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In this episode of the Advanced Selling Podcast, Bill identifies a disturbing Memorial Day trend in rural middle America, I teach Bill the universal Buckeye call, and we dip into the CoVideo mailbag and answer a question from Scott about how to get sales appointments.
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Welcome to the Advanced Selling Podcast, the longest running sales training podcast created exclusively to help you create your own sales success.
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You re watching Brian Neal.
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I am.
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You re not thinking about what you re going to say.
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If you listen to last week s episode, Bill had some fun and some problems with the board over there, so I was nervous.
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Lee watching to make sure that the music got potted down.
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My name is Brian Neal.
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I m Bill Kasky.
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And we re here every week, every Monday, and we re having some fun playing radio in the podcast studio.
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I talked to a guy the other day.
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He called me out of the blue, and he s a podcast listener.
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And he said, hey, I got a question for you.
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And this came out of nowhere.
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He goes, on an episode a couple of years ago, which is always dangerous because I don t remember last week s episode, he said, you talked about a
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A rig that you had set up to tape people when you were young.
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Do you remember the alligator clip thing?
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Oh, yeah, yeah, totally.
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I think we even talked about it in the video.
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And he goes, how did you do that?
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Well, let me tell you.
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Let me get out my instruction manual.
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I m like, well, I can t remember if I unscrewed the mouthpiece and put the alligator clips on those two little metal prongs.
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and then put it into a tape, or whether I unscrewed the earpiece, because the person on the other end of the line, that s where their voice would be coming in through the earpiece, wouldn t it?
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I would think it would be that.
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Yeah, I think it would be that.
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And then I could still talk to them, but I had to hook up a headset from the recorder so I could hear what they were saying.
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Point is, why did he ask you that?
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I don t know.
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Maybe it s a high-tech solution with alligators.
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Maybe there s another listener who knows what a heath kit is.
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Do you know what a heath kit is?
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Let s see if Doug Drozen knows what a heath kit is.
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Doug s our fact checker.
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Well, Doug probably knows because he can go to Google.
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He s a smart man.
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That s Doug s middle name.
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Hey, I m a big news person.
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I love watching the news.
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And I don t watch local news that much.
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And here s one reason why.
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And context, we live in Indiana.
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We live in Indiana, where lots of weird things happen with our constituents.
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But here s a news story.
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It happened the Tuesday after Memorial Day, so a few weeks ago.
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long weekend, and the news guy comes on and says, officials in Anderson are reporting that some letter bombs were being found in mailboxes in Anderson, Indiana, which is an hour from here, along State Road 9.
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They said an 85 Chevy Cavalier, which is a hot, hot car.
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Chevy Cavalier was seen in the area over the weekend.
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Authorities say this type of thing happens about every year around Memorial Day.
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And that was the end of the story.
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And I m like, it happens every year.
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Letter bombs happen every year around Memorial Day.
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Is it like indication of the holiday?
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Is there like something?
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I think it s a serial, you know, these guys have patterns.
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These serial letter bombers, they have patterns.
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And one of the patterns is every Memorial Day, this guy s up in Anderson, right?
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He s going right to Chevy Cavalier.
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Heading down Rural Route 2, Box 46A, plopping a letter bomb into the old mailbox.
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Don t you hear that sometimes on news stories, you think,
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Well, is there another?
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Is that the way we end it?
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Is it every year it s letter bombs, and next year it could be flower bombs.
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And then I wonder, so is the reporter who s interviewing the authorities, air quotes, ask the question, so Sergeant, is this a pattern?
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Does this happen every morning?
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In fact, it does.
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How can you explain that?
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Or do they just not does it not make it on the next Memorial Day?
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Guard your mailbox right with your life Yeah, sit outside get a lawn chair and a BB gun sit by her Which is a very Indiana thing to do on Memorial Day, right sit in your lawn chair with your BB gun Hey, I ve been doing a lot of running around lately and I m not an errand.
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I used to enjoy errands I don t like him as much anymore
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And I had reason to go to the post office, and thank God I remembered that I m a Stamps.com guy.
