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In this episode of the Advanced Selling Podcast, I share a few recent brushes with fame, Bill shares a picture and commentary of a couple wearing brand new hemp hoodies, and we take a stab at a co-video mailbag question about how to create value.
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Hello again.
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Welcome back, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in sales training podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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We are having some fun here today in the Advanced Selling Podcast studios.
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I just heard an interesting mechanical noise as we were getting ready to go on air.
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And I thought, what the hell is that?
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And I look over, and Bill is using his mechanical pencil sharpener.
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If you don t know, Bill is a pencil guy, loves his pencils.
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And I just heard the zzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzzz
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This is a weapon and a person at the same time.
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And then our good friend producer Travis said we went through a lot of research to pick so I d love to know the backstory of you guys picking.
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We did a documentary on it.
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Did we do a docudrama on that?
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The pencil sharpener.
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I love it.
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Hey, if you re booking sales meetings, and we got a couple of requests here this past week on these, we are taking our show on the road.
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If you want to have us come into your sales meeting, I promise you it ll be a great experience.
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All you have to do is send us an email, listener at advancedsellingpodcast.com, put in the subject line, come see us, and we ll start the process to come out and visit you live and actually perhaps do a podcast live in front of your sales team.
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So if you re a salesperson, send that up the line to your sales manager, your VP of sales, and if you are a VP of sales,
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By all means, get in touch with us.
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Listen at advancedsellingpodcast.com.
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Put come see us in the subject line.
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Yes, sir.
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It s that time of year.
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Well, it is that time of year, not just in the fall, but also the first couple of months of 2018 is when
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People like to do the big rollout sales meetings.
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And they can be boring.
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And we will promise this, that it would not be boring.
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These are not boring.
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Speaking of not boring, my travel.
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So I travel for my fall job, referee, and I m going around.
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And I ve had two incredible brushes with fame.
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in the past three weeks.
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And I m going to show you the pictures.
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And I think you ll get both of them.
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And then my domestic partner, she had an interesting brush with fame a while back.
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I ve got a picture of that, too.
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So I want to show you these pictures.
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We ll put these up on the website if we can.
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Do you know who that is, who I m sitting on the bench with there?
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Oh, wow.
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Do you know who that is?
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Yeah.
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It s, uh, what s his name?
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It is.
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What s his name?
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That s cool.
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That s more than a brush.
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It looks like you re like leaning over into his lap and you are snuggling.
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So I went, uh, is waiting for a flight, actually missed the flight.
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And we ll see if Travis knows who this is.
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Travis, you know who that is?
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That is Gene Simmons, my man.
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That is Gene Simmons.
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The first album I ever had was in fourth grade.
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It was Dressed to Kill.
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Rock and Roll All Night was the big hit song at the time.
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And that was the first album I ever had as a kid, which was just fantastic.
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Did you tell him that?
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Was he a good guy?
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No, he was a great guy.
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Great guy.
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Oh, he was everybody.
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He asked him for a picture.
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He gave it to him.
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Every person, he asked them about themselves.
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I had a little problem with my foot, and he saw I had a little brace on.
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He said, what did you do to your foot?
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Super great guy.
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He took a business call in the little lounge where you re sitting, and he was just talking.
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You could hear him.
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He sounds like a great business leader.
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I think he s a great business guy.
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He is.
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He is.
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That s awesome.
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Second one, number two.
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Do you see who that is?
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Jimmy Carter?
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Jimmy and Rosalyn?
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Jimmy and Rosalyn Carter.
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Was that from yesterday?
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Yep, at my game yesterday.
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And they were out there really early.
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So I went and got a picture taken of shaking President Carter s hand.
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Oh, cool.
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That s very cool.
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And then you get kind of wound up when you meet someone that famous.
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I forgot to take my hat off.
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I had a hat on.
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You should take your hat off when you meet the president, right?
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That s good manners.
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I don t know.
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The hat s part of your uniform, though.
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Those are my brushes with fame.
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That s good.
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We d love to hear yours.
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Just send us an email.
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What s your advanced selling bot?
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I had a brush with Awkward.
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I was coming back from Denver last night.
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I went out to spend a weekend with my daughter, Kara, out there.
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I love Denver.
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It s such a beautiful part of the world.
