0
SPEAKER_01
It s Bill s birthday edition of the Advanced Selling Podcast, and in this episode, Bill shows his concern for an interestingly named fundraiser.
0
SPEAKER_01
I cite an odd news story about a hairless cat, and we take a listener call from David who asks us, do I hold him or do I fold him?
0
SPEAKER_02
Welcome back to the Advanced Selling Podcast.
0
SPEAKER_02
I m Bill Kasky.
0
SPEAKER_02
I m Brian Neal.
0
SPEAKER_02
This is the longest running sales training podcast produced especially for you every Monday morning at 6 AM.
0
SPEAKER_02
Is that when it comes out?
0
SPEAKER_02
6 AM or so?
0
SPEAKER_02
Ish.
0
SPEAKER_02
6 or 7, yeah.
0
SPEAKER_02
So we come out every Monday.
0
SPEAKER_02
And we re really glad to have you as a listener.
0
SPEAKER_02
Our listenership continues to grow.
0
SPEAKER_02
And it s because of people like you who pass this on to other people inside your company, friends, neighbors, and spouses.
0
SPEAKER_02
Spouses, too.
0
SPEAKER_01
Yep.
0
SPEAKER_01
We are on the road this year, 2018, booking up.
0
SPEAKER_01
And if you d like us to come see you, for now, you can send us an email.
0
SPEAKER_01
Listener, advancedsellingpodcast.com.
0
SPEAKER_01
And put in the subject line, come see us.
0
SPEAKER_01
So if you have a national sales meeting, need a keynote speaker, send us an email.
0
SPEAKER_01
If you have a sales symposium sort of thing, you want some breakout work, we can also come out and record the podcast live in front of your sales team, which is a really cool experience, and do some training coaching afterwards.
0
SPEAKER_01
We ve got one of those coming up in May.
0
SPEAKER_01
In May, really, really cool.
0
SPEAKER_01
So send us an email, listenerinadvancesellingpodcast.com.
0
SPEAKER_01
But come see us, and we ll get the ball rolling and get you in touch with someone who can take you through the details there.
0
SPEAKER_02
So here s a question, Brian.
0
SPEAKER_02
Are you looking, I don t think you are, but in case you are, are you looking to start the new year with a company that is digitally transforming the world?
0
SPEAKER_02
CenturyLink and Level3 have joined forces.
0
SPEAKER_02
The new CenturyLink is hiring sales experts nationwide.
0
SPEAKER_02
If you re a top sales performer and you want more out of 2018 than years past, which I think we all do, CenturyLink is the key to ascending your career to record levels.
0
SPEAKER_02
Take the first step.
0
SPEAKER_02
Visit centurylink.com, that s century, C-E-N-T-U-R-Y, link.com, slash advanced selling, and join the talent community, a member of their team,
0
SPEAKER_02
We ll be in touch very soon after you go to that site to discuss your future.
0
SPEAKER_02
That s centurylink.com forward slash advanced selling.
0
SPEAKER_02
We appreciate the people at CenturyLink.
0
SPEAKER_02
They re good folks.
0
SPEAKER_02
We talked to them a couple of times and got a good program there if you re looking for a new career.
0
SPEAKER_02
Something new for sure.
0
SPEAKER_01
Okay, so we ve got a screen to my left, Bill.
0
SPEAKER_02
Yeah, I was at Starbucks today, believe it or not.
0
SPEAKER_02
Yep.
0
SPEAKER_02
And you know, today s my birthday.
0
SPEAKER_01
I just saw that this morning.
0
SPEAKER_02
Happy birthday.
0
SPEAKER_02
You get a free drink on your birthday.
0
SPEAKER_02
You do, that s good.
0
SPEAKER_02
I don t think you get unlimited drinks on your birthday.
0
SPEAKER_02
Which is a problem, but that s it.
0
SPEAKER_02
That s it.
0
SPEAKER_02
Yeah.
0
SPEAKER_02
Yeah, it s at a bar at 54th and Keystone, but no one s But I saw this brochure hanging on their bulletin board and I thought if you re going to try to get me to go something Would you title it the longest day?