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So Stamps.com is one of the greatest- You screech your car to a halt, do a quick U-turn.
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I know these guys.
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Really, Stamps.com is one of the most convenient, easy, reliable, flexible things to help you manage your life.
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You can print,
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Official US postage for any letter, any package, any class of mail using your own computer and printer right from your house.
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Super simple and easy.
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They even send you a digital scale so you know exactly how much postage to send so you re not overdoing it.
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Stamps.com will help you decide the best class of mail too based on your needs.
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We use Stamps.com.
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It s a great, wonderful thing.
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Efficiency is my middle name.
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People that know me, I m an efficiency junkie.
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This is one of my favorite tools for that.
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Right now, you too can enjoy Stamps.com for a special offer that includes a four-week trial plus
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postage plus the digital scale and no long-term commitments.
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Go to stamps.com, click on the microphone at the top of the page and type in advanced selling, that s stamps.com, enter advanced selling, stamps.com, never go to the post office again.
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By the way, I had a, before we get into our topic, I did a bucket list thing over the weekend.
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I don t know if I told you, did I tell you?
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I went to a concert at Red Rocks
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amphitheater in Colorado, and I saw Tom Petty.
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And every human being that remotely likes music and live music and concerts has to go to Red Rocks once in their life.
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Easy flight to Denver, 25 minutes up to the hill.
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Is that all it is?
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Yeah, it s just really, really nice.
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It s like God made a concert venue.
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Literally, there s rocks in the side.
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It s just gorgeous.
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Is there a Red Rock in Nevada, too?
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There is a city, I think, in Nevada.
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OK, but this is the amphitheater.
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I think it s in Morrison, Colorado, I think it is.
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Because I ve seen a couple of concerts filmed there, and I always enjoy it.
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So worth it.
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The acoustics, if you re a concert guy, the acoustics are a big deal.
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The best acoustics I ve ever heard in any concert hall ever.
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Because it s outside, made by God, with those big mountains around.
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So anyway, go to Red Rock.
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Is Journey going to be there soon?
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Actually, I think a foreigner is.
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They have a lot of very eclectic mix of music out there.
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A foreigner I can handle.
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I saw Tom Petty and Joe Walsh.
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Joe Walsh?
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is just like he used to be.
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But he s 70 now, or whatever he is.
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And he is just off his rocker.
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He is so funny.
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And you think, is he really there?
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And then he clicks back into reality real quick.
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And you re like, he s OK.
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Anyway, OK.
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OK, we know we love our voicemails that we get from our audience.
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And we have a special partner.
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We do.
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If you ve been listening now, we know we ve been dipping in the mailbag for a while.
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We now have a great partner who sponsors our mailbag called Covideo.
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If you are a salesperson, you want to stand out, make yourself different, you ve got to check this out.
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It s C-O-V-I-D-E-O.
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One of the easiest, simplest ways to make a massive impact.
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family, but any salesperson can afford this out of your own pocket.
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I m telling you, advancedsellingpodcast.com slash CoVideo.
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Now we ll dip into the CoVideo mailbag.
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Here we go.
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Greetings, Brian and Bill.
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This is Scott from Ohio.
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I appreciate the podcast and I ve been consuming it while I m on the road.
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Could you please recommend to me examples of setting sales appointments?
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I m starting to sell light duty commercial vehicles and I need some word tracks to get meetings with small business owners and fleet decision makers.
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Thank you so much.
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Thank you, Scott.
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Scott, good quality.
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You know what you do when someone yells O-H, Bill?
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What?
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When someone yells O-H.
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Ohio?
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You yell I-O.
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If you ever go to an Ohio State football game, as you re walking into the stadium, random people will yell, O-H!
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And the whole crowd around them will yell, I-O!
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Just do it.
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Anytime, I m telling you.
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If you pass, you can be in Phoenix, you see a guy with an Ohio State, just walk by him and go, O-H!
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And he ll go, I-O, back to you.
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It s a little call thing.
