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In this episode of the Advanced Selling Podcast, I quote Rachel Hollis, quoting herself, quoting herself, quoting herself.
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We just talk about quotes in general.
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I share the worst grade I ever got on a calculus test, and I guarantee it s worse than yours.
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In the episode, we talk about intentional skill building and get you prepped for 2021, because who doesn t want to be prepped for 2021?
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Welcome to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Nutzkasker.
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As a callback from two episodes ago, we re glad you re here.
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The last hurrah in 2020 is upon us.
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Tomorrow is December 1st, 2020.
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Who d have thought that this deal is coming to an end?
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Who d have thought this year would ever end?
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Sounds like there s a poem there.
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Hey, it s goal-setting time, people.
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That s actually our topic for today.
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We re going to talk about skill development.
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But this week on Friday in our Advanced Selling Podcast Insider program, we are going to be doing skill development and planning for 2021.
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If you re trying to buy yourself a present for the holidays,
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What a great, there s not a better present than buying yourself, investing in yourself, a skill development program that can help you.
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The gift of planning.
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The gift of planning.
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So just after today s episode, for those day of listeners, just go sign up for the Insider Group.
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We re going to blow this thing up even bigger than it already is for next year.
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We re not going to get it too big.
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We re still going to have good community there.
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But we d love to have you join us.
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And this Friday is a great little,
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first session, because you re going to do all your planning for 2021.
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So advancedsellingpodcast.com slash insider, that s where you go for that.
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And we d love to have you and anyone else that you d like to be around the table with be part of that program.
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Yeah.
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Good networking, too.
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Love it.
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Really good.
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Really good.
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Topic today.
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Yeah.
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You said you had a lead-in thing.
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I did.
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You lost it?
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Do you ever see a quote on a graphic or maybe in a stream, like on LinkedIn or Facebook, a quote graphic?
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And you look at the quote, and you re like,
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Did somebody just, did an AI, did a computer make that up?
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It doesn t, it s not pithy, you know, it s not like, wow.
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Like, I love the quote, hell on earth is when you meet the person you could have become.
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Yes.
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You know, that s like, wow.
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Not like birds can fly because they have wings and hollow bones.
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Yeah.
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Quote, end quote, Brian Neal.
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Birds can fly because they have wings and hollow bones.
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Or it probably should be Orville and Wilbur Wright or some reference to flying.
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But here s one.
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I always look up quotes when we re going to talk about skills today.
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The future belongs to those who learn more skills and combine them in creative ways.
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Wow.
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Wow.
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Is that profound?
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That is deep.
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That takes my breath away, my fans.
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And you know what?
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That s a quote by a very smart, I won t even say, but an author.
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And it is funny, though, but that happens, isn t it?
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These people say these things, and I m like, that s not really quotable.
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It s kind of like saying, if you don t put sugar in your coffee, it has fewer calories.
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Exactly.
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Dry and meal.
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And people are like, oh my God, Rachel said that.
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You know, Rachel, who I m talking about there, the woman, Rachel Hollis.
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Yeah, especially if it s somebody who s well-known in the space, it doesn t matter what they say.
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It s impactful.
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It is.
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It doesn t matter.
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Literally, she can just walk out there and go, sugar makes you fat.
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Oh my God, she said it.
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That s quotable.
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I m going to retweet that thing.
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Sugar makes you fat.
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So the topic today is about skills.
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And it s one of the many areas, one of like nine areas that we think it s important for you to be mindful of when you are goal setting for 2021.
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We re going to be talking about, as Brian said earlier, on The Insider this week.
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We do it in all of our corporate goal setting programs that we do.
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And we think it s probably appropriate to pull that one section out and talk what we think are important skills for 2021.
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Yes.
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So it s part of the overall goal setting thing.
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But we re going to extrapolate it, I think, is the right word.
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Is that right?
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Extricate it.
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We re going to extricate it.
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Yeah.
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And then we re going to execute it.
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So there you go.
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Overall, though, here s the thing, what I think.
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Not though, but it is.
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Salespeople, and you listeners, I know you listen to the Advanced Selling Podcast because you want to improve yourself.
