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In the land of selling, there is always fear.
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How to deal with problems can be unclear.
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Or maybe it s you that holds the key.
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And that s what Bill and Brian are here to see.
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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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And we are here every week.
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We re glad you ve joined us.
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We re on the road.
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If you want us to come see you, a lot of you have.
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More of you shall.
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Send us an email, listener at advancedsellingpodcast.com.
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Put in the subject line, come see us, and we will share with you how we come and blow away your sales team at their sales meeting.
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Blown away.
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January and February, we love California and Florida.
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We do.
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We love them.
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And where else?
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Aruba.
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Oh, South Carolina.
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I d go there.
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Cancun.
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National sales meeting.
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That would be fun.
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Oh, that would be good.
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Oh, my gosh.
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We got to do that.
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Hey, I was messing around on a flight.
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And just for fun, I googled best sales podcast of 2018.
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And guess what happened, Bill?
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We were nowhere to be found.
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I was pleasantly surprised where we landed.
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We re on all of these nice people s lists.
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And we re talking in the show notes.
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I m talking to Bill.
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And Bill s like, can we not brag on ourselves so much?
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I m like, we re not bragging on ourselves.
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These are other people s opinions.
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That s true.
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This isn t my list.
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This isn t our list.
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But I googled Best Sales Podcast 2018.
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According to Aptus, A-P-T-T-U-S dot com, Tim Ferriss is number one.
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Guess who s number two?
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ASB.
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Advanced Selling Podcast.
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Guess who s number three?
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The Harvard Business Review IdeaCast.
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That s a good company there.
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That s a really, really good company, really.
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And here s one we ve all heard of this company before, HubSpot.
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If you go to HubSpot and look on HubSpot s website for the best sales podcast, guess who s number two?
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ASB.
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The Advanced Selling Podcast.
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That s really good.
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HubSpot is really big.
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And it s a good company, too.
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We ve spoken to some people at HubSpot.
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They re good.
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And I love, too, that the Sales Hacker is another group that s a really good group to follow if you don t.
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But they did a list of 40.
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We re number three on their list.
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Number one on Sales Hacker s list is the Sales Hacker Podcast.
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So what we need to do is we need to make our own list, the advanced selling podcast list of the best selling podcasts in the country.
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We ll be number eight on our list.
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And we are last, dead last.
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Well, we had Feedspot, which is somebody who called us and said that we did a rating of the top 15 or top 12.
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And we came out number one on Feedspot, feedspot.com.
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And they do a series of top 15 podcasts in health and wellness and sales and leadership.
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And we were number numero uno.
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That s good.
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So I have one area where I was a little saddened, though.
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When you re on these lists, you re like, hey, we must be doing something good, because it s a group that I think is really good.
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There s a company called Drift.
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Drift.com has really nice solutions for salespeople.
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And I think they re really good.
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I looked on there.
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I m like, oh, maybe we re on Drift s site, because I really love them.
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We re not.
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We re not, so maybe this is a campaign.
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Were you sad?
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I was a little sad.
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I felt a little left out.
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I think we d do okay, you people at Drift.
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So anybody that listens that works at Drift, tell whoever makes your list that we need to at least get on somewhere in the top, what are they at?
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Top 15 or so.
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We didn t make the top 15.
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No, not for drift.
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Did you say this is a good outfit?
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And I just gave him a mention.
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That was a free mention too, eh?
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Yep, yep.
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All right.
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So before we start today, I know we ve said this in the past couple episodes, we ve got a new partner, CardsDirect.com.
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They are our new advertising partner on the podcast.
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The fact is we live in a digital age, but prospects and customers are craving something more personal.
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Greeting cards are tangible, friendly, and memorable.
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And they leave a longer-lasting impression than anything digital.
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As a sales professional, you can do greeting card marketing in conjunction with your digital marketing.
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And you know what s coming soon, Brian?
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What s that?
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The holidays.
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It s perfectly time to create custom cards for your prospects, your customers, your partners.
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I ve noticed more and more people over the years are doing Thanksgiving cards or gratitude cards around that time.
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It s a good choice.
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One thing I love about Cards Direct is they will even address and stamp the envelopes for you.
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Do you still have your envelopes?
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I do.
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I sure do.
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You said you would.
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The best part is advanced selling podcast listeners can go to CardsDirect.com slash ASP for a 25% off your order plus free shipping.
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That s CardsDirect.com forward slash ASP to get 25%.