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It s an Ohio thing.
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Well, it s code.
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What else do you want to know?
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OK, let s focus on this guy.
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It s a dog whistle.
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It is kind of the Ohio dog whistle.
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I d like to say I d make a comment on Scott s question.
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This isn t a thing about Scott necessarily, but this happens sometimes.
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Scott wants some talk tracks.
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Sometimes that s an indication that people want some magic sauce, some pixie dust, some things to say to get an appointment every time.
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And I don t think this is one of those things where that exists.
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So I m not sure I m going to be talk tracking it today necessarily.
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Maybe a little bit, but not much.
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Well, I ve seen some of your talk tracks.
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They re pretty impressive.
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Yeah, I had the same kind of concern here and we don t we don t talk about this much before we go on but I I wrote down here magic words, which you just addressed.
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Yeah, and and I think when we
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When we think about what am I going to say to book an appointment, I think we put undue burden on ourselves to configure these words in the right way.
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And it becomes almost like a pressure.
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And I think when you re feeling that burden and pressure, you re not relaxed, you re not present, your voice goes up a couple octaves.
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And then you don t get the result you want.
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And then you go back, and you rework it, and you put more pressure on.
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So here s my first piece of advice, Scott, is stop trying to get invited.
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Stop trying to get appointments.
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And start thinking more about, how can I serve my customer?
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By my calling you, Mr. Customer, how can I be of some value to you, be of some service?
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And that s kind of where I m going to be going today.
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But I do like your thing about the talk tracks.
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And I also think that if you re
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You re going to create a cold call script that s a very unscalable solution, because it s always got to be you delivering it.
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Yep.
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Agree with that.
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That s really good.
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And I know sales people don t always think about scaling.
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You and I do, because we have businesses.
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But you have to think about, how am I going to scale this?
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Because if you came up with, and then I ll shut up here.
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You re good.
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I know you re looking bored.
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If you come up with the magic thing, and we configure this, and we get it to the point where, you know what, two out of ten times it s working, and you use that for the next five years, and one month you decide to take the month off, and you can t call, nothing s happening.
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It s not anything that s automated.
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So my recommendation is, yeah, we ll help you with some words, we ll help you with some ideas, but at some point you re gonna have to automate this process so that even when you re sleeping, your calendar s getting booked.
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Really good.
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Really, really good.
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I think this might be the same thing, but it s an actionable version of what you said when you started.
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And that is, first thing I m gonna tell you to do, Scott, is sit down with a blank piece of paper and write down why meeting with you is valuable to me.
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if I m your prospect, because you need to know it before you can say it.
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And what happens here is people want to know how to say it, but they don t believe it themselves.
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You have to believe that a meeting with you is valuable.
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Here are a couple of ideas.
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This is a big miss, I think, in most salespeople.
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They don t realize that
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By virtue of them going around the countryside every day and talking to different businesses, they have perspective the businesses don t have.
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Because I m going to talk to eight fleet managers a day.
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I m going to get information from each of those eight fleet managers that s valuable to the other fleet managers I m going to talk to tomorrow.
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That s perspective.
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You can provide input from things outside of what you do.
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That s another thing to think about.
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So you ve got to dig into your own value and say, why is it meaningful to anybody to sit with you, Scott, and have a conversation with them?
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You ve got to get clear on that before they will.
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That s excellent.
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I had a similar version of that, but I want to riff on that for just a moment.
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It s what price does the customer pay not to meet with you?
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They give up on your perspective.
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They give up on any kind of advice you might have for them or any kind of insight.
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I think another word for perspective is insight.
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And Brian s right.
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You have an insight that he doesn t have because he s not out working with people like you are.
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Don t devalue yourself by this idea of trying to get an appointment.
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Value yourself by saying, look, I ve got some information I d like to share with some ideas.
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If you want to do it, fine.
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If you don t, that s fine.
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Yeah, very simple.
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Very, very good.
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So I said send something of value, but your point is bring some.
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Be something of value.
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Be something of value.
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Yeah, exactly.
