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In this episode of the Advanced Selling Podcast, we use a complicated system of hand and body signals to communicate with producer Travis.
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I learned something about one of my favorite music acts of all time, Wham!, and we get deep and technical as we talk about what to do when you don t feel freedom.
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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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We are here every week.
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We re glad you re here.
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Happy Memorial Day to those of you who live in the United States.
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Bill and I live in Indianapolis, and the Indianapolis 500 is typically on Memorial Day weekend.
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And I m a big race fan.
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I take my kids, my family every year.
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And I was just thinking this morning how weird it is that just like we ve missed so many things.
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Very strange.
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But just here we are.
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We still haven t had it.
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Let s see, if you ve been paying attention, which I know a lot of you have, Bill and I have been doing some live complimentary Zoom coaching calls.
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And I think they ve been very good, Bill.
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I do, too.
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We ve done three now, about 45 minutes each.
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And we ve got a lot of people on.
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We have a couple hundred on one, and always over 100, and had some really good scenarios that people wanted us to coach them through.
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Yes, which I think were fantastic, by the way.
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And we were thinking.
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We need to get those to you in some way, shape, or form to our listeners.
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So this is how we do things at the podcast, isn t it?
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Bill has his post-it notes, his show notes there, and we re going to try to figure out how to get these to you.
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Let s see.
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Let s do this.
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Travy, our producer, can you put these on the website some way, somehow?
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That can be done.
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Travis is nodding.
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Producers always nod, don t they?
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This is an audio program, not a video.
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Exactly.
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Producers nod.
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So let s do this.
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Bill, you pick a word.
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AdvancedSellingPodcast.com slash?
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Livestream.
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AdvancedSellingPodcast.com slash livestream.
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Yes.
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And you will be able to get all of those three Zoom calls, the recordings, which includes the video, I think, right?
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Yeah.
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You can see it, too.
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So you can, A, see what you missed.
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More importantly, when you watch someone else get coached, I m telling you, there s nothing better than that.
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And in all of these calls, Bill and I did some live coaching, which, again, I thought was fantastic.
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And you can get those.
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So you go to advancedsellingpodcast.com slash
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live stream, and then you ll put in your email address there, and then in front of you will appear all three.
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I think we ll give you all three.
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Is that true, Travis?
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Will we get all three?
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He nodded.
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He nods again.
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He yelled at us.
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Yeah.
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Shh, quiet.
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You re not on mic.
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Just nod.
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Give us hand signals.
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Should we give Travis a mic?
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Because a lot of these shows, a producer has a mic.
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Producers don t like that.
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I mean, they do have the punch-in mic, where they push the button and can say something.
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That s what I was talking about.
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You know, producers like to be back at house.
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They like to stay out of the way.
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OK, I ve got a story here, and I want you to coach me through this.
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OK.
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I m nervous now.
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I was in the Starbucks line today, the drive-thru, since that s the only thing open.
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Yes.
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I got up to the, I ordered my double espresso, and I got up to the window, and the lady said, don t worry about it, Bill.
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The lady in front of you bought it.
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And I ve had that happen before.
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If you ve been in a Starbucks line.
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around the holidays, there s a little bit of that going on, where everybody buys the person behind you.
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So I m up there, and I m thinking, and then I looked at her, and I m like, so I need to buy the person behind, yes.
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Well, mine was $2.20.
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Theirs was $19.
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They must have gotten like five.
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And I looked at them, and I m like, really?
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And it s not about the money.
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And I ve been in Starbucks before where if I see somebody who looks a little down on their luck or looks a little disheveled, I ll buy.
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But that s your choice.
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Which Starbucks is loaded with those people.
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I mean, it s called what it is.
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Sometimes you do, though.
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Or if somebody doesn t have the money.
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We have a lot of high school kids, and they re starting to count pennies.
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But so why do I not like that?
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I m not the right guy to ask this question.
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And I really watch myself here.
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So it s very nice that people buy each other Starbucks.
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And meanwhile, Howard Schultz is sitting back like Smithers from The Simpsons when he has keep driving your $80,000 SUVs through the Starbucks and buying each other s overpriced coffee all day long.