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Yes.
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Coming back, Denver airport, the TSA line snakes around.
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I don t know if you were coming out there.
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Yeah, it s a lot.
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Takes a long time.
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Anyway, there was everybody s cool, you know, everybody s well there was a young couple probably early 30s who had a and I did take a picture of him, but I don t have it here had what looked like some kind of an Indian knitted sweaters and they were matching and
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Husband and wife matching sweaters.
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You know what I mean?
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It s like they were knitted, and they just looked like they had come from an Indian reservation or a showroom, and they went to the apparel store.
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And they got these things.
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And they probably got up that morning and said, hey, we re going to fly.
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Let s just put our sweaters on.
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And then they looked so out of place.
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And I m sure they got there, and one of them said, we should not be wearing these things.
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Did you get a picture?
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I did.
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Bad sweater day.
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OK, let s take a look at these.
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Oh, yeah.
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Those are, you know what they might be?
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This is Denver, right?
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Well, it s more, yeah.
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They might be hemp.
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Oh, they could be.
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They could be.
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Maybe they went to the hemp store.
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Yeah, they could be.
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Maybe it s more of a hemp thing.
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They ve got a hemp hoodie.
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Those are hippie hoodies.
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It has a New Mexico kind of feel to it.
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Yeah.
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But I m sure that they looked at that at some point.
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And if they saw their picture on the Advanced Selling Podcast, which I m sure they re listeners,
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I m just curious to know, when couples do things like that, which is great to each his own, is there a planning mechanism there?
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So when you re getting ready to go, like, honey, what are you holding up yours?
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Like, what do you think?
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What do you think?
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Oh, coincidence.
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Is today hemp hoodie day, babe?
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Are we going?
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OK, let s put them on.
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Well, or one of them looks perfectly normal, and one leaves the house looking like some.
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At what point does the other person say, hey, you re not going to wear that?
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Yeah, let s put the hemp hoodie on, please.
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Maybe that was plan B. Okay, we have a question from the mailbag.
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By the way, if you haven t sent us either an audio mailbag question or just a question, send it to listener at advancedsellingpodcast.com and we ll get it on.
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Here s one.
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Hello, Bill and Brian, new listener to the podcast.
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I love all you guys talk about.
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I m a health and wellness coach, so I m deep into the work of providing a service.
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I want you guys to talk about this.
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A problem I have is getting potential clients to see the value of the work I do because there are so many quick fixes and fads in the health and wellness world.
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Thank you so much, Alex.
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Alex.
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Alex is spelled A-L-Y-X too, which I like.
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A-L-Y-X, Alex.
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Maybe it s not Alex.
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Maybe it s some other pronunciation.
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Alex.
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But I like that.
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So I thought what we could do, Brian, is talk about this, not necessarily from the fitness and wellness perspective, but from the perspective of how do you communicate your value when people see other options, and they see other free options, and they see a paid option, and they re not quite sure why they should invest money or time exploring it.
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Me likey.
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You got a couple of things written down there?
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I do.
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I have two or three things.
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Can you go first, please?
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Yeah.
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I think one thing that Alex could do is address this notion head on about you probably have seen other things online that might be considered fads or quick fixes.
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And I got to tell you, many of those things won t work.
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I mean, I think you have to attack it head on rather than
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trying to do something where the prospect eventually discovers that it is a fad and a fix.
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So whether that s maybe on your website, maybe it s a document you send out, maybe it s some kind of giveaway that you do for people who are interested, and then that s the first page is don t get fooled by quick fixes and fads.
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Yes, right.
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I like that.
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Why can t I do a headline for other people?
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We can t do it for ourselves.
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Yeah, don t get fooled by quick fixes and fads.
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Fooled, fixes, and fads.
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Don t get sucked into them.
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Kids.
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Yeah.
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So that s one thing that I think you have to, you can t beat around the bush on this.
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You have to go directly into it.
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I think it s a really, really good thing.
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Okay, I don t know why, mine are coming up kind of song themed.
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I ve got some, you know, music.
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We like music around here, right?
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Well, no, you know, we also talked about sometimes Bill and I, you know, we talk about music a lot, but we talk about music from the 70s and 80s.
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We probably have a younger listener group, so we re trying to roll some new ones in.
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Here s one.
