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In this episode of the Advance Selling Podcast, I guess the wrong band on a very, very popular song and it s eating me alive.
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We revisit the Pete and repeat joke from second grade and we play Should I?
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A new fun Advance Selling Podcast game where we take common sales scenarios and answer, should I or shouldn t I?
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Happy Thanksgiving to all of our ASP listeners.
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We are in the week of Thanksgiving.
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You are listening to the longest running sales training podcast, Podcast History.
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Bill Kasky here.
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Brian Neal here.
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Happy Thanksgiving, Brian.
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Happy Thanksgiving to you.
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But we have a lot of international listeners who I don t think really care about Thanksgiving.
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Doesn t matter.
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Does not matter.
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But you know what?
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We re going to spread the United States American love to you, too.
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We re thankful for you.
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That s right.
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We know how you love America.
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Do other people?
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But there s a Canadian Thanksgiving, isn t there?
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Yeah, just not.
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Do other countries have Thanksgiving?
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Like a thing like it, though?
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Like where they just sort of celebrate the fact that they ran away from tyranny?
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I would think so.
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I would think so.
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And 90% of them died on the way over.
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Do we celebrate that?
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No, that was past history.
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Taking over some people that were already here and none of that?
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That s old news, fake news.
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Okay So, uh, if you have not yet, uh enrolled in the insider program I know we talk about it a lot and we are proud of it.
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We re excited about it We want to grow this thing to 100 200 people over the next few months And it is a once a per month
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75 minute training and we talk about a different topic every month If you d like to know what topics are coming up in the insider program You can go to advanced selling podcast.com slash insider and down at the very bottom there.
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There s a list of the upcoming month s topics It s $47 a month.
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You can get a little few shekels off that if you buy a year in advance But we find it s a people love it.
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It s very affordable and it s fun and we have a good time.
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Everybody learns something truth.
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I
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And you get to meet people you would never have met otherwise.
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This is the truth, isn t it?
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And the other thing that s going on, which we think is great, we ve created this community now.
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So there s like 70 people that are in there.
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And not everyone comes to every session because you ve got stuff.
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But most of them do.
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And then they meet each other.
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And actually, some of them have meetings outside of class.
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They get together across the globe.
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It s great.
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I was in a group a couple of weeks ago during, we break up into little breakout rooms.
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I was with a guy who just started a podcast.
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I was with a guy who sells podcast advertising.
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Oh, in that?
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Just in that.
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There were three of us in the group, and these two guys.
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Now, I don t know that they could help each other right now, but why wouldn t both of them get to know each other and what they re trying to accomplish, especially in that niche?
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Everybody listening should be in the inside, I m just saying.
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That s a direct plug.
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Hey, before we...
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started the show or the last episode, we were talking about a song called These Eyes.
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Oh, we never finished that.
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And I couldn t figure out who sang it.
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Did you look it up?
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No, I did not look it up yet, but I m still fishing for it.
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I want to fish live a little bit.
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OK.
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And I have the name Gary coming up for me.
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Is that right?
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Like Gary Puckett or something like that?
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These eyes.
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Ooh, I just had it.
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It s not Temptations.
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Now I m fishing around the Fifth Dimension kind of thing.
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It s a Caucasian white group, so I ll get you off Fifth Dimension and Temptations.
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But it s the same... Same era, yeah, same era.
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Now, I ll give you a clue.
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I ll give you a clue.
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And Travis, can you play just a couple of bars of that?
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This is a fact checker Doug question.
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I ll give you a clue.
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I think I know why you can t think of the name.
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Oh.
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Because the group is confused with another group by a similar name.
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Oh, that s good.
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That s good.
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And it s not the fifth- no, it s not.
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Oh my gosh, this is killing me.
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Any group members?
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Any group members?
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I love this game.
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I don t know if the listeners like this game, but some people are screaming, these eyes!
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And all the millennials are like, it s like my grandpa talking about.
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But they spin a lot of movies.
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That song has been in a lot of movies.
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These eyes, doo-doo-doo-doo-doo.
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Yeah, Travis is going to play some.
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Give me one more hint.
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Give me one.
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Is there a name?
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Is it Give It Away?
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This is killing me.
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Okay, they did a thing for Austin.
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You were mentioning Austin Powers last week.
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They did the theme song for Austin Powers.
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Oh, really?
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Oh, oh, oh, oh, oh.
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American woman.
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American woman.
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Oh, my God.
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It s not Steppenwolf.
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No.
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Oh, my gosh.
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Yeah.
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Oh, my.
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I am so embarrassed.
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Don t be, because it s one of those groups, they had like nine songs, seven or nine songs.
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I know.