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Otherwise, you wouldn t do it.
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I think there are more entertaining things to listen to.
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Or I want to be fabulously entertaining.
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Bill and I yapping about silly things and fact-checking music from the 60s.
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If you re 28, you re like, yeah, I could probably do without that.
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However.
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I still think you as a listener should really challenge yourself to this idea of skill development itself.
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Because I think a lot of people don t do skill development intentionally.
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I think they just like, oh, I listen to podcasts, which is great.
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Obviously, we re podcasters.
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We love that.
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What we re talking about today is intentional skill development, which means I m going to take a part of my game.
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An example would be when NFL players prepare for the draft,
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They have some very specific drills that they re required to do, or for the combine rather, not the draft, for the combine.
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They have very specific deals.
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The combine, if you don t know for NFL, it s where players go and showcase their skills.
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They don t just let the players run around.
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They put them through precise drills that the players know months in advance.
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So when these players finish their college careers, usually in December, they spend the next four months doing nothing but preparing the skills for these drills at the combine so they show well, so they can get drafted and make their dream of playing the NFL come true.
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So this is about intentional skill building.
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I think you really need to think about that if you re listening to this, like, you know, yeah, I probably don t do that to that degree.
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And I don t think that consuming more content is helpful.
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That s great.
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I think if you want to know how to find the problem the customer has, I don t think listening to the Advanced Selling Podcast is the only answer.
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I think it s helpful.
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I think we ll give you some.
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But it s the doing.
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And it s the getting coaching.
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And it s the listening.
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It s the drills.
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I mean, I wrote down here, it s the drill of the exercise that makes you better and better and better.
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And if you don t drill.
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then you don t build skills.
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Totally.
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You ve got to drill.
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You have to.
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Yeah.
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Yes.
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And you don t.
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And just to take your combine example, all we see is guys running the 40 or whatever it is, 40-yard dash.
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We don t see all the things that went into them running that 40-yard dash, all the stretching and the resilience and the weight bearing and the balancing exercises and the yoga and the nutrition.
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We don t see any of that stuff.
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That s how you build the skill to run the 40-yard dash in three and a half seconds.
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The other thing you do.
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Now, I m not a 40-yard dash connoisseur, so to speak.
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You look like it.
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I am.
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I run the 40-yard dash in longer than it takes some of these guys to run the 100-yard dash in.
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But again, being on the inside of that.
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But you have the flag.
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I do.
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Is everything from how they set up, so where they position their feet,
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to where they position their hands, to the amount of weight that they put on you.
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Watch the process.
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Watch when they run the 40 at the combine next year.
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They ll go down.
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They ll get set.
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They ll get their weight balanced.
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One of them, they ll lift one hand up.
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They ll pause two seconds.
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They ll deep breathe, and they take off.
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It s all on purpose.
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It s all a skill.
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And literally, the difference in the 40-yard dash for most of these guys is like 0.0 something.
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But those little things are the skills that they develop in addition to the stretching and the yoga, the technique of running.
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where the head goes down and when the head comes up.
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And when you watch them on film, they ll do the same thing over and over.
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That s what we re talking about here.
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Precise drill, precise skill development.
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OK, so let s talk about some things that we think are important for our listeners to develop in terms of skills, drills and skills and shills and bills for 2021.
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I ve got two.
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Brian s got three, because he s more prolific than I. That s not true.
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Definitely not true.
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Why don t you go, since you have many more than me.
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Many more.
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I have 30% more.
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Is that correct?
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Or 50% more.
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50% more.
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Bill s a math in his head guy.
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But if you were to discount the three to two, what kind of discount would you have to give?
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A 60% discount.
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No, 30% discount.
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33.
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I hate this math.
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Really?
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Oh, I hate it.
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I thought you were a math guy.
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As you said last time, I like it because it gives you an exact number.
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And now you re fudging on it.
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No, no, I don t like the process.
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I get lost, especially with percentages and stuff like that.
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I get a little scrambly.
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Math was a thing for me.
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Calculus, I got put in advanced math.
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I was in eighth grade.