0
SPEAKER_01
Yeah, so it s for a good cause.
0
SPEAKER_01
It s a great cause.
0
SPEAKER_02
It s for Alzheimer s, and it s a greater chapter here, and it s an all-day... It s called The Longest Day.
0
SPEAKER_02
Is that a thing that relates to Alzheimer s?
0
SPEAKER_01
I don t know.
0
SPEAKER_02
I can t figure... I don t think so.
0
SPEAKER_02
I don t... Maybe it is.
0
SPEAKER_02
Huh.
0
SPEAKER_02
But for the average person who might wanna go and enjoy a music dinner or drinks, yeah.
0
SPEAKER_01
I wonder if that has something to do with it.
0
SPEAKER_01
But you re right.
0
SPEAKER_01
It s a...
0
SPEAKER_01
Yeah, I ve got a friend who s down in Nashville right now with his wife, and they re partying, listening to some music.
0
SPEAKER_01
And he sent me a text yesterday about 11 with his first drink on the table.
0
SPEAKER_01
And he said, you can t drink all day if you don t start early.
0
SPEAKER_01
I m like, OK, dog, here we go.
0
SPEAKER_01
Interesting.
0
SPEAKER_01
No, I probably wouldn t call it the longest day.
0
SPEAKER_01
I would call it the most exciting day.
0
SPEAKER_02
But I know we all have, you know, whenever we start to write either subject lines or headlines or titles of programs, I mean, you and I ve done this and it s, it s like when it gets to naming the thing, we just look at each other like, Oh God, this is a long process, but they didn t take that long to come up with that.
0
SPEAKER_01
I like that.
0
SPEAKER_02
Usually when you think of the longest day, you think of,
0
SPEAKER_02
How was your day today?
0
SPEAKER_01
It was the longest day I ve had in a long time.
0
SPEAKER_01
Do you want to go to a program tonight?
0
SPEAKER_02
It s called The Longest Day.
0
SPEAKER_01
It s called The Longest Day.
0
SPEAKER_01
That reminds me, actually, of a news story, speaking of headlines and Alzheimer s.
0
SPEAKER_01
Didn t think I d pull those two together, did you?
0
SPEAKER_01
Oh, man, that s nice.
0
SPEAKER_01
Well, it s about folks, you know, a lot of times people with Alzheimer s, they re later in life, and it s a really bad deal.
0
SPEAKER_01
Of course, my cousin s mom just passed away of Alzheimer s, as a matter of fact.
0
SPEAKER_01
But there are things that happen sometimes to take care of the elderly people.
0
SPEAKER_01
And this headline caught my attention.
0
SPEAKER_01
I thought it was interesting.
0
SPEAKER_01
Police officer partners with hairless cats.
0
SPEAKER_01
This is from Roanoke, Virginia.
0
SPEAKER_01
And a police officer has teamed up with his hairless cat to go on a special mission across the city.
0
SPEAKER_01
Rocky and Apollo are two sphinx cats that don t have any hair.
0
SPEAKER_00
Sphinx cats, right?
0
SPEAKER_01
But they go into a rehabilitation center
0
SPEAKER_01
for elderly, and they like to go around and use the hairless cats as therapy.
0
SPEAKER_01
And if you ve ever seen a hairless cat... I have.
0
SPEAKER_01
I can t think of anything more terrifying and more frightening and anything that would make me more uncomfortable... Less comfortable, yeah.
0
SPEAKER_01
Than a hairless cat crawling around on me.
0
SPEAKER_01
Just didn t quite make... It s like shock therapy, maybe.
0
SPEAKER_01
A little bit.
0
SPEAKER_01
Like shock therapy.
0
SPEAKER_01
I ve partnered with a group of armadillos and porcupines to come in and comfort people... And skunks, we ve got a few skunks at event.
0
SPEAKER_01
In the home.
0
SPEAKER_01
I just didn t quite, and I m sure hairless cats are nice, and I m sure some of our listeners own a hairless cat.
