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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in podcast history, taking you through the pandemic.
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My name is Brian Neal.
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I m Bill Kasky.
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You re your co-host.
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As always, we re glad you are here.
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This is episode two of the week and the eve of our live 3Cs coaching session, Cocktails, Coffee, or
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Cohibas.
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I got to write this down.
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You re going to have to get to it.
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It drove us to say the wrong word.
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Exactly.
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Well, it sounds like a fish.
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It sounds like a fish that I would order.
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I would like, is your Cohiba fresh caught?
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Is it line caught?
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It is.
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It comes from Cuba.
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It comes from Cuba.
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I m going to go with the grilled.
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I m going to do grilled Cohiba with a side of a mango salsa.
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It does, doesn t it?
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It does.
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It does.
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I love it.
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What is a fish?
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There s a fish that sounds like that.
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Cobia?
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Cobia.
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Is there a cobia fish?
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There s a cobia fish, there s cod.
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There s some fish that I feel like sounds like it.
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Well, how do you know cohiba is not spelled with a K?
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It might be, exactly.
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See, you have no idea what I m talking about.
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There s no doubt about that.
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So we re doing a live coaching session.
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Now this is coming up Thursday, so tomorrow.
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So if you listen to this later, you re gonna miss the session.
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So the date of the coaching session, this is a live coaching session with me and Bill, free for you guys, all you listeners, Friday, May 1st, 4 p.m.
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Eastern Time.
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Go to the website, advancedsellingpodcast.com, register there.
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You re gonna hear us coach two or three people live.
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We re actually selecting from you, so you can submit if you want us to coach you on a deal.
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there ll be a place for you to do that.
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And you give us your question a little bit about your deal.
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We re actually going to pull two or three members up from the audience and coach them live.
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So that s a Friday, May the 1st, 4 p.m.
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Eastern time with a cocktail, a coffee, or a Cohiba.
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How d I do?
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Very good.
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You learn quick.
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That one took nine times.
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It s so true.
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So if you want to register, if you re not on our email list, you might not be getting the emails, of course.
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So you can go to advancedsellingpodcast.com at the very top strip.
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There s a yellow or green.
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I m colorblind, but it s a bright color.
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And it will have the link to the registration box.
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So make sure you go there, advancedsellingpodcast.com, and register for the program 4 o clock Friday Eastern.
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Love it, love it, love it.
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Cool.
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You know, the whole idea of coaching, and we did our last episode Tuesday, Brian, on how to show up and be good at being coached.
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Today we re going to talk about how to be a good coach if you re a sales leader, or if you re a salesperson and you coach other people around your firm.
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There is something that happens when you are listening to someone being coached that s different than if you just hear Brian or I answer questions.
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It connects with people at a different place because probably, I d say almost 90% of the time, if you hear someone lay out their situation to be coached on,
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it s probably got some similarity to things you re going through or have gone through or will go through.
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So there s a, I think there s a certain amount of connective tissue that occurs when you listen to someone being coached that you can apply almost immediately to your world versus just a lecture series where someone s going through a PowerPoint.
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So
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That s the reason we wanted to do this for you is we think it s going to have a whole lot more impact.
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We think last couple of webinars we did were good, but we want to take it a little bit deeper and have you hear us coach somebody.
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I think it s going to be helpful.
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It s going to be really good.
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And today s episode, we talked last time about how to be a good coachee, which is the salesperson who s being coached by their manager.
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How do you be a good coachee?
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Today, we re going to talk to the sales managers.
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And so for you salespeople, we think your boss could use a little help in the coaching
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world forward this to them.
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If you think your boss could be a little bit better coach, that d be interesting.
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That wouldn t build with say, Hey, take a listen to this.
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Maybe you can learn something, pal.
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I wondered, I wondered how you were going to coach them.
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Maybe I shouldn t, maybe I should retract that statement.
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So this is about, this is for the sales manager, sales people, good for you to listen to also, but this is how Bill and I would coach a coach, how we would say and how we really work hard to try to show up and conduct coaching sessions, which we do all day every day.
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So go ahead.
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Coaching is, it s an, you know, I never had any kind of formal training in it.
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I don t know if you did in coaching.
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It just kind of came to us.
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And I know you and I work together a lot and we, we, we look at situations similarly and we brainstorm, but I have never had any kind of official credit accreditation or schooling on it.
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But you learn pretty quickly what works and what doesn t.
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You learn after a lot of reps.
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And we ve had thousands of reps at this.
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So it is not something that s an art that you can t master.
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It just takes a lot of repetition to get to the point where there s probably not anything that Brian nor I would hear that would cause a stumping.
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It wouldn t stump us.
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No.
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Now, some of the language might or your industry might, but in terms of situations you bring to us, probably nothing.
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And that s just because not because there s magic here.
