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In this episode of the Advanced Selling Podcast, I announce a new family member that I m not sure I m excited about.
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I get the first ever, eh, from Bill.
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And are you an amateur or are you a pro?
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You listen to this episode and you will have your answer.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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We are here every week for your listening pleasure and hopefully to give you a few tidbits and tips and ideas and things that make your sales life a little bit better.
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If you have, you know, it s sales kickoff.
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season where people get together for sales meetings, kind of the first four or five months of the year.
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If you re looking for something fun to do to bring in maybe, I don t know, a live podcast recording, that could be nice.
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Send us an email, listener at advancedsellingpodcast.com.
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We ll get in touch with you and talk to you about how the logistics go down.
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We are on the road as we speak.
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not as we speak, like right now, but in the midst of going places here shortly.
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So we d love to come see you.
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Listener at advancelinkpodcast.com.
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Say come see us.
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Okay.
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Guess what I got over the holidays?
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A Christmas gift?
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A flu strep throat.
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I did not get the flu or strep throat.
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I did get a Christmas gift.
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We got a dog.
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Oh, I think I heard about it.
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We got a puppy.
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What d you get?
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A puppy.
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Does it matter?
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It s a puppy.
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It s a puppy, I mean.
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Oh, it s like having a sixth kid that I didn t really want to have.
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I was never a dog person.
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I married into a dog person now.
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And so we got an Australian Labradoodle.
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Oh, a Labradoodle.
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It doesn t look like that, does it?
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No, no.
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No, it s like fuzzy.
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Long hair.
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Yeah, long hair.
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These Australian brands of Labradoodle were bred to be service dogs.
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They re really, really friendly.
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Hypoallergenic, so my daughter can be around her.
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And she s a puppy.
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Wow.
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And it s really hard.
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Constant.
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Constant attention.
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And I did not realize.
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We had four kids in five years.
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And I m like, this is not OK.
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I mean, it s just nonstop.
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And you ve got to take it out like you do a kid.
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And I tell people, and here s the great part.
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Oh, don t worry.
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That time will pass.
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That phase, yeah.
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And when she says, I m like, OK, cool.
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Then they go, by the time she gets to be three or four, she ll be fine.
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I m like, I got to do this crap for another two years?
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They re like, yeah, if it s a puppy.
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They re really not puppies until they re like three or four.
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So for you dog lover listeners out there, I would love any love advice you could give to a new dog owner here.
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Her name is Sydney, Sydney Rue, because she s from Australia.
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And kids were mostly excited.
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A couple of my kids aren t really dog kids, either.
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Really?
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But most of them are.
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Kind of turned their nose up at that.
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A little bit.
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Whatever.
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Yeah, yeah.
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I want to get my son.
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Well, what s the next president?
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William s not a big fan.
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Anyway, so any advice?
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Yeah.
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Listener at advancedsellingpodcast.com.
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Dog advice.
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You can put that in the subject line for Brian.
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I ll take anything I can get.
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Well, my daughter Kara was home from Denver, and she has a puppy.
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That s the one I just showed you.
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It s an Australian something.
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I think it s a mutt, but it s really a good dog.
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But it s six months old, and it s just all puppy and all legs and jumps up on the furniture, jumps up on the bed.
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And I don t mind that.
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My wife doesn t like that.
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But it was fun to have her there, Alma is her name, for a week and a half.
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Alma?
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Alma.
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Where d that come from?
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There s a city in Denver named Palm up in the mountains.
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Oh, that s neat.
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It s a very pretty city.
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That s great.
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It ll have a special name.
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I think.
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I think that s how they do it.
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Before we get to our topic today, Brian, do you ever wish you could afford your own executive administrator to fill your calendar?
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Cute, okay.
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Okay.
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Well, the number one problem salespeople face, have, do it, they face it now and they always will probably, is prospect meetings.
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How do you book them?
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If you don t get the front end working, then the back end won t work either.
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It s one of those things that just always is inside your mind.
