0
SPEAKER_01
In this episode of the Advanced Selling Podcast, we take on a radio silence theme, Bill uses a hair term I ve never heard of, and it s a two for Tuesday, even though it s Monday, as we dip into the co-video mailbag and take a question from Leon in Australia and Rochelle from New York, not her name or her place.
0
SPEAKER_01
Welcome, everybody, to the Advanced Selling Podcast.
0
SPEAKER_01
Coming in a little hot, Brian Neal here.
0
SPEAKER_01
Bill Kasky here.
0
SPEAKER_01
This is the longest-running sales training podcast in sales training podcast history.
0
SPEAKER_01
We re glad you re here.
0
SPEAKER_01
If you re a new listener, we have new listeners all the time.
0
SPEAKER_01
We re glad that you re here.
0
SPEAKER_01
Make sure you go to our website.
0
SPEAKER_01
It s advancedsellingpodcast.com.
0
SPEAKER_01
There s some really cool things that you can get there.
0
SPEAKER_01
There s a great little pregame deal, so you just pop your email in.
0
SPEAKER_01
That one s free.
0
SPEAKER_01
There s also a products page that a lot of our long-term listeners will tell you is worth the effort to purchase.
0
SPEAKER_01
gig there called All In, a little product there you could purchase.
0
SPEAKER_01
There s also a brand makeover course.
0
SPEAKER_01
It s a great, great tool if you re looking to change your personal brand.
0
SPEAKER_01
So look all those things up.
0
SPEAKER_01
AdvancedSellingPodcast.com is great things for you to go add to your sales toolkit.
0
SPEAKER_02
And also, we haven t talked about this for a while, but we have a really active and inspiring LinkedIn group.
0
SPEAKER_02
And if you ll go to AdvancedSellingPodcast.com slash LinkedIn.
0
SPEAKER_02
Yeah.
0
SPEAKER_02
You can get access to it, and we will accept you in regardless of anything.
0
SPEAKER_02
Are there any conditions under which we would not?
0
SPEAKER_01
Yeah, don t come in and try to sell stuff.
0
SPEAKER_01
Some people do that.
0
SPEAKER_01
It s not a place to go peddle your goods.
0
SPEAKER_01
No, no.
0
SPEAKER_02
Not there.
0
SPEAKER_02
But if you re into really good conversations and bringing up good questions, it s a really good community.
0
SPEAKER_02
We ve got about 9,000 people in there.
0
SPEAKER_02
So make sure you go sign up for that.
0
SPEAKER_02
Yes.
0
SPEAKER_02
Well, today is a day that we re going to talk about some questions from our audience.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
This is the Co-Video Mailbag, where we drop in our friends at Co-Video, graciously sponsor our mailbag episodes.
0
SPEAKER_01
We re going to do two.
0
SPEAKER_01
We re going to do an audio and a written one.
0
SPEAKER_01
We re going to read one, right?
0
SPEAKER_01
With a made-up name, which we had fun making up the name.
0
SPEAKER_01
And if you ve not already done so, check out our friends at Covideo, advancedsellingpodcast.com slash Covideo.
0
SPEAKER_01
If you re looking for a way to stand out, they ve got a great video tool that allows you to use personalized video instead of email.
0
SPEAKER_01
And I m telling you, when you start to use this tool, people will comment back to you that say, this is the coolest thing ever.
0
SPEAKER_01
And so check it out.
0
SPEAKER_01
They ve got a deal for you if you re an advanced selling podcast listener, advancedsellingpodcast.com slash Covideo.
0
SPEAKER_01
Check them out.
0
SPEAKER_02
It s a good deal, too, and it lasts forever.
0
SPEAKER_02
I think it s a grandfather deal, so it s really a good, significantly amount off the monthly cost, so that s good.
0
SPEAKER_02
So you want to do our Australian friend first, or do you want to do our written friend?
0
SPEAKER_02
Yeah, let s do our friend from down under.
0
SPEAKER_02
This is Leon from Australia.
0
SPEAKER_00
Hey Bill and Brian, this is Leon from Melbourne, Australia.
0
SPEAKER_00
My question relates to a brand new role I started four months ago.
0
SPEAKER_00
I m kind of a hybrid channel manager salesperson and specifically interested to get your feedback on managing the sales process when you re more at arm s length.