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So reach out to the good people at CardsDirect.com.
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You mentioned holidays in the read there, Bill.
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And speaking of holidays, it s holiday week.
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This is Halloween week.
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And I don t know if people around the globe celebrate Halloween.
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I need to fact check that.
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Doug Drozen.
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He missed his last fact check, by the way.
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Hey, Doug.
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We haven t fact checked something he didn t send it back.
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He usually sends it back right after we stop recording, like he gets it in the mail.
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We haven t even released the episode.
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But Halloween is coming up here in the United States.
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I think they have it in other places.
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And it s not my favorite holiday at all.
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Not my deal.
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I wonder why is that?
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Because it s not mine either.
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Well, I think part of my deal, I m a Christmas person.
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Yeah.
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In fact, I was at my game.
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I had a game in Denver this past weekend, and it was 27 degrees in October.
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Very rare thing out there.
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But just to get the crew in the mood, I put on a little Christmas music in the pre-game.
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Oh, did you?
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Yeah, because it just felt right.
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It just felt right.
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Yeah.
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So for me, it s kind of in the way of the real holidays.
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The Halloween is, I don t know.
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But it s an indicator that those are coming.
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It is.
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It s the last stop between, okay, here we go, real holidays.
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But go ahead.
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Yeah, I like when kids come to the door.
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I like that part of it, giving out candy, eating, give out two, eat one.
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Yes.
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But I don t dress up.
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I used to dress up with this gi.
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You know what a gi is?
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It s a karate outfit, a white robe with a belt, and with a very non-politically correct Asian mask with these big, thick glasses.
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And I would scare people.
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People didn t like that.
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I retired that a few years ago.
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What happens, yeah, Halloween these days.
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political correctness in the world.
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Like, what are you allowed to go as?
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Yeah, you ve got to be really careful.
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What are you?
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I am myself.
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I read a poll the other day that 80% of just the general US population is fed up with political correctness.
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Oh, no kidding.
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80%.
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I wouldn t have thought it would have been that high.
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No, that s really high.
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That s really high.
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I mean, you can t get 80% of people to agree on anything.
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No.
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So maybe we re turning a corner.
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We can go back.
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Who knows?
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And be rude to each other.
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So, uh, so we thought about for a Halloween themed episode and we can, you know, at some point, I think we ve done a Halloween episode in the past.
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We played, uh, uh, who sings a monster mash?
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Um, it s a Boris Pickett.
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And The Crypt Kicker 5, I believe.
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Isn t it Boris Pickett?
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I think it is Boris Pickett.
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I think it is Boris Pickett, who sings Monster Mash.
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So we thought about the idea, and something we all deal with in sales, is what scares us.
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We want to talk about fear in the sales process.
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And we re going to riff on it a little bit about where it comes from, first of all.
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And I m assuming everyone listening to this has been scared in the sales
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realm at some point.
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Whether it s their job, what they re doing, it doesn t matter.
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At some point, they ve had anxiety, fear to get up in the morning, fear to make a call, something like that.
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But where does that come from in sales?
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And why do I have it?
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And then what can I do about it?
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That s what we re going to talk about today.
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So if you look at the numbers of people in the US B2B who make quota, it s 50%.
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So only 50% of people actually make quota.
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So this is the time of year where I think people are probably feeling a little fear that they re looking at what they need to do and it s not happening for them.
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So that might be another macro fear.
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It s not micro fear about the sales process.
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It s just looking at my business opportunities and not seeing them.
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Interesting.
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That s lower than I thought.
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50%.
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That s right.
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That s a Gallup or Harris or Bill Caskey.
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I think it, and I think this stems, this all, this whole fear thing always starts with you as an individual.
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So if you re listening to this episode right now, you re running, you re driving down, getting ready to go on sales calls.
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You re, you re hopefully examining yourself and going, where do I get scared?
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Cause it s interesting to me.
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Some people get scared in different places in the process.
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Some people have no fear on the front end, the calling and that sort of thing.
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And some people are really, really,
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Scared of it.
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And then others, I think, fear the money conversation.
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So when it comes to talk about the economics of the deal, when pricing comes up, they fear that part.
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I think that trick one to this whole thing is recognizing in the stages where you re most susceptible to your fears, that sort of thing.
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So if I m self-analyzing that.
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I would be more fearful of that.
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Anything that s front end cold is not my bag at all.
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I just don t like that at all.
