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Welcome, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in podcast history, coming to you live today from high atop world headquarters.
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I m Brian Neal.
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Bill Kasky, Advanced Selling Podcast, kind of world headquarters.
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We re kind of dual headquarters here, aren t we?
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Well, we re both in the Indianapolis metro.
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We are in the Indy metro.
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You know, I welcome new listeners.
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I want to welcome new.
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I m not going to say I always forget to give people s permission, but I was at a football officials clinic over the weekend.
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But I ll tell you this.
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And a guy came up to me, young, young guy said, hey, I just want to let you know, I started listening to your podcast.
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I m like, thank you.
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I appreciate that.
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I assumed that he because of my referee and stuff and he s like in small college, he s trying to work his way up.
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He knew.
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But he didn t.
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He said, I found it totally cold.
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I just got my first sales job, and I googled sales podcast, and you came up, and I started listening.
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And after about four or five episodes in, I realized, wait a minute.
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I know this guy.
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Isn t that great?
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I just love that people are doing that.
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This kid did it all on his own.
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I don t want to say his name, because I didn t get permission.
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So welcome new listeners.
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Welcome people who just find us by googling sales podcast.
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We re glad that you re here.
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We ve been here for a minute, haven t we?
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You know, one of the things that brings us all joy is watching your kids.
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And you had a handful of kids.
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100%.
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And now I ve got grandkids, and they re six years old.
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And there s just special occasions for it.
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It s like, oh my god, this was hilarious.
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So I want to play you a video.
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We were out on Sunday.
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It was very nice.
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They were over.
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They re twins, a boy and a girl, both six.
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And I said, let s go take a walk over to the park.
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There s a little jungle gym kind of place.
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And so they said, OK, great.
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So Papa took them over to the park.
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And of course, they re all over the place.
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They re running and having a great time and laughing.
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And there was this part of the park, the jungle gym area.
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I call it jungle gym.
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It really wasn t.
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But it was like a challenge course.
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And there was like a railing.
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And I ll show you here.
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I have given the children a $5 bet.
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Yes, I got it!
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If they can go all the way across without touching their feet.
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That was close.
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You got halfway.
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Okay.
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Can I go to the bathroom?
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Just go over there.
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Just go over there.
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That was the best part of the video.
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No, that was not.
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I didn t.
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I forgot that was on there.
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But there s like big pine trees over there.
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I love it.
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Go claim your territory, Sawyer.
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Go mark your badge.
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It s the rule of the woods.
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That s fantastic.
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I m sorry.
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I know there s a meaning behind the video, but that was classic, too.
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Just go over there.
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Anyway, so.
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So I was watching him, and they were having trouble.
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The idea, for those of you who didn t see it, which you probably won t, is like you re trying to walk with your hands, and your feet are in the air, trying to walk 10 feet.
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And so finally, he goes, I want to try it one more time, because he wanted that $5.
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And he tried, and he fell.
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And he kind of had that falling with something that pops up between your legs, and it kind of hurt him.
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Yeah, yeah, yeah.
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The male thing, yeah.
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Yeah.
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And he just started crying.
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And I said, I went over to him.
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I said, Eben, you OK?
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He goes, Papa, you have shown us an activity that s way too challenging.
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What?
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This is coming from a six-year-old.
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I mean, this kid has a definite level of sweat.
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But I m like, when you re writhing in the pain, wouldn t you just say, oh, it hurts.
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This is hard.
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It s too challenging.
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OK.
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Oh, he chose an activity.
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That s how you know that they re parroting their teachers and their parents.
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That s right.
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Now, children, this activity might be somewhat challenging for some of you.
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Yeah.
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Gosh, that s funny.
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That s great.
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And I love that they re the eagerness of them to try.
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That s what I got from that video.
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For me, when you re six, like, give it a shot.
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Some of us be like, nah, not worth the five bucks.
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OK, topic today.
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Yeah.
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You know, we work with clients who have 10 to 50 or 500 salespeople on the team and we re always faced with some really want to learn it and some are kind of in the middle and some are just totally reticent and resistant to learning.