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It s just because of the reps.
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Yes.
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Yeah.
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And because you ll see, as Bill and I talk, there s a little bit part of the coaching.
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process, like my one of my gurus that Bill and I both like Wayne Dyer, who we both got to see speak one time, he always used this phrase, it s in the room.
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That s what Wayne Dyer would say that before he went to give a big keynote speech with, you know, 5000 people instead of worrying about a slide deck and is this opening right being on cue, he would just like focus and
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meditate on, it s in the room, it s in the room.
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And I think we both Bill and I both believe that to be true, too.
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We don t just we just don t put any pressure around the process in coaching.
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So that that s not on my list.
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But that might be something for coaches to think about, you know, that s good.
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Yeah, trusted.
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So
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Yeah, so we have three or four each.
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Go ahead.
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You want to go first?
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Sure, I ll go if that s okay.
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Let s see.
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So this kind of leads into that.
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So the first one I talked about energy first.
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Coaches need to prep their energy.
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One of the problems that coaches have is they tend to run really tight schedules during the week and the day.
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And they oftentimes are running into a coaching session from another meeting or another coaching session.
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And it s really important, especially if you re in that mode that you either a you know, sparse your coaching sessions out so you have some time, or have a mechanism that s quick, almost like a meditative thing where you get your energy square before you go into a coaching session.
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So the first is energy first is rule number one on my list energy first that you as the coach have got to understand how you re showing up in with your energy in the process.
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So good energy preparation for me and what I try to coach my coaches on.
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is we coach with humility.
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We trust the process.
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We coach to understand.
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We re not coaching to point out wrongs.
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I m not coaching to criticize.
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I m coaching to lift up.
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I m coaching very, I m open and direct.
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I m not worried if I say something s going to hurt someone s feelings, and I m not trying to hurt their feelings.
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So I also wrote down no expectations next to that kind of a thing that one of my coaches coached me on.
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Um, have no expectations.
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I think sometimes we walk, we walk into a coaching session with a loaded gun.
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I don t think that s a good, good energy to carry with you.
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No, not at all.
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Those are all, those were like five, uh, gems.
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They re all wrapped up.
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No, they were all wrapped up into one.
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Um, can you go through those again?
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There was a lot there.
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All I had was energy first written down.
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I just started talking.
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So,
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Okay, you re just rapping.
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Yeah, just rap.
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I m freestyling.
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That s what we call it in the 80s.
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Yeah, we re freestyling.
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Stream of consciousness, Brian.
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It s a good thing.
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Yeah.
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So as you, I have modified mine a bit since you, you gave me that.
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No, seriously, I have, I m going to, I m going to put one in front of my first one.
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And that is who, who the coaches matters.
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I think I m getting choked up.
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I just had a frog in my throat.
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Who the coaches matters.
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And I think
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Like you said, Brian, who are you as you are entering into this coaching interaction?
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Are you calm?
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Are you clear?
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Are you confident?
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Or are you disheveled and you ve got stuff on your mind?
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Because if you re a coach and you re entering into these situations having 17,000 things on your mind and your life sucks, you re not going to be a good coach.
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You re not going to be able to show up in a way that brings out that person s best.
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And I think that s, I work with sales managers a lot in terms of the, you know, just leadership skills and that whole idea of, well, forget about your people for a minute.
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Who are you?
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Who the hell are you?
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How are you showing up?
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I don t mean who the hell are you to be doing this?
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I mean, how are you showing up and are you really bringing your best game personally to the table so that when
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So you re more receptive to what the person says and therefore your advice is much better.
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So I think that s kind of a side A or side B to yours is it matters who you are as a coach.
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It really does.
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And if you re not in the game, you re not going to be able to help your constituent.
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C s are wild this week.
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I wrote down three C s that you just said, calm,
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clear, confident, because we re having cocktails, Cohibas, coffee, coaching, where we ll be calm, clear, confident, and I added a fourth one, conscious, conscious.
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How much fun are we having now?
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You re taking it way deep.
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You know why this is interesting to me is because there s a C word going around that I have not said and refuse to say.
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I will not say it.
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No way.
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I know what it is.
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You know what it is.
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And I m not going to say it.
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So that s the word will not do not gonna say I m gonna do a video on it.
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Don t drive me nuts.
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Okay, so I just kind of gave away my second one I put down here.
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Stay present.
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Stay present.
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And I find sometimes and I have to work really hard at this in the coaching.
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When you ve had a lot of reps coaching, mean a lot of repetitions as a coach.
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you can kind of see where deals go.
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So you get asked the question.
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And you get a deal set up and say, Well, here s what s going on.
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I m talking to this person there.
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And you know exactly where it s going.
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You ve been there 100 times, you know.
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And that doesn t do the coachee much justice.