0
SPEAKER_01
Well, so yeah, send us a picture of your hairless cat, the Sphinx cat.
0
SPEAKER_01
I love the name, Sphinx cat.
0
SPEAKER_01
What a perfect name.
0
SPEAKER_01
The hairless cat soothing the elderly did not apply enough for me.
0
SPEAKER_01
I could see it like pushing them to death.
0
SPEAKER_01
Could we get a little quicker than they re supposed to go?
0
SPEAKER_02
Nursing home has them over.
0
SPEAKER_02
Oh, jeez.
0
SPEAKER_02
All right, so we re not making fun of the illness.
0
SPEAKER_02
No, no, no, not at all.
0
SPEAKER_02
Coincidentally, I had this up in your hair.
0
SPEAKER_02
Hairless cats.
0
SPEAKER_02
Okay, we ve got a great question today from David, so let s fire away.
0
SPEAKER_00
Hey guys, thanks for inclusion in the LinkedIn group.
0
SPEAKER_00
I m relatively a new listener, so hopefully you haven t had this question before, but I figured I d ask.
0
SPEAKER_00
I have a situation where I ve got a prospect who was very engaged.
0
SPEAKER_00
They sought us out.
0
SPEAKER_00
We had some great meetings and sent proposals, got feedback, and we re going to have additional meetings.
0
SPEAKER_00
And they suddenly went dark.
0
SPEAKER_00
No response to emails, no response to calls.
0
SPEAKER_00
It s as if they didn t exist.
0
SPEAKER_00
And my question is, when do you walk away and when do you keep trying?
0
SPEAKER_00
This was a prospect that I thought was great and that we had some good energy there.
0
SPEAKER_00
And obviously something happened, but I can t figure out what.
0
SPEAKER_00
Maybe I should just walk away?
0
SPEAKER_00
I don t know.
0
SPEAKER_00
I need some help.
0
SPEAKER_02
All right, David, great question.
0
SPEAKER_02
Thanks for your call, David.
0
SPEAKER_02
And you will get a treat.
0
SPEAKER_02
Yeah, we ll send you a treat in the mail.
0
SPEAKER_02
We ve got to get his physical address.
0
SPEAKER_01
Mailing address.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
And it s good.
0
SPEAKER_01
Even if you ve listened to the show for the 11 years it s been on the air, which we have some of those, and or if it s your early on in the listener, you ve heard us talk about this topic.
0
SPEAKER_01
We ve talked about it a lot.
0
SPEAKER_01
And it s a topic that never, never doesn t come up.
0
SPEAKER_01
It s always there.
0
SPEAKER_01
And so we re going to dial it down and maybe give some advice that perhaps we ve given in the past.
0
SPEAKER_01
And maybe look at it a little differently.
0
SPEAKER_02
So maybe what we do here is, he had a specific question about what to do then.
0
SPEAKER_02
And of course, we re always interested in not only remedying that, but also preventing that from happening in the future.
0
SPEAKER_02
Because I think, as you say, this is an age-old issue.
0
SPEAKER_02
It happens all the time.
0
SPEAKER_02
How do you, and can you really even stop someone from going dark?
0
SPEAKER_02
I don t know if you can.
0
SPEAKER_02
So why don t we take it, we ll take it with the prevention part first.
0
SPEAKER_01
Maybe offer some ideas, what might ve happened.
0
SPEAKER_01
What might ve happened, I love this.
0
SPEAKER_02
What do you think,
0
SPEAKER_02
You ve been coaching and training as a Vi for lots of years.
0
SPEAKER_02
What s the number one thing that you think happens that causes this?
0
SPEAKER_01
If I had to pick one, I d have a tie.
0
SPEAKER_01
I d have a tie.
0
SPEAKER_01
Can I have a tie?
0
SPEAKER_01
I have a tie.
0
SPEAKER_01
Here s my tie.
0
SPEAKER_01
What s your tie?
0
SPEAKER_01
The first is that there was no compelling emotional motivation
0
SPEAKER_01
to proceed forward.
0
SPEAKER_01
And we either got fooled by that, didn t understand it well enough, thought it was worse than it was.