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heart and gut all the time.
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How do I book more first appointments?
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Well, you should know about Chronologic.
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Our partners there offer the first calendar monetization engine.
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Chronologic takes leads from any channel and converts them to meetings.
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It literally books out your calendar for you so you can maximize your meetings, your pipeline, and of course, your income.
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You can use their technology for yourself.
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Book a demo at chronologic.ai.
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That s K-R-O-N-O-logic dot A-I.
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So this topic today was born out of a conversation, it was birthed, out of a conversation that I had with a brand new client the other day, and the question was,
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Where are you taking my people?
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So I ve paid you money to come in, and we re going to start training.
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In fact, we ve already begun late last month.
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Where are you taking them?
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I know what we re going to accomplish.
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We re going to accomplish better close rates.
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We re going to accomplish higher levels of lead generation and more sales, obviously.
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But where are you taking each person?
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And I thought that was a really good question.
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And I started thinking about, well, we re taking them from where they are today, skill-wise, to another level of skill, which we ll call the pro.
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And so I looked at this through the eyes of, well, you ve got the amateur and you ve got the pro.
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And if you look at it like a spectrum, the amateur is 1 through 5.
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The pro is 8 through 10.
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You ve probably got some areas in the middle there.
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But we want to talk a little bit today about what is it
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makes an amateur an amateur, and what is it that makes a pro a pro in four areas.
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Prospecting, managing the process, closing, and just overall energy that you bring to the business.
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And we have each gone through this and looked at a couple of attributes of each area, whether you re an amateur or a pro, and then you ll have to slot yourself on the spectrum yourself.
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Yeah, and this is a good exercise to do no matter how long you ve been doing, no matter how long you ve been selling, no matter what you do, no matter how good you think you are.
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Because there s always a level up, like you said.
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If you re sitting there giving yourself 10s and 10s and 10s, then you can go and delete the podcast.
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You got it all figured out.
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You re good.
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This is hard to do for some people, though, because I think some people
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On both sides of the fence, they ll think they re more on the amateur side, when really, when you objectively look at them, they do some really good things, but they re hard on themselves.
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And then some people have an inflated self-appointment.
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We judge.
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Yeah, it s just not our job.
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So do your best to maintain objectivity through this exercise, based on some of the things that Bill and I are going to talk about in each of the four.
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I was listening to a podcast the other day of a person, we ve talked about this person before, I won t mention the name, but they are doing... Why not?
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We can t do that?
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They are doing... I got the... I got to call Jane, see if she ever gets the... I get that a lot.
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They re doing $25 million a year just from their business, which is fed by their podcast, primarily.
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They ve had 5,000 people on iTunes who have reviewed their podcast, and they ve turned this into a massive business.
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And they re in the same kind of space we are.
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So when I heard that, the first step, I got real resentful and kind of defensive.
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Well, it s a different business.
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And I thought, wait a minute.
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I d like to know what this person does to get there.
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Maybe there s something I can learn from that.
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Maybe we can learn.
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So the idea here is to put out some aggressive pro tips and say, these are what pros do.
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And if you re not there, that s OK.
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At least it s something to shoot for.
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And remember, it s a spectrum.
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It s not a one or a zero.
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It s not you re either in or out.
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You re kind of moving along.
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OK, let s do prospecting.
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Let s do prospecting.
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Want to go first?
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Yeah, go ahead.
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Amateurs.
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Amateurs, in my opinion, my observations over 22 years of doing this, prospecting, amateurs only prospect when they have to.
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Ah, ding, ding, ding, brother.
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Got it.
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And they only take the safest method to prospecting.
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So the safest might be they try to go to old accounts that they haven t talked to in forever.
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They take the easiest way out.
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They email instead of call.
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It s just the easiest way.
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That s what I thought you were going to say.
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Yeah.
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Non-confrontational.
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Non-confrontational.
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Let s see.
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You re good.
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I got this down the road.
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They also have a lack of leverage in their prospecting processes.