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And they accelerated us through to calculus.
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And I struggle.
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I struggle.
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Mr. Weir, my calculus teacher, was a funny guy.
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He was a great guy.
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But one time, he s handing out these tests.
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And we got our tests back out of 100.
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And he used to fold them in half long ways.
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And he d come and hand it to you.
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He d just drop it on you.
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He was a real formal guy at the time.
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He took mine out.
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He looked at me.
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He goes, Mr. Neil.
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Oh, that s a bad sign.
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He shook his head.
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Sideways, back to back, open up.
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I got an 8.
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I got an 8 on a calculus test.
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An 8.
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And I think he was being nice.
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I literally couldn t do any of the problems.
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They were so hard.
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Anyway, sorry.
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There s calculus.
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Here s number one.
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The skill development of remote everything.
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Remote everything.
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So what I have here is there s remote prospecting.
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There s remote presenting.
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There s remote demoing.
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There s remote negotiation.
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There s remote closing.
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There s remote networking.
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Did I say that right?
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Yeah, so there s remote everything.
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Now, that s a big list.
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But I think you really need to get precise.
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So here s an example.
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If you have a Zoom call, you need to practice
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how you open up your Zoom calls, when you share screen, what it looks like, your background, and everything needs to be set up.
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All that s a skill to me to have a good, solid Zoom experience for your customer.
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And you need to think about all those little things.
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So a little example would be I play music when we have client events.
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They DJ them in and DJ them out as best I can.
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So I had to practice that to make sure mechanically that when they get there, the sound was right.
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It wasn t too loud.
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I had proper music based on the audience, because I can t play certain rap songs don t really work for some of these events.
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And even though I love them, it doesn t work.
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So I had to practice that.
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If you re going to screen share, you have to practice the screen share.
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You have to practice advancing slides.
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You have to rehearse these things and make sure the experience is great.
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Those are little bitty things.
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But I think everyone should practice and develop the skill of remote everything.
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I think you just hit on a, I never thought about it this way, but there s probably a whole trail we can go down, is the whole experience.
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Yes.
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Not only getting good at remote, yes, but it s in order to give the person an experience that is positive and maybe mimics face-to-face.
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Absolutely.
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Not quite there, but yeah, what kind of experience are we giving our, and is that a skill?
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I mean, remote learning is a, remote stuff is a skill, but is it a skill to be mindful of experience?
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Maybe it is.
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I like that.
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The first one I had was, I think it s important that we build systems in 2021.
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We can have goals, and we can have tactics, and we can have our action plan and our goal setting mechanisms and all that.
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But are we building systems that put us in front of
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Appropriate people are the right people at the right time and a system could be something like my system is that every Monday we record a podcast and it goes out on Monday morning and when I record a podcast I know that three people are going to call me or reach out and go to the website and fill out a survey and in five days I will have a lead to call and
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Yes.
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That doesn t happen every time.
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But you have to build the system, because as you get bigger, especially in a world of remote, I think systems are even more important, because you can suck the energy out of your day if you don t have them, because you re doing a lot of one-offs.
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And so the extent to which you can build systems in your business, and there s a whole lot written.
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There s a guy that wrote a book called Scale, a guy named Frank Brea, B-R-I-A.
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What s his name the guy from the e-myth Michael Gerber wrote a lot about systems Unfortunately, a lot of the systems work are written from the perspective of the owner of a company not a sales professional But same thing do you have systems?
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Do you have a lead generation system?
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Do you have a client salute service system?
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Do you have a system for zoom calls?
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Yes, right And so all these could be in it just it could be just a checklist so that you know when you have a zoom Call you go down the checklist.
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Okay, I got I got me a system.
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That s what it is.
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Really good
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Let s see.
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The next one I have is the skill of business acumen.
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The skill of business acumen.
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I think, in a way, selling is going backward with this.
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And so what s happening is everyone is getting so hyped up on prospecting, and lead generation, and conversion rates, and demos, and closes, and all that kind of front end sales stuff.
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We have stopped learning about business.
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And this is a skill that you can develop online easily.
