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In this episode of the Advanced Selling Podcast, I share a right location, wrong hotel meeting story, Bill almost spills his mocha latte on the soundboard, and we teach you how to do an unused asset inventory.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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Bill Kasky here.
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Brian Neal on the other horn.
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We are so happy to have you with us today.
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You know, Brian, it s been a while since we have really talked about the mission of the podcast.
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I m going to throw you a curveball here.
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Didn t tell me about this.
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Did not tell you about this.
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And we re recording an hour earlier than normal on a Monday morning.
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So you re barely here with us.
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I appreciate this.
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No, but I was just thinking the other day that a question is, what does your podcast stand for?
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And when somebody asked that, I said, I have no idea.
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We just stand for getting together once a week and doing it.
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What else?
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It s ASP.
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It stands for Advanced Selling Podcast.
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That s right.
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Pretty straightforward.
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So I was thinking about that.
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And I thought, OK, what are we about here?
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Why do we do this?
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And what do we hope this does for our listeners?
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Yeah.
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And I was thinking that.
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One of the things that I hope it does is it opens up new ways to think about old problems for people who maybe don t have access either to a group or to a coach or to a sales manager or leader who sees the world the way we do.
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And so this becomes their, it s almost like an exit ramp to get off that traditional highway and get off into the ASP exit ramp.
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And they take what they need and then they get back on the highway and go out and do their thing.
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What s that thing called in Germany?
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The Autobahn?
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Autobahn.
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Are we kind of like the Autobahn of sales training?
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We can t exit ramp at the Autobahn.
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No, but I think it s tuning in and connecting with something.
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And then you can go out and do your thing.
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And then you keep coming back and tuning into that.
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I wonder if that s not how people use us.
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And I like the idea, too.
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One of the biggest problems we hear from people is, I don t feel supported.
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People don t feel supported at work sometimes.
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They don t feel like their manager has time for them.
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They don t feel like their company does enough to train and coach them.
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And so we want to be the international support group for sales professionals who think like we think, that we give you support here.
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And support comes in the form of advice and access to ideas and things like that, plus some interviews.
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and that bit that allows you, just as you re tooling around the countryside, to flip on the podcast and put it on one and a half times speed, listen in 12 minutes, right?
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17 minute episode in 12 minutes and get some good stuff.
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Yeah, it can be lonely.
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I mean, that sounds a little wimpy, but I think loneliness is a big problem today.
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And I think, especially when you re out and about, you re doing your own thing, you have a territory, or if you re virtual, you don t really have an office to go into.
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Correct.
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create some problem.
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But anyway, we ll talk about that at some point.
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So do you have a story?
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Well, just a thing.
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We re going to post an episode.
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One of the great things about doing the podcast is we get to interview people that we like and admire and that sort of thing.
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There s a gentleman named David Meltzer.
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who is a wonderful person.
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He s a author and a speaker, a manager of a company called Sports One Marketing.
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He was in town, so I hit him up, he had Instagram that he was gonna be in town, and asked people to text him.
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He said he d text him back.
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And you see things on the internet.
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He s got half a million Instagram.
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I m like, okay.
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Well, I did.
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I said, hey, I got a podcast.
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Would you like to be on it?
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He said, can you be at my hotel at 7 AM?
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So I said, sure.
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And I went down there at the Courtyard Marriott downtown.
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I know who it is.
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Set everything up.
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I know who it is.
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Set everything up.
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Got it all ready to go.
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His assistant producer guy said, Brian, we still on?
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I m like, yeah.
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I go, I m in the lobby.
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He goes, we are too.
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You know that feeling when you re meeting someone in a hotel lobby?
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Absolutely.
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And they go, I m in the lobby.
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And you go, so am I. And there s no one anywhere near.
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And you can tell something s wrong.
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Because I live in Indianapolis, I didn t know there were two, hello, good catch, spilled his coffee on.
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I didn t know there were two Courtyard Marriotts, and there are.
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Good thing is they re only five minutes away.
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I grabbed all the gear, ran over there and had a great interview.
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That s gonna be coming up with David Meltzer.
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I m looking forward to it.
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I do know who he is.
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Yeah, great, good stuff.
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I ve heard, I ve watched him a lot.
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In fact, and he must spend a lot of time in Indy.
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He does.
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Because I ve seen him at Salesforce and I ve seen him at some places.
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Yeah, and if you have a meeting in a hotel and it s a common brand like Marriott Courtyard, just make sure you verify which Marriott Courtyard.
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I was fumbling around this lady who s working the night desk, you know, so they re wrapping up.