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So cold calling.
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Cold calling is not my thing.
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It gives me anxiety.
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I just don t like it.
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It s just not my thing.
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That s my number one thing.
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I also then, I have a fear at the end when I get the deal of the implementation.
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It s sort of like, oh my gosh, I actually won this deal.
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And I m like, oh god, I hope I can deliver it, that sort of thing.
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So those are my two biggest fear points, kind of the beginning and the end, which is kind of interesting.
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Yeah, that I get a little, once I get a deal, I kind of get nervous and anxious.
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But don t you think the beginning, because I have that same anxiety, but I don t know that it s fear of being rejected.
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I almost feel, for me, like it s fear of wasting time, because it s such a long, laborious process.
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You re going to call 100 people, and I haven t done this in, I don t know that I ve ever, I ve never called 100 people as long as I ve been in this business.
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I m not talking per day.
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I m not talking ever.
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But I know there s the notion out there that sales leaders and managers will say, hey, you have to do a certain amount of behavior each day, each week, 20 calls, or whatever it is.
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But I find it to be laborious and wasteful.
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And so the question is, are there better ways to do that?
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You ve found better ways to do that.
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So you don t have to do what is not pleasant to you.
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For whatever reason, it s not pleasant.
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Correct.
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Yeah.
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Yeah, there s no doubt.
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And then I also, so you have to examine yourself.
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I think that s one.
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And then I wrote down, too, where these things come from.
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They almost all stem from attachment to something.
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So the fear will typically be an attachment to a thing or a person.
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So it could be attachment to my reputation.
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It could be attachment to, I put down attachment to winning and losing.
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I think a lot of salespeople suffer from that, that they think that if they lose a deal, it reflects on them as humans.
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that they re a loser instead of just lost a deal.
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I heard a quarterback this morning, a retired quarterback who was in the NFL for a really long time, talking about this Mahomes fella from the Chiefs.
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And he was commenting on what he s like.
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And this guy had backed up several Hall of Fame quarterbacks.
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He said the one trait they all have in common is they have no memory.
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good or bad, all of them.
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And these are names.
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He listed a bunch of names of people that you and I have heard of.
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They re Hall of Fame quarterbacks.
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And he said they all have the same trait.
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They have no memory, good or bad.
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Does that make sense?
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Even from within the game?
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That s what he meant.
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That s what he was saying.
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He was saying in the game.
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Literally, they throw a bad throw, and they ve forgotten about it.
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Oh, you have to.
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They throw a great throw, and they ve forgotten about it.
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They just move on to the next.
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It s next down.
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It is.
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It s a real interesting idea.
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I think a lot of times people are anxious about getting to another level inside the prospect company, that whole idea of who s the decision maker.
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Because how many times, and what s the number now?
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I just saw it the other day.
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Brian Gray.
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Yeah, it s from the challengers.
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It s from the people at CEB, their newest stat.
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It was 5.8.
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There are 5.8 people.
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I think it s over six.
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Yes.
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And I d always heard four to six.
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It s people involved in the decision of a business-to-business sale on the buying side.
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Now, I feel like that s pretty high.
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I mean, six over six.
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But whatever it is, four, five, six, it means that there s other people.
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And I think a lot of times when we coach people and we share a couple of clients is there is a constant battle to engage
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More people and higher level people in the process and it s difficult to do and there s an anxiety that comes along with well I need to talk to your president or I need to talk to the vps And there s that that anxiety is well The person s not going to like me because they re thinking i m trying to get over their head or go over their head Yes, so you ve got to figure that out because if you re calling on one and there s five people that hold your fate
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You re screwed.
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Completely.
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That s such a deal.
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Here s another one just popped in my head from that, because I m thinking, where does that come from?
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I think people are scared to not know things.
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They re fearful of that.
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They re afraid that if they get asked a question they don t know the answer to, that that s bad.
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And they, therefore, will have to over-prep for something.
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Or worse than that, they ll procrastinate an action because they don t know everything yet, or they re not sure, that sort of thing.
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And I think we re going to do an episode, I think, here in a couple of weeks about not knowing and being comfortable with that.
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But I think that s a huge fear of the field.
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I ask people when I m coaching them on that, I m like, so what are you afraid of with that?
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Well, I m afraid they ll look stupid.
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They ll look stupid.
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I m like, what are you talking about, look stupid?
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You look stupid when you know everything, don t you think?
