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Well, before we start our episode today, we want to welcome a new partner, Cards Direct, into our fold.
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They re a great sponsor.
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They re sponsoring this episode and a lot of episodes coming up.
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And, you know, we always say, Brian, that if everyone is doing it one way, you ve got to do it another way.
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You ve got to stand out from the crowd, and nowhere could that difference be more stark than in how you speak to your clients and prospects.
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Yep, we live in a digital age, but prospects and customers are craving something more personal.
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Greeting cards are the answer.
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As a sales professional, you can do greeting card marketing in conjunction with your digital marketing.
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It s a welcoming, personal way of keeping in touch.
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Cards Direct offers greeting cards for a new era.
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They are custom, can be branded with your logo, photos, company colors and more.
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You can personalize the interior message and upload signatures right into the cards.
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They ll even address and stamp the envelopes for you.
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I just had a couple samples and I love these things.
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You know, I never had greeting cards before and I m finding so many different uses for it once I had these things.
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The best part, the advanced selling podcast listeners can go to CardsDirect.com slash ASP for 25% off your order plus free shipping.
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That s CardsDirect.com slash ASP for 25% off your order and free shipping and welcome to Cards Direct to our tribe.
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In this episode of the Advanced Selling Podcast, producer Travis s hard work and research pays off big time.
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We quote John Mellencamp and a pop act to be named later.
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And we talk about belief release, how to get your head straight headed into 2019.
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Welcome, everybody, to the Advanced Selling Podcast.
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My name is Brian Neal.
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I m Bill Kasky.
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And we are here every week for your listening enjoyment.
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We re glad you re with us.
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If you re new to the show, we welcome you.
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If you re a veteran, we re glad that you ve come back and listened to yet another episode of compelling content for your sales life.
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We have a LinkedIn group.
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If you re not there already, go to our LinkedIn group.
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Just go to advancedsellingpodcast.com slash LinkedIn.
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or just go to LinkedIn and search for the Advanced Selling Podcast Group.
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Great things there.
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And also, Bill and I are on the road.
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I know a lot of you are starting to plan even your 2019 meetings.
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We re going to talk about a little 2019 prep here in a second.
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If you re getting ready for that meeting and you re kind of vetting what do we want to have from a speaker standpoint,
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facilitator standpoint, do you want to bring someone in, please give us an email.
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Shoot us an email, listenerinadvancedsellingpodcast.com, but come see us.
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And we ll just kind of talk to you a little bit about what the program is like for Bill and I to come in.
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And I can guarantee you it s going to be different than any other speaker, outside coach, consultant that you re going to bring in.
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So listenerinadvancedsellingpodcast.com, but come see us, and we ll start the process then.
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Also, we have over the years asked you for listener audios for questions that you send in via your audio on your phone and we are out We are we are out.
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We had a bunch kind of setback and we are ready for more so if you have a question or a comment or something that you think can help our audience
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record it on your phone, and then email the audio file to listener at advancedsellingpodcast.com.
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Typically, I have some pretty high standards for audio.
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But I think now we re going to relax those standards a little bit, because we need to get some in here.
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Because whenever we do these things, we have a lot of comments on how much people want to hear questions and comments from our listeners.
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So we re going to relax the standards.
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So if you re within 100 feet of your phone, that s fine.
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The good thing is,
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that this is being recorded so that when we do get an audio that is junk, I can record you again saying, we can t use this.
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This is disgusting.
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We re not going to have this.
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Put it on a loop.
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And if you listened last week, Brian and I were peering at the iPhone or the Apple TV, and we were trying to figure out what city was on the screensaver.
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And we found out, through some really diligent research done by Travis,
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that if you just tap the touchpad, it shows up.
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And we re looking at Los Angeles, and we re not looking at San Francisco as we thought.
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No.
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And the best part was Travis Googled, how do I figure out what city is on the screensaver?
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And what he got in response was, touch the button.
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That was the trick.
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And when you do, Los Angeles, California drops right in there.
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OK, we re going to start your 2019 planning process today.
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And we re not going to start it like you think we re going to start it with.
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How much money do you want to make?
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What do you want your revenue to be?
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All that jazz.
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We re going to do that later.
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What we re going to do today is have you take a personal inventory of what beliefs or ideas or philosophies that you are holding onto that are in your way to grow in 2019.
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OK?
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So we ve got some things, and this is both from our own experiences and from our clients  experiences, that we think are beliefs that you as a sales professional, if you want to blow things up in 2019, get out of a kind of a, sometimes people want to study like 3% to 5% growth.