0
SPEAKER_00
with partners, and also more generally, how do you handle these situations where you re starting a new role, it s brand newly created inside the company, so you re kind of jumping off the cliff but building your parachute on the way down, and there s an opportunity to shape the role to make it most successful.
0
SPEAKER_00
Keen to get your feedback and thanks very much for all you do with the podcast.
0
SPEAKER_01
We are going to send, yeah, we send GIFs now, don t we?
0
SPEAKER_01
We send laptop stickers.
0
SPEAKER_02
What if we just sent him a GIF, G-I-F, rather than a GIF?
0
SPEAKER_01
That s actually called GIF, isn t it?
0
SPEAKER_02
You worked for Procter & Gamble before?
0
SPEAKER_01
I did work for Procter & Gamble and it was called GIF.
0
SPEAKER_01
It was?
0
SPEAKER_01
As far as I know.
0
SPEAKER_02
It wasn t called GIF?
0
SPEAKER_01
It wasn t called GIF.
0
SPEAKER_02
No.
0
SPEAKER_02
When you talk about giving a jift at Christmas time, do you jive a jift?
0
SPEAKER_02
Oh, that s funny.
0
SPEAKER_02
Oh, I forgot to tell you.
0
SPEAKER_02
Yeah.
0
SPEAKER_02
I was surfing the other night online, and I came up this
0
SPEAKER_02
Site had the top 30 things that were most commonly mispronounced, misunderstood, misinterpreted.
0
SPEAKER_02
And guess what one was?
0
SPEAKER_02
Intents and purposes?
0
SPEAKER_02
Jive and jive.
0
SPEAKER_02
Oh, was it really?
0
SPEAKER_02
It was jive and jive.
0
SPEAKER_02
Oh, that s good.
0
SPEAKER_02
That s an old callback.
0
SPEAKER_02
That s an old callback from years ago.
0
SPEAKER_02
I maintain that when you say you want to make sure our calendars jive, most people use it, say jive, and really it s jive.
0
SPEAKER_02
It s jive with a B. And it truly is.
0
SPEAKER_02
It s still jive.
0
SPEAKER_02
Still jive.
0
SPEAKER_01
So if you send us a mailbag, by the way, the mailbag is open to everybody.
0
SPEAKER_01
It s not just for- Did we just hear Leon or not?
0
SPEAKER_01
We did hear Leon, yeah.
0
SPEAKER_01
And all you gotta do is send us a great, high-quality audio, like Leon just did.
0
SPEAKER_01
That was really good.
0
SPEAKER_01
Leon, hats off, my friend.
0
SPEAKER_01
It ll pass Bill s audio test.
0
SPEAKER_01
And then we ll send you a laptop sticker.
0
SPEAKER_01
Now, we had someone misunderstand the game.
0
SPEAKER_01
So we had someone who saw the laptop sticker.
0
SPEAKER_01
Saw my laptop.
0
SPEAKER_01
His name is Tony.
0
SPEAKER_01
And he said, I owe him $100.
0
SPEAKER_01
That s not the way the game works.
0
SPEAKER_01
The way the game works is I have to see your laptop sticker.
0
SPEAKER_01
out and about when my travels are.
0
SPEAKER_01
So if you want a laptop sticker, too, send us a question at the mailbag, and we ll send you a laptop sticker.
0
SPEAKER_01
Put that on.
0
SPEAKER_01
We travel a lot.
0
SPEAKER_01
And when we re out and about, you get my mom walking through the airport.
0
SPEAKER_01
If I see someone with their laptop, Chicago, here, Minneapolis, wherever, Salt Lake City, doesn t matter.
0
SPEAKER_01
Have we had one yet?
0
SPEAKER_01
No.
0
SPEAKER_01
Have we seen one?
0
SPEAKER_01
No, we ve sent out two.
0
SPEAKER_01
So no, I m kidding.
0
SPEAKER_01
So the likelihood of us running into that person.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
We ll hand you $100 on the spot.
0
SPEAKER_00
I have to go to the ATM.
0
SPEAKER_00
Anyway, let s talk about lead-ins.
0
SPEAKER_01
It ll be 30 days, because we re going to ship it via cargo ship.
0
SPEAKER_01
It s going to get there with the axles from a Honda.
