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In this episode of the Advanced Selling Podcast, I get stumped with a great 70s one-hit-wonder trivia question, Bill shows his United Kingdom geographical prowess, and we dip into the Covideo mailbag for two outstanding listener questions.
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Hey, everybody.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in the history of podcasts.
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Do I have my radio voice today or not?
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Now it s down.
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See, it was on earlier.
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Isn t that weird?
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Yeah.
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Put it back on.
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I like it.
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We called a listener who wanted to be coached on the air.
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And we ll see if we didn t get her back from her today.
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But we ll do it next time.
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And all the guys in the room here said, we sound like you had your radio voice on.
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You did.
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Bill had his radio voice.
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And I didn t think I did.
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Calling her and she said, hey, this is Bill Kasky from the Advanced Selling Podcast.
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Talk to your voicemail.
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I m glad you guys keep me honest.
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I m great.
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I don t want to do that
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You can bring us in and we ve got some actually I m going up to the South Bend Elkhart, Indiana area tomorrow to be with a group that Is a some of them are listeners to podcast definitely that the VP of sales is and the sales manager So we re looking forward to that.
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So if you have a group that you re getting together and want to have a speaker slash event slash trainer come in Brian or I or both I
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So you can send us an email to listener at Advanced Selling Podcasts, get the ball rolling, just on the subject line, say, come see us, and we will do that.
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I have a trivia song here for you.
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Oh, I love this game.
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You know I like this game.
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I m going to play the first few seconds, and then see if you can guess it.
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And I ll give you some background.
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Have you ever heard of the station WLS in Chicago?
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Of course, absolutely.
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OK, when you were growing up, and I know you were a radio geek, were you interested in WLS?
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Was that part of the scene?
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In junior high, our music teacher, Mrs. Goodwin, had us write letters to radio stations across the country and tell them we re studying radio and radio broadcasting, and then they would send you
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bumper stickers, or letters, or stuff, swag, and stuff like that.
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And you knew WLS because it was one of the biggest stations in the country.
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So you had WLS.
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You actually had WOWO 1190 in Fort Wayne, which was huge.
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And you had WLW in Cincinnati, 700 WLW, which to me were the big flagship.
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radio stations, kind of in the Midwest.
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KDKA in Pittsburgh was big.
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We couldn t get KDKA when I was young.
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No, no.
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You could get LS, WLW, and WOWOW, though.
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But WLS, I used to think it stood for the world s largest station.
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Oh.
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But it does not.
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It stands for the world s largest store, which was Sears in Chicago.
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That s who owned WLS, and that s how they got the call letters.
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Didn t know that.
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Yeah.
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So anyway, the point is that I was reading a little blurb about this station the other day, and this song that I m going to play for you was debuted on WLS in 1975.
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Oh, OK.
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You were not even alive.
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That was six-ish.
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So here it is.
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Is that One-Eyed One-Horned Flying Purple Peeple Eater?
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Nope.
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Is that Itty Bitty Teeny Weeny Yellow Polka Dot Bikini?
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I m kind of in that little cartoon genre, aren t I?
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You re like that I m pulling these out of the air like right now, like where is this stuff in my brain, right?
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How did you even know that?
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Yeah.
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Yellow Polka Dot Bikini.
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Yeah.
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It was an itty bitty teeny weeny.
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Is it Three Dog Night?
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No.
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Man.
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Is it a one-hit wonder?
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It s a one-hit wonder, definitely.
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It is.
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Did the lyrics come in right there?
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Yeah.
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Yeah.
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Don t tell me.
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I think you ll know it.
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75?
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Yeah.
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It s not the street?
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No.
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It s a 74, 75.
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It s a group called Reunion.
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Oh, it s... It s right there.
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Can you hit it one more time?
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Oh, God, yeah.
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Maybe?
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OK.
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OK, here we go.
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As soon as I play the first five seconds, you re going to get it.
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OK, ready?
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Oh, so the game s over?
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Well, I mean, how much longer do we want to go with this?
