter' Trait and Outbound Networking Instincts Mike explains the 'Hunter' trait as outbound cold prospecting ability. Sean confirms this aligns with his strong networking instincts, illustrating with examples of rapid business development for his agency partner.23:59–27:13 · Guest disagreement 1/10 Exploring 'Not Nice' and 'Humble' Score Implications Mike explains that a high 'not nice' score represents firmness and boundary setting rather than hostility, and commends Sean's humility in reviewing his test publicly. Sean accepts the clarification and explains his educator mindset.27:14–30:03 · Guest disagreement 1/10 Sales as an Apprenticeship and Foundational Principles Mike frames sales as an apprenticeship governed by core principles, drawing on his door-to-door background. Sean draws an insightful parallel to learning Mandarin immersively before mobile language apps existed.30:04–31:16 · Guest disagreement 0/10 Book Giveaway: 'Sales Scripts Are Dead' Mike offers a free copy of his book 'Sales Scripts Are Dead' to Sean and his audience, and Sean outlines logistical arrangements to share the resource in the show notes and community poll.0:44–6:31 · Sean pushing back 1/10 Defining Sales as Effective Communication Mike explains the structure and philosophy behind the sales ability test, defining sales broadly as effective communication. Sean is receptive and curious, openly acknowledging his desire to find areas for self-improvement.6:33–13:07 · Sean pushing back 4/10 Evaluating the 'Knowing How to Deal with People' Trait Mike reveals that the assessment flagged Sean as undervaluing questions in favor of talking. Sean pushes back based on his self-perception as an interviewer, before reflecting on how pressure during sales discovery calls might explain the discrepancy.13:11–16:46 · Sean pushing back 1/10 Discernment and Recognizing Buying Signals Mike clarifies that discernment in a sales context means separating true buying signals from polite brush-offs. Sean agrees with the assessment, acknowledging his current struggle to tell apart genuine follow-ups from polite rejections.16:46–20:52 · Sean pushing back 2/10 Asking Follow-Up Questions and Navigating Decision-Makers Mike demonstrates how top sales reps follow up objections with precise questions. Sean expands with deep domain knowledge and personal case studies regarding stakeholder hierarchy and internal power dynamics between CEOs and marketing directors.20:53–23:58 · Sean pushing back 1/10 The 'Hunter' Trait and Outbound Networking Instincts Mike explains the 'Hunter' trait as outbound cold prospecting ability. Sean confirms this aligns with his strong networking instincts, illustrating with examples of rapid business development for his agency partner.23:59–27:13 · Sean pushing back 2/10 Exploring 'Not Nice' and 'Humble' Score Implications Mike explains that a high 'not nice' score represents firmness and boundary setting rather than hostility, and commends Sean's humility in reviewing his test publicly. Sean accepts the clarification and explains his educator mindset.27:14–30:03 · Sean pushing back 1/10 Sales as an Apprenticeship and Foundational Principles Mike frames sales as an apprenticeship governed by core principles, drawing on his door-to-door background. Sean draws an insightful parallel to learning Mandarin immersively before mobile language apps existed.30:04–31:16 · Sean pushing back 0/10 Book Giveaway: 'Sales Scripts Are Dead' Mike offers a free copy of his book 'Sales Scripts Are Dead' to Sean and his audience, and Sean outlines logistical arrangements to share the resource in the show notes and community poll.

speaking balance: gold is Sean, purple is the guest (3 minute bins)

0:00 · Sean 30.1% · guest 69.9%0:00 · Sean 30.1% · guest 69.9%3:00 · Sean 9.6% · guest 90.4%3:00 · Sean 9.6% · guest 90.4%6:00 · Sean 12.7% · guest 87.3%6:00 · Sean 12.7% · guest 87.3%9:00 · Sean 35.2% · guest 64.8%9:00 · Sean 35.2% · guest 64.8%12:00 · Sean 47.1% · guest 52.9%12:00 · Sean 47.1% · guest 52.9%15:00 · Sean 49.4% · guest 50.6%15:00 · Sean 49.4% · guest 50.6%18:00 · Sean 83% · guest 17%18:00 · Sean 83% · guest 17%21:00 · Sean 71.1% · guest 28.9%21:00 · Sean 71.1% · guest 28.9%24:00 · Sean 22.7% · guest 77.3%24:00 · Sean 22.7% · guest 77.3%27:00 · Sean 50.9% · guest 49.1%27:00 · Sean 50.9% · guest 49.1%30:00 · Sean 18% · guest 82%30:00 · Sean 18% · guest 82%33:00 · Sean 100% · guest 0%33:00 · Sean 100% · guest 0%
Sharpest disagreement ▶ 8:34 Mike confronts Sean with data on question reluctance

Mike directly presents assessment data showing Sean undervalues asking questions in sales situations, contradicting Sean's self-image.