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I like the idea.
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Yeah, you know, it s the venue.
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I d rather see someone go down to Wheeler Mission where the guys need the cash, you know, but I appreciate that.
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I m not trying to be naysayer that, and now this is me.
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So here s the thing.
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I believe this, our philosophy of abundance, I believe one of the tenants of believing in abundance is receiving things.
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Yeah, I agree.
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Is letting them come in without strings attached.
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And I would have had no problem saying, well, that was really nice of her.
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Thank you very much.
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And hitting the gas.
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I didn t have a problem with that.
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It was the guy behind me.
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Because then you get this big chain of people that, like you said, then yours was $2 and the next guy s $19.
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And I would have also felt bad if mine would have been $19 and the lady in the little Civic in front of me who probably got a $3 double espresso.
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But that gets back to your idea of receive gladly and gratefully.
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Absolutely.
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I can t do that in that scenario.
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It s like, come on, that s not fair.
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I mean, how much was hers?
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It was $1.50.
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She s going to pay 90?
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You re into the mechanics of giving, the mechanics of donations.
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This is not right.
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This is not right.
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You ve got to talk to a manager.
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It s got to be less than 2x difference.
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Mine was 7x difference.
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It s good.
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Everyone should have some sort of sign on what their order is or they put a flag up.
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Well, it was really nice that they did that.
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I didn t learn anything from you on that, so I don t know what type of coach you are.
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I was just telling you.
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I think that s a personal thing.
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There s your coaching.
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Whatever works for you, Bill, works for me.
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But I ll be thinking about this for the next month, that I stiffed a guy behind me.
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But you didn t.
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You graciously accepted a complimentary double espresso from a woman in a Civic while you re driving a 5 Series Beamer behind her.
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Then you go through that thing where you say, well, he never would have known.
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Because it wasn t like announced that we were doing this take and give back thing.
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You know what s interesting, too?
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No one ever does that in the store, do they?
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They only do it in the drive-thru.
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They only do it in the drive-thru.
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Why is that?
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Why don t people do it in the store?
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Why don t someone walk in with a $150 bill like, hey, next 10 people on me, I got you.
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No one does that.
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And then I pulled out in one of the roundabouts and the lady who bought me was in front of me.
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I was right behind her.
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I was waving.
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Thank you.
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You have to.
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And then she s like, why didn t you do the guy behind you?
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Well, this was too much.
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Did you pay for theirs too?
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I didn t.
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Okay.
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Enough about that.
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Thank you for nothing.
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Thank you for nothing.
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Topic, topic, topic.
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Yeah, the topic today is a word I ll call, it s what I call, freedom.
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And the idea here is that I m feeling like a lot of us don t feel free right now.
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I don t just mean to go out and make calls, but I mean,
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about our future.
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And there s a lot of uncertainty, which, again, uncertainty is a fact of life.
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But I think we re feeling it more now.
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And my question to you in the pre-show and something I d like to talk about is, what does bind us?
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Where is the resistance that we feel?
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Because I m sensing a lot of people feel it.
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Now, maybe that s just me.
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Maybe that s just my clients.
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But I feel like a lot of people are, because of the uncertainty, it feels like a hostage.
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It feels like some chains around us that won t let us go.
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Yeah.
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I think there s a lot of it.
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It got me thinking about George Michael, quite frankly, who s the partner in Wham!, which I didn t know.
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He s got a song called Freedom, and I went to look it up, and there s two of them.
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But then there s this one.
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That s the Wham!
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version, and then he did his 90s version, which is that.
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That s the one I know.
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Yeah.
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Yeah.
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Interesting, isn t it?
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So he s got two songs called Freedom.
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Two songs called Freedom.
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One with Wham, with Andrew Ridgely.
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Are they the same?
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They re not the same song?
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They re not the same.
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And I honestly didn t know.
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I forgot about the Wham one.
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So there s a little trivia for you.
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Yeah, why would he do that?
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Doug Rosen, get on that and figure out why George Michael has two songs called Freedom.