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This is so embarrassing, but I m a music guy.
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This is like strong trivia.
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It s right up your alley.
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I know.
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It s a little early for you, though.
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It s 70s.
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Not really, though.
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No, I was a kid in the 70s.
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I had young uncles.
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Yeah, but you were three in the 70s, so.
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The player, something player.
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Oh, my God.
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Oh, here s one that they sang.
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Last one.
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Last one.
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We gotta get to it.
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Star Baby.
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You wouldn t have known that one.
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Tell me.
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The group they are confused with is the who.
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Oh, the guess who.
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Dang it!
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Dang it, dang it, dang it!
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The guess who.
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That s good.
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Is it the guess who or guess who?
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I think it s just guess who.
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I think it s just guess who also.
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Doggone it.
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But I think the who confused.
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I wonder who was first.
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They screwed it up because it s like the who, now the guess who.
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Guess who?
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Well, there s the who.
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Yeah.
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Okay, so we re gonna use we have a fun game.
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We played this a few episodes ago called Should I yes or no not a drinking game just a paddle game with some oh, I so wish paddles Well, the kids can make it a drinking game if they want Just ask them go to any college campus right now during coronavirus and you can see they re still making their own drinking games These videos are just fun.
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They can t go in the stadium.
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They can t go to the stadium But they can gather in 20-person groups
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I also didn t realize, and this is good for me, after watching the Notre Dame game, when Notre Dame beat Clemson in college football here in the United States, that coronavirus doesn t affect Catholics, obviously.
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No, no, it does not.
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Because they all swarmed.
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50,000 people running on the field, jumping up and down.
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They all got a letter from the president.
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Whoopsie-daisy.
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Yeah.
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Who tested positive after the, remember that?
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After the Amy Coney Barrett.
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Oh, the president of Notre Dame?
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Yeah.
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Oh, really?
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He got coronavirus from that same super spreader event that the president got it from.
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Oh, super spreader, OK.
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Yeah, that s a deal.
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OK, so this is called Should I?
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And this is where we ask, we pose a question, sometimes from listeners, sometimes from us.
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And then we either say, should I do this?
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And then we either say yes or we say no.
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Sometimes you have the same answer, sometimes different answers.
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OK, you want me to start with one?
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Yeah, go ahead.
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OK.
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First question that a lot of our listeners ask us, a lot of our clients ask us is, should I try to book cold appointments on LinkedIn?
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Should I try to book cold appointments?
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And just so you know what that means, you re connected with someone.
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They first level connect with you, so they accept a connection.
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Should you try to book an appointment with that person, yes or no?
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So you ve been connected for a while.
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Or are we assuming you just heard of that matter?
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Either one.
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Either one.
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Yeah, it s a first level connection.
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But it s cold.
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Like, you literally don t know them at all.
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OK.
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And they re a prospect for you, should you try to book a cold appointment on LinkedIn.
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OK.
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Ready?
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Ready.
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1, 2, 3, throw.
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What did we say?
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No.
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We both said no.
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Look at that.
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That s good.
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Why did you say no, Bill?
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I said no because I have read a lot of people who are LinkedIn experts, and they all say no.
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Yep.
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How about that?
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I don t have any data.
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I mean, I don t do it.
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That s not the way I do my business.
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So I would never think of doing that.
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But I always say, if you do it, and you do it in a way that works, then keep doing it.
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I mean, sometimes I think it s the, what does it sound like to invite people?
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The language and the copy you use probably has more to do with it than whether you do it or not.
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Right.
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So yeah, I m a no on this.
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And I m a no.
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And what that means is I d rather you try to use your mutual connections.
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Because if you re first level to them, more than likely you have some mutual connections.
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And I d rather you go to that pool of people and see if there s someone who you know well enough to ask for a warm intro from that person.
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And when I say warm intro, the warm intro should also come with some language that says, Bill and Travis, I think you two should try to get together for coffee or something.
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Hop on a Zoom call.
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I agree.
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That s what I would do instead.
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But I don t think going cold.
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I just got one of these, which was interesting on my, where is this guy?
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So this guy, hey, looking forward to connecting.
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That was on Tuesday, then on Friday.
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Hey, glad we re connecting.
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I know times are challenging.
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Are you familiar with my company?
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We re this thing.
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I d love to offer you a free pass.
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Are you familiar with me?
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I said, do you like me?
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No, thanks.
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We love our office.
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He said, thanks for letting me know.
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Good wishes to you and your colleagues.
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Well, the follow-up meant something.
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It was nice.
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It s also a miss, because I m like, you re not reading the profiles or anything.
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You re saying, OK, maybe we could talk, connect, that sort of thing.