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So the skills that come along with understanding business is understanding how to read an income statement and a balance sheet and understanding what those things mean.
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Understanding ownership structures, private equity, publicly held, owned by an investment firm, a family office, things like that, understanding all those things.
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Understanding the trends in the broad business.
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So we have a new administration coming into the White House.
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What does that mean in terms of taxes, implications, trade deals, things like that?
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You don t need to be an expert in those things, but you have to develop your skill in becoming a better business person more than just a salesperson.
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And I truly think we re going backwards.
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I love that.
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I think it s so true.
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So the quality of your interactions are raised because you can talk to people about different perspectives and a different level of seeing things.
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So when you re talking to a VP of sales, you can talk cost of goods, margin, you can understand the financials.
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And not to act or sound smart, but just to really understand the kind of conversations they re having inside their company.
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If you re just worried about the product and the features and benefits and don t understand business, you can t have those conversations.
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Correct.
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Absolutely.
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And exits, all sorts of things like that.
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And the great thing is, with Google, anyone can skill up in those things.
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Anyone.
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It s all available for you.
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My last one here, because I only had two.
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is the art or skill of explaining things.
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As our world gets more complex, and I know we ve heard that, it is, it s complex, and there s all sorts of, I ve said before that our ability to innovate far exceeds our ability to communicate what we innovate, because all these innovations are technical innovations, and sometimes when we go out to the market,
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and try to explain the value, we don t know how to explain those things very well.
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So your ability to explain complex situations and complex, I don t know,
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Calculations and formulas, I think, is really important, and simplifying it so that a person can understand it.
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Because you live it and breathe it and sleep it, but when you go out and if you re talking at a level three levels higher than the prospect, they won t understand it, and they won t tell you they don t understand it.
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They ll just say, hey, thanks for coming in, Brian.
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Appreciate it.
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It s really good.
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So how do you explain things?
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And I think the way to start that is, well, how does it work?
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If you do business with us, explain to me how it works.
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That may be your number one area of explanation, is how does it work when you do business with me or when you engage us as a company or as a firm?
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And I don t think salespeople do a very good job at that.
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I think they leave that for, well, if I m nice enough, incredible enough and I ask the right questions, I don t really need to do that.
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I say you can be a jerk and ask no questions.
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But if you re good at explaining stuff, people are going to buy from you.
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That s brilliant.
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How about that as a?
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That s really good.
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That s a book.
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You know a model for that that I love?
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So I kind of geek out on TV.
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I don t watch Netflix stuff, but I watch all these Discovery shows about how it s made, and the expansion of the universe, and Neil Tyson, Degrassi, and all those people.
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And those people on those shows are really, really good.
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at explaining really complex physics stuff in normal terms.
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And it s an art.
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And it s a skill that they have to work on.
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So they re talking about this massively complex mathematical equation that has physics and calculus and everything else.
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But they can bring it back and say, so imagine you re traveling on a train.
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And the train is going 100 miles an hour.
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Metaphors.
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And your friend is on another train.
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They re going da-da-da-da-da.
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But here s the problem.
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When the train turns, you re going faster than them.
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Then they explain, basically, time travel in very common, like, OK, that makes sense to me.
1
SPEAKER_01
That s a great.
1
SPEAKER_00
Yeah, that s good.
1
SPEAKER_00
That s good.
1
SPEAKER_00
And with your background in calculus, from what we heard, the proverbial- There s a callback.
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SPEAKER_00
The eight on a scale of one.
1
SPEAKER_01
Was it this episode or was that last?
1
SPEAKER_01
I ve already got it in the notes for the front row, so thank you for reminding me.
1
SPEAKER_01
Mr. Weird.
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SPEAKER_01
Mr. Weird, what a great hero.
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SPEAKER_01
He s passed away, but he s so great.
1
SPEAKER_01
I love that.
1
SPEAKER_00
He had a stick, though, didn t he?
1
SPEAKER_00
Oh, he had the stick with him.
1
SPEAKER_01
No, here s the deal.
1
SPEAKER_01
So he had these sayings that he said all the time.
1
SPEAKER_01
One of them was back at the ranch.