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So besides that,
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I thought, the first thing I wrote down, then I got kind of stumped, was there are, right now, there are external things that are holding us back and binding us and keeping us, you know, stuck in mud sort of thing, and there are internal things, and they re very cross-pollinated right now, is what I m seeing.
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And so the feelings that you have because the life stuff is also, so you feel stuck in your house.
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You can t leave your kids.
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You haven t had distance from your family, which everyone s like, ah, it s been great spending a bunch of time with my family.
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And it s like, man, I need a little bit of distance here from other humans.
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You feel the inability to get to people outside of your family.
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My wife and I went to dinner the other night in Carmel.
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You ever been to Anthony s Chop House?
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No.
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Oh my gosh, it s fantastic.
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Is it open upstairs?
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That s really nice.
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Yeah, we went in.
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It was so interesting the feeling I had just seeing other human beings out without a mask on, which was great.
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And then, of course, we don t need to dissect the protocols that are in place that make absolutely no sense whatsoever.
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But it s not anyone s fault.
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It s just craziness.
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But it was wonderful, and I felt free.
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that I felt more free that night that we went to dinner, because we went to dinner and we went to dinner, where we wanted to go, when we wanted to go.
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Now we needed a reservation, because of the busy.
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Yeah, because of the limitations.
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And then when we were done, we went upstairs, and we had a drink on the patio, and it was great.
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And there were other people around, and people didn t have masks on.
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And other people were sitting close by each other.
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So I felt more freedom than I d felt in three months.
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Yeah.
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Right there.
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But don t you think that that feeling of loss of freedom affects us in a lot of other ways?
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Not just the physical going out to a restaurant, but what do my goals look like this year?
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I talked to a person the other day.
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He s like, I had a goal of making $200,000.
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I m not going to make $200,000 this year.
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And so now I m feeling like, oh, god, what do I need to do?
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And I start to tense up.
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And to me, that is now I m not free to move about the cabin.
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I mean, I m not free to go out into the market.
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I m wondering if there s something that we can talk about that would Like when you don t feel free.
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Yes.
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What do you do?
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Yeah.
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Yeah, if you re a Most of our listeners are salespeople and you re processing this you ve got your kind of personal side of your life But you ve also got your business side and you feel you feel like
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It s almost like you have to wear your seatbelt, but you just sort of have to stay in this little box area.
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Like you can t move.
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Like have you seen the circles on the parks, like in New York?
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It s like, okay.
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And just that alone, the visual of it is brutal for me.
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And then when you re a sales professional, like you said, you had all these high dreams and high hopes and 2020 is my year and all this jazz.
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I want to get income up and now that s gone.
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And it s not your fault.
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It feels like it s not your fault.
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And I ve got to do virtual meetings.
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And I ve got to do Zoom.
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And where does the camera go?
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And how is it high?
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What about my audio?
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We keep hearing Brian and Bill talking about frickin  audio.
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And so all of that stuff starts to weigh down.
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I used the term yesterday in one of my groups, lethargy.
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And I heard it from Mike Rowe, who s the dirty jobs guy.
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Oh, he s awesome.
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And Mike was interviewed, and he said, when this whole thing started, I figured that we d be out of commission for a month, six weeks.
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And I said, I m going to write.
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I love to write.
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He said, you know, I have not written one word.
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Oh, wow.
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Because he says, I m watching video, and I m watching TV, and mainstream, and Twitter.
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And he says, I just don t have the energy.
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And to me, that s a form of some restriction.
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Maybe that s a better word is, what s the opposite of freedom?
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Restriction.
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Yeah.
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Well, then I think, OK, so if I m a salesperson, I m listening to this.
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I m thinking, what am I processing here?
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What am I thinking about?
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I think that just the reflection of the noticing of where I feel restriction and where I feel freedom, that was what was good for me going out to dinner.
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That gave me this freedom feeling that I literally haven t had since I came back from Atlanta March 9th or 10th or whatever it was.
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And so I like the idea of saying, where else?
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Even when I go on a walk, I ve been doing a lot of really long walks, I still don t have that freedom feeling.