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meaning they re trying to do one-to-one, they re shooting out emails, they re hoping and praying that someone bites on their email, stuff like that.
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Throwing a lot of stuff against the wall, if you know what I mean there.
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I had here three of those four things, plus I had, I think, a lot of times the amateur s intention will be wrong.
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It ll be to fill their funnel.
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Because that s what the message they get from a VP of sales.
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Hey, look, Brian, I was looking at your funnel the other day.
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You re really light.
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There s no way you re going to make the numbers for the first quarter unless you re a Q1, blah, blah, blah.
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Oh, OK.
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Well, then I better prospect.
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I prospect to fill my funnel.
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Well, that s BS.
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You don t prospect to fill your funnel.
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You prospect because you have good stuff that the market needs, and they ve got a problem that you can solve.
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That s why you prospect.
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And if the intention is about helping the market and helping your customers or potential customers see where they ve missed, see what s possible, that s going to inspire you a whole lot more than just, oh, god, I got to fill my funnel because my boss wants me to.
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Yeah.
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Beautiful.
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How do the pros prospect them?
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Well, I wrote down, and these aren t always just the opposite.
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I said, pros are always prospecting.
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They don t even think of it like a thing.
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They don t think of it like prospecting.
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They just do it naturally.
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They re just constantly, I always say, they re constantly out there.
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It s just what they do.
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It s just what they do.
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Right.
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I had a breakfast, a networking breakfast, a guy I know who s looking for a sales gig, really sharp sales guy.
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And we were at Pattachu, a little restaurant here in Indianapolis that a lot of people go to.
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And he s like, man, you come here, you just see everybody.
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I m like, yeah, that s what you do.
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You re just out there, and you give yourself a chance to run into people, and you re just out and about.
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So they re just constantly out.
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They actually have a slant towards content marketing.
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I think pros do this.
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So pros understand the value of creating a good LinkedIn connection network.
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They participate and play.
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They post videos.
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They share articles.
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They do that naturally without being told to.
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And I think this gets to your attention thing, Bill.
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I wrote down that they re very giving in their prospecting processes.
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They re very, very altruistic that way, not in a save the world way, but in a feed people good stuff way.
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They re unafraid to like, oh, I m going to hold this back or keep this from anybody.
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They re constantly trying to do good for others.
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That s how they prospect.
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The only thing I would add to that is that, and you ve kind of hit on it, I said they re strategic in their thinking about prospecting.
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Like they re not going to do email blasts necessarily.
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They re going to be a much more targeted and pinpointing.
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So who are the 25 people in the city I want to work with or in the country or who do I need to have contact with?
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Write them down and start working through them.
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Instead of just winging it and throwing a whole bunch of you know what against the wall.
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And the second thing is scalability.
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I think the pros look at their prospecting process and ask themselves, how in the world do I make this scalable?
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How do I make it so while I m sleeping?
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I just wrote a piece of content the other day on LinkedIn.
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And last week, I had three people reach out to me to talk about coming in and working with them.
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Well, I don t know when they came.
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All I know is that I woke up one morning and had three appointments from somebody who had read an article.
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And that s about scalability.
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It s like you put something out there that s meaningful.
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People see it.
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They call you.
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And so you re not constantly doing the outreach.
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It s more inbound.
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That s scalable.
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Beautiful.
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OK, manage the process, number two.
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What do you got for amateur?
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I ve got the amateur is very accidental.
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They re very unintentional about the process.
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They will do it one way one day, another way another day.
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Depends on the prospect.
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Well, this is a big client.
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This is a big prospect, so I can t work my process there.
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They ve got to work their process.
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No.
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That s not the way to do it.
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So I think any time it s not written down, it becomes accidental.
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It becomes a winging process.
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And then at the end, you get frustrated because it didn t go according to plan.
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We talked in the last podcast about a couple of things that we ve lost recently, where we just didn t use the process.
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And then the amateur blames the prospect.
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Never takes personal accountability.
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No, exactly.