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Value, you have to look at yourself as a salesperson and business owner or whatever.
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It doesn t matter what you do.
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In All Things.
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In All Things.
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There s a song called All These Things I Have Done, All These Things by The Killers, which is a great song.
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One of my top 10 songs of all time.
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It reminded me of this.
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In All Things.
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So everything that you do and say has to be valuable to other people.
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That becomes your litmus test.
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So you have to look at your...
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discovery process with a new client, that that in itself has to be valuable to them.
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You have to look at your onboarding process.
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That s valuable.
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All the marketing materials that you present to them up front have to be valuable.
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I love that.
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So think about that.
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Think about everything that you do and say, is this valuable to other people or not?
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And if it s not, can you find a way to make it valuable to others?
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And if it is, then it checks off the list.
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Why the reluctance on that?
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I think it s a it s a quick answer here.
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But it s the it s the mentality.
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Well, it s actually one of my, my third one here.
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So if I may, it lies in your intentions.
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Because still, if your intention is to show how you re different and better than the free ones, your intentions off, right, right.
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And so your intention should be to just present the facts and
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the your story and your methodology and how you feel and believe and just own it and the right people opt in.
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Right, right.
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It seemed like back in the 80s when I first started in the business, there was a theme or a badge that salespeople wore that was somewhere around
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Give them as little as you can, because if you give them something, it s something for them to object to.
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So I m not going to take a brochure in.
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I m not going to give them anything.
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I m going to go in and ask them questions about their pains and problems.
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They don t get to see anything from me.
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And you might ve been able to work that in the 80s and 90s.
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I don t think you can work that today.
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Information is so ubiquitous and it s at some at people s fingertips with Google and the internet That I think you have to have your own version of information that separates you from the competition.
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Yes we just had we have a common client that we work with and yeah working with one of the folks over there and
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One of my recommendations, this person is fairly new with this company, not new in the business, has a ton of knowledge.
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I mean, this dude, you know who it is.
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This dude has a lot.
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He is like a fountain of knowledge.
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So when I said, you need to create something that portrays that knowledge in a way that causes someone to say, you know what, I need to call that guy.
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And it s difficult, it s hard to do.
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He cannot, and I understand, you know, it s hard because you gotta go to work, now you gotta write something.
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But with all the knowledge, I think it s not that he can t write something, it s that we still have this old world view of what sales is, which is, we get the pain, they don t get anything from us.
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I just think it s crazy.
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It is.
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It s nuts.
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And salespeople listening, you ve got to bridge the gap between those two.
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You do.
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You ve got to figure out that.
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Because the excuse I think some people make is, I ve got a quarter to meet, man.
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I ve got deals to close.
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I don t have time.
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I don t have time to sit down and write.
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And once I write an article, what s that going to do?
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That s not closing a deal.
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That s not going to help me.
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And the longer you put that off, the longer you get.
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It s like the rest of us are drifting away from you.
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And you d best hop on board sort of deal.
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That s true.
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That s what I believe.
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All right, before we go any further, I want to tell you, we ve got a brand new advertiser, a brand new partner, Cards Direct.
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You ve got some cards.
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They sent us some samples.
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I love these things.
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I ve used it several times.
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And we talked here about how everyone s doing it one way.
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You ve got to do it another way.
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You ve got to stand out in the crowd.
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Nowhere could that difference be more stark than in how you speak to your customers and your tribe.
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We live in a digital age, but prospects and customers are craving something more personal.
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Greeting cards are tangible, friendly,
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and memorable, or as I used to say, memorable.
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As a sales professional, you can do greeting card marketing in conjunction with digital marketing.
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It s a welcoming, personal way of keeping in touch.
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Cards Direct is our new partner, offers greeting cards for a new era, custom, 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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That s what you need, Brian.
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Cards Direct, full service custom printing.
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You can get 25% off your first order.
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Go to cardsdirect.com slash A-S-P, 25% off your first order plus free shipping.
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So go check that out right now.
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The lost art of handwriting cards.
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It is.
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That one needs to come back.
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And I m telling myself that, that one needs to come back.
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We throw in a little personalized cards.
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It s just such a nice touch these days that it s just gone.
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It is gone.
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People just don t do it.
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And it s hard to do, sitting down.
