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Hey, Brian, before we get into today s show, I want to talk a little bit about one of our awesome sponsors, Stamps.com.
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We use Stamps.com here at the Advanced Selling Podcast.
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We ve got these really cool binders that we send out to our coaching and training clients, and we always use Stamps.com to
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In this episode of the Advanced Selling Podcast, I expose an oft-used phrase that should be extinguished from the English language, Bill sheds light on the waiter-waitress economic model, and we welcome our first of many listener spotlights, highlighting listener Mike from Colorado.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in American history.
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I m Bill Kasky.
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I m Brian Neal.
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It was universal history.
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It was universal, but I didn t like the universal thing, because you can t really make a case for that.
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You can t defend that.
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You can t.
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Can you in the world, though?
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How about Canada?
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No?
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Nothing?
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Just America?
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Well, Canada, you can look at the numbers.
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I assume that Canadians go through iTunes.
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Or do they?
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Or maybe not.
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So Brian, you ve been talking about this story that you have for weeks.
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It s so not a buildup.
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It s just a phrase.
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It s something that a lot of people say or have said.
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And I ve thought about it recently as something that we probably should reconsider, right?
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So I was having dinner with my significant other.
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And the server was really bad.
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I ll just qualify that.
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And I feel bad for these people.
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They try hard, but she was just bad.
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She wasn t very warm and friendly.
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And she was one of those servers that hands you everything and has you place it on the table, as opposed to them placing it on the table, you know what I mean?
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Or like, we hem your water glass, like one of those people.
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So she did that.
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She hadn t been doing it the whole dinner, which was fine.
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So I was used to it at this point.
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So she goes, we hem your water glass?
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Sure.
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And I can see it coming a mile away.
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She s pouring it over the table, and I can just see the thing s going to freaking spill out all over the place.
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And so she did, and it does.
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And you know what she said?
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I knew that was going to happen.
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And I said, how many times have you said, I knew that was going to happen?
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And you think, well, if you knew it was going to happen, then why did you do it anyway?
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So anytime anyone thinks, and we ve all been there, when you think you re about to say, I knew that was going to happen, then don t do that thing, whatever that is, like pouring the water all over the table, all over me and my friend.
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So there s that.
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So that happened.
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But isn t it funny how you started the story with,
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You know, I went out to eat and had a server.
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Wasn t very good.
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You know, I feel sorry for them.
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And it s like, why do we give servers a pass?
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I mean, that s what they do.
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I know.
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And they signed up for it.
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I know.
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I know.
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Well, I always just say, people like that, it wasn t very good.
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I said, it s totally fine.
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I ll just take it out of your tip.
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It s fine.
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No big deal.
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I m not mad, right?
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I ll just tip you at 8% instead of 20%.
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It s fine.
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That s how it should work, though, shouldn t it?
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Yeah.
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I don t do that.
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I just say I m going to do that.
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OK, here s our topic for today.
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We have a special guest with us.
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He is a listener hailing from Denver, Colorado, a Hale fellow well met.
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You ever heard that?
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I have not.
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Mike Black.
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Mike, are you with us?
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I am with you.
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Oh, man.
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He is with us, and he has got his audio quality way up.
0
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Solid audio.
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Here s what we re going to do.
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A point here is every once in a while, maybe every month, Brian and I are going to find a listener.
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And we want to hear from you guys.
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We want to hear how you found the podcast.
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We want to hear what you ve learned from it, what you ve done with your business, how you ve grown, perhaps.
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Maybe some advice you could give us on ways we could do things better, some advice for other listeners.
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But we think spotlighting a listener will be helpful for all of you and for us as well.
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Plus, if you re in Denver and you need some help with marketing and advertising and digital media, then in this case, Mike Black is going to be your guy.
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So I think it s both spotlight on you and also spotlight on the content.
0
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And I think by doing this, he ll help us all grow.
0
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Yeah, Mike, I think from my standpoint, the great thing about the Advanced Selling Podcast, the listener community is truly a community.
0
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People talk and interact.
0
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And what Bill and I are trying to do is we re trying to expand that and give the more listeners a voice, if you will.
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Not that they re like a repressed group by any stretch, but to give some voice to that.
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Because people want to hear.
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And that s one of the things we hear feedback from us.
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Like, why do people like the show and like it?
0
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It s because we feel like we re approachable.
0
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We can talk to you all.
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And so we want to do that.
0
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We want to interact with you.
0
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Mike, you get to go first, man.
0
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Congratulations.
0
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You won the lottery.
0
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The Advancing Market lottery.
0
SPEAKER_00
Thanks.
0
SPEAKER_00
I m super psyched to be here.
0
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I ve learned so much from you guys.
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And it s just, yeah, it s a pleasure.