 Hardest push from Sean ▶ 8:34 Sean objects to the questioner trait score

Sean firmly pushes back against the test's conclusion, pointing out that in his professional routine and interviews he spends most of his time asking questions.

 Biggest teaching moment ▶ 16:46 Mike coaches Sean on probing sales objections

Mike educates Sean on how elite salespeople avoid immediately accepting 'I want to think about it' by persisting with precise, probing questions.

 Sean holds their own ▶ 17:50 Sean details multi-stakeholder sales psychology

Sean demonstrates deep business expertise by breaking down how marketing directors often hold functional veto power over CEOs during enterprise software pitches.
the scores for every segment, with the reasoning behind each
ChapterTopicSean as informed peerGuest teachingGuest disagreementSean pushing backWhy
Defining Sales as Effective Communication 3411 Mike explains the structure and philosophy behind the sales ability test, defining sales broadly as effective communication. Sean is receptive and curious, openly acknowledging his desire to find areas for self-improvement.
Evaluating the 'Knowing How to Deal with People' Trait 4524 Mike reveals that the assessment flagged Sean as undervaluing questions in favor of talking. Sean pushes back based on his self-perception as an interviewer, before reflecting on how pressure during sales discovery calls might explain the discrepancy.
Discernment and Recognizing Buying Signals 4511 Mike clarifies that discernment in a sales context means separating true buying signals from polite brush-offs. Sean agrees with the assessment, acknowledging his current struggle to tell apart genuine follow-ups from polite rejections.
Asking Follow-Up Questions and Navigating Decision-Makers 6412 Mike demonstrates how top sales reps follow up objections with precise questions. Sean expands with deep domain knowledge and personal case studies regarding stakeholder hierarchy and internal power dynamics between CEOs and marketing directors.
The 'Hunter' Trait and Outbound Networking Instincts 5311 Mike explains the 'Hunter' trait as outbound cold prospecting ability. Sean confirms this aligns with his strong networking instincts, illustrating with examples of rapid business development for his agency partner.
Exploring 'Not Nice' and 'Humble' Score Implications 3412 Mike explains that a high 'not nice' score represents firmness and boundary setting rather than hostility, and commends Sean's humility in reviewing his test publicly. Sean accepts the clarification and explains his educator mindset.
Sales as an Apprenticeship and Foundational Principles 4411 Mike frames sales as an apprenticeship governed by core principles, drawing on his door-to-door background. Sean draws an insightful parallel to learning Mandarin immersively before mobile language apps existed.
Book Giveaway: 'Sales Scripts Are Dead' 2200 Mike offers a free copy of his book 'Sales Scripts Are Dead' to Sean and his audience, and Sean outlines logistical arrangements to share the resource in the show notes and community poll.

Statements from this episode (5)

Assertion Not checkable as stated
Weisbrot scored in 90s for sales but failed 'dealing with people'
“Yeah, you know how to deal with people is just slightly below the green bar, and that's a really interesting trade, or it's a really interesting result particularly because understanding human nature, general sales knowledge, sales manager, relationship sales,…”
Mike Irving Sep 9, 2025 ▶ 6:49
Disclosure
Weisbrot uses Google Gemini to analyze sales calls for better discovery questions
“I try really hard to put the transcripts from my calls into Gemini and learn from those so that I can figure out better questions.”
Sean Weisbrot Sep 9, 2025 ▶ 9:31
Insight
Top salespeople persist with probing questions instead of accepting stalling objections
“The most experienced and best performing salespeople know that when someone says, for example, I want to think about it, or I want to talk to so-and-so about it. The best and most experienced salespeople will not all the time because the best and most experien…”
Mike Irving Sep 9, 2025 ▶ 16:55
Opinion
Irving believes outbound prospecting and hunting is a skill anyone can learn
“And I'm a believer that it is a skill that anyone can learn.”
Mike Irving Sep 9, 2025 ▶ 23:02
Insight
Salespeople who lack the ability to be 'not nice' become doormats
“So if you score too low on not nice, that's going to mean that you'll error on the side of being way too nice all the time. And so somebody who's way too nice all the time, they become a doormat.”
Mike Irving Sep 9, 2025 ▶ 24:59
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