0
SPEAKER_01
It ll be all greasy.
0
SPEAKER_01
It ll be bad.
0
SPEAKER_01
Greasy.
0
SPEAKER_01
OK, so what was this question?
0
SPEAKER_01
So you re selling, and you re working through channel partners.
0
SPEAKER_01
So if you sell through distributors, this doesn t apply to everyone.
0
SPEAKER_01
It s an interesting idea, though, because you can also apply, even if you don t sell through channel partners, apply this to your referral network.
0
SPEAKER_01
Ask the question, when I m an arm s length away, how can I most effectively manage my connector base, if you will?
0
SPEAKER_01
OK, now his is direct, but some people s is not.
0
SPEAKER_01
So I ve got a couple ideas here for Leon.
0
SPEAKER_01
So we re going to take his first question.
0
SPEAKER_01
Let s do that, yeah.
0
SPEAKER_01
First, OK.
0
SPEAKER_02
Yeah, why don t you shoot?
0
SPEAKER_02
I m going to.
0
SPEAKER_02
I got one.
0
SPEAKER_01
Yeah, so advice I would give you, Leon, is I think you need to think about being a corraler.
0
SPEAKER_01
I don t know if that s a word or not.
0
SPEAKER_01
It is now, because I just said it.
0
SPEAKER_01
Corraler.
0
SPEAKER_01
A corraler.
0
SPEAKER_01
Is corralser a name?
0
SPEAKER_01
Corralser.
0
SPEAKER_01
Is it?
0
SPEAKER_01
What does that mean?
0
SPEAKER_01
That s what I used to do when I was 20.
0
SPEAKER_01
I can see your face is kind of like, oh, yeah.
0
SPEAKER_01
Carouser.
0
SPEAKER_01
Let s move on from that.
0
SPEAKER_01
Leave that there.
0
SPEAKER_01
Yep.
0
SPEAKER_01
That s for the DePauw grads, 77 DePauw grads.
0
SPEAKER_01
No, be a carouser.
0
SPEAKER_01
Too often, people try to work these networks just one at a time.
0
SPEAKER_01
And I think you re going to be better off if you can bring them to something.
0
SPEAKER_01
So for instance, most people have heard of salesforce.com.
0
SPEAKER_01
And salesforce.com has a big event now called Dreamforce, where what they did was they brought all their customers to a very, very
0
SPEAKER_01
happening thing, right, with great content, great speakers.
0
SPEAKER_01
It s a big, huge deal, like shuts down San Francisco.
0
SPEAKER_01
Do your own little version of Dreamforce, where you re bringing your network, these channel partners together.
0
SPEAKER_01
for a Leonpalooza, if you will.
0
SPEAKER_01
And now you ve got to pull in other people.
0
SPEAKER_01
You have to pull in speakers or content experts or things like that and teach them something.
0
SPEAKER_01
And that will make them sticky to you.
0
SPEAKER_01
You ll be more valuable to them than maybe the other lines that they offer.
0
SPEAKER_01
That would be my piece of advice.
0
SPEAKER_02
So like an event that you can invite people to and make it a special thing.
0
SPEAKER_01
A special event for them.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
So if you re one of my channel partners, we re having this Leonpalooza, which I think is funny.
0
SPEAKER_01
I like Leonpalooza.
0
SPEAKER_01
On Palooza, we get t-shirts and everything.
0
SPEAKER_01
Yeah, have speakers lined up, have them bring problems and issues that they struggle with, maybe new product, things like that.
0
SPEAKER_01
Maybe have a couple of customers come by and just have an event.
0
SPEAKER_01
And all of a sudden, you create this extra value for them that nobody else does beyond what you sell.
0
SPEAKER_01
My thinking goes to, maybe he should bring in the Advanced Selling Podcast co-host for an event.
0
SPEAKER_01
Talk about an event.
0
SPEAKER_01
That would be fun.
0
SPEAKER_01
I bet he could get that sponsored by his product people there.
0
SPEAKER_01
I d go to Melbourne.
0
SPEAKER_01
I d go to Melbourne.
0
SPEAKER_01
So Leon Palooza, look that up.
0
SPEAKER_01
Leon Palooza and the headliner on the main stage Saturday night, Bill and Brian Advanced Selling Podcast.