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I had a situation with a client where some of the people who were not in the ongoing program were encouraged to call me to have a conversation with me.
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And a conversation, I wasn t trying to get them into anything because the program was going on.
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It was really just more get to know them.
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And maybe there s something they have that could help me help these other people.
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So I lift all boats.
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And several of these people were totally resistant to even having a conversation with me.
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And they were in a full-day program that we did.
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So they kind of knew me, and we d all met.
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And I wondered where that comes from.
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One person even just almost negative chided me for wanting to talk to them, which I wasn t the one that started it.
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I just wonder where that comes from, because that s kind of rare.
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I mean, I know you ve got people.
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It s not a common thing.
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But when it does show up, and then I wonder, well, when it shows up, how many people just don t ever send the email back?
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They just don t schedule the meeting because they don t want to be part of it.
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So I think the topic is, and these are seasoned.
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These are 55 plus.
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I think that has something to do.
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with it.
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Yeah, I agree.
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But I wonder what you thought of that.
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What did you call it again?
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Reticence and resistance.
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Yes.
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Which I think is the same.
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So I do think, I do think, and we talked, you know, a lot of generational differences between Gen Z, Millennial, Gen X. This is definitely a Gen X trait.
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I ll speak for my generation here.
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Like now we got all this figured out, you know, that sort of thing.
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I don t happen to be wired that way, but a lot of people are.
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At its core, to me, it s fear-based.
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And it s fear-based for two things.
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One is, if you try to teach me to do something new and I can t do it, I look bad, dumb, stupid, fail, whatever you want to put it.
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That s one thing.
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The other is, if you look a little bit beneath my skin, you re going to find out some things about me that I don t want you to know.
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That s true.
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And I think both of those things can be at play here where people are like, well,
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We re doing a little new tool with my clients.
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I m calling it a two-week calendar inspection.
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Today, what is today?
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The 27th.
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If you re doing inspect your calendar, you d flip to two weeks from today.
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That s March 13th, the week of that week.
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You would just count the number of meetings you have scheduled.
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What happens when you do this is no one has anything scheduled.
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They don t want you to look because they don t have any scheduled because there s enough stuff going on in the week.
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They know that I m so busy.
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I m too busy to prospect, Bill.
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I m too busy to prospect.
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What do you got two weeks from today in the week of the 13th?
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Well, I ll get a bunch of internal stuff, a bunch of internal meetings.
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So got a couple of hanging out there.
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So hanging, they re hanging.
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It s a fear that I ll look at your calendar and judge you for it.
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I think that it s bad.
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And I don t give a crap what s on your calendar.
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What I give a crap is that you want to take control of your day and be as good as you can be.
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And I know that if you start to think two weeks out on your calendar, you will be better than if you don t.
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I know that for a fact, a hundred percent certainty there.
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So that s where I think it starts.
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It starts with people feeling like, the reason that I want you to talk to Bill is because I don t think you re good at what you do.
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Or I think the way you ve been doing it your whole life sucks.
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Especially when you get someone, like you said, 55.
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Yeah, they get really, really wound up.
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That s my first hit on it.
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It s fear-based.
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Yeah, how much of this is fear of success, too?
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Fear of success meaning, OK, if I spend any time with Brian or Bill,
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I might be forced to admit that what I ve done could be improved, and what that improvement would lead to is more success.
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And I know that it s easy to say, well, nobody is ever afraid of success.
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I totally don t buy that.
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I mean, I think the data is in, and there is a lot of that.
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And it s not necessarily fear of more money.
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If somebody comes up and hands you a check for $50,000, I don t think there s any fear there unless they are.
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But it s what I have to do to get it.
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And maybe I ll have to abandon some of these things that I ve done for so long.
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But that s all underneath your category of fear.
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No, but it s true.
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It s all there.
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And it might make my life more complicated and that sort of thing.
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Now, I get, and I told you Prishab might bring this up, there d be
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interesting to talk, now I want to talk to these guys, because I have the fortune to lean on my inside, what did I say, purview?
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Was that fair?
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Inside purview of the National Football League.
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And I bet you some of these 55-year-old people have watched an NFL game or two, be my guess, and they got a fan.