0
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Happy to be here.
0
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Awesome.
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Well, give us 30 seconds to a minute on what you do in Denver.
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Tell us a little bit about your business.
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And then we ll get into how you found the podcast and what you ve learned from it.
0
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Absolutely.
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We re a small business marketing company.
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We are really focused on the B2B market.
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goal or mission is really to bring both strategy and digital capabilities that large businesses use to small businesses.
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I like it.
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I like it.
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Very concise together.
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Now, you have an interesting background.
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For those of you who are looking, so if you look on LinkedIn for Mike Black in Colorado, you ll find him.
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And it looks like you ve got a real interesting background of coming from almost like a social work helping, kind of an altruistic background.
0
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Tell us a little bit about the path to where you got to digital marketing.
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Um, absolutely.
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So, um, in my past life, I worked as a therapist and I actually worked at the university of Colorado and we worked, um, did in-home therapy for teenagers who had pretty difficult lives.
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Um, and that s probably an understatement there.
0
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If you took a high school of a thousand kids, they re the kid that s most likely to die or kill someone.
0
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So I did that save lives, loved it for a while, but at some point I figured out that I m a little too sensitive to be that person.
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And I just didn t have the coping skills that it took, I guess, but I just couldn t hear those stories.
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And so at the same time, my wife had opened a small business.
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And so she gave me the job of going to learn how to market and sell.
0
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That s actually how I came across you guys in 2012.
0
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And so I just didn t know.
0
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And so I started reading.
0
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And one of the things I figured out quickly is that I ve got to learn how to sell or we re going to starve.
0
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So I just started consuming the podcast.
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Awesome.
0
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That s an interesting thing.
0
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I wonder if your job has changed all that much.
0
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I m looking at Bill now talking about it.
0
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We talk about what role do we play.
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If you ve got a therapy background, a helping background, it fits right into the content that we teach, right?
0
SPEAKER_00
It really does.
0
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It s so interesting where people say, gosh, that s a pretty big switch.
0
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Like, well, really it isn t.
0
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I mean, how often do we play therapist as a sales professional, right?
0
SPEAKER_00
It s not a huge, huge difference.
0
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What I would say is that the process of what you do is very similar.
0
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the context and the expertise around kind of what s going on.
0
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So in mental health, I obviously had to have a lot of knowledge about mental illness and drugs and the process of having all sorts of stuff that we don t want to talk about here.
0
SPEAKER_00
But then in terms of the day-to-day work, it was really helping people raise their awareness around the issues, help them understand the consequences of the decisions they were making, and then help them make
0
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hopefully better decisions that would make their lives better.
0
SPEAKER_00
And that s all about what we do.
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I do every day.
0
SPEAKER_00
Yeah, that s exactly right.
0
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Like if you re talking mental illness, you came to the right show.
0
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Welcome to the club right here for us.
0
SPEAKER_01
I ll speak for myself, Bill.
0
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You re clean.
0
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So what are the, if you were to name one or two things
1
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things that you got initially, and I know it s been five years, so maybe you can t remember, but a couple of things that you got from the podcast that you were able to put into play quickly.
1
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Can you recall what a couple of things would be?
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SPEAKER_00
Absolutely.
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You kind of suggested that this might be something when we start talking about this, so I did some thinking on this.
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And the first, I would say, Brian,
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flew solo and did a podcast in June of 2013.
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I know I m not supposed to do this because you guys don t remember that many podcasts.
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I know exactly what you re talking about.
1
SPEAKER_00
Remind me.
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SPEAKER_00
He s starting to mouth.
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Just for giggles.
1
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Just remind me.
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So the listeners can.
1
SPEAKER_00
So it was all about the inner game and you guys have been talking about it, but I never really understood what it was.
1
SPEAKER_00
And so you went in to the kind of at that time what you guys talked about is the inner game abundance detachment.
1
SPEAKER_00
And I m not going to remember the other ones, but those are the ones that really stood out to me.
1
SPEAKER_00
Oh, intent and expert positioning.
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SPEAKER_00
So that was a life changer for me of like, just really, I kind of just listened to that over and over and over again as I was figuring out how to sell.
1
SPEAKER_00
And that made a huge difference.
1
SPEAKER_00
So that one was awesome.
1
SPEAKER_00
Awesome.
1
SPEAKER_00
The next step I would say was I bought all in and we really, that was early, I think 2015 and just really have spent in some ways the past
1
SPEAKER_00
two or whatever years trying to put that into place and constantly reviewing that and saying, how can we do a better job?
1
SPEAKER_00
How, what can I get from that now?
1
SPEAKER_00
But one of the key pieces there was the idea you had talked about the, the principle of balance and assertiveness.