0
SPEAKER_02
Here s a thought though, seriously.
0
SPEAKER_02
The idea here is that you want to, we re always talking about how we want to serve our clients and bring value to our clients.
0
SPEAKER_02
But when you re in a partner mentality and that channel kind of thing, you ve got to keep in mind that you ve got to change their lives too.
0
SPEAKER_02
And if you can create some kind of a method or a strategy of helping them transform their business, and that s hard to do because I know you want to go to the end user and the end product.
0
SPEAKER_02
But these people are, if you can help them sell more, become more profitable, make sales easier, even if it s just something that they re more inspired to sell your stuff because of you, that s a useful strategy.
0
SPEAKER_02
And by the way, that s a strategy it s hard to copy because there s only one you.
0
SPEAKER_01
There you go.
0
SPEAKER_01
That s great.
0
SPEAKER_02
So think about what can I do, and maybe it s not an event like Brian says, maybe your people are all over the place, you want to do some online events, maybe webinars or some kind of online live cast where
1
SPEAKER_00
But the notion of this is to always be in transformation mode.
1
SPEAKER_00
What can I do?
1
SPEAKER_00
What can I bring to my partners to help them transform their sales, their business, their customer relationships?
1
SPEAKER_00
And there s always ideas there.
1
SPEAKER_00
And it might have nothing to do with your product, too.
1
SPEAKER_00
Yep.
1
SPEAKER_01
That s it.
1
SPEAKER_01
That s it, Leon.
1
SPEAKER_01
There s great stuff in there for you, Leon.
1
SPEAKER_01
Great stuff to execute.
1
SPEAKER_01
Okay, next into the co-video mailbag we dip and we find a note from Rochelle.
1
SPEAKER_01
Rochelle.
1
SPEAKER_00
Rochelle.
1
SPEAKER_01
Fake name.
1
SPEAKER_01
Fake name Rochelle.
1
SPEAKER_01
Rochelle did not want her real name used.
1
SPEAKER_01
Or her company.
1
SPEAKER_01
Nope.
1
SPEAKER_01
Yeah, I went to high school with a woman named Rochelle.
1
SPEAKER_01
Did you?
1
SPEAKER_01
And we talked about this on the pre-show.
1
SPEAKER_01
You keep in touch with her?
1
SPEAKER_01
Well, I don t.
1
SPEAKER_01
I always remember that she smoked.
1
SPEAKER_01
That was the thing I remember.
1
SPEAKER_01
And in high school back in the day, in the 80s, you could smoke.
1
SPEAKER_01
70s too, right?
1
SPEAKER_01
You had a smoking pad.
1
SPEAKER_01
We had a pad outside.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
And you d go outside at lunch and go have a smoke.
1
SPEAKER_00
They called it a, and the teachers had a smoking lounge.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Oh, totally.
1
SPEAKER_00
Absolutely.
1
SPEAKER_00
They might still have that.
1
They do.
1
SPEAKER_00
But I remember the smoking pad.
1
SPEAKER_00
And you always looked out.
1
SPEAKER_00
It was like a day like this where it s kind of spitting snow and rain.
1
SPEAKER_00
All these people all huddled up.
1
SPEAKER_00
And they walk in.
1
SPEAKER_00
It s like, oh my god.
1
SPEAKER_01
had their CPO jackets.
1
SPEAKER_01
Times have changed.
1
SPEAKER_01
I saw a thing on the, I was traveling, of course, abroad, and the sign says, the cigarette carton says, cigarettes kill.
1
SPEAKER_01
And then tiny little, it says Marlboro.
1
SPEAKER_01
It says cigarettes kill.
1
SPEAKER_01
Like Europe and South, they have to advertise them that way and still people buy them by the case.
1
SPEAKER_01
It s funny, isn t it?
1
SPEAKER_01
Or not.
1
SPEAKER_00
OK, here is a note from Michelle.
1
SPEAKER_00
I ll skip the first part, which she talks about how she s been a podcast listener for six months.
1
SPEAKER_00
Always found it very helpful.
1
SPEAKER_00
So I ve been working with Prospect A since October 2017.
1
SPEAKER_00
They ve been a long-term prospect for our company and fell into my territory following a recent realignment.
1
SPEAKER_00
I had a face-to-face with the decision-maker in November.