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Very similar, just two things, and one you already said in the first one.
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They lack control, number one.
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And they control the process, not the people, the process.
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So it s a lot of, well, what would you like to do next?
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Well, how would you like me to follow up?
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It s very like asking for permission the whole way.
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It kind of subverts them below the person.
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Subvert, is that the right word?
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I think so.
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OK.
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And then I also wrote down, like you did earlier, without comparing notes, they avoid confrontation in the process.
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So, hey, we re going to need a couple of weeks.
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Oh, no problem.
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Yeah, just let me know.
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They never say, you know what?
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We ve been at this a long time.
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It s decision time.
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Let s get a day on the calendar and sit here and control that.
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Yeah, that s the amateur.
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So that s part of the pro that I had written down, is they don t vault over the necessary components of the process.
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They are constantly thinking, OK, I ve got my checklist.
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We talked about that.
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If you didn t listen to last week s episode, go back.
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We talked about creating an intentional process, including checklists and language and things like that that you need to use.
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So I think the pro is really buttoned up on the process.
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They do not vault.
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They say when we go to the close, not the prospect says.
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So it s totally control of the process.
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Yes.
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Good.
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Let s do the close.
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Yeah.
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The amateurs.
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What I wrote down here was the amateurs in the closing cycle or closing section of the sales process assume it will just happen, and they operate from fear.
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Because they get so attached through the sales process, they re scared to death to lose something.
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They give up all control.
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They won t ask for a decision.
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They won t ask for a date.
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They won t ask to talk to somebody else.
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They won t ask for another meeting because they re afraid they re going to lose it.
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That s, to me, how a lot of amateurs close.
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They just hope and pray that it s going to happen and that the deal will just come in.
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And some of them do.
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More would, though, be more efficient if you did it like the pros.
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Although you could say that if you re doing the process really well and you re working people through it, the clothes should be somewhat organic.
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But if you re not doing the process,
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then it s not going to be organic.
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And then you ve got to put down some kind of, hey, well, what do you think?
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Are you ready to do business?
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Or whatever all those crazy one-liners are.
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Yeah, I said they re arbitrary.
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There s no rhyme or reason to when we ask for the business or when we ask for the decision.
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It becomes more about when do we want the decision to be made versus, well, where does the process call for the decision?
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And if I haven t made a presentation, and I haven t found out the problems, and I haven t done a good job of determining the economics, and I m going to close, I can almost tell you get 3% of those.
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Yes.
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If you re finding yourself saying to your boss, talking about a deal, let s talk about Barry Plastics, and you re calling on them,
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If you find yourself saying to your boss, I m supposed to know by, if you use that language, I m supposed to know by, you do not have control of the sales process, and you don t have any closing time.
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They told me they d let me know next Friday, or last Friday, but they never called.
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Well, the holidays are on.
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We re supposed to know by the end of the week.
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How many times you hear that?
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That s so true.
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It is, isn t it?
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That s so true.
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They always say, you hear it all the time in a sales meeting.
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You guys are laughing.
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You re listening, and you re laughing.
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And your salesman is like, oh my god.
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You ve said it.
1
SPEAKER_00
Yep.
1
SPEAKER_00
I ve said it.
1
SPEAKER_00
They re supposed to let me know.
1
SPEAKER_00
I m supposed to hear back by.
1
SPEAKER_00
Yeah, they ve got all the information.
1
SPEAKER_00
They told me they d let me know.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
They ve got all the information, right?
1
SPEAKER_00
Yeah, they ve got balls in their court.
1
SPEAKER_00
Balls.
1
SPEAKER_00
Balls in their court.
1
SPEAKER_00
Why would you ever put the ball in the person s court?
1
SPEAKER_00
And they re not competitive.
1
SPEAKER_00
You know what I mean?
1
SPEAKER_00
Yeah.
1
SPEAKER_01
All right.
1
SPEAKER_01
Yeah, so it s really the right question then.
1
SPEAKER_01
So maybe we go into the pro here.