1
SPEAKER_00
Well, one was principle of balance of feeling like you re not too far forward.
1
SPEAKER_00
You re not creating too much space and not too little space and trying to be aware of that.
1
SPEAKER_00
And then the assertiveness piece, which I think was why I was lacking.
1
SPEAKER_00
Cause you had taught in all in, you talk about how abundance and detachment, if you kind of go all in on that.
1
SPEAKER_00
See, I m even parroting your words.
1
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I ve listened to it so many times.
1
SPEAKER_00
That you can kind of sit back and wait for deals to come to you is what you d said.
1
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And I found that that was a little bit true.
1
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So I ve become more assertive.
1
SPEAKER_00
That was another key step.
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Beautiful.
1
SPEAKER_00
That s good.
1
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Holy good, man.
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I ll mention one more.
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And it s just especially true for us.
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Pick your clients.
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It s huge.
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And I don t know where I got that.
1
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I d love to be able to say in 2012, you did this podcast, but I can t.
1
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It s been such a foundational thing for us, just that if somebody is just really mean or awful in the sales process, I just walk away.
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SPEAKER_00
I don t want to deal with them.
1
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Good for you, man.
1
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That s really, really strong.
1
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See, I think a lot of people would take that pick your clients as a sales process thing or a qualification thing, but I think that s an attitudinal thing.
1
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I think that s all about the mental side of selling and the mental state.
1
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And that s the idea that you deserve to work with people that you have fun with, who get the most value out of you, that you get the most value.
1
SPEAKER_02
It s got to be a aligned mission and shared vision.
1
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And if it s not, then it s not a fit.
1
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And we don t want to be jerks about it, but we can t work with them.
1
SPEAKER_02
And so that s really attitudinal, don t you think?
1
SPEAKER_00
Absolutely.
1
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In fact, I would rather work with someone that was a little bit outside of what we normally target,
1
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that has the right attitude, that is willing to kind of really work with us.
1
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We re pretty collaborative.
1
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And so that s important to us.
1
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That far over somebody that s the absolute perfect fit, but it s just awful.
1
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I ll take that any day of the week.
1
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That s great.
1
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And what I m hearing, and Bill, you hit on it, but I want to reinforce this topic.
1
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I m hearing this from you, Mike.
1
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Some people also take this idea, and they get a little cocky with it on one side.
1
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And they re like, well, you re not good enough for me.
1
SPEAKER_01
The other thing that they ll do is they ll actually talk about the clients they don t want to work with with bad karma.
1
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Well, those idiots.
1
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I ve got a client like this that I struggle with.
1
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And I go down there, and I m like,
1
SPEAKER_01
OK, what s going on?
1
SPEAKER_01
Oh, we re just sitting around bitching about our prospects.
1
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I m like, I just don t think that s a good karmic thing.
1
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So Mike, what I m hearing with you is a really, really healthy feeling behind the words of pick your clients that I m kind of vibing on with that.
1
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So I think that s really good.
1
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And I hope our listeners can hear that, too.
1
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That s not about being cocky.
1
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It s also not about dissing the people.
1
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No.
1
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Saying, well, those idiots, they re a pain in the ass to work with.
1
SPEAKER_01
And it s not that either.
1
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It just doesn t fit.
1
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It s just not the right time right now, whatever.
1
SPEAKER_01
So kudos on that one.
1
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So what recommendation would you have, Mike, of maybe somebody who s a fairly new listener, because you re a vet in this podcast listener space.
1
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How would you recommend people consume the content, what they do with it, how they put it to use?
1
SPEAKER_00
So it s changed a little bit since I started in the sense that there are, I don t know how many more podcasts now.
1
SPEAKER_00
So it was different.
1
SPEAKER_00
When I started, I m one of those people that went back and listened to every single one, probably twice.
1
SPEAKER_00
just really just kind of went through it.
1
SPEAKER_00
And so today I would probably I think you guys have a category on a piece on your website where you can go through and look at some different areas.
1
SPEAKER_00
And I would probably go there and start to look at where am I struggling and how can I get some podcasts that are going to hit more to that point.
1
SPEAKER_00
just to be a little bit more targeted.
1
SPEAKER_00
And I think that would be easier than listening to 500 plus podcasts or whatever it is.
1
SPEAKER_02
You re probably right.
1
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So go to advancedsellingpodcast.com.
1
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And yes, there are categories there.
1
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I think the mental side, the mental state is one.
1
SPEAKER_02
Sales process is one.
1
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Messaging is one.
1
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Just find the ones that you like, and it ll pull up the 15 or 20 and then start there.
1
SPEAKER_02
That s a good idea.
1
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I ll also make a comment that I m hearing from you, Mike, that I think our listeners would be good for them to hear.