1
SPEAKER_00
We discussed pain, agreed upon a solution that was well within his budget and his signing authority.
1
SPEAKER_00
Said it s his singing authority, but I m presuming she means signing authority, unless he is actually a singer.
1
SPEAKER_00
Budget has been his primary objection in previous years.
1
SPEAKER_00
We defined next steps.
1
SPEAKER_00
I felt we set up a very clear timeline, which included follow-up dates and implementation dates, which was supposed to happen in December.
1
SPEAKER_00
When we last spoke, last December,
1
SPEAKER_00
He blamed a delay on the holidays.
1
SPEAKER_00
He has since gone radio silent.
1
SPEAKER_00
Doesn t respond to voicemails or emails.
1
SPEAKER_00
I ve resent the agreement with revised commencement dates and have also shared with him some thought literature I thought would be of interest to him.
1
SPEAKER_00
My only other contact has gone radio silent or within the organization has gone radio silent as well.
1
SPEAKER_00
So radio silent is a theme.
1
SPEAKER_00
I m not quite ready to give up on it though.
1
SPEAKER_00
There s still hope.
1
SPEAKER_00
Okay, but I m also at a point where I don t know where to go next I thought it was close to bringing this account across the finish line can t figure out where things went wrong open air suggestions PS Leave my name Rochelle off any punk Her real name is Rochelle Lee.
1
SPEAKER_01
So we re good.
1
SPEAKER_01
It s Italian for Rochelle
1
SPEAKER_01
So I have some thoughts.
1
SPEAKER_01
Can I make some observations, if I could, for Rochelle?
1
SPEAKER_01
Yeah.
1
SPEAKER_01
First, I m going to give you some kudos first, because you got a deal.
1
SPEAKER_01
It sounds like you got a deal further than it had been in the past.
1
SPEAKER_01
And you inherited the deal, and it s been a long-term prospect.
1
SPEAKER_01
So good job on that.
1
SPEAKER_01
And that doesn t do anything to help the quota commission, and the person still doesn t need help.
1
SPEAKER_01
So did you do the right things right?
1
SPEAKER_01
For the most part, yes.
1
SPEAKER_01
This is where you have to examine the edge, the fringe.
1
SPEAKER_01
So you talk about the pain points, that word.
1
SPEAKER_01
Is there a next one down?
1
SPEAKER_01
So what was the true emotional motive?
1
SPEAKER_01
It sounds very checklist-y to me.
1
SPEAKER_01
I got the pain points, got the budget, good, da-da-da.
1
SPEAKER_01
And so there s clearly something up.
1
SPEAKER_01
Check in to see if your buyer has any emotional
1
SPEAKER_01
deal to that?
1
SPEAKER_01
Like, is there any personal emotional motive behind not just like, yeah, our current vendor really sucks or something like that?
1
SPEAKER_01
Second thing then, I didn t hear much about process.
1
SPEAKER_01
I heard you talk to the decision maker, which we always talk about, don t do that.
1
SPEAKER_01
I didn t hear much discussion about what s the process like from here on out.
1
SPEAKER_01
Why do we talk, why do we say that?
1
SPEAKER_01
Yeah, the reason being is I m a believer, I think you are too Bill, that there is not no such thing as one, as a decision maker anymore.
1
SPEAKER_01
Like when I m teaching this in a board, on a whiteboard, I put the, who are we supposed to call him?
1
SPEAKER_01
It was like the decision maker.
1
SPEAKER_01
And I take the word the, circle line through it, that doesn t exist.
1
SPEAKER_01
Deciding is a process with multiple people involved.
1
SPEAKER_01
It s almost never a person.
1
SPEAKER_01
There may be someone that s signing authority.
1
SPEAKER_01
There s clearly something up there.
1
SPEAKER_01
And it could be this guy.
1
SPEAKER_01
You don t know.
1
SPEAKER_01
But we don t know.
1
SPEAKER_01
That s the problem.
1
SPEAKER_01
So that s an issue that there s no process.
1
SPEAKER_00
Yeah, no, you said when we started this, you said this is its own episode.
1
SPEAKER_00
And we have done episodes in the past on how do you handle these things.
1
SPEAKER_00
But I think it s a great question.
1
SPEAKER_00
And we need to keep going back to it.