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It s already been three and a half minutes.
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I bet we have a few listeners who are in their 40s and 50s that might know the answer to this one.
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There it is.
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Oh, dang it, I knew it.
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I knew it.
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I knew it.
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Life is a rock.
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Dang it.
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I was right there.
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And the radio rolled.
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Life is a rock.
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Anyway, what a great song.
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So I thought you d like that, because I heard that and I thought, I think it s been 44 years since I ve even heard that song.
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Nobody plays it.
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Isn t that a great song?
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Yeah.
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So anyway, yeah, reunion.
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Life is a rock, but the radio rolled me.
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I love it.
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Let the podcast roll me.
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Bringing it back to the shop.
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That was a good one.
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Me like.
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How about talking about our friends at CenturyLink?
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Now, we, Bill and I, have been mentoring training salespeople for years now.
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One of the most important elements to career success is aligning yourself with a company that develops employees, values their customers, and has a portfolio of products that can compete with anyone in the market.
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That s why we recommend our listeners have CenturyLink at the top of their list when they look for a new career opportunity.
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With the recent acquisition of Level 3, the new CenturyLink has become a world leader in the areas of cloud, security, real-time communications, managed services, and hybrid IT.
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If you are a top performer, and we know a lot of you are, who is looking for a fresh start in 2018, visit centurylink.com slash advanced selling and join their talent community.
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Once you join the talent community, a member of their team will reach out to you soon to connect and see if a career at CenturyLink is the right step for you.
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That s centurylink.com slash advanced selling.
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Good.
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OK, we re going to dip into the Covideo mailbag today.
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If you haven t already done so, you long-term listeners know this.
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It s really difficult to stand out in the sales marketplace.
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And our good friends at Covideo have a really great slick way for you to do that using video to replace email.
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It doesn t really replace it.
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It s a little software package that they have.
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But it works just like email.
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Your videos are personalized.
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They re not overproduced.
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They go right to your customers, clients, prospects.
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And I ve got a good little deal for you set up.
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So go to advancedsellingpodcast.com slash covideo.
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That s C-O-V-I-D-E-O.
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And our listeners who have used and utilizing love it.
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They love it.
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So of all the things we talk about in the podcast, as far as really good use, our listeners would tell you covideo is a wonderful thing to check out.
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Everyone wants to be unique.
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This does it.
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It does.
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Covideo does it.
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So I know we re looking for uniqueness in our messaging, in our process, and all that.
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But the question is, how can we be unique in the context in how we communicate with customers?
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So here s the question that Mike has.
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And we re going to do two of these.
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We re going to do two mailbag questions today.
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So we re going to spend a little bit of time on this one, a little bit more time on the next one.
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I want to start by saying thank you for sharing the podcast with the world.
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It s truly helped me, mold me into the salesperson I am today.
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Thank you, Mike.
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Very nice.
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I had an idea on what I thought sales was, and it wasn t what I thought it was.
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It s better because of you guys.
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I wanted, I took total liberty with that.
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He didn t say that at all, actually.
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Now, I wanted to reach out with a question about account receivables from customers.
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I m a salesperson in the construction business.
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Very common for us to make our own calls on AR.
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Been struggling with a talk track that doesn t make us sound desperate for cash, but also doesn t put us in an uncomfortable position with our customers regarding future sales with them.
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Your thoughts and advice greatly appreciated.
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Thanks for sharing the knowledge.
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Good, I have an opinion on this deal.
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Yeah, so let s let s think about this a little broader than just AR is all the things that might come up that you have to communicate with your customers around, whether it s AR is probably the main thing, but also maybe customers are not not responding appropriately to requests from your company, it could be a lot of different things.
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But I think in many organizations, it is the salesperson who is responsible for making it right.
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Yeah.
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Yeah, which I don t believe.
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I don t think that salespeople should be put in that position.
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I know a lot of companies do.
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I just don t think.
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I think it goes counter to what the whole idea.
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It does.