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It was six in the morning, you know, and I m fumbling around.
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I keep dropping the microphone stuff and I m kind of in the lobby.
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She couldn t see me.
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She goes, you need some help over there.
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I m like, no, I m good.
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Just just setting up the podcast equipment here on a
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on a table with a curved lip on it so I can t get the microphone stand to sit.
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Other than that, we re fine.
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And I will soon be breaking it down and taking it elsewhere to do it again.
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Thank you.
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That sounds good.
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Looking forward to that interview and yeah, good little story.
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But you know, when that happens, you re instantly like sweating.
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I was like, oh my god.
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It all worked out.
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Did he say Cincinnati?
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Exactly.
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Or did he say Indianapolis?
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Now that I think about it.
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All right, topic.
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OK, topic today.
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You know, Brian, when you or I get calls, get inbound calls from people who are interested in working with us, there s typically a series of questions that we ask.
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And we want to know more about what the situation is and what they re looking for and all that.
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And I ve got about five questions that I ask to enroll people in, whether it s a public program or private stuff.
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Coaching and one of the questions that I always find throws people for a bit of a loop And I want to share it with you and we talked a little bit about it in pre-show But I think it s it s a question that the answers to which could be very helpful to people.
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Here s the question What are the assets in your life that you ve accumulated or acquired over the years that are unused or underused?
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Mm-hmm
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What are the assets that you have that you ve accumulated that are either unused or underused in your current business, current sales process or sales life?
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And what I m looking for there, I m looking for something that they may not know they have or they may have forgotten about.
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And it s a difficult question to answer because there s no like, oh, I can give you five.
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It s not like people have even thought about this.
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And so I wanted to pose this today because I think it might be a decent topic to talk a little bit about how do we find those assets.
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Sorry, I m taking a picture of myself.
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It s OK.
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Good for you.
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This is a wonderful thing to talk about because everyone, you have knowledge of these things, but no one ever sits back and thinks about them.
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And I love exercises like this that cause you to sit back and think about it and analyze yourself.
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So we even talk pre-show, like what can we give the listener?
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So we re going to take you through a asset inventory, personal asset inventory, and give you a little framework.
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And then you re going to have some homework to go do on this drill.
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So the idea here is all of us have assets, like Bill said, that we ve accumulated throughout the years.
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Some of those we use daily, every day.
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It s our thing.
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We re in it.
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Some of those are assets that we ve kept hidden or, for whatever reason, have no role in our day-to-day life.
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And so I think a great thing here to ask ourselves is like, why is that?
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And how can I take these assets or these gifts that I have?
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Some of them are that.
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Some of them are God-given gifts that you were just born with.
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And why aren t those things being utilized in my day-to-day sales life?
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So think of yourself today doing a little self-reflection, personal asset inventory, and then hopefully some to-do items spit out of here that says, OK, I ve got that particular little thing that I m really good at or I love to do.
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I don t use it day-to-day.
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How can I?
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How should I?
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So maybe what we do here is we you you put out a couple of categories I ll put out a couple of categories and then like We ll let the listener kind of decide which ones fit for them Some of these will fit some of these won t but I think if we find five or six, it would be interesting Also, I think there s this as you re you were talking there I drew this circle on a page with a bunch of arrows that are are pointing to it and When you think about our personal brand who we who we are what we stand for
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Lot of what we re about to talk about to me is part of that personal brand So let s just say I know one of the things that you do on the side and maybe not as much as you want As you re a musician you play the piano.
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It s true.
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And so playing the piano is not necessarily disconnected from coaching and sales training now and
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It is part of who you are that you bring to the table when you do coaching or sales.
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It is I m not saying you should play the piano when you re doing coaching, but that s just who you are Yes, and I think sometimes we get locked into this.
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Well, that s not so you got to stay out of that lane You got to get in your lane, man Your lane is a salesperson you forget about all that other stuff you do and I feel like wait a minute The other stuff is what makes you whole
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Yes, it does what brings it s the multi passionate approach to branding And so I think as we go through these you re gonna find some of these make up who you are And if you ve forgotten about it, then you re not whole you re not representing yourself.
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It s so true.
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That s really good It s a beautiful picture to bill.
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Thank you circle.
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We ll put it up on the website.
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It s in pen though unlike you to be We can t erase it now
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Okay, let s do it.
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Let s say here s the categories.
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Let s name a couple categories.
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I m going to call you name a couple.
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So I m going to first start with the category of philosophical assets.
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These are your beliefs in life, things that you believe, ways that you are.
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Whether or not they ve been the same your whole life or different or changed doesn t matter.