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Because part of it, I feel like I have to go on a walk because it s the only thing I can do.
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You know what I mean?
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It doesn t give me that feeling.
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So let s think about this in a minute.
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Because I asked you, how do you process it?
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What do you do?
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Yeah.
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And you said walks.
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Kind of physically getting out.
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That s one thing.
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Yeah I I m wondering if if there s not something in looking at where where am I free?
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Like if my life is 80% hostage because I m shut down.
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I m locked down.
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My customers aren t around I
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OK, but a certain part of your life is free.
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You re not 100% locked.
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Not at all.
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And so our minds are the things that people can t lock up, even though sometimes they try.
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And sometimes we lock up our own minds.
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So what is the element of our lives where there is freedom, and how can we maybe leverage and capitalize on that and dig deeper and maybe make that a 40% of our life instead of the 10% that it is?
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Yeah, for me personally, this is the advice I d give to anybody, and it works really well for me.
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I am always helped by action.
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And when I m talking about action, sometimes you hear people say, massive action, like go out and do 1,000 push-ups and walk a billion miles or something.
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You re not going to do that today, though.
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Tony Robbins talks about massive action.
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I don t disagree with it.
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Yes.
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What does that mean today?
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Correct.
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And so pulling that back and saying, OK, what does a little bit of something do?
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And when you re really stuck and you re feeling very restricted, I always coach people to start in the easiest path.
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I gave some advice yesterday on something that I m coaching all my clients to do right now.
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Every individual salesperson and business person, in my opinion, should be hosting something on Zoom, their own event.
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And when I say event, people are like, oh, I don t know how to do an event.
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What do I talk about?
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So I put a grid up, and I said, you re going to start with the easiest event.
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And I said, I always get the same answer.
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The easiest event for anyone to do is to host a Zoom with whom and do what?
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And most of them say, happy hour with my friends, because a lot of people do that.
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That s super easy, right?
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Get a bunch of high school buddies.
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I think you did your college.
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You got all your college buddies.
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I get all of my high school buddies.
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That s easy and safe.
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And it s action.
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I m getting out in the world.
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I m hearing my buddies are across the country.
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Yeah.
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Yeah.
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And there s a camaraderie to it.
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Absolutely.
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Yeah.
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And there s a relief to it, because now we re free.
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We re at least free to have a fraternity meeting.
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Exactly.
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That s good.
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Exactly.
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But I think where people get stuck is they don t know what to do.
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They do know what to do.
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They just don t realize they know what to do.
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The what to do is the easiest next step versus the big next step.
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That s, for me, what helps me feel less restricted.
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Yeah.
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One piece of advice I gave to a sales group that I coached yesterday, and that was, where do you feel freedom?
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And the freedom to dream or imagine is always there, unless you re under the influence or you re on drugs or something.
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Long as you re sober and clear-thinking Clear-headed you can imagine what could my future look like and if you re if you re feeling hostage in one area just go dream a little bit and get a piece of paper and just start to draw out boxes and circles and arrows as I do or the dreaded hostess
1
SPEAKER_00
Pencil-threaded pie chart pie chart But if you start to imagine and dream and think about okay What do I want my life to look like in a year and summon your intuition into that?
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SPEAKER_00
Nobody can stop that.
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SPEAKER_00
Nobody can take that away from you now at some point you might want to say, okay Well, I have this dream for my life.
1
SPEAKER_00
How in the hell do I get there?
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SPEAKER_00
Yeah, and of course you have to come to insider and we ll help you
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SPEAKER_00
But dreaming is something that I think frees us, because that s the ultimate freedom is imagining, is imagination.
1
SPEAKER_01
Yep.
1
SPEAKER_01
I found another good thing to help you get unstuck.
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SPEAKER_01
I love that dreaming, too.
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SPEAKER_01
Because now, people get so stuck.
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SPEAKER_01
Another thing I m finding is everyone was so stuck in cruise control the last several years, because we re just rolling.
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SPEAKER_01
And we re rolling up.
1
SPEAKER_01
We re cruise control up the hill, so no one wants to turn it off.