1
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The fact that any listener has found the podcast tells you something about them, tells you that they re looking for some help, guidance, coaching, outside perspective, new ideas, things like that.
1
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To take that a step further, though, is when someone like you, when we get these power listeners that call and really put stuff to use to build your own business up, is I listen to episodes twice.
1
SPEAKER_01
I do the drills.
1
SPEAKER_01
I do the exercise.
1
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I buy all in.
1
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I get the tools.
1
SPEAKER_01
And it sounds like, and Mike, correct me if I m wrong, but it sounds like you re doing that.
1
SPEAKER_01
You re kind of going all in on your own just as a salesperson.
1
SPEAKER_01
Is that fair?
1
SPEAKER_00
That s totally fair.
1
SPEAKER_00
In fact, I noticed the difference in my work and game
1
SPEAKER_00
Sometimes I ll just get busy, or we ll sell a lot, and so I m more caught up in delivering.
1
SPEAKER_00
And I ll fall off on listening to the podcast, and I ll find out.
1
SPEAKER_00
I ll catch myself doing things, and I m like, ah, I ve got to get back.
1
SPEAKER_00
And so, yeah, that s absolutely just kind of stay on it.
1
SPEAKER_00
And then, yeah, there it is.
1
SPEAKER_02
I like it.
1
SPEAKER_02
So how could somebody get a hold of you in Denver if they have interest in digital media?
1
SPEAKER_02
What s the website?
1
SPEAKER_00
Um, you bet.
1
SPEAKER_00
So I m obviously on LinkedIn, as you mentioned, and then also, um, our website is inciting marketing and it s inciting, like inciting a riot.
1
SPEAKER_00
We re pretty active.
1
SPEAKER_00
And so that s spelled I N C I T I N G marketing.com.
1
SPEAKER_02
Insightingmarketing.com.
1
SPEAKER_02
We ve been talking with the CEO of that organization, Michael Black.
1
SPEAKER_02
Mike, thanks for joining us today.
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And we appreciate all the hours that you ve spent listening.
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I ve got my hand up.
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Yes, Brian.
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Hey, Mike, can I pose a challenge to you?
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Sure.
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If you ve not already done this, we know we ve got listeners in Denver.
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We know this because we ve met a couple of them.
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Yeah, we know.
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I m going to challenge, Mike, you to be the hub of this deal.
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And I d like to see you gather at least 15 podcast listeners
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in Denver for whatever, so a breakfast, a luncheon, a happy hour, a mid-afternoon coffee, however you want to do that.
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And shoot a picture, take a picture of that, of all 15 of you sitting around the table, and we ll send you a little prize.
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Oh, OK.
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Is that all right?
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We have prizes now.
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Yeah, we have prizes.
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We ve started to stock up.
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We ve announced those.
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We have prizes in the kitty here, and we d like to see you do that.
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Because that just, to us, that gives a great feeling for us, for you all to get together.
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Challenge accepted?
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Absolutely.
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Challenge accepted.
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Me like.
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That s good.
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OK.
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Cool, man.
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All right, Mike.
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Thanks, man.
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Hey, if I find 50, will you come out and talk?
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We can talk.
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Yeah, we can talk.
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We can talk.
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That s good.
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Sorry I put you on the spot.
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No, I like it.
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I love a guy that asks for what he wants.
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That s right.
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That s what we re trying to teach here.
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That s good.
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That s assertive.
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That s you being assertive.
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See that?
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It s coming out.
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I love it, dude.
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It only took two years.
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Well done.
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Well done.
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See you, Mike.
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Thanks, man.
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Thank you.
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OK, thanks.
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Bye.
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So if you d like to be on and featured and have your business featured, we re going to do, as I ve said, once a month over the next few months.
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So send us an email to listener at advancedsellingpodcast.com.
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Tell us how long you ve been a listener and what results have you experienced as a result of listening.
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Have you maybe gone up from number 10 on the stack rank to number two?
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Have you generated more income?
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Maybe it s something that s not numeric, but we want to know what results have you experienced as a result of implementing some of this.
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And if you have any other thoughts on why you want to be on or what you want to talk about, or if there s anything specific that you want to message, you want to get across, that would be fine too.
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But the first two questions are really the main ones.
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I love it.
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And what should they put in the subject line, Bill?
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Let s call it spotlight.
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Spotlight.
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listener at advancedsellingpodcast.com.
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That s the email.
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Put it in Spotlight.
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Answer the two questions.
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What results you ve gotten?
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What was our second email?
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How long you ve listened and maybe how you found us and then what results.
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Yeah.
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How long you ve listened and your results.
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That would be wonderful.
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All right.
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See you next time.
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OK, bye.
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Bye.