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Next, now this is tactical, and this gets to what Bill, this is leverage.
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You ve got to work your network for warm meetings.
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Let s try to stay out of this behavior of all I do every day is I walk around and stop in places trying to say something clever to get a meeting.
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Get out of that business.
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Meet with people who are already in there.
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There are some salesperson.
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You re talking to fleet managers.
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So there s someone else that already sells them insurance.
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Find out who sells them insurance.
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They re already talking to the CFO.
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Align with that person.
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Go have coffee, breakfast, whatever, with that person.
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And get networked in.
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Get warm meetings, warm introductions.
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Bill and I have done lots of talk about this over the years.
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Listen to other episodes about that.
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but leverage your network for warm meetings.
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So I ve got a question on that.
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So if I m Scott and I hear this advice from you and
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How do I look at, so if I ve got a territory, let s say I ve got O-H.
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I-O.
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See how it works?
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Let s say I ve got Ohio.
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I m a quick learner.
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Because the first time, I was like, O-H-I-O.
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Why wouldn t it be H-O?
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Yeah, there it is.
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OK.
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I ve got Ohio.
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That s Ohio.
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I got it.
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Beautiful picture of Ohio.
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Beautiful picture of Ohio.
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Here s Big Shield.
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There s Ashtabula.
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Cleveland up here.
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Ashtabula.
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There s Logan.
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Logan.
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I know these small towns here.
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There s Columbus.
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Wapakoneta.
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Centerville.
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Cincinnati.
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Circleville.
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Akron.
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That s good.
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Anyway.
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I ve gone too far.
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But is it possible that I have some circles of influence here?
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Like I ve got other vendors, insurance, attorney, tires, fleet kind of thing.
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And I ve also got maybe other
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other salespeople who also call on him or her, which could be part of these people.
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I also have my LinkedIn group who might have access to some of these people.
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So what I ve done here is I ve drawn some circles.
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And I think you have to look at that and say, these are my networking possibilities, rather than looking at it linearly, like, OK, who on LinkedIn do I know?
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I think you ve got to take a step back 30,000 foot view and say, let me draw some circles of networking opportunities.
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and see where that takes me.
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And it could be that you ve got everything you need already in front of you, you re just not using it properly.
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Yes, completely.
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That s great.
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That s a great tactical way to do this.
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Yeah.
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Yeah.
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Make the buckets, name the buckets, and then start to put names in the buckets.
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You have a broader view of what you re saying with that.
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That s really, really good.
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Well, I had LinkedIn here, which I think we ve adequately covered.
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I still believe that,
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There is value, and you talked about why meeting with you is valuable.
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I also think that we don t spend enough time really examining the circumstances of our prospects and customers.
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And by that, I don t just mean what are their pain points, which I know how you love that word, as do I.
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I think it s more, what is my customer experiencing in their business life if they don t have me to be there to help guide them and to serve them in some way?
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What are their business experiences?
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So you might say, let s say one of them is, you know what, they re always in between a rock and a hard place with their internal teams.
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The VP of sales is asking them to do this.
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sales director s asking them to do something else, the financial guy s saying, look, you gotta maintain profit, you can t discount, but you still gotta get the business.
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So that feels like a pressurized, a pressure cooker and a rock at a hard place.
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If you can adequately describe this person you re speaking with in those terms, they will know you know what they are living.
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So I like this idea of, and for you, what s he say, calls on fleet?
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Fleet managers.
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Fleet managers who purchase.
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Fleet, with a T.
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Yeah.
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Yeah.
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F-L-E-A-T.
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I was thinking about it and it sort of went off in the distance.
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It was fleeting.
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Yes.
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But yeah, think about what are their dilemmas and what are their woes and forget about whether it s you or in your niche.
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Just generally, what are their woes?
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What are they trying to accomplish?
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What are they struggling with?
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And go in with that and say, I know that I call on a lot of people like you.
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SPEAKER_00
Here are the three things that I know that
1
SPEAKER_00
You re always looking at trying to figure out a better way to do, bah, bah, bah.