1
SPEAKER_01
So if someone would ask him questions and they were off, he d go, now back at the ranch.
1
SPEAKER_01
And then he had this neon sign.
1
SPEAKER_01
So he had a neon sign that said the ranch.
1
SPEAKER_01
It was on all the time.
1
SPEAKER_01
He had this other neon sign that said impress me.
1
SPEAKER_01
And so if he had a really hard question, he d walk around.
1
SPEAKER_01
Then he d turn to that.
1
SPEAKER_01
He d look at you, kind of funny.
1
SPEAKER_01
He d turn around.
1
SPEAKER_01
He d real slowly reach up and he d go,
1
SPEAKER_01
Click, click, and turn the impress me.
1
SPEAKER_01
You turn around just his head and go, mm-hmm.
1
SPEAKER_01
Like, here it comes.
1
SPEAKER_00
He d ask a question.
1
SPEAKER_00
He was great.
1
SPEAKER_01
He was a great teacher.
1
SPEAKER_01
Yeah, that s just great teachers like that.
1
SPEAKER_01
My last one, which is nowhere near as good as the last one, but the skill of hyper or micro-connecting.
1
SPEAKER_01
Hyper or micro-connecting.
1
SPEAKER_01
It s a skill to develop.
1
SPEAKER_01
And I read an article the other day that said, whatever, 90% of salespeople never ask for referrals.
1
SPEAKER_01
I think that s true.
1
SPEAKER_01
So that s kind of a data point that says people just don t do this.
1
SPEAKER_01
And I think this isn t about referrals, necessarily.
1
SPEAKER_01
It s about connecting.
1
SPEAKER_01
And when I say hyper or micro, what I mean is getting very, very specific with individuals to try to connect them to other individuals versus broad brush, throwing your business card around, going to a big networking meeting thing.
1
SPEAKER_01
That s the micro part.
1
SPEAKER_01
And the hyper part means that I do it all the time.
1
SPEAKER_01
So that s a skill to develop.
1
SPEAKER_01
People need to understand how to connect people to others.
1
SPEAKER_01
They need to understand what to say in that connection.
1
SPEAKER_01
They need to understand how to ask for a connection, that sort of thing.
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SPEAKER_00
I think that s a skill that he s developed massively in 2021.
2
SPEAKER_00
That s awesome.
2
SPEAKER_00
Yeah, that s good.
2
SPEAKER_00
Want to take us home?
2
SPEAKER_00
You still thinking?
2
SPEAKER_00
You got a third space there.
2
SPEAKER_00
Are you thinking of one?
2
SPEAKER_00
Or you want to take us home?
2
SPEAKER_02
No, I ll take you home.
2
SPEAKER_02
OK.
2
SPEAKER_02
I ll take you home.
2
SPEAKER_02
Appreciate that.
2
SPEAKER_02
My mom used to always say, don t drag things home.
2
SPEAKER_02
So I guess I don t know if that meant you or other things.
2
SPEAKER_01
Maybe it meant pets and farm animals.
2
SPEAKER_01
And high school teenage girls.
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SPEAKER_01
Hey.
2
SPEAKER_01
Don t drag things home.
2
SPEAKER_02
Okay, so we are glad that you re with us, and we re always glad you listen every week.
2
SPEAKER_02
And if you want to join us on a journey for 2021, make sure you check out the Insider Group.
2
SPEAKER_02
We re gonna be launching more topics for January, February, and March.
2
SPEAKER_02
It ll be on the website, advancedsellingpodcast.com slash insider.
2
SPEAKER_02
Yes, you will hear us continue to promote this.
2
SPEAKER_02
And I know sometimes you take a risk when you promote things a lot that people get tired of it or get immune to it.
2
SPEAKER_02
But I can tell you that our goal is to have a couple hundred people in this thing.
2
SPEAKER_02
I think the more we have, the merrier we ll be, the better the content will be, the better the networking.
2
SPEAKER_02
So it s $47 a month.
2
SPEAKER_02
If you re interested, go to advancedsellingpodcast.com slash insider.
2
SPEAKER_00
See you next time.