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If you leave in the moment, you go, Okay, yeah, blah, blah, blah, blah.
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Okay, here s what you do.
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Because you ve answered the same question 1000 times.
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When I think of like, Broadway actors who I hope get back to work really soon, you know, Les Mis or any big play that s that s been on Broadway for years.
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The one time I fly to New York and go to the Broadway play, it better be good that night.
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Right.
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And these actors have done these plays thousands of times over and over and over.
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And yet the one time I see it, they better be on.
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So you owe it to your coachee to stay present and let them go through their own process versus letting your brain disappear on them in the coaching session.
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Stay present.
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That s good.
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Number two.
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So it looks like our first three have really been about the coach s presence and state of mind and state of psychology.
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That s good.
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Yep.
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My second one, number four here in the series is I always assume
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And this is maybe not right, but this is the way I do it.
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I always assume that the solution to the coachee s issue, whether it s a deal strategy or whether it s a frustration of not making quota or whatever, always begins on the inside and shows itself on the outside.
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you know, if somebody comes to you or I and says, Bill, Brian, you know what, this is great.
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I m going to be on the coaching call Friday.
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Here s my problem.
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I just don t have enough prospects in the pipeline in the funnel.
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It s easy to rush to well, you got to make more calls, you got to create more content, you got to do this, you got to do that all external things, but I think a coach is worth his or her weight in gold.
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if they point out the internal factors that might be at the heart of this.
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And it could be something, and you re gonna laugh, but sometimes we don t believe we deserve to earn a half million dollars a year, and so we don t prospect because we re happy with 50 grand a year, and we blame it on the market, and we blame it on the,
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website, we blame it on the all the crap that we can blame it on that, but are all external factors when really, it was because our self worth was so low, we didn t have the we didn t have the, the own to get us over the hump to do the things that we need to do because we have a deserving issue.
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So that s just one example of
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But it s always an inner.
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I don t want to say that, Brian, because I might offend somebody, and then it ll take me back to childhood when I got rejected and put in the corner.
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Whatever those things are, all those childhood traumas and all that inside garbage, and we all have it.
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We all have it.
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You and I have talked about it.
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I got it.
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You got it.
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We all have it.
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But if that s not being addressed by the coach, then you re not going to get sustainable, blossoming growth because there s always that muck down there in the middle that won t break free.
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So as a coach, I always feel like, yeah, you can work on the external stuff, but you got to work on the inside too.
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Yes, that s great.
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And that I would tie that one back to your first one.
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You talked about the, who is the coaches got to examine their own stuff, right?
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And then their version of what you re talking about.
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Um,
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Because if you don t do that, you re going to show up to the coaching session again, loaded up to, you know, point out wrongs and flaws and something else.
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And to immediately rush to, well, here s what you say.
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Well, here, here, just go say that.
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Go do this.
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And that s not always the answer.
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Okay.
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So this one s going to leave me, this is a statement and a question.
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The statement is, if I m giving coaches advice, which we are today, I think you need to leave every coaching session with precise instructions.
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precise instructions, you should know exactly what to do, or what s going to happen or what the person is being held accountable to very precise, not vague, like, yeah, you know, you just, you know, keep working on your conversations and keep working on your questions.
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And you re doing great.
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Not that that doesn t help me.
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Instead, what I say is, here s what I want you to do.
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The next time you re in a call,
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And I want you to count the number of questions you ask, whatever that number is, I want you to average it out.
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Then I want you to add 20% to it.
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So if you average eight questions per call, I want you to, 20%, I just want you to ask 10 questions per call on your next five calls and report back to me.
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That s a thing.
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So that s a very, very measurable desired outcome sort of thing.
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Precise instructions.
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Here s where I so that s my, my, my, I like that.
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So here s the question, though.
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It s the old proverbial biblical, teach a man to fish or give him a fish.
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And I know that s a debate in coaching.
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Some coaches think the philosophy of you re the guide, let the person figure it out.
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You re the Zen master, you re the Yoda.
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You have to let them figure out their own problem.
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I coaches take pride in that.
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Well, I m not going to give an answer.
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I m gonna let them figure it out on their own.
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And I hate I do.
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I philosophically understand it.
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And I like I get what you re saying.
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People want to be told what to do.
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And they need to be told what to do.
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They don t know what to do.
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And so I think we owe it these days to be more practical in our coaching to say, here s what you need to do.
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and give them the instructions.
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That s my, so, but that s a debate, right?
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People say, well, you know, I don t, I don t give them the answer.
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I m like, why not?
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Like, that s what they, you know what I mean?
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Like if you watch the NFL coaches, you know, they go to the player, uh, no, you re right.
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It s on the 30th.
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You re right.
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It s got to hit right on the 32 seconds after you re going to be, you know, it s going to be elite intellectual man downfield.