0
SPEAKER_01
There s just no compelling reason, no compelling emotional reason, no motive, not big enough, deep enough, strong enough.
0
SPEAKER_01
Second thing is I got sloppy and didn t set clear future dates, which is super tactical.
0
SPEAKER_01
And I did not set a calendared event while I was sitting there in front of the people before I left.
0
SPEAKER_01
So I left without a calendared event.
0
SPEAKER_01
with the agreement that we re going to touch base in a week, and it disappeared into nothing.
0
SPEAKER_01
That s my type.
0
SPEAKER_02
I had the first one.
0
SPEAKER_02
I didn t have that other one.
0
SPEAKER_02
I like that.
0
SPEAKER_02
And that might sound like you re trying to pin somebody down, but that s an indicator.
0
SPEAKER_02
If they say, oh, well, not yet.
0
SPEAKER_02
Let me get back with you, then we know a lot more.
0
SPEAKER_01
We know.
0
SPEAKER_01
I just had one of those this morning in coaching.
0
SPEAKER_01
And I discovered, after 21 years, a new response to this.
0
SPEAKER_01
So one of my clients who said, well, I tried to get a clear future, and they just didn t want to.
0
SPEAKER_01
So they told me they d call me back in a week to a week and a half.
0
SPEAKER_01
And I said, OK.
0
SPEAKER_01
So we re talking about today.
0
SPEAKER_01
She goes, I think I m going to shoot him a note and check in with him today, which is one of my pet peeves.
0
SPEAKER_01
She was going to say, hey, check in.
0
SPEAKER_01
I go, why would you do that?
0
SPEAKER_01
He said he s going to get back to you.
0
SPEAKER_01
Why don t you just wait for him to get back to you?
0
SPEAKER_01
She s like, uh.
0
SPEAKER_01
He won t.
0
SPEAKER_01
Exactly.
0
SPEAKER_01
He won t.
0
SPEAKER_01
Exactly.
0
SPEAKER_01
So I m going to start saying when people go, well, I didn t get a clear future date, but I m going to check in with him in a week.
0
SPEAKER_01
He told me he d call me back in two weeks, haven t heard from him, so I m going to check in with him.
0
SPEAKER_01
I m like, why would you do that?
0
SPEAKER_01
He didn t say to do that.
0
SPEAKER_01
He said he d get back to you.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
So why would you check in with him?
0
SPEAKER_01
To kind of play the reverse logic.
0
SPEAKER_01
I see.
0
SPEAKER_01
I like that.
0
SPEAKER_01
Anyway, something new, huh?
0
SPEAKER_01
That s a sphinx cat move.
0
SPEAKER_02
I ve got one here.
0
SPEAKER_02
I think a lot of times we re not talking to the person who actually makes the decision.
1
SPEAKER_00
Or the whole saying, are you talking to the person who can say no, or can they say no and yes, or only no?
1
SPEAKER_00
And a lot of times we re talking to people who can only say no.
1
SPEAKER_00
Or their no is they just disappear.
1
SPEAKER_00
And so I think the decision maker.
1
SPEAKER_00
And the second thing was, there is always this,
1
SPEAKER_00
there is always this game and equation going on for the prospect is, is it better for me to stay with my status quo or change?
1
SPEAKER_00
And I know that we say, well, that has to do with where s the motivation.
1
SPEAKER_00
But if I perceive the change as a big problem, I could have a lot of pain.
1
SPEAKER_00
I m going to have a lot of problems that I want to fix.
1
SPEAKER_00
But if the change process sounds overwhelming or overburdening, then it might be easier for me.
1
SPEAKER_00
Personally, if I m the one that s responsible for implementing, I ll make sure I sabotage it, because I don t want to deal with it.
1
SPEAKER_01
Right, exactly.
1
SPEAKER_00
So that may be a little bit of that.
1
SPEAKER_00
But there s four things right there that might be prevention kinds of approaches.
1
SPEAKER_00
I have a reflection for David, or Dave.
1
SPEAKER_01
Both?
