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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast.
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I m one of your hosts, Bill Kasky.
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I m the other host, Brian Neal.
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We are broadcasting here virtually, although that s about to change, although we should not tell our governor that.
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But we re going to get together here.
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in the next few days and get back to our face-to-face recording.
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But today we are virtual and we re glad you joined us and as you know by now we come to you every Tuesday and Thursday during this crisis.
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We ll be going back to a once a week here within the next couple weeks but
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We want to give you all of our best stuff and we are talking a lot to clients and prospects ourselves.
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And so we just want to share with you some of the things that we re learning and we re seeing and they re working for our clients.
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So welcome to the show.
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Yep.
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Good.
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We re hosting another free zoom call.
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This is going to be a coaching call.
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So we sat back after a while we had, we had sold out the last one.
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We had over 500 people registered for our last zoom call and we said, what can we do to make this thing even better?
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So we are going to actually do a live coaching session.
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So this is a timestamp thing.
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So if you listen to this, you know, in, in June of 2021, you missed it.
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And surprise, there was a big COVID epidemic.
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I ll tell you all about it.
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We ll rehash it all.
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But on Friday, May the 1st, 2020, 4pm Eastern Time, Friday, May 1st,
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2020 4 p.m.
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Eastern time.
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We re going to do a podcast zoom call.
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We re going to do a coaching call.
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So we re actually going to coach a listener through a live deal through the midst of the global pandemic.
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And, um, probably do a couple of those actually on this call.
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Really good thing.
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Um, so you can register for that.
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If you re on our email list, you need, if you re not on our email list, you need to get on it.
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You get on the email list by going to ultimate pregame.com.
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Is that correct?
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Bill?
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I believe that s correct.
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Um,
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And once you re on the email list, you can get the invite.
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And then you follow Bill on LinkedIn, follow Brian Neal on LinkedIn.
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And we re also going to post some videos for the links in there too.
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But if you want to get a hear what it s like to get coached by me and Bill, it s going to be live and real and real deals, real people.
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So it s a fun thing.
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Coaching and cocktails of cocktails is your thing four o clock on a Friday.
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So be it or coaching and coffee.
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If you re on that side of the fence, either way, we ll see you.
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Or what about coaching at a Cohiba?
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You were looking for something for me, aren t you?
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Exactly.
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Cohiba s good.
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Yes.
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Cocktails, coffee, and Cohiba s.
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Are you allowed to smoke in the house, Bill?
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Are you kidding me?
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Are you kidding me?
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I m not allowed to smoke on the property, let alone in the house, but now I m, I m going to find a special spots for Bill to enjoy a big studio.
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Can I come over to your studio?
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Yeah, we can do that.
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Yeah, sure.
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Smell of the cigar.
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You just don t like them smoke.
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blown in your face.
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Exactly.
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I actually do.
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I love the smell of a cigar.
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I actually love it.
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Especially a good one.
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Hey, here s a question for you.
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It s like a scruples question during this whole epidemic thing.
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I was in a socially distanced carry out restaurant.
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So everything everything was going great.
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There were minimum of a maximum of five people in the restaurant.
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And the restaurant was really backed up.
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I felt bad for the people as they were making food.
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They re way behind.
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And this one guy was waiting for his food.
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He s really pissed and they forgot his stuff.
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And the guys run around the worker, you know, doing stuff like he s doing this, he s making drinks, he s doing the cash register.
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And he didn t change his gloves.
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And I didn t notice this.
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But the guy watching said, Sir,
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you ve got to change those gloves.
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This is the customer said this to the restaurant guy.
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He said you he goes, you ve handled money, you ve handled the cash register, and you ve handled the cups of you know, things like that.
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He never touched food, the guy never touched food.
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And then he asked for all of his money back and canceled the order and wanted to get the manager s name.
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And they all apologize for being backed up.
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He goes, it s not because you re backed up.
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It s because of sanitation issues.
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I thought, okay, to each his own.
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That s cool.
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But I m like, I m not that, uh, if you want to play that game of watching when you touch and what you touch, if I follow that dude home, I can point out the same thing to him, right?
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Like he touched his phone and then he touched the counter or he touched the handle.
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And I m like, I didn t think it was his place.
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And these poor people were working their butts off.
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They re there as a service to their customers.
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Now they probably have to work and but you know, they have a choice.
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I know, I know.
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I just thought it was mistimed.
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This isn t the time these poor people as a young kid, you know, and every every worker apologized to this guy for being late and he still didn t matter.
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He said it doesn t matter sanitation issue.
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I m like, and then you know what, then if I told you the name of the restaurant, you d be like, dude, if you re worried about sanitation, don t go to this.
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It s like not a real fancy place.
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You know what I mean?
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Yeah.
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Like, come on.