1
SPEAKER_01
Yes.
1
SPEAKER_01
The right thing there for the pro is that we decide when the decision day is.
1
SPEAKER_01
And we have no expectation about it being a yes or a no.
1
SPEAKER_01
We ll just say, this is our go, no go.
1
SPEAKER_01
This is when we make a decision.
1
SPEAKER_01
This is the time in sprockets when we dance.
1
SPEAKER_01
That s the deal.
1
SPEAKER_00
We dance.
1
SPEAKER_00
We dance.
1
SPEAKER_00
Sprockets.
1
SPEAKER_00
Gotta Google that.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
You youngsters.
1
SPEAKER_00
You youngsters.
1
SPEAKER_00
You millennials.
1
SPEAKER_00
Who was that?
1
SPEAKER_00
Was that Joe Piscopo?
1
SPEAKER_00
That wasn t Joe Piscopo.
1
SPEAKER_00
No, it was one of those guys.
1
SPEAKER_00
It was Will Ferrell.
1
SPEAKER_00
No, it wasn t Will Ferrell.
1
SPEAKER_00
Who was Sprocket himself?
1
SPEAKER_00
I thought it was Jim Goatboy.
1
SPEAKER_00
Who does Goatboy?
1
SPEAKER_01
Steve Martin?
1
SPEAKER_00
Not Jim Gap, no.
1
SPEAKER_01
No, I know the girl bows down to Steve Martin, but I thought Steve Martin was in some of those skits.
1
SPEAKER_00
Anyway.
1
SPEAKER_01
We ll find out who Sprock is.
1
SPEAKER_01
I thought it was Joe Piscopo.
1
SPEAKER_01
Anyway, okay.
1
SPEAKER_01
Is that also Sprock Zarathustra?
1
SPEAKER_01
Sprock, I don t know what that is.
1
SPEAKER_01
Look up 2001 Space Odyssey.
1
SPEAKER_00
Oh, yeah, yeah, yeah.
1
SPEAKER_00
It came out the year I was born, I think.
1
SPEAKER_00
You should know that.
1
SPEAKER_00
It came out 50 years ago.
1
SPEAKER_01
All right, let s go to energy.
1
SPEAKER_01
Amateur energy, pro energy.
1
SPEAKER_00
Amateur energy.
1
SPEAKER_00
I like energy.
1
SPEAKER_00
Up and down, lots of up and down with the amateurs.
1
SPEAKER_00
And I find amateurs, they don t admit it, tend to relax and vacation at work.
1
SPEAKER_00
I see it especially at inside sales teams, where people just meander around.
1
SPEAKER_00
They get inside conversations.
1
SPEAKER_00
They dick around.
1
SPEAKER_00
They go on social media and all that stuff.
1
SPEAKER_00
Outside salespeople will tend to drive laps around 465.
1
SPEAKER_00
That s our little loop around here.
1
SPEAKER_00
And amateurs will vacate.
1
SPEAKER_00
They ll look for reasons to go home early.
1
SPEAKER_00
Amateurs look for reasons to go home early.
1
SPEAKER_00
They also, in their energy, are seeking fulfillment outside of themselves.
1
SPEAKER_00
They re looking for friends.
1
SPEAKER_00
They re looking for approval.
1
SPEAKER_00
They re looking for ways to win so they can look good and feel good about themselves.
1
SPEAKER_00
That s what amateurs  energies, in my opinion, amateurs, the energy that they carry.
1
SPEAKER_01
So let s talk about that for a minute.
1
SPEAKER_01
I know we re almost out of time.
1
SPEAKER_01
The tape s running.
1
SPEAKER_01
I only got about three minutes left on the tape.
1
SPEAKER_00
I m up against a hard break.
1
SPEAKER_01
But the idea, if you are looking for ways to not work, something s wrong.
1
SPEAKER_01
I agree.
1
SPEAKER_01
There s something wrong with the culture that you re in.
1
SPEAKER_01
There s something wrong with your perspective on why you do what you do.