1
SPEAKER_01
Is that, you know, I m always wondering when people named Dave or David.
1
SPEAKER_00
Yeah, Michael, Mike, David, Dave.
1
SPEAKER_00
Well, you re Bill, Billy, Will.
1
SPEAKER_00
I got one of those at home, too.
1
SPEAKER_00
Anything s fine.
1
SPEAKER_01
Anything s fine.
1
SPEAKER_01
But your son is not Bill, is he?
1
SPEAKER_01
No, we call him Billy in sports.
1
SPEAKER_00
Oh, you do?
1
SPEAKER_01
It sounds like a cooler sports name.
1
SPEAKER_00
Oh, OK.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
If your kid s name is William, we ll call him William at home.
1
SPEAKER_01
OK.
1
SPEAKER_01
And then Billy on the field.
1
SPEAKER_01
It just sounds cool.
1
SPEAKER_00
Billy on the field.
1
SPEAKER_01
Yeah.
1
SPEAKER_00
OK, so what s your?
1
SPEAKER_01
He s probably going to get in the major leagues for that.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Well, you ve got every edge.
1
SPEAKER_01
There s another podcast, isn t there?
1
SPEAKER_01
Yeah.
1
SPEAKER_01
My kid s really good.
1
SPEAKER_01
I m like, okay, good.
1
SPEAKER_01
Thanks for telling me that.
1
SPEAKER_01
I m sure he is.
1
SPEAKER_01
No, he s in the upper 13th percentile of his age group.
1
SPEAKER_01
I love when people say, you know, I don t really like to brag on my kids, but he s pretty good.
1
SPEAKER_01
I m like, well, clearly you do like to brag on your kids.
1
SPEAKER_01
is he may have gotten stung by his newness.
1
SPEAKER_01
And what I mean by that is when you re new, you re eager.
1
SPEAKER_01
When you re eager, David is new.
1
SPEAKER_01
David is newish, I think.
1
SPEAKER_01
Well, he s new to the podcast, and I thought maybe newish in sales.
1
SPEAKER_01
Newish to the podcast, at least.
1
SPEAKER_01
But I m assuming he hasn t been selling for 30 years.
1
SPEAKER_01
Right.
1
SPEAKER_01
And when you re new at anything like that, you re a little over eager.
1
SPEAKER_01
Those of you who are listening who are new or in sales, great lesson to learn early that just because people are creating good, warm energy with you doesn t mean anything.
1
SPEAKER_01
Absolutely.
1
SPEAKER_01
It doesn t mean anything.
1
SPEAKER_01
A little phrase we teach.
1
SPEAKER_01
What do you got?
1
SPEAKER_00
You got that?
1
SPEAKER_01
No, go ahead.
1
SPEAKER_00
Go ahead.
1
SPEAKER_01
Oh, yeah.
1
SPEAKER_01
It s nothing till it s something.
1
SPEAKER_01
That s the mantra that I work really hard to live by with that.
1
SPEAKER_01
Teach my clients that.
1
SPEAKER_01
And anything can blow up at any time.
1
SPEAKER_01
So don t get fooled by the good, positive energy.
1
SPEAKER_01
That was a
1
SPEAKER_01
Ring test.
1
SPEAKER_01
Can the listeners hear that one?
1
SPEAKER_01
Ding.
1
SPEAKER_00
Sorry.
1
SPEAKER_01
So I raise my right hand, and then the left hand.
1
SPEAKER_01
You know how you do that ear test?
1
SPEAKER_01
That was kind of cool.
1
SPEAKER_01
That was your right hand, remember that?
1
SPEAKER_00
Yeah.
1
SPEAKER_00
No.
1
SPEAKER_01
Yeah, when you put the headphones on, it s an ear hearing test.
1
SPEAKER_01
And they ring.
1
SPEAKER_01
Oh, oh, hearing test.
1
SPEAKER_01
And you raise your right hand for the right and left hand for the left.
1
SPEAKER_01
It s not a podcast thing.
1
SPEAKER_01
I have to do that for the NFL.
1
SPEAKER_01
Isn t that interesting?