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So I think it s a no on the direct sales.
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I agree.
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All right, next.
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Here s the next one.
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Should I discount to get the deal if I m getting pressure to do so at the very end of the process?
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So should I?
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And we talked about that.
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this a little bit last week.
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Yeah.
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Is this the one we talked about?
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I don t know.
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That s OK.
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We can do it.
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We ll run it back.
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OK.
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It s all right.
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We talked about this a little bit last week.
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Yeah.
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We talked about this a little bit last week, or a couple weeks ago, a couple episodes ago.
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But I think it s important that we kind of redefine it and say, where do you stand on it?
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So Brian, given I know that I haven t given you too much there, but should I discount at the very end if I m getting pressure to do so?
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Ready to throw them?
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1, 2, 3, throw.
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We both said no.
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Look at that.
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We both said no.
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Two for two.
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There should be people that should be betting on this.
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Yeah, it s a bet rivers.
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Is there any condition that might cause you to say yes or a couple of conditions?
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Oh, at the end.
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And that s the trigger for me.
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When you re at the end, then I m reflecting back.
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I m like, what did we miss going in?
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Because if we did it the best way possible that I know of, we ve talked about price way up front.
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Our friends at Gong have stats now that show that deals that talk about price in the very first call close at three times the rate of deals where they don t talk about price in the first call.
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I think there s just a lot of reasons to not get to that point.
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So if you re getting to that point, you got to scratch your head and say, A, what did I miss?
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Or B, is this just a game they re playing?
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And if it s something that I missed, I just need to reevaluate the whole thing.
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If it s a game they re playing, then it s an easy no answer.
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And I know some people, although we hate to think of it, some buyers and procurement people still play games at the end of a deal.
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So I think what happens is people get attached the longer the sales process goes.
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Then they get to the end, and then they get that question like, hey, the guy told me if we could get this much off, we got a deal sort of thing.
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And recognize, if you owned a business and somebody asked you for a 5% discount, recognize that comes right off of the net margin.
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Yes.
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Comes right off the net profit.
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So if you typically get 20% net profit on a deal, and you re going to take 10% off that deal at the end, you just cut your margin in half.
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In half.
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This is not a cost of goods sold thing.
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This is net margin.
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Well, I guess it is.
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It kind of is.
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But the point here is that
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It doesn t sound like much, 5%, but it s all profit dollars.
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It s huge.
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Remember at the end, I always tell my clients to remind themselves, you have to stay in the mindset of they need me as much or more than I need them.
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And you can just say no.
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The other thing I always say, if you say no and you lose this huge, enormous deal and it doesn t sit right with you, you can always cave and go back.
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I don t recommend that, but that s always an option.
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But once you cave, you can t uncave.
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You can t say yes to 10% and change my mind.
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SPEAKER_00
So I can t.
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SPEAKER_00
Here s what I can do.
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SPEAKER_00
Uncave and then cave and then uncave?
1
SPEAKER_00
Right.
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SPEAKER_00
Or are you saying that.
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SPEAKER_00
So here s.
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SPEAKER_00
Is that like a stalactite?
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Here s a riddle.
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SPEAKER_01
Theory of stalactites.
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Pete and repeat go into a cave.
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Pete comes out.
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Who s left?
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Repeat.
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Pete and repeat.
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SPEAKER_01
I love that joke.
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SPEAKER_01
Second grade humor.
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SPEAKER_00
I ve never heard the going into a cave part of it.
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SPEAKER_00
You haven t?
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I always say I sit on a wall.
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SPEAKER_00
Oh, really?
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SPEAKER_00
That s weird.
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SPEAKER_01
You re near a mammoth cave down there.
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SPEAKER_01
Gen X thing.
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SPEAKER_01
Evansville.
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Yeah, so I just think there s just no, when you re getting to that, if you re into the end and you re getting that, you ve got to scratch your head and say, what s going on?
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I just don t think it s a wise decision to do that, personally.
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I would say no, and then go back and figure out, where did I miss?
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SPEAKER_00
Where did I miss it in the sales process?
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SPEAKER_00
Yeah.
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SPEAKER_00
Have you have you seen the Queen s Gambit on Netflix?
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SPEAKER_00
No, it s a series about a chess player.
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SPEAKER_00
It s it s a It s fiction but chess player and it s a lady who is in the United States and she plays chess and she After she loses she goes back and retraces every everything that happened because they keep tracking chess I guess I don t understand chess But they she goes back and replays everything and she can tell where she missed it right there
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It came like 10 moves from the end.
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It didn t come the time that I got checkmated or whatever the language is.
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SPEAKER_00
It came 10 moves prior.