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It s not the kind of place you expect that it s not white tablecloth type of place.
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Anyway, I m surprised, of course, there weren t that many people in line, probably because of distancing, but I m surprised somebody didn t stick up for the workers.
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I know you probably wanted to.
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Oh, totally.
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And again, I just didn t feel it was my place.
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And then I didn t want something bad to happen to my food.
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So yeah, but if you were sticking up for the work, yeah, I just didn t think you know, yeah, people are people are, they re uptight.
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They are.
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They are.
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They are.
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I m trying to give people a pass.
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It s hard for me to do, but I m trying to give people a pass when they misbehave like that.
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That s kind of uncalled for.
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I mean, I felt so.
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especially with these guys just, you know, and everyone, I really like how the workers handled it.
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None of them got upset.
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They were, they were young.
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Two of them were like, yeah, that s nice.
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That s nice.
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Okay.
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Topic today.
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So we re going to get into how to show up.
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If you, if you are in a coaching session with us or with, if you have a coach in your company or an external coach, how, how should you,
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show up so that you get the most out of a coaching experience.
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Coaching time, on the phone, virtual, whatever.
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And so Brian and I have each listed off, and we have not talked about this beforehand, three things, three or four things that we think you need to be keeping in mind when you re coached.
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Now again, we re doing this because we want to help you so that if you are one of the chosen people to be coached on Friday,
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that you ll be better able to accept some of the counsel that Brian or I have if we have anything worth anything, which I think we will.
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But you gotta show up with the right state of mind.
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So do you wanna go first and give it a shot?
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Yeah, so I thought I ve got three things here that I think are the critical elements for a coachee, as we call them sometimes, to show up to get the most out of a coaching session.
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So here s my first one, which sounds a little counterintuitive.
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I think you need to show up selfish.
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You need to show up selfish.
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And what I mean by that is you need to show up looking, seeking advice from your coach.
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If you re getting coached from a deal, you ve got to flip into a mindset of wanting to get different perspective,
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new idea, different angle you didn t think of, versus the opposite sometimes, which people feel like they show up defensive to a coaching session, or they want validation that they re doing a great job.
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So defensiveness and validation have no place.
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Selfishness for new ideas are, the coachee should press the coach
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for the advice and for the input and for the new idea and that sort of thing.
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Like, help me through this, if that makes sense.
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And I think that s a unique, most people left alone don t show up like that.
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Most of them will show up either with a sense of defensiveness or a sense of looking for validation, that they want to be told they re doing something right and in the best way possible.
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Okay, so I m going to I m going to ask you a question here, which is kind of one of these mind bender questions.
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And that is, let s suppose that someone listening is actually getting coaching from someone, maybe it s a manager, maybe it s an external coach.
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And that coach is not calling them on that.
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So in other words, I m going in to see my coach and talk about a deal.
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And
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and I am defensive and I can feel I m defensive and my coach is not calling me out on that.
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Is that a bad coach?
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We re gonna do a coach episode next time.
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I don t know.
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Is that a bad coach?
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That s more of a coaching.
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But if I m the client and my coach is not calling me out on being defensive, seems like that s a bad coach.
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This is all we re going to talk about this next episode.
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This to me is about the setup.
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I think it s up to the coach to set the thing up, right?
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That s part of that.
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And then if that s not happening, I always, I like to put it on the coach though.
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I always like to put it on whoever side of the fence I m on.
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So is that a bad coach?
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Yeah.
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But is it like the, I don t see it as the coach s responsibility.
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to call out the coach.
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Yeah.
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Yeah.
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And is that a bad coach?
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Yeah.
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I mean, bad, strong word.
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I don t know.
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Yeah, I know.
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Bad is a little judgment.
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Okay.
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Here s my first one.
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When you do interact with your coach and you have a situation, let s just say it s a deal, deal strategy.
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That s what we re going to be working on a little bit on Friday is I think it s important you set the stage properly.
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You
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were really detailed about the situation, the circumstance, how you got there, how you feel about it, what the customer said, specifically any words you spoke on the way through it that might be part of the issue.
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But I find that when
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The really good coachees are good at setting the stage.
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Bill, Brian, let me tell you about this client.
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And it s not 30 minutes worth, it s a couple minutes, but it s enough so that the coach has a real good understanding of why you re in this predicament if there is a predicament.
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So set the stage thoroughly with your coach.
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Number two.
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Number two, clearly thought out problem.
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In fact, Bill and I when we do coaching, we have actually a form that we ask our clients to fill out when we do we do some of you listening for a while I ve heard of the deal work studio where we re actually working with teams as a team doing kind of team coaching.
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But in that program, we actually require that our clients fill this coaching form out.
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I don t know if we re going to force that far for our coaches this Friday, but you ll see when it s well thought out, it makes the whole process way more efficient.