1
SPEAKER_00
I look at these things and I say, what s really happening here?
1
SPEAKER_00
And always, when you have brought it to where you ve broughten it.
1
SPEAKER_00
Broughten it?
1
SPEAKER_00
Did I say broughten it?
1
SPEAKER_00
You did.
1
SPEAKER_00
Brought it.
1
SPEAKER_00
And it doesn t go.
1
SPEAKER_00
What you have to assume is the customer feels that they pay no penalty not to make a move.
1
SPEAKER_00
They don t pay a penalty not to buy from you.
1
SPEAKER_00
I know it s a double, triple negative.
1
SPEAKER_00
The reasons for them not to buy outweigh the reasons for them to buy.
1
SPEAKER_00
And so even though we say on one hand, yeah, you ve done everything right, maybe you haven t.
1
SPEAKER_00
And maybe you need to go back and almost detach from the current process and start over.
1
SPEAKER_00
And the language for that would be something simple like, it s been a few months.
1
SPEAKER_00
I have decided that this is not right, because if it were right and we created the ideal solution, you would have purchased by now.
1
SPEAKER_00
And I haven t heard that, so I just am left to assume that I did not propose the correct
1
SPEAKER_00
Solution in the right way with the right time and the right person the right money all that stuff So you ve got to take full responsibility for this any you can t blame them right for going radio silent Even though I know they have you have to say we did something in the process that caused this
1
SPEAKER_00
Yep.
1
SPEAKER_00
Only then do you have the ability and the power to fix it.
1
SPEAKER_01
Yep.
1
SPEAKER_01
That s it.
1
SPEAKER_01
That s great.
1
SPEAKER_01
You have to go back, meet them where they re at.
1
SPEAKER_01
It s meet them with radio, radio silence, radio silence.
1
SPEAKER_01
It means nothing.
1
SPEAKER_01
I, you know, I like hope is okay.
1
SPEAKER_01
Um, that s, that s nice.
1
SPEAKER_01
It doesn t do much for you.
1
SPEAKER_01
This deal is not a deal anymore, in my opinion.
1
SPEAKER_01
So you do what Bill s talking about.
1
SPEAKER_01
That s a close this deal out.
1
SPEAKER_01
So hey, we re restarting here.
1
SPEAKER_01
I m going to assume the thing I gave in December is old and weathered.
1
SPEAKER_01
It doesn t work anymore.
1
SPEAKER_01
Let s reconnect, see where you are, and continue the process down or agree now s a bad time.
1
SPEAKER_01
We ll stay in touch down the road.
1
SPEAKER_01
You got to reset the thing, totally, with your energy, your language.
1
SPEAKER_00
Too much time has gone by.
1
SPEAKER_01
Way too much time.
1
SPEAKER_01
There s nothing.
1
SPEAKER_01
It s very rare that someone sits on a proposal for three months and then signs it.
1
SPEAKER_01
Now, does it happen?
1
SPEAKER_01
Occasionally.
1
SPEAKER_01
Very rare that it happens.
1
SPEAKER_01
You know what?
1
SPEAKER_01
If you use this language Bill s talking about and I m talking about, and it does cause him, like, oh, you know what?
1
SPEAKER_01
I m ready to sign.
1
SPEAKER_01
Then good.
1
SPEAKER_01
Then you got the deal.
1
SPEAKER_01
Then good for you.
1
SPEAKER_01
That s great.
1
SPEAKER_01
It s not going to make it worse.
1
SPEAKER_00
No.
1
SPEAKER_00
He s not going to say, oh, well, you want to start over?
1
SPEAKER_00
Well, you didn t trust.
1
SPEAKER_00
They re not going to say that.
1
SPEAKER_01
Hang on, Bill, before you get to that last thought.
1
SPEAKER_01
I ve got one word from one of our partners there.
1
SPEAKER_01
So for our sales rock stars, a.k.a.
1
SPEAKER_01
ASP listeners, if you re looking for a new, interesting sales gig with a company that s digitally transforming the world, look no further than CenturyLink.
1
SPEAKER_01
CenturyLink and Level 3 have joined forces.
1
SPEAKER_01
The new CenturyLink is hiring sales experts nationwide.
1
SPEAKER_01
If you re a top sales performer and you want more out of 2018 than you ve had in the past, CenturyLink is the key to sending your career to record levels.