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And so I think it s a structural issue first.
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So look and say, who is making those calls?
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Now, if you re going to have some jerk in the accounting department who s a hard ass call and try to demand money, that s a different message than the salesperson.
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That s one thing.
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But if the whole company communicates in the same way, I should be able to have my accounts receivable person make a polite call.
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But that s not usually the case.
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So if it s structural in your company, we had a guy, I used to be with a company, we had a guy named Larry Engel.
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Larry Engel was the best of both.
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He was just the greatest guy.
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And when people would get on the phone with him, if they d owe us a lot of money, he would just figure out a way to bond and rapport.
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And he was great.
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But most aren t, because they haven t had training on how to do that.
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And so do you have any thoughts for Mike on what to do?
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And he talks about a talk track here.
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And I m not sure if I like that notion of a talk track.
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I know what he s talking about.
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He wants some verbs, and he wants some verbiage.
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Would you rather me put a deck together for that, then, instead of a talk track?
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A PowerPoint deck?
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Deck.
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Deck.
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Deck stands for PowerPoint.
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I don t even need PowerPoint anymore.
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Mike, here s what I d tell you to do.
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Just speak your truth here.
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Personally, I m not a fan of making calls that are collection calls.
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I don t know that too many people are.
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Some people get their- Some people love it.
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Yeah, like, oh, watch this.
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I just don t like that.
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I m like, just pay me, and I ll collect it, and it s fine.
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Just pay me.
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And so if you re uncomfortable, say you re uncomfortable.
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I m OK with that.
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And likely, the person on the other side of the phone can be uncomfortable.
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Like, hey, this sucks on both sides oftentimes.
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And so here s the deal.
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It s one of the things I got to do.
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You guys are 45 days late on your last bill.
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I just want to work with you to get it cleared up so we can go talk about the fun stuff, the opportunity stuff, the strategy stuff.
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This is kind of rear view mirror stuff.
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I know not the best use of both of our times.
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Let s clear it up and be done.
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So there s a little talk tracky thing.
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Yeah, I like that.
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I like that.
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Something like that.
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And so we re assuming here that we re going to bring this up with our contact rather than the AP people, the accounting people.
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Could be either.
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Yeah, it could be either.
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I don t know.
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I like approaching your contact first, which is I think that s what that was about, that talk track.
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Yes.
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Can you help me?
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Yeah, can you help me?
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Yeah, so don t be afraid of the conversation, because I always feel like if they re having it with you, they re having it with a lot of people.
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That s a good point.
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You re not the only one that they owe money to that is back.
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So you just have to figure out and acknowledge that.
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That s part of what Brian talked about, just being super authentic and genuine and acknowledge that and say, look, I m sure I m not the only guy, but I want to
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remedy this intelligently and ethically and all that.
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I will also tell you that I know for a fact, because a couple of my clients do this, they will milk the AR process as long as they can to hold cash, and they ll wait for the people to call.
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And so that, to your point, Bill, about don t be afraid.
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Some people sit back like, well, no, they re a great client.
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And next thing you know, you re 90 days out.
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They haven t paid you for 90 days.
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You ve got to, at some point, step up and say, hey, we ve got to get square.
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Because I know one of my clients does that as a strategy.
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They wait for people to ping them two, three times before they stress their AR out.
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Squeaky wheel.
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They do it.
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You know what I mean?
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Squeaky wheel.
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OK, so good job, Mike.
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Thank you for that question.
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Here s a question from Eugene.
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He is from London.
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Love your podcast.
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Welcome the opportunity to learn from you over the phone, if possible.
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Does that mean he s searching for a coach?
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Sounds like it.
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I work for a tech startup in London, 25-person firm, growing rapidly.
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Want to be a big reason for that success.
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I like the attitude.
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I find it easy to get meetings, three to five per week.
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which means I should have lots of pipeline.
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After the initial pitch and proposal, I find it hard to nurture that lead.
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Would love to hear your thoughts on best techniques, being more selective with meetings maybe, and how to get the most out of the sales process.