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All right, so what are we talking about here?
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Value.
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So we talked about all things.
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We talked about the reluctance, kind of that tension that won t let you move forward into that thing, and the rest of us are moving.
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No, but you re right, though.
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I think that as other people adopt that new strategy of giving a little bit away, it leaves everybody else in the dust.
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It does.
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And then when you show up and you have nothing, you look like you don t know what the hell you re talking about.
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You re so right.
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That s what it is, right?
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The gap grows and grows.
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And then we say, well, someday that ll come back.
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We won t have to give as much information.
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Of course not.
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What s the word?
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Is it you curate your library?
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Is that the word we use?
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Curate is a taking, yeah.
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What is curate?
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A museum has a curator.
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Yeah.
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I feel like it was a word.
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It s a buzzy word, like content.
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Like when people say content all the time.
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You have to say it with a San Jose, East Bay, or a Bay Area accent when you say content.
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With an uptick.
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Content?
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Yeah, exactly.
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Yeah, curate content.
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Find it from other people.
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But anyway, I like that.
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So you got that one.
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So let me do one more here.
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Nobody can change your perspective, Alex.
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Your perspective and your story of how you got into this business is something that no one else can match.
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And I don t even care how you got into it.
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But your perspective on what you do, why you do it, who you do it for, why you got in the business, why you stay in the business, why you want to grow the business, all that stuff is so
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is so unique to you, that s the thing that will differentiate you.
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So whether you sell kettlebell training just like thousands of other people do, but if you bring something different to the world, then they re going to see you for something different.
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So uniqueness is part of what you re trying to sell here, I believe.
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I just thought of a quote when you were speaking.
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I don t often quote myself, but I might quote myself.
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Oh, you re quoting yourself?
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Don t you hate when you build this up, and then you say it, and people are like, OK.
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Well, yeah, that s fine.
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Better you should just give it to Zig Ziglar or something.
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Your value has nothing to do with anyone else.
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Your value has nothing to do with anyone else.
1
SPEAKER_01
And when people play this value game, they tend to pit it against competitors.
1
SPEAKER_00
To pit it against another, yeah.
1
SPEAKER_00
Right?
1
SPEAKER_00
comparative thing.
1
SPEAKER_00
No, that s right.
1
SPEAKER_00
That s right.
1
SPEAKER_01
Your value has nothing to do with anybody else.
1
SPEAKER_01
And so anything that you re saying like, well, they have, and we have, we have, they have, well, they don t do, then you re dead on arrival.
1
SPEAKER_01
You just got to own your own stuff.
1
SPEAKER_00
And you sound desperate when you do that.
1
SPEAKER_00
Exactly.
1
SPEAKER_00
I know they do it, and all for them.
1
SPEAKER_00
But here s the way we do it, which you re implying the way we do it s better than the way we do it.
1
SPEAKER_00
And now we re into a battle, an arm wrestling match.
1
SPEAKER_01
Right, right, right, right.
1
SPEAKER_01
Don t go there.
1
SPEAKER_01
It s bad.
1
SPEAKER_01
All right.
1
SPEAKER_01
Good stuff.
1
SPEAKER_01
Hey, again, if you are having a sales meeting, we d love to come visit with you.
1
SPEAKER_01
Send us an email.
1
SPEAKER_01
Listen to advancedsellingpodcast.com.
1
SPEAKER_01
Come see us in the subject line.
1
SPEAKER_01
It ll be worth your while.
1
SPEAKER_01
I promise you can ask any of the people that have had us out over the last couple of years.
1
SPEAKER_01
It s a great, great event.
1
SPEAKER_01
And lots going on LinkedIn group.
1
SPEAKER_01
So join if you re not there.
1
SPEAKER_01
New listeners, get there.
1
SPEAKER_01
Go to advancedsellingpodcast.com slash LinkedIn, or just go to LinkedIn and search.
1
SPEAKER_01
for the Advanced Selling Podcast group, and you ll find 9,200 or so of your favorite people talking about good stuff.
1
SPEAKER_00
Good people.
1
SPEAKER_00
Good people.
1
SPEAKER_01
Every one of them, for the most part.
1
SPEAKER_01
All right.
1
SPEAKER_01
We ll see you next time.
1
SPEAKER_01
Bye.