1
SPEAKER_01
That is good.
1
SPEAKER_01
That the NFL tests our hearing?
1
SPEAKER_01
I don t know why.
1
SPEAKER_01
Anyway, go ahead.
1
SPEAKER_00
Well, I wrote down great, great, good.
1
SPEAKER_00
And the way you described this was our first meeting was great.
1
SPEAKER_00
We had great momentum, and there was good energy, all those things.
1
SPEAKER_00
And I m OK with it.
1
SPEAKER_00
I know what you mean.
1
SPEAKER_00
But if that eagerness starts to come through and doesn t allow the prospect to be eager on their own, then I think that could be a problem.
1
SPEAKER_00
So anyway, those are five things that avoid the great, great, good.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
And now can we say what to do?
1
SPEAKER_01
Yeah, let s do.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
And I started this as I get asked the question a lot on the closing the deal thing.
1
SPEAKER_01
When do I walk away?
1
SPEAKER_01
It s if and when is kind of a question, which reminds me of the Kenny Rogers classic, The Gambler.
1
SPEAKER_01
You got to know when to hold.
1
SPEAKER_01
Know when to hold, yeah.
1
SPEAKER_01
Know when to fold them.
1
SPEAKER_01
Sidebar, I was listening to The Love Station on XM Radio.
1
SPEAKER_01
You ever listen to that station?
1
SPEAKER_01
It s all love songs.
1
SPEAKER_01
There was a song called Through the Years that Kenny Rogers sang.
1
SPEAKER_01
He sang a lot of love songs.
1
SPEAKER_01
So I googled Kenny Rogers.
1
SPEAKER_01
I m like, what a just a good, loving guy.
1
SPEAKER_01
Guy s been married six times.
1
SPEAKER_01
He s got a thousand kids.
1
SPEAKER_00
He knows how to love.
1
SPEAKER_00
He does.
1
SPEAKER_01
Each one s got their own song.
1
SPEAKER_01
And it all started with Lucille.
1
SPEAKER_01
He knows when to hold him and knows when to fold him.
1
SPEAKER_00
That s for sure.
1
SPEAKER_01
He does in the old marriage game, which is funny when it doesn t quite match up.
1
SPEAKER_01
Anyway, so I think this is a constant exercise, David, that you have to go through.
1
SPEAKER_01
You ve constantly got to be moving and creating flow in your funnel.
1
SPEAKER_01
So when this occurs, this is just natural flow.
1
SPEAKER_01
To help with that,
1
SPEAKER_01
to make it less noisy is the more you have in your funnel, the better.
1
SPEAKER_01
So there s the prospecting top of the circle side of this.
1
SPEAKER_01
And then as those deals move through, this will become more natural for you.
1
SPEAKER_01
So it should be a natural event.
1
SPEAKER_01
If this one jumps out, that means there s not enough going on in your funnel.
1
SPEAKER_01
So on prevention part futures, add more stuff.
1
SPEAKER_01
Correct.
1
SPEAKER_00
Correct.
1
SPEAKER_00
Yeah, my suggestion would be if you really do feel like you ve done all the right things and the prospect just disappeared, what are you going to do?
1
SPEAKER_00
Just say, look, I m assuming that since I haven t heard from you that this is over, and I wish you would have talked to me about it, but I ll just take this unless I hear back from you.
1
SPEAKER_00
I ve done that.
1
SPEAKER_00
I don t feel bad at all about that.
1
SPEAKER_00
Because if you ve got enough, like you said, if you ve got enough of the things in the top of the funnel, that s always the problem.
1
SPEAKER_00
We can t make that move, or we can t send that email because we say, geez, we ve only got five prospects.
1
SPEAKER_00
That s 20% of our pipeline.
1
SPEAKER_00
I can t let that go.
1
SPEAKER_00
But that s wrong.
1
SPEAKER_00
It s just wrong-headed.
1
SPEAKER_00
It s wrong thinking.
1
SPEAKER_00
If they come back to you and say, no, no, we had a death in the family, or we had something, well, no, you re not going to disappear then.