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So very good.
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Is that the one that you thought I was going to?
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Yeah.
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I like this one.
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This is good.
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I love all our questions.
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You know that.
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I do.
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Our listener questions.
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This one is great, though, because something s wrong here.
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Something s off.
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Something s amiss.
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So this becomes like an NCI podcast.
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We re going to find out what the problem is.
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It s a Hillary Clinton minute mystery.
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So I m going to go back and say, he says in his email question that it s easy to get meetings.
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Yep.
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Correct.
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Yep.
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So one of the things I would have you explore is why is it easy to get meetings.
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Too easy.
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That s the first thing I thought of.
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Yeah.
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Are you calling lonely people who are stuck in a closet so they re just looking for a friend?
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You just want to talk to somebody.
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Exactly.
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I had a friend say, someone that we both know, who created an app.
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It s like a meetup app, like, hey, let s go jogging in the park together.
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And the person, someone told me, like, she didn t need an app.
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She needed a boyfriend.
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Yeah, that s true.
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So maybe you re calling very lonely people who are easy to get to, and or people who like to waste time.
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I ll find certain levels, especially in big companies, will take meetings because it fills their calendar up.
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It makes them feel busy.
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So check in.
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Really, you can go ask, what s this guy s name?
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Eugene.
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Eugene, you can ask people that have taken a meeting with you after the fact even, hey, I got a question.
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When I first called you, why d you even sit down with me?
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You can obviously do that in the meeting.
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But if you forget to, you can go back and call.
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Yeah.
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Yeah.
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So hone in on why getting the meetings is so easy first.
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That s first step one.
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Yeah, I like that.
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And then my next point would be, I find it, let s see, after the initial pitch and proposal, well, first off, why are we doing pitch and proposal?
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And I know that you may just be using those words, Eugene, willy nilly, pitch and proposal.
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But I do think that I don t want to pitch.
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I m not pitching anything.
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And I m definitely not proposing anything on the first meeting.
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If it s a remote thing where you re only making one trip to Birmingham and you have to pitch and propose, then you need to be having more phone conversations before you get there.
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But I m presuming that this is meeting number one, initial pitch and proposal.
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Don t pitch and don t propose.
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That ll help you improve your pipeline because the people who need a pitch or proposal will drop out.
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Amen to that.
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Now, did you say Birmingham?
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Were you thinking Alabama or England?
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Or England.
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SPEAKER_00
That was really good.
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SPEAKER_00
Because you said Birmingham.
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SPEAKER_00
I think this guy s in England.
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Birmingham.
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Birmingham?
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SPEAKER_00
I don t know.
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SPEAKER_00
We ll get corrected.
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SPEAKER_00
I was thinking England.
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That was good.
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That was really good.
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Of course.
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SPEAKER_00
What are you talking about?
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I m like, Alabama.
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Dude s scanning.
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As I was talking, I was scanning the countryside.
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Okay, so then next is, I want you to think about, so you say, okay, here s why.
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You do a bill set and say, we re gonna sort it out better.
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So far, we ve got, don t go to meetings and don t pitch and propose.
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Don t pitch and propose.
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This is gonna be a game changer for you.
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So I want you to sit in the northwest corner of your favorite dark room, light some green candles and hum.
1
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Burn some incense.
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SPEAKER_00
A Beatles song.
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Draw it into you, Eugene.
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OK, I want you to also think about, Bill talks about this a lot, this two-sided process here.
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And I don t want you to think about being hopeful that this person becomes a prospect for you.
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I want you to think about this person proving to you that they deserve to be a prospect for you.
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And that s energy first, and then it s language and action second.
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So I want you to, Eugene, switch your energy here
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to saying, OK, someone asked me to come talk to him, and that s all it is.
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And so then I m going to decide if this is a person I want to hitch my wagon to, that sort of thing.
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Again, energy first, then language and action second around that.
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But that s another.
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It sounds like he s like, OK, I m in.
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Good.