1
SPEAKER_01
There s something wrong with the value you bring.
1
SPEAKER_01
There s something off.
1
SPEAKER_01
And I know that I get into arguments sometimes with older people.
1
SPEAKER_01
It s like, well, wait a minute.
1
SPEAKER_01
Not everybody loves their work like you do.
1
SPEAKER_01
Why not?
1
SPEAKER_01
Why can t we?
1
SPEAKER_01
Maybe we don t love 99.9% of the things we do, but can t we like 80%?
1
SPEAKER_01
Can t we fall in love with the work we do and who we do it for and why we do it and the vibe and the company and the culture and so if if you find yourself trying to escape What are you escaping from you might be escaping from something.
1
SPEAKER_01
It s just not inspiring to you.
1
SPEAKER_01
Yes That s amazing.
1
SPEAKER_01
How many people say that too?
2
SPEAKER_01
And they ll go, I mean, to us, they ll say, well, yeah, of course, you love what you do.
2
SPEAKER_01
Or, well, yeah, it must be easy.
2
SPEAKER_01
I mean, you know.
2
SPEAKER_01
I m like, do you think we just like, this just sort of appeared?
2
SPEAKER_01
Or this is on accident?
2
SPEAKER_01
Like, you know, everything s on purpose.
2
SPEAKER_01
OK.
2
SPEAKER_00
So another thing you can, well, yeah.
2
SPEAKER_00
So it s like counting the years to retirement.
2
SPEAKER_00
Well, you know, I got about five more years here at the plant.
2
SPEAKER_01
The energy of the pro performer.
2
SPEAKER_01
Number one I wrote down is they have a massively high level of self-awareness.
2
SPEAKER_01
They re constantly tuned into where their energy is, how it s helping them, how it s holding them back, what they can do about it.
2
SPEAKER_01
They have a really high level of self-awareness.
2
SPEAKER_01
And they re very self-accepting of that.
2
SPEAKER_01
They re very self-accepting of that, where they say, you know what?
2
SPEAKER_01
I m tired today.
2
SPEAKER_01
And it s OK that I m tired.
2
SPEAKER_01
I know what to do when I m tired.
2
SPEAKER_01
I know what my energy is like.
2
SPEAKER_01
Or they can say I m crusty, or I m bummed out, or I m happy and I m up and energetic.
2
SPEAKER_01
So they re constantly aware, always accepting, they re constantly feeding their energy one way or the other, trying to make it better for themselves and the people around them.
2
SPEAKER_00
I just have, they are constantly consuming things that are healthy for them.
2
SPEAKER_00
I m not talking necessarily about food, although it could be, but mental things.
2
SPEAKER_00
They re consuming podcasts or consuming YouTube videos or reading books that are bringing ideas and inspiration into it versus just passive consumption where I m watching TV or I m watching a game.
2
SPEAKER_00
I mean, you know, you re...
2
SPEAKER_00
You re in the game doing what you do.
2
SPEAKER_00
You re watching it, but you are in it.
2
SPEAKER_00
And so that s a very creative space to be versus just being a fan.
2
SPEAKER_00
And I think that we have to be less consumers of content and more creators of content.
2
SPEAKER_00
And when we do, that creates more energy within us to do what needs to be done, say what needs to be said, so that when we do face problems and issues and dilemmas, we have the energy to battle through them.
2
SPEAKER_00
Love it.
2
SPEAKER_01
All right, if you have a sales meeting coming up, you ve got any sort of regional sales meeting, national sales meeting, you like a little bit of a different take, a different speaker, different angle, something new, something fun, we d love to come visit with you.
2
SPEAKER_01
Send us an email, listener at advancedsellingpodcast.com.
2
SPEAKER_01
Come see us in the message, and we ll get the ball rolling and talk to you about how to do that.
2
SPEAKER_01
And we ll see you next time, or hear you talk to you next time on the Advanced Selling Podcast.
2
SPEAKER_01
Bye.