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SPEAKER_00
And I think it s the same thing here.
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It doesn t come at the end.
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SPEAKER_00
That s great.
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SPEAKER_00
That s a great analogy.
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Yeah.
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If you can go back and look and say, this is where it went awry.
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SPEAKER_01
Yeah.
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It s very, very good.
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SPEAKER_00
It s when the knight overtook the rook, sat on top of the rook.
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SPEAKER_00
It did.
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SPEAKER_00
And then fell over on a pawn.
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SPEAKER_01
And took my bishop and.
1
SPEAKER_01
You play chess?
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SPEAKER_01
You know how to play chess?
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SPEAKER_01
You know how to play chess?
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SPEAKER_01
You know how to play chess, Travis?
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SPEAKER_01
I can play chess.
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SPEAKER_01
I m not very well, but I know the option, the idea.
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SPEAKER_01
OK, here s the third.
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SPEAKER_00
You want to do the third question?
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SPEAKER_00
Sure.
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The third one is, oh, this is a fun question.
1
SPEAKER_01
Should I start a podcast?
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SPEAKER_01
So for the listeners, you re asking us the question, should I start a podcast?
1
SPEAKER_01
You re a salesperson.
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SPEAKER_01
You work for a company.
1
SPEAKER_01
Should you start a podcast, yes or no?
1
1, 2, 3.
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SPEAKER_01
I knew I was going to do it.
1
SPEAKER_01
I have a weird answer for this one.
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OK, go ahead.
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SPEAKER_01
And I would normally say yes.
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SPEAKER_01
Here s why I m saying no.
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It s a no and.
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So I want to make sure, if you re going to start a podcast, that you re doing it for the right reasons, and not just because we said to do it.
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SPEAKER_01
That s why I said, no, not until you ve decided that you want to put the work and effort into it.
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Because I ve seen too many people start a podcast and then stop.
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Got a client that started one, oh, they just got too busy.
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I think you re better off not starting unless you re committed to finishing all the way out and just keep the consistency going.
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SPEAKER_01
That takes a lot of effort energy.
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SPEAKER_01
It does.
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That I think some people don t have.
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And they want to start up, but they don t want to finish it and continue it.
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SPEAKER_01
And so I would only say yes if you ve decided you want to commit to the consistent, persistent activity and behavior that it takes to produce a podcast for the long haul.
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SPEAKER_01
Long haul meaning forevs-ish.
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SPEAKER_00
So you had a no with some asterisk.
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SPEAKER_00
Like how I did that?
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SPEAKER_00
And I had a yes with some asterisk.
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SPEAKER_00
Oh, OK, good.
1
SPEAKER_00
This is probably going to land us close to the same time.
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So here s why I said yes.
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I said yes because I think it s a good way for you to work on your messaging and how you articulate.
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SPEAKER_00
I think it s great for you to invite other people on.
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I think there s a lot of value in having your customers or prospects on.
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SPEAKER_00
Make a list of your target accounts.
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But don t do it if you don t either enjoy doing it or enjoy the person you re doing it with.
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SPEAKER_00
We ve been doing this for 14 god-awful years.
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SPEAKER_01
It s not been that bad.
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SPEAKER_00
And 700 episodes?
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Plus?
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SPEAKER_00
I don t know.
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SPEAKER_00
800 episodes, who knows?
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SPEAKER_00
Doesn t matter.
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SPEAKER_00
But every time we get together, we have fun.
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SPEAKER_00
We do.
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SPEAKER_00
And we enjoy each other.
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SPEAKER_00
So true.
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SPEAKER_00
And we don t always see eye to eye on things.
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SPEAKER_00
But 95% of the time, we have fun when we re doing it.
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SPEAKER_00
So true.
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SPEAKER_00
And if you don t have fun with the person you re doing it with, it will not last.
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SPEAKER_00
Correct.
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SPEAKER_00
It just won t.
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SPEAKER_00
Because you ll start to dread it.
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SPEAKER_00
And it s like, oh, god, 9 o clock.
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SPEAKER_00
Man, uh, you know what?
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SPEAKER_00
Can we put this all down and you ll start putting it off and then you ll miss an episode and then you ll miss three episodes and you ll come back and you ll Don t do it unless you now if you like the person or really enjoy podcasting Maybe you re doing it alone, but you love the idea of music and bumpers and fronts and editing and all that
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SPEAKER_01
Have it a go.
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SPEAKER_00
Give it a go.
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SPEAKER_01
That s phenomenal advice.
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SPEAKER_01
And this is what you see.
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SPEAKER_01
So you see the people that come up.
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They come guns ablaze and well-intentioned.