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So many of us have philosophical assets perhaps that we don t, that don t show themselves all the time.
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An example might be, I might have a philosophical asset that the world is an abundant place.
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And I believe that to be true.
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I see so many times when we go talk to a new group and we bring that up in the sales world, someone comes up and goes, and they whisper when they say this, they go, I m in a personal development program, and we talk about this.
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Like it s some sort of secret.
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They don t let it into their business life.
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So that would be an example of a philosophical asset that you might carry, people that might have a real strong spirituality.
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in whatever their God-given religion is or beliefs are, but they don t bring that into their work life.
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And so that would be a category, philosophical assets that you carry.
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That s good.
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I wrote down worldview.
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I think that s really an asset that what is your, unless your worldview is one of scarcity, but my number two here was, I think one valuable asset is the knowledge of your limitations or the knowledge of your,
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maybe childhood scripts that you were given or taught.
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So it s not the script that s the value.
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It s the knowledge of the fact that, well, here s why I do that, and I m going to have to figure out how not to do it.
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But if we re ignorant of those scripts, or how we were brought up, or how we even
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Our worldview was even shaped.
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If we don t even know that, we really can t go about fixing it.
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Yes.
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And I would say on that worldview thing, to stay on that, so our good friend Bo Eason just released a book called There s No Plan B for Your A Game.
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There s No Plan B for Your A Game.
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And in it, he tells a little story about what his dad used to say to him when he woke him up in the morning.
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paraphrasing basically that you re the best one out there.
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You re great.
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That s a positive script that you got.
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So sometimes we talk about scripting as negative things.
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There s some really good things that come from your childhood scripting too, so you re kind of balancing those things out.
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I think that s a really good thing to talk about.
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But that formed Bo s worldview, didn t it?
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It s just how he is.
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He just always believed that because his dad told him that as a kid.
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You re the best.
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I love it.
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Daggone it.
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You re the best.
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Okay, so philosophical is one.
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You ve got some assets there, or you ve got some liabilities that could be turned into assets, because again, the knowledge of where your limitations are is part of that philosophy.
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I ve got one here, a category that I find people don t really pay much attention to, and that is your skill sets.
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We all have things that we re good at.
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We have competencies.
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You call them gifts.
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Maybe they re gifts.
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Maybe they re talents.
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Maybe they re skills.
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It s three sides of the same coin.
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But the question is, what are you good at that you re not using?
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And one example is I find a lot of people in sales are really good at asking questions and their curiosity.
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They re seeking information.
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Their knowledge is good at research.
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But when they get in a sales call, they don t do that.
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They just run to the presentation or they ask a couple of questions.
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So if you re good at
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If your skill is curiosity, you re good at asking questions, you re really deliberate in terms of how you find problems, and you re not doing that in the sales process, I know we say, well, why wouldn t you?
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I mean, that s part of sales.
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Yeah, but people forget.
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I love it.
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Next category I ve got written down here is to take inventory of your behavioral assets, your behavioral assets.
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This has to do with the actions that you engage with that you re good at or that are natural to you.
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So some people have a behavioral asset to be very detail-oriented, and their life s buttoned up, and all their salesforce.com is updated, and they re really well-organized.
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That s a behavioral asset.
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I m a morning person.
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I get up really early in the morning.
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I don t mind that.
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If there s an early meeting, I like to get up, start the day fresh.
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That s a behavioral asset that I just have that I like that works for me.
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Or you have other people like, I am not a morning person.
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Anything before 10 is too early, all that stuff.
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Not right or wrong there, but it s a behavioral asset that I feel like, OK, it s good.
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It s an early morning thing.
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And how do I roll that into my day and my action?
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So take an inventory of your behavioral assets.
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What are the things you re really, really good at?
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And are those things showing themselves into your work life?
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That s good.
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That s good.
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So what would be another example of a behavioral asset?
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Like, would work ethic be one?
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Yeah.
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Like, I don t stop until I finish something.
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Yes.
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Amen.
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For sure.
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Yes.
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Yeah, I m a finisher.
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I will always prepare.
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So a behavioral asset would be someone who prepares for their next week on Fridays.
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That is not one of mine.
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And I know a lot of people that are really good at that, that like to prepare their week.
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That would be a behavioral asset that I have.
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And then I would ask the person.
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So here would be an example.
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Someone comes and says they re a sales professional.
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They re an AE.
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And they talk about their home.
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They re like, oh, I do meal prep on Sunday nights, and I ve got all the kids  food all laid out.
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But they don t do that for their sales life.