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You want to spike that thing up, hockey stick it.
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as they say in the tech world, in the SaaS world.
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We re at the base of the hockey stick.
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But really, you have to start with this personal inventory to figure out what ideals or beliefs am I hanging on to that are, in my opinion, I always say you re dead on arrival with some of these things.
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There s if you don t change those now nothing else can change because our beliefs are so powerful They influence how we think they influence what we do what we say how we say it Yes, and if we don t pay attention to that inventory belief, so I m gonna call this the belief release belief release the belief release is a Wave and we re gonna talk about some of those that you and I have Brian that we ve got a release But I ll be thinking about this for yourself and I bet I know there s five to ten you re going to come up with after this episode
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There s no doubt.
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This is a great exercise to do.
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Coffee shop, earbuds in, real reflective exercise.
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The belief release.
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Yeah.
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Which makes me think of Dream Police.
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I don t know why.
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That s a song by Cheap Trick.
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It s alliteration.
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Dream Police?
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Love it.
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Belief release.
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Here we go.
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Ready?
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You go.
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Belief number one that many of you have, and I know this, and you ve got to let this one go, is that your territory is maxed out.
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I ve done all I can.
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I know all the customers.
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I know who s got what.
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And you just head into 2019 believing that your territory has grown as big as it can grow.
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Because you know everybody.
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You know where the competitors are.
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Just sit back and think about that thought for a minute.
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My territory is pretty much maxed out.
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You re dead.
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You might as well not even show up.
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You might as well just get a computer, get someone to babysit the territory for you, because you re dead on arrival.
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So you ve got to release that before you re able to figure out, how can I grow within a territory that might be maxed out?
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You ve got to release the belief that it is first.
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I had a chance to sit and talk with a person who is a business partner for one of the sharks on Shark Tank, which is a series here in the US.
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I can t remember the one in Britain.
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There s a version of it there.
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But Shark Tank, if you re not familiar with it, is where people can invest.
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People that have startup companies come in, and they present their company, and they re hoping for investments from the sharks.
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And the sharks just tear them apart.
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with questions and observations about their business.
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Anyway, this guy who s a business partner with one of these sharks said, I said, what s a skill set that
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that somebody like you and your people have, where you look at a business, and he said, it s real easy.
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The skill set that we have to have is what s possible.
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It s not what s your pricing, what s your value, what s your profit.
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He says, all that stuff we can take care of.
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The question is, is if we can t look at this product and say, this is doing $5 million a year, it should be a $500 million product.
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and we can t put some narrative behind that, then we re always guessing.
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So the skill of looking at something as it could be, not as it is, is a huge skill.
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Beautiful.
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So that was one of mine, so you can go back to yours.
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Yeah, thank you.
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Appreciate it.
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You re welcome.
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You re very welcome.
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Here s one I m hearing a lot.
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This is also popular in the tech community, but I m sure everyone deals with it, is salespeople that believe their clients only want to see something new
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And you don t have anything new to show them.
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So you don t have anything, right?
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Well, my clients want to see something new.
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And I don t have anything new.
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So they re not interested.
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And you are a complete prisoner then to the company that you work for and their ability to produce products.
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You have to see there s value in what you do outside of just the product itself, first of all.
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And secondly, the product that you do have, if you start to believe that also, we got something new.
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We get the same old thing.
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It s been, you re dead on arrival again.
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You know that your energy is going to be off.
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You re not going to believe anything.
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You re not going to believe what s possible, because you re going to start to buy into the same idea.
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You ve got to let that one go.
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Let go of the fact that all your clients want is a new product.
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And it s funny, because the people that this is happening to or listening to this are going, oh my gosh, he just read my mind.
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Because you know that that s how you think and believe.
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And you ve got to let that go ahead into 2019.
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Yeah.
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Here s another one that I have been guilty of, so I m going to come clean on this, is that sometimes when I introduce or we introduce a product here at the podcast or other people that I m working with, is that we say, well,
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It s a product that goes right along with what we re already selling.
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So people are going to buy it.
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I mean, we re selling them these five things.
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They re surely going to buy this one from us.
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And that belief is so wrong, because if we don t do the necessary background work and understand, well, what problem does this new product solve?
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Forget about whether you sell them five
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And you can sell them another one because that s a weak way of thinking.
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So you ve got to really say, when I m launching a new service, a new product, maybe you re an accounting firm or a software company, you re doing some add-on sales stuff, don t just assume that people are going to buy it because you re awesome on the other stuff.
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And I ve got a client actually who s going through this right now.