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SPEAKER_01
They want to start a podcast.
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SPEAKER_01
Then they miss an episode.
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SPEAKER_01
Then someone goes on vacation.
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SPEAKER_01
Then they try to reschedule.
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SPEAKER_01
So the next thing you know, when people go to search for you, and the stuff s still up there,
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SPEAKER_01
You know, they see episode one was like March of 19.
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SPEAKER_01
And then there was like June of 19.
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SPEAKER_01
And then there s nothing left.
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SPEAKER_01
And then you re like an 18-month gap.
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SPEAKER_01
I personally think that looks worse than not doing it.
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SPEAKER_01
I think you re better off not doing it than to dabble in it, if that makes sense.
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SPEAKER_00
That s true.
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SPEAKER_00
Last episode, we talked about networking in our insider group.
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An insider, for those of you that don t know, is a coaching group, small group coaching that we put together.
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SPEAKER_00
We have 60, 70 people in it.
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SPEAKER_00
It meets once a month.
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SPEAKER_00
And we break up into breakout rooms.
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SPEAKER_00
And I mentioned the idea of
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SPEAKER_00
In this one breakout room I was in, there was a brand new podcaster, and there was a podcast ad guy.
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SPEAKER_00
The story on the podcaster is he started his podcast in March.
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SPEAKER_00
It s a tech business.
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SPEAKER_00
They do very heavy technical.
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SPEAKER_00
I don t even know.
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SPEAKER_00
I think they do apps.
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SPEAKER_00
Anyway, it s a cloud-based security.
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SPEAKER_00
They do all these really smart things.
1
SPEAKER_00
Nice, nice.
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SPEAKER_00
I m just dropping them here.
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SPEAKER_00
All the SaaS words.
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SPEAKER_00
Yes, that s right.
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SPEAKER_00
I can talk a good game.
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SPEAKER_00
But he started his in March.
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SPEAKER_00
He s closed two, I think he said either two $200,000 deals or two $100,000 deals from a listener who liked what they were talking about and they reached out and called him and they did a deal.
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SPEAKER_01
It s beautiful.
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SPEAKER_00
Now, it didn t take this dude any more than probably a couple of hours a month to do these podcasts.
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SPEAKER_00
But he s generated.
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SPEAKER_00
And now he s got some momentum.
1
SPEAKER_00
So now he can have those people on.
1
SPEAKER_00
And he can start to build a little bit better audience.
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SPEAKER_00
But don t think that it s just a hobby.
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SPEAKER_00
There is a monetary value to it, if you think about it.
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SPEAKER_01
Yes.
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SPEAKER_01
And it is another job.
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SPEAKER_01
It s a side hustle, whatever you want to call it.
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SPEAKER_01
But you ve got to work at it.
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SPEAKER_01
And if you work at it, it will reward you beyond anything.
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SPEAKER_01
It s phenomenal.
1
SPEAKER_01
Okay, that was our next last episode of yes, no should I yes or no with our little panels that producer
2
SPEAKER_00
Travis made, those are gorgeous by the way.
2
SPEAKER_00
Fantastic, plus you can play a little ping pong.
2
SPEAKER_00
You play ping pong?
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SPEAKER_00
I do.
2
SPEAKER_00
I love playing ping pong.
2
SPEAKER_00
We should get a ping pong table for the studio.
2
SPEAKER_00
Being blind in my left eye or visually impaired is my...
2
SPEAKER_00
What s it called?
2
SPEAKER_00
Ophthalmologist?
2
SPEAKER_00
Yeah, he doesn t like the word, the B word, they call it.
2
SPEAKER_00
So he sees visual impairment.
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SPEAKER_00
I can t, I don t have depth, what s it called, depth of field or depth of vision.
2
SPEAKER_00
So it s a little harder for me to play now, but I loved ping pong growing up.
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SPEAKER_00
So if we do play, I m going to hit to your butt.
2
SPEAKER_00
Yeah, hit it to the left side.
2
SPEAKER_00
Yeah, hit it to my left side.
2
SPEAKER_00
All right.
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SPEAKER_00
And I ll have to turn my head like an owl.
2
SPEAKER_00
All right.
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SPEAKER_00
All right, so make sure if you also you re a VP of sales or sales manager and you want to take part in one of our business goal setting planning sessions for 2021, we are doing them all the way up through December 18th.
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SPEAKER_00
Go to advancedsellingpodcast.com slash virtual.
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SPEAKER_00
Everything is virtual.
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SPEAKER_00
Every one of your people leaves with a plan for next year.
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SPEAKER_00
Yes, sir.
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SPEAKER_00
Talk to you.
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SPEAKER_00
See you back.