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That would be a dormant asset, an asset that you have a skill in.
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You have.
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You just haven t connected it.
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Totally.
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That s what we re trying to get you to do here is look at those things and go, oh, gosh, yeah, I m good at that on my personal side of my life.
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It s not anywhere in my business.
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It s good.
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Yeah, I think another one that I see is the behavior of just writing.
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Sometimes you ll get an email from somebody, or we ve gotten them here in the podcast, and it ll just be written so well, so clearly.
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It s funny, with humor, and with clarity.
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And we always send it back to people and say, you need to be writing more.
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I mean, you just penned this probably in five minutes to us.
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There s a gift that you have here.
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And I think writing is one of those things.
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I m not saying you either have it or you don t.
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I do think it s a learned skill.
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But a lot of times, people have a skill like that, and they just don t use it.
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And the more you use it, the better you get at it.
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Always.
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And so that would be, that s good.
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Always.
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And I just thought of this while we were talking.
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And again, we re doing this asset inventory.
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So we re giving you the categories.
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Your job is to take inventory.
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You re just going to fill out some things.
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We re giving examples under each one.
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and you re looking for the things that are dormant or unused or underused, things that you re not doing.
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So like Bill said, you hear someone say, oh yeah, I went to school for journalism.
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And I took film editing class or whatever.
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And then you don t put that into your business.
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That s an unused asset you want to pull forward.
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So another asset category I have here I just wrote down was relationship assets, relationship assets.
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I learned this from our good friend who s passed away, unfortunately, Bob Poorman, who s a really great entrepreneur, died way too young from Lou Gehrig s disease, ALS.
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I had all these relationships at my church that I never brought business to.
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And I was always uncomfortable doing that.
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And he looked at me.
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He s like, why would you be uncomfortable?
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What you do is really helpful to people.
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And it makes their life better off.
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And you re good at it.
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And people like you.
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And they want to help you.
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Why wouldn t you bring it to those people in your friend group at your church?
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And I took his advice.
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And I put it into play.
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And next thing I know, I m doing business with half the guys in church.
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Thank God most of them went well, because walking to church and catch on fire, I m like, what s this guy doing?
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That would be one relationship assets that are underused Yeah, that s a good one.
1
SPEAKER_00
That s a good one there.
1
SPEAKER_01
Yeah, I ve got one here I don t know where it fits in but I ll give it to you and you tell me maybe we ve already talked about it the asset of being able to imagine or to dream or to explore the possible
1
SPEAKER_01
And part of that is probably a skill.
1
SPEAKER_01
Part of it is probably philosophical or maybe how we were taught in childhood.
1
SPEAKER_01
But I think the ability to dream and say, wouldn t it be nice if we could create this that did this and didn t do this and did this here in a couple of years?
1
SPEAKER_01
And I think sometimes we say, yeah, but come on, Bill.
1
SPEAKER_01
I mean, that ain t going to happen.
1
SPEAKER_01
I mean, you re just a salesperson.
1
SPEAKER_01
And I think that s an asset that goes under use, is our ability to imagine, to envision, to vividly, some vivid imagery about the way things could be.
1
SPEAKER_01
And I think we discount that.
1
SPEAKER_01
So I don t know where it goes.
1
SPEAKER_01
Maybe it s got its own category.
1
SPEAKER_01
How about that?
1
SPEAKER_00
The dreamer category.
1
SPEAKER_00
What dreamer assets?
1
SPEAKER_00
What dreamy stuff?
1
SPEAKER_01
So tell us, this will be up on LinkedIn, tell us what you think about anything that is either an unused asset or underutilized asset in your business, or if we ve missed a couple categories that you think might be able to help our listeners, you can go to our LinkedIn page, group page, advancedsellingpodcast.com slash LinkedIn to be a member and post some comments there, we d love to hear them.
1
SPEAKER_00
I would also love to, and I would offer anyone the chance to send us, if you want to do this asset inventory, just send it to us.
1
SPEAKER_00
It s like an accountability thing.
1
SPEAKER_00
You can shoot us the emails, listenerinadvancesellingpodcast.com, and you can say asset inventory in the subject line there, and say you did yours.
1
SPEAKER_00
And what we re looking for are those underused things.
1
SPEAKER_00
That would be a good accountability exercise for all you listeners to do.
1
SPEAKER_00
We d love to see those.
1
SPEAKER_00
Excellent.
1
SPEAKER_01
All right.
1
SPEAKER_01
All right.
1
SPEAKER_01
See you next time.
1
SPEAKER_01
Bye.
1
SPEAKER_01
Bye.