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They ve got one business that s very successful, but he s getting ready to oversee the launch of a new product.
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And my advice to him is, don t just assume people are going to buy it because of the brand.
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No.
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And so, you know, what do you need to know?
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You need to know things like, what are the circumstances we re selling into?
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What are the pains and problems?
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How is the product going to help
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the customer achieve an amazing objective?
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How s it going to transform their lives?
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All those things.
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So don t be, what s the word?
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Not complicit, but don t be naive.
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Naive.
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I know what that one means, I think.
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I can t spell it, but I know what it means.
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What was the one that you didn t know last week?
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Buttressed.
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Have you used that in a sentence?
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I have not.
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Because you should always use words you learn.
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What s the origin?
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Buttressed.
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What s the root word?
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Rest.
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Butt.
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Butch.
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It s like fortress.
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It s like a fortress.
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You like that better, don t you?
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Fortress?
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Teach the fortress to your kids, not the buttress.
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Because they ll have too much fun with that.
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There s too much Beavis and Butthead.
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I m to the point now, though, where I m going to encourage my kids to watch Beavis and Butthead, because they ll finally get it.
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Because they re in that junior high realm, too.
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That s true.
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I m going to quote our favorite Hoosier rock and roll sun.
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We re proud Hoosiers here at the Advanced Selling Podcast from the heartland of Indiana.
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And our number one rock and roll sun is?
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John Mellencamp.
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John Mellencamp, who s going back on tour, by the way.
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Is he?
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Starting here in the fall.
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And I m actually going to go see him in my hometown of Evansville in March.
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He wrote a song called Now More Than Ever.
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Sang a song, performed a song called Now More Than Ever.
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This is a belief you have to let go, because it s creeping in, is now more than ever, price is what matters.
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Now more than ever, people know everything.
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And they got all their research done.
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So really what they re concerned about is, can they get the best deal from you?
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And so many people I observe start to buy into that and believe that because the research is there.
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So I can go on Google.
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I can look around.
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I can price compare shop and that sort of thing.
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And you cannot buy into that idea that that s all it is because that can be part of it, but it s not going to be to the level that you think it is.
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You ve got to let that belief go if you re going to head into 2019 in high growth mode.
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I got price written down here, too.
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We ve got to get past this notion that price has anything to do with the sale.
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It doesn t have something to do, of course, but it s not everything.
1
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And so it s way down the road.
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So I had one next to that, which is, what s the value of your value?
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We throw the term value out around a lot.
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Well, we ve got value added.
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We ve got value services.
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We re a high value operation.
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They really want more value.
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Well, that word means nothing.
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It means nothing until you define it.
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So I like to think of value as value.
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Something is valuable to me to the extent that it solves a problem for me or it takes me to a new place Emotionally or physically it s transformative in some way and if your solution Helps someone do that either solve a problem or take them to a new place and pleasure you bring enormous value But define the value stop a little bit if you re having trouble with price, it s probably just because you haven t defined the value Well, correct.
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There s no doubt about it.
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Yeah, and
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And you have to define it for yourself, which I think is what you re saying.
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This is the belief that you have to get the belief out that you re worth it.
1
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Yeah.
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How can you communicate your value to another human being if you haven t resolved it for yourself?
1
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Baby, I m worth it.
1
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Was that Fifth Harmony?
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Travis, I got to look at Travis.
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That Fifth Harmony?
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Baby, I m worth it.
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I think it is.
1
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Fact checker Doug, it s time to call Doug Drozen on the pop music fact check.
1
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Baby, I m worth it.
1
SPEAKER_01
Okay, I m out.
1
SPEAKER_00
He sits by his phone every episode waiting just in case the call comes in.
1
SPEAKER_00
I got this one.
1
SPEAKER_01
The call came in for Doug.
1
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Doug thought he was retired.
1
SPEAKER_01
Nope.
1
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Got to come out.
1
SPEAKER_01
Dust off the fact-checking machine there, Doug.
1
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Check me on.
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I think it s Fifth Harmony sings, Baby, I m Worth It.
1
SPEAKER_00
Anyway, if you want to have us out, I think Brian mentioned it early, send us an email to listener at Advanced Selling Podcast, subject line, come see us and we ll get the ball rolling, start it up.
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SPEAKER_00
And also, if you have a question or a comment, make sure you record audio and send it to us to listener at advancedsellingpodcast.com and your life will change because you ll be famous because you ll be on the air here at the Advanced Selling Podcast.
1
SPEAKER_00
And it does, we know this.
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See you next time.
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Bye.