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I mean, literally, I think people that have an answer for everything look stupid.
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People on the other side of that, like, you re an idiot.
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You think you know everything, and you don t.
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That s the problem I have with over-preparation.
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I know sales managers love, you know, get prepared, do the research, but it will jack you up.
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Yeah.
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Because you start to assume things.
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You start to assume, hey, what you read on their website is actually true, which it rarely is.
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Who puts the truth on their frickin  website?
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Nobody does.
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But also, you now start to lead them.
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You start to say, well, they ve got this problem.
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It was on their website.
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So I m going to ask questions that lead them to a certain place.
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And that s awful.
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It is.
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So I think it s good to understand where the company is.
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If you re going to see them, it s good to know the address.
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But it s good to know what industry they re in and who their competitors are.
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Yeah, there are some things, but don t get too jacked up about seven hours of research on a company.
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No, and don t worry that you re just not going to know everything.
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You re just not.
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And people don t expect you to.
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That s the other thing.
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It s just a myth.
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I think I ve got a couple things written down here on some causes and that is I think we are striving to feel okay and to feel good about ourselves that anything that puts us in danger of that.
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Yeah, we
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We resist like the plague, like the bubonic.
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Is it bubonic?
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I think it s bubonic.
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I have buttress.
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I don t think there s an L. A lot of people like the buttress conversation from a few weeks ago.
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My domestic partner called me on that one in a text trail.
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She said something with buttress.
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I m like, what is buttress?
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She s like, I heard it on a podcast.
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I m like, which one?
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She goes, yours.
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And I m like, oh, jeez.
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I forgot that we even said that.
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SPEAKER_01
It was funny.
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SPEAKER_01
That was really funny.
1
SPEAKER_00
But I think we re striving to feel OK.
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SPEAKER_00
And so anything that puts us in danger of feeling not OK, like asking to talk to the president, and we get told no.
1
SPEAKER_00
Or asking to want to talk about money at the right time, and we re told no.
1
SPEAKER_00
Or we re told your price is too high.
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SPEAKER_00
All of the above.
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SPEAKER_00
So it s that whole OK, not OK thing that always raises its little head up.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Yeah.
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SPEAKER_00
It s good.
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SPEAKER_00
It s a topic.
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SPEAKER_00
I agree.
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SPEAKER_01
So one little takeaway thing.
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I m afraid of ending this episode.
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SPEAKER_01
It s so good.
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I would give counsel to everybody.
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Just do a little self-assessment on this deal.
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SPEAKER_01
If nothing more from this episode, you get some self-awareness.
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SPEAKER_01
And if you re a sales manager listening, great little discussion topic for your team to say, hey, gang, what are we afraid of and why are we afraid of it?
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SPEAKER_01
Then you can process it going forward.
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SPEAKER_01
I know we didn t give you a lot of answers in today s episode, but that s OK.
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SPEAKER_01
I think that awareness is a really valuable thing.
1
SPEAKER_00
Yeah.
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SPEAKER_00
Yeah.
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SPEAKER_00
And I think if you do that, sales leaders, you re going to have to set the stage because people don t like to reveal fear unless you and maybe you do.
1
SPEAKER_00
Maybe that s a good way to start it.
1
SPEAKER_00
So anyways, Brian said earlier, if you want to have us out, bring us out.
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SPEAKER_00
You can send us an email.
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SPEAKER_00
To listener at advanced selling podcast calm put in the subject line come see us and we d be glad to start the conversation at least we re booking now for the end of this year and we re probably More looking toward January and February right now leadership and sales retreats and meetings and strategic planning and things like that So make sure you do that.
1
SPEAKER_00
Also join our LinkedIn group.
1
SPEAKER_00
We re almost to 10,000 I m gonna have to give it an award to the 10,000 to figure that out.
1
SPEAKER_00
I mean we re
1
SPEAKER_00
Just a hundred or so from probably this week.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
So go to advanced only podcast dot com slash LinkedIn.
1
SPEAKER_00
That takes you directly to the group and join up and give us some feedback and comments.
1
SPEAKER_00
And until next time, Brian Neal.
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SPEAKER_00
It s good having you on today.
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SPEAKER_00
Thanks for having me, Bill.
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SPEAKER_00
It s OK.
1
SPEAKER_00
You can you can be a guest any time on this podcast.
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SPEAKER_00
All right.
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SPEAKER_00
See you next time.
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SPEAKER_00
Bye.