1
SPEAKER_00
We spend a lot of calories and a lot of time, a lot of energy, trying to figure out, how do we bring this person back in the funnel?
1
SPEAKER_00
How do we move them along?
1
SPEAKER_00
Go on, move on.
1
SPEAKER_00
We talk about detachment, but sometimes I think we talk about detachment only as a concept.
1
SPEAKER_00
We don t put it in practice.
1
SPEAKER_00
That s good.
1
SPEAKER_00
Really good.
1
SPEAKER_01
You know, it s interesting.
1
SPEAKER_00
If he s only listened to a few episodes, I d go back and search on advancedsellingpodcast.com on detachment and pull up a couple of those.
1
SPEAKER_01
I d have the rest of y all do that too, listening to what Bill just said there.
1
SPEAKER_01
It s probably a good one to go do.
1
SPEAKER_01
When you said, what did you say?
1
SPEAKER_01
Best good, what was the?
1
SPEAKER_00
Oh, great, great, good.
1
SPEAKER_01
Oh, great, great, good.
1
SPEAKER_01
The other thing that we get fooled by, so this would be a thing to go do now, is great, great, good becomes bad, bad, worse now, because it s stalled out.
1
SPEAKER_01
So your last memory was great, great, good.
1
SPEAKER_01
So as you re trying to keep it close, you forget that.
1
SPEAKER_01
The thing is, it s done, right?
1
SPEAKER_01
It s done.
1
SPEAKER_01
Great advice from Bill to close it up.
1
SPEAKER_01
I m a fan of using that phrasing, even, close the file, however you want to say that.
1
SPEAKER_01
There are lots of ways to say that.
1
SPEAKER_01
And wish you lots of luck.
1
SPEAKER_01
I d be thankful for the chance.
1
SPEAKER_01
Somebody would be like, thanks for the opportunity.
1
SPEAKER_01
I mean, don t be overly, what do you call that?
1
SPEAKER_01
Sarcastic.
1
SPEAKER_01
Yeah.
1
SPEAKER_00
Hey, thanks for the opportunity to serve you.
1
SPEAKER_00
Chick, chick.
1
SPEAKER_01
But if you learn something through the process or something that s good or whatever, like, hey, it was, you know.
1
SPEAKER_01
It was great to give it a try.
1
SPEAKER_01
Sounds like it s not a go.
1
SPEAKER_01
I m going to put this one on the shelf.
1
SPEAKER_01
I ll stay in touch down the road.
1
SPEAKER_01
Love, Brian.
1
SPEAKER_01
Just close the file out.
1
SPEAKER_01
Be done.
1
SPEAKER_00
Or if you have a podcast, you can actually cite that situation on the podcast and say, hey, I talked to a guy the other day.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
And use his name and his company.
1
SPEAKER_00
Oh, that s great.
1
SPEAKER_00
And just belittle the hell out of him for 15, 20 minutes.
1
SPEAKER_01
And it s social.
1
SPEAKER_00
You could do that, too.
1
SPEAKER_00
Thanks for the call.
1
SPEAKER_00
I appreciate it.
1
SPEAKER_00
We ve given you a few things there.
1
SPEAKER_00
And we d love to hear from you.
1
SPEAKER_00
If you have an email question, send us at listener at advancedsellingpodcast.com.
1
SPEAKER_00
Voicemail, voice memo, and we ll be glad to get it on.
1
SPEAKER_00
And it ll be a treat in store for you.
1
SPEAKER_00
David, thanks for the call.
1
SPEAKER_00
And what else?
1
SPEAKER_01
Don t forget that we re on the road the rest of this summer and into the fall a bit.
1
SPEAKER_01
Listener at advancedsellingpodcast.com.
1
SPEAKER_01
Put come see us.
1
SPEAKER_01
And we have some really, really cool events to present to you if you d like us to come visit your sales meeting
1
SPEAKER_01
sales, summit, whatever you have.
1
SPEAKER_01
Awesome.
1
SPEAKER_01
See you next time.
1
SPEAKER_01
Bye.