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Get him.
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And you need to back off on that probably.
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So what is that movie that plays in our mind where someone calls, let s say somebody calls you out of the blue.
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Now, I know you don t do it now, but in your amateur days.
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Somebody calls you out of the blue, and it s like Eli Lilly Company or IBM.
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It s like massive.
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And the VP of sales calls you and says, Bran, I ve heard about the good work you do.
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I want you to come in and talk to my executive team.
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What would be the most perfect situation?
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How do you keep from that movie playing way out of control?
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Yeah, no, that s great.
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Because then you go out, you buy a new shirt, you buy a little bit better tie, and you get a haircut, you get your beard trimmed.
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When the NFL called.
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I went out and got a suit for my NFL interview, because I m like, oh my gosh, here we go.
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And some of that is good.
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Part of it is good.
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It s preparation.
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Exactly.
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But on the way there, though, I had to center the whole time.
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Like, OK, this is just this.
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It s all it is.
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It s all it is.
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I m going to go talk, and I m going to be me, and what will be will be.
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Like I have a little phrase to say, it s in God s hands.
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So why is that so hard?
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Because don t you see it with your clients?
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Oh, all the time.
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We get so far ahead of ourselves
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And we have an actual meeting today with our client that we share.
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And part of the meeting is going to be talking about how do we resurrect deals that are dead or dying.
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And I think a lot of times, we enter that whole conversation with, well, they really seemed interested.
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And man, I was counting on this.
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And this could be a big deal for me.
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It s like, wait a minute.
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It s nothing.
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It s nothing.
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No, it isn t.
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It isn t.
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And that s what it is.
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I mean, we have a mantra we ve talked about on the podcast.
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It s nothing till it s something.
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And it s only something when their money s irrevocably in your checking account.
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Anything can happen.
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But until then, contracts can blow up, all that jazz.
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Verbals don t count.
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I don t know why.
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I don t know the human nature to think something is more than it is, where that comes from.
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It s a great point.
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Positive or negative either way like if somebody calls you and says Brian you we got a problem You got to come to my office right now.
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We got to talk about this.
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We will blow that up Absolutely, so it can be positive.
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Yes this this thing now.
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This is pulling some personal stuff in I m working very hard on being okay right now and what I notice is if I go forward it could be optimist the
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Or if I go backwards to shame or guilt or things, I m like, no, no, I m just here.
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Right now, I m sitting here recording this podcast, and I m OK where I m at.
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I m just OK.
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I m sitting with you.
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I ve got some water.
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I m good.
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And it s a centering thing to bring you back to the present moment.
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it, which is all that matters.
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I think there s a whole lot more around that for a lot of I mean, Eugene hit it head on here.
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But
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If he wouldn t have talked about pitch and proposal and how do you generate business, I don t know that we d have gone there.
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But I think it s worth having another podcast about this.
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Oh, for sure.
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That s a good one.
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It s our movie.
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It s the movie we play in our mind, and it gets us in trouble.
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Because then we start working on the wrong problem.
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Yes.
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The right problem, Eugene, to work on is what s their issue?
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What are they struggling with?
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Where are they trying to get in their business life?
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And how can you help them get there?
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Not, how do I pitch and propose better?
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Correct.
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Yeah, the whole thing needs to turn to a balanced parallel track with them.
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Good stuff.
2
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You want to take us out, bring us out?
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Shall I?
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If you ve not already done so, go to our LinkedIn group.
2
SPEAKER_00
We have a great LinkedIn group with over 9,000 active members, great discussion, fellow listeners of yours, great places to network and connect and those sorts of things.
2
SPEAKER_00
And as we mentioned earlier, we are out on the road.
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We love to travel to see our listeners.
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We ve got gigs coming up here in the back half of the year already booked.
2
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send us an email listener advancedsellingpodcast.com put in the subject line, come see us and we ll tell you how that whole thing works.
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That s it.
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SPEAKER_00
We ll see you next time in the advanced selling podcast.
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Bye.