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And you ll see as a salesperson, if you write out your problem before you go to a coaching session with your manager, sometimes you don t need the coaching session.
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Absolutely.
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You like find your way to the answer, you know,
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Or it s one repetition of the working through it that allows the second repetition of the working through it with a human being to be much more productive.
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Absolutely.
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I ve got a client who I do some coaching with, individual coaching.
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I don t do a lot of it, but I do with more high achievers and CEOs.
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And I had her fill out like a, this is like 15 questions, took her probably half hour, 45 minutes to do.
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And the first call she said, frankly, I kind of feel like just the process of going through that was helpful.
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So, if you haven t written these things down or if you re with an external coach, I think it s really important to get clear and have a questionnaire that you fill out if the coach provides that.
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But I think that s really good.
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Yeah.
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Did you have a third then?
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Because you kind of one-upped me on that one.
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Do you have a third?
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I didn t one-up you.
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I said, hey, I didn t one-up you.
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Just kidding.
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That was wonderful.
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That s I love it.
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On the third thing, this to me is my biggest pet peeve of a coachee.
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And everyone says they have this.
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And then my experience has told me they don t.
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And the people who outperform others tend to do this without being even talked about told.
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Okay, can I guess what it is?
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Is that it?
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Commitment to follow through?
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That wasn t what I m going to say.
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But yeah, but that s what I remember.
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Well, oh, is it really?
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That s my number three commitment to follow through.
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Yeah, that s so funny.
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We didn t talk we didn t compare notes.
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And what I tell and I ve got a couple even I can think of in my mind.
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And it s it s funny.
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This is a weird word.
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But I say they re my favorite people to coach.
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And the reason they re my favorite people to coach is because they follow through on just about everything we talked about.
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And
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it doesn t all work.
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That s the main thing to remember to just because they follow through on it doesn t mean it worked.
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Nothing s magical.
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But they at least can come back and say, Hey, I did what we talked about.
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It didn t work.
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I m still stuck.
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Let s go back and try something different.
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And they keep showing up that way.
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But they always do.
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And I ve got another client that is not a client anymore as of two days from now.
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And I ve never met a person who doesn t follow through more in coaching and has all these excuses and hasn t sniffed quota and is struggle, struggle, struggle, struggle, excuse, excuse, excuse, excuse.
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Every time I go back to her and say, did you do this?
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Well, no, but here s why it s that.
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And guess what?
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Not even close to quota, not even close to quota.
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Like not even like, you know, president s club, like not even close to quota.
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But I think that is pretty typical is the people who struggle, it s harder for them to accept coaching because there s a reason they re struggling in the first place, which probably has something to do with their lack of openness to coaching.
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So it s kind of a self-fulfilling prophecy.
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My number three or my number two was just dropping your ego.
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I think we,
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I think we get attached to the way we re doing things.
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And I go to Brian, and I say, here s my situation.
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And Brian says, well, you need to go do this at some point, maybe not right up front.
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But at some point, we conclude this is the best course of action.
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And then I start to say, well, you know,
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Well, I m not going to, that s, that s not me.
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That s not who I am.
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I mean, I can t, I can t say that to somebody, but you don t bring it up with your coach because you re a little bit squeamish about it.
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So then you just don t do it because your ego gets in the way and high achievers, highest of high achievers.
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We think we look at sometimes their attributes and we say, man, that lady, that guy has a huge ego, but really they don t.
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When you start coaching them, you find that they re open to everything.
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They re open to anything.
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They re like, I m game for anything.
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What do you think?
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And it s interesting how the ego appears on the facade.
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But really, deep down, some of these highest achievers have no ego.
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They re not attached to what they ve done in the past.
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I even see some of them operate that you don t see if they almost operate out of fear sometimes of going backwards.
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They re like scared to death to lose or scared to death to move in there.
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Like, Oh, I got to keep going.
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I got it.
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You know, I m going to get caught, like caught, like from behind and I keep some running.
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It s an interesting thing to watch.
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So if you are on our email list, you will get a couple of emails this week.
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This podcast comes out on Tuesday, I believe, April 28th.
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So you still have a couple of days.
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We ll also be, as Brian said, doing some videos and promotion on LinkedIn, but we want you to attend.
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It s free.
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It s comp.
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And we re going to be coaching a couple, maybe two or three people through some scenarios that they specifically have on our call on Friday.
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So make sure you get registered.
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We got almost a hundred people right now.
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We re probably going to cut it off at 500.
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So make sure you get in.
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And we can do cocktails, coffee, or what is the, what do you call them?
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Coquibas.
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Coquibas, which are really, really fancy, expensive cigars.
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Yeah, Cuban.
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Which we can t get them here, but.
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All right.
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See you next time.
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Bye.
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Bye.