1
SPEAKER_01
Now that it s off, we re like, man, I could do some different things here.
1
SPEAKER_01
We have loads of freedom to do different things, even with your prospects, to do, to offer things you never offered before, to come up with programs you never came up with before.
1
SPEAKER_01
It s a great, fun, I even comment on someone s LinkedIn.
1
SPEAKER_01
I mean, this is just a really freaking fun time to be in sales, my opinion.
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SPEAKER_01
And I know it s hard.
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SPEAKER_01
It s not like it s easy, but it s fun because we re like, have to, it s fun.
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SPEAKER_01
I would also say that,
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a thing that helps me break through to feel less free is giving.
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SPEAKER_01
Feels less restricted.
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SPEAKER_01
Yes, it helps me feel less restricted when I give.
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SPEAKER_01
So for instance, I was driving through Starbucks yesterday, and this guy behind me ordered a double espresso for $2.20.
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SPEAKER_01
And I m like, you know what?
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SPEAKER_01
I m going to take care of this guy.
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SPEAKER_01
I looked in the rear view mirror, and I saw his really nice car.
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SPEAKER_01
And I m like, you know, this guy needs a little help.
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SPEAKER_01
It was too easy.
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SPEAKER_01
Truly, though.
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SPEAKER_01
And giving doesn t need to come in the form of buying someone Starbucks.
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SPEAKER_01
It can come in the form of anything, a connection, a thinking of you note.
1
SPEAKER_01
I got a note from one of my football leaders yesterday, a handwritten note.
1
SPEAKER_01
I got something in the mail from the NFL.
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SPEAKER_01
I m like, what is this?
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SPEAKER_01
It was a handwritten note from one of my leaders.
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SPEAKER_01
I m like, that was such a nice thing to do.
1
SPEAKER_00
Do you know, I got a handwritten note from one of our insiders.
1
SPEAKER_00
Did you get that?
1
SPEAKER_01
I did, for coaching.
1
SPEAKER_01
Isn t that great?
1
SPEAKER_00
Yeah, that was really nice.
1
SPEAKER_00
That was very, very nice.
1
SPEAKER_00
He may not want us to be grateful.
1
SPEAKER_00
We d share his name on air.
1
SPEAKER_00
But that was really nice.
1
SPEAKER_00
And that was appreciated.
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SPEAKER_00
So yeah, anything that you can do to give, I really like that.
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SPEAKER_00
It gets you out of your own restrictions.
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SPEAKER_00
It does.
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SPEAKER_00
Breaks.
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SPEAKER_00
Done, yeah.
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SPEAKER_01
Done, yeah.
1
SPEAKER_00
Is that one of that freedom crap?
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SPEAKER_01
Well, I got no more George Michael, although I m a huge fan.
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SPEAKER_01
I love George Michael.
1
SPEAKER_00
Well, anytime you can bring George Michael into a talk on freedom.
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SPEAKER_00
He was kind of asking for it.
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SPEAKER_00
He really was.
1
SPEAKER_01
Because he has two songs.
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SPEAKER_01
I love it.
1
SPEAKER_01
OK, that s it for today.
1
SPEAKER_01
You can, again, go to advancesellingpodcast.com slash livecast.
1
SPEAKER_00
Live stream.
1
SPEAKER_01
Oh, jeez.
2
SPEAKER_00
Live stream.
2
SPEAKER_00
Are you kidding me?
2
SPEAKER_00
Keep that in there, Travis.
2
SPEAKER_00
Can you take that out?
2
SPEAKER_00
No, leave it in.
2
SPEAKER_00
Live stream.
2
SPEAKER_00
Don t go to live cast.
2
SPEAKER_00
There s nothing there.
2
SPEAKER_00
AdvanceLinePodcast.com slash live stream.
2
SPEAKER_00
Put your email address in there, and we ll give you the replays of all the Zoom calls.
2
SPEAKER_00
Those were awesome.
2
SPEAKER_00
And we will see you next time.
2
SPEAKER_00
Take care.
2
SPEAKER_00
Bye.