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SPEAKER_00
I ve got some ideas.
1
SPEAKER_00
Do you want to talk?
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SPEAKER_00
Now you hit them straight on.
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SPEAKER_00
Yes.
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SPEAKER_02
Scott, I ll even do a favor for you, man.
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Since you re in Ohio, I ve got one of my biggest clients who s in the transportation business in Ohio.
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SPEAKER_02
I know a couple of people over there, some association people.
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SPEAKER_02
If you shoot me a note on LinkedIn, I ll try to make a connection for you.
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SPEAKER_02
That s great.
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SPEAKER_00
Is that OK?
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SPEAKER_00
That s great.
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SPEAKER_00
Do that for Scott.
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SPEAKER_02
So just hit me up on LinkedIn, Scott, on a private message for connections into the Fleetman world.
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SPEAKER_02
It s all going down on the DM.
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SPEAKER_02
Do we have time for one more quickie?
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SPEAKER_02
One more quickie.
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Yep.
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Email it.
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That s one of our books that we ve written.
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Email it.
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It s a 22 scenario-based emails.
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Everyone that listens to this podcast must have that book in their repertoire.
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SPEAKER_02
There is a thing I like to call the junior high love note.
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It is a tactical, language-based thing to try to get appointments.
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It s email.
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It s not scaled like Bill said, automated.
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SPEAKER_02
But you can sit and blast out 40 of these emails in about 20 minutes.
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SPEAKER_02
And it literally says, here s what I do.
1
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I m interested in having a conversation.
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SPEAKER_02
Just ancillary to start, get to know you.
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SPEAKER_02
Please type in one yes, two no.
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SPEAKER_02
You ll see it in the book when you get the email.
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SPEAKER_02
But that s a good prospecting tool.
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SPEAKER_02
It s a volume-based thing.
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SPEAKER_02
You ve got to send out 40 of them to get appointments.
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But if you want to do that, it s a pretty efficient way to do it.
1
SPEAKER_02
because check here for yes, check here for no.
1
SPEAKER_00
Wasn t there a song, a country song?
1
SPEAKER_00
Junior high love note song?
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SPEAKER_00
I don t know.
1
SPEAKER_00
Was there?
1
SPEAKER_00
Check yes or no.
1
SPEAKER_00
Wasn t there a song?
1
SPEAKER_00
Drozen.
1
SPEAKER_00
Drozen, you over there in the corner?
1
SPEAKER_00
Fact checker died.
1
SPEAKER_00
I think there was a song called Check Yes or No.
1
SPEAKER_00
And it was that very thing that I like you, but I don t know if you like me.
1
SPEAKER_00
Here s a note, check yes or no.
1
SPEAKER_02
Doug will let us know.
1
SPEAKER_00
That s well done.
1
SPEAKER_02
That s it.
1
SPEAKER_02
Good job.
1
SPEAKER_02
All right.
1
SPEAKER_02
That does it for today s episode of the Advanced Selling Podcast.
1
SPEAKER_02
If you have not already done so, go check out our website, advancedsellingpodcast.com.
1
SPEAKER_02
There s a products page there for you new listeners.
1
SPEAKER_02
You ve got to go buy all in.
1
SPEAKER_02
Listen to our episode a few weeks ago by our friend Brady.
1
SPEAKER_02
Give a nice little plug for All In.
1
SPEAKER_02
It s, again, a must-have.
1
SPEAKER_02
And if you d like to have us come out to your venue for your next sales meeting, national sales meeting, sales retreat, shoot us an email.
1
SPEAKER_02
Listener at advancedsellingpodcast.com.
1
SPEAKER_02
In the subject line, put come see us, and Bill and I will talk to you about how we can come do our show live and in front of you.
1
SPEAKER_02
And it s a really, really fun experience if you re looking forward to that.
1
SPEAKER_02
That s it.
1
SPEAKER_02
See you next time.
1
SPEAKER_02
See you next time.
1
SPEAKER_02
Bye.
1
SPEAKER_02
Bye.