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Oh, yeah, yeah, yeah.
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I think it s really interesting.
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Well, if I ve learned anything in nine years being around in the NFL,
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It s that no one like them exists in the NFL.
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Not one person in the National Football League, from an owner, a GM, a player, a coach, a position coach, a trainer, a referee, no one exists like them.
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There is no reticence and no resistance.
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There is constant searching for the next better way to do something.
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And I m telling you that, and it s a very broad statement, but it s true.
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No one sits on their laurels and goes, we got this all figured out, we re good.
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Everyone s running in fear trying to the thing.
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Yeah, we changed some things in officiating or out where we stand and run this year that are different than we ve been doing for 40 years.
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And it was hard and I m telling you it was hard and it was weird and there was good sound reason to do it.
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And you know what?
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We did it because that s what NFL people do.
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Because they know there s a better way, so they have to try and make themselves a little uncomfortable to try something new.
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So if you want to change that.
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I think we lose that.
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Not in the NFL, but I think we lose that.
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And I have been hearing a lot about, recently, the lost art of curiosity.
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Oh, yeah.
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Of saying, well, how does that work?
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I ve had a few people over the last 17 years we ve been doing the podcast say to me, how do you guys do that?
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Yeah.
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Very few.
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Most people are complimentary, say, yeah, I listen to you.
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That s good.
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How long have you had the podcast?
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Oh, 15 years.
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Oh, cool.
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And that s about where it ends.
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And I would want to know, in fact, that s how we got started is we said, well, wait a minute.
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How does it work?
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What kind of files?
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What kind of computer?
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Computer?
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How do people access it?
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We were full of curiosity.
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And I think that s a lost art.
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And I think if you re a listener today,
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and you have designs on higher levels of income or proficiency, whatever you want to call it, you want more customers, you don t want to grind yourself to death doing it, be freaking curious.
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Go to somebody who is doing it the way you d think might maybe should be done by you and just get in detail.
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Take them to dinner, ask them questions, take furious notes, record it, transcribe it, schedule another call.
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We all have the keys to
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the next level within our daily contacts, really.
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But if we re not curious, we never find out what they know.
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You won t.
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Yep.
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If you re just thinking, this is how I do it, this is how you do it, that s how you re going to do it, and you re just not going to grow.
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Now, if these people, what I would be very OK with, if these people said, hey, Bill, I don t want to talk to you, here s why.
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I have zero interest in improvement, and I have zero interest in any higher performance for myself.
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That s a white flag that I can live with all day long, but they need to say that directly.
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If that comes out of their mouth, they re off the hook completely.
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What they can t say is, I want to improve, I want better results, and I m not going to talk to you.
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That s no good.
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That doesn t work.
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It s, uh, I, I, you know, I m naturally curious.
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I think I get this from my dad.
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Um, my wife was gone this weekend, Sunday morning.
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I had totally myself my first Sunday since football s over totally to myself.
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So she said, what do you, she goes, are you bored?
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How s it feel?
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Are you bored?
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Cause I said, you know, it s so weird to be home on a weekend.
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I just sent a text trail.
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I said, it feels great.
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I stay occupied.
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Here s what I ve done before lunch.
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I took a Spanish lesson on YouTube.
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I found the best case use for an iPad on Zoom.
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I read the history of Newburgh, Indiana, which is where I m from.
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I researched how to find a screenwriter for a movie treatment that I wrote.
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I watched Women s Basketball College Game Day, played the piano, and looked at real estate in New York City before noon on Sunday morning.
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Now, some people go, good.
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Settle down, dude.
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But I m just flipping around.
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Yeah, but I m just wanting to learn.
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I m like, I wonder what that I wonder how that could go.
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I wonder what what iPad app I should use for my zoom thing.
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And a lot of that that you learn seeps into your everyday, the training and coaching that we do.
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I mean, absolutely.
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It absolutely does.
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And so if you just sit there and consume a Netflix series for seven hours, you might learn a thing or two.
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But what you re doing is you re really priming your mind with all of these different things that you re interested in.
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I presume you have some interest in them.