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They say exactly, they tell me exactly what to do.
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They don t say, well, try it out.
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We ll take a look on the film.
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You know, after we cook, you don t need to call back a touchdown.
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They don t do that.
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No, I agree with you.
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I, I even get annoyed with podcasts that I listened to where, where the guest does not give anything that s instructional or tactical or usable.
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It s all platitudes.
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Don t, if you re coaching people, don t coach in platitudes.
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It s not helpful.
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I ve got a client who s a large company, a large telecom company, and I m doing some work with them and kind of helping them create some training.
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And the lady who was in charge of it said, don t give us platitudes because I know if you re going to change behavior, you ve got to give people the behavior that you want them to change to.
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They can then work it out in their own mind.
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You know, does this sound better with a V or an N
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or an end, or a me and you, or you and me, they can figure all that stuff out.
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And so if you re a coach, or if you re a coachee, this kind of goes back to that, and you leave a coaching session, you re about ready to leave a coaching session with an assignment where there s no instruction, there s no tactics, don t leave.
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Amen.
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Coaches.
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Amen.
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Don t let someone walk out of your office without knowing the thing.
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And so my final one there is kind of similar.
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play it out.
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So if I m a coach and I say to you, Brian, here.
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So based on what you re saying, here s a thought.
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I want to give you some language tracked here to go on and then we can talk about it.
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Have them play it back to you.
1
SPEAKER_01
So Brian, you heard what I said.
1
SPEAKER_01
You filtered it through.
1
SPEAKER_01
Tell me what that would sound like in your words.
1
SPEAKER_01
Let s just play it back.
1
SPEAKER_01
Let s role play it.
1
SPEAKER_01
I m him.
1
SPEAKER_01
You re you.
1
SPEAKER_01
Let s go.
1
SPEAKER_01
Because what happens is when it gets played back, never the same.
1
SPEAKER_01
Very rarely is it the same.
1
SPEAKER_01
Because in the process, the coachee has filtered it through their traumas and their inside and all the stuff that we talked about on last episode.
1
SPEAKER_01
And it comes out.
1
SPEAKER_01
And the coach sometimes says, wait a minute.
1
SPEAKER_01
That s not what I said to say.
1
SPEAKER_01
But at least you can work through it before it s game time.
1
SPEAKER_00
Yes.
1
SPEAKER_00
Really, really good.
1
SPEAKER_00
Wow, this is good.
1
SPEAKER_00
That s really good.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
So those of you who, so coaches and coachees, join us Friday, February.
1
SPEAKER_00
See what COVID does.
1
SPEAKER_00
It makes you lose track.
1
SPEAKER_00
It s like everybody s retired.
1
SPEAKER_00
You said it.
1
SPEAKER_00
I did, COVID.
1
SPEAKER_00
Oh, that wasn t the C word, actually.
1
SPEAKER_00
That wasn t the one I was going to say.
1
SPEAKER_00
Oh.
1
SPEAKER_00
It s a different C word.
1
SPEAKER_00
No, it s a different C word.
1
SPEAKER_00
I ll tag you in a LinkedIn post.
1
SPEAKER_00
I m getting crazy.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Friday, May one, Friday, May the 1st, 2020, 4 p.m.
1
SPEAKER_00
Eastern time.
1
SPEAKER_00
Go to the website, advancedsellingpodcast.com.
1
SPEAKER_00
Sign up for our coaching sessions free.
1
SPEAKER_00
We re going to cut off at 500.
1
SPEAKER_00
We got, we sold out the last one.
1
SPEAKER_00
This will sell out again.
1
SPEAKER_00
So get on there.
1
SPEAKER_00
If you re a coach, you need to join to learn, you know, you ll hear us coach.
1
SPEAKER_00
You can take some notes there.
1
SPEAKER_00
And if you re a salesperson, you want some coaching,
1
SPEAKER_00
you ll be able to play along with us.
1
SPEAKER_00
So we re really, really excited about that.
1
SPEAKER_00
It s one of our favorite things to do.
1
SPEAKER_00
Our clients all tell us also, of all the work that we do, that s always the most valuable is being coached, listening to someone being coached.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
Is it is the word sellout appropriate when
2
SPEAKER_01
There s no fee to it.
2
SPEAKER_01
Oh, that s a great, that s a good cool.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
What is that?
2
SPEAKER_01
We re going to fill, we will fill up.
2
SPEAKER_01
I mean, we re, we re probably limited to about 500.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
I just want to make sure people know there s no fee to this.
2
SPEAKER_01
It s complimentary.
2
SPEAKER_01
It s our treat to you.
2
SPEAKER_01
So go to advanced selling podcast.com and up the upper strip.
2
SPEAKER_01
You can register as Brian said, and we ll see you on Friday.
2
SPEAKER_01
Talk to you then.