1
SPEAKER_01
Take the next step.
1
SPEAKER_01
Visit centurylink.com slash advanced selling and join their talent community.
1
SPEAKER_01
A member of their team will be in touch with you soon to discuss your new future with CenturyLink.
1
SPEAKER_01
That s centurylink.com slash advanced selling.
1
SPEAKER_00
Yeah, my last point was
1
SPEAKER_00
We go in and we have really good conversations with people.
1
SPEAKER_00
And for some reason, for whatever reason, this thing happens where the rails, it goes off the rails or they go radio silent.
1
SPEAKER_00
So I can only assume that either the path between where they currently are and where you re going to take them, if they do business with you, and if that hasn t been well laid out, then that s another thing that you gotta get right, is they have all these pains, all these problems, where are you taking them?
1
SPEAKER_00
I know you re gonna fix the pain, but what s their life going to look like when you re done with that?
1
SPEAKER_00
If that hasn t been well articulated and laid out and even pictured, then they may not know where they re going.
1
SPEAKER_00
And so the path becomes hard to go down if I don t know what s at the end of it, and I don t know the journey on the path.
1
SPEAKER_00
And that s what Brian was talking about is the process.
1
SPEAKER_00
It s never a decision.
1
SPEAKER_00
It s always a procedure.
1
SPEAKER_01
Yep, yep.
1
SPEAKER_01
Yeah, Rochelle, some direct coaching is release yourself of trying to get this deal closed.
1
SPEAKER_01
Just let go of that.
1
SPEAKER_01
Because I hear hope.
1
SPEAKER_01
It would be a good one to get.
1
SPEAKER_01
It s a long-term plan.
1
SPEAKER_00
Get it across the finish line.
1
SPEAKER_01
Yeah, get it across the finish line.
1
SPEAKER_01
Forget all that.
1
SPEAKER_01
That s not what this is about.
1
SPEAKER_01
This is about helping this other person in whatever way, shape, or form that takes.
1
SPEAKER_01
And just give them the space.
1
SPEAKER_01
And you have this space.
1
SPEAKER_01
And Bill just dropped the mic.
1
SPEAKER_01
And I love that.
1
SPEAKER_01
Rochelle, you re better than this.
1
SPEAKER_00
She s got her there.
1
SPEAKER_00
She knows that s why she was I know I know it s great.
1
SPEAKER_00
So take this power back You ve got the power here.
1
SPEAKER_00
They don t have any power Yeah, just you think they have the power because they aren t getting back with you You have the power because you got the dang solution.
1
SPEAKER_00
Yeah, so take it back.
1
SPEAKER_00
Just go out and snatch it by the forelock It s an old Stewart Wilde turn
2
SPEAKER_00
Snatch opportunity by the forelock.
2
SPEAKER_00
What is the forelock?
2
SPEAKER_00
Is it the front of the hair?
2
SPEAKER_00
Yeah.
2
SPEAKER_00
It s also called something else too.
2
SPEAKER_00
Forehead?
2
SPEAKER_00
No.
2
SPEAKER_00
What is it called?
2
SPEAKER_00
It s called something.
2
SPEAKER_00
The front when your hair is like wispy that way.
2
SPEAKER_00
President Trump has that, doesn t he?
2
SPEAKER_00
What s it called?
2
SPEAKER_00
Combover?
2
SPEAKER_01
Combover.
2
SPEAKER_01
Snatch it by the combover.
2
SPEAKER_01
If you want to bring us out to your event anytime this year, it s a good year for us.
2
SPEAKER_01
We re out traveling.
2
SPEAKER_01
We re going to try to do a Facebook Live for this for our Facebook users on our Advanced Selling Podcast fan page.
2
SPEAKER_01
But we re going to be doing a joint appearance in May at the Indianapolis Motor Speedway.
2
SPEAKER_01
And it s going to be an awesome experience with a company called Apex, Apex Group here in town.
2
SPEAKER_01
And we ll be doing that.
2
SPEAKER_01
But if you want to bring us out, start the ball rolling by sending us a note at listenerandadvancedsellingpodcast.com.
2
SPEAKER_01
Yep.
2
SPEAKER_01
See you next time.
2
SPEAKER_01
Bye.