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Oh, yeah.
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That curiosity thing you said has really hit home.
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That is a thing that people need to examine where they are.
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And I know some people aren t naturally that way.
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But you can make yourself be that way.
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You ve got it all.
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And you ve got Google.
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All you ve got is Google stuff.
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I think it s an excuse to say, well, I m not naturally curious.
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I know that s not the way you described it.
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But I think there is a lot of that.
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I think it s just ego and fear.
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And we don t want to pretend or show that we don t know something.
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Or that we re even interested.
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Sometimes I wonder if it s just not cool to be interested.
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Yeah, right.
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Very cool to be interesting, but not very cool to be interested in somebody else s success or how they do things.
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And thank goodness that most of our clients are curious, and they want to know, and they bring us things.
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They say, here s the situation.
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How do I handle that?
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And they will grow like crazy.
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They ll surpass you reticent, resistant people who are not curious.
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Pass them up.
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You re going to get passed up.
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You will.
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Yes.
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And so either come to terms, either state outwardly that you have no intention at all to grow anymore as a person or business person, and you don t want to have any better results than you ve got now, then you re off the hook.
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Otherwise, you re telling yourself a lie.
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Yeah.
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That s it.
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It is a lie.
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It is.
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I ve had a couple of people over the last six months, when I suggest they do more on LinkedIn because they have a decent follower, it comes back, well, I don t want my competition to know what I m doing.
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And you re going to be obscure, and you re not going to share anything for fear that you think your competition doesn t know what you re doing.
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Yeah.
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And the other thing is, do you think your competition gives a blah, blah, blah?
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Can t say it.
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God, I want to say it so bad.
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You re not that important.
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None of us are that important.
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Your competition is not worried about what you re putting on LinkedIn.
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I guarantee it.
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And then use karma.
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If they get a good idea, they get a good idea.
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Good for them.
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And then go find another idea.
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It s so dumb.
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And only a small percentage of people even see, of our connections, see what we post anyway.
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So the likelihood of, oh, what if I say something?
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I don t want them to know what we re doing over here.
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We don t know what we re doing, but I definitely... No, no, we don t, right.
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No, we definitely don t want to tell anyone what we re doing.
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That might get us more business or more customers.
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So if you have, if you have something that you d like to add to this, go to the LinkedIn group and we post the episodes up there and just add to the conversation if you say, you know, here s why.
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And sometimes I think with these episodes, you can see yourself in it.
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You can say, I m thinking that I haven t been as curious as I need to be.
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And that s awesome.
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Now it s time to go, what would you like to search for a new way to do?
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We all have things.
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So replace the reticence with the search.
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That s it.
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And with the internet, obviously, easy to do.
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SPEAKER_00
But just think about, would you like all leads
1
SPEAKER_00
to come to you for the year while you sleep.
1
SPEAKER_00
Right.
1
SPEAKER_00
I d be curious.
1
SPEAKER_00
That d be cool.
1
SPEAKER_00
Me too.
1
SPEAKER_00
What a great idea.
1
SPEAKER_00
Let s search on it.
1
SPEAKER_00
And it can happen, but not if we re not curious.
1
SPEAKER_01
It s a grower s mindset.
1
SPEAKER_01
And if you re not doing, you know, you just need, you need to outwardly surrender to yourself and to anyone you work with for and say, I m not interested at all in getting any better, not interested in different, better results.
1
SPEAKER_01
Then you re off the hook.
1
SPEAKER_01
Otherwise, get in the boat.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Get the boat start paddle.
1
SPEAKER_01
Oh you go wound up.
1
SPEAKER_01
We got it today.
1
SPEAKER_01
Don t we bill?
1
SPEAKER_00
It s good Must be the Pacers hat you got on they could be no Pacers Pacers were hot for a while And then all of a sudden I know it cooled off.
1
SPEAKER_01
Well, it s Tyrese got a little hurt.
1
SPEAKER_01
He did there s me.
1
SPEAKER_01
All right, man Good job.
1
SPEAKER_01
All right.
1
SPEAKER_01
See you next time.
1
SPEAKER_01
Bye