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In this episode of the Advanced Selling Podcast, we offer a flashback YouTube video you must go watch.
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Bill rants on the CBD craze and Brian gets the giggles.
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No connection.
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And we ask the question, are you a mindset dabbler?
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And I m warning you, this episode is a good one.
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Welcome back to the Advanced Selling Podcast.
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I am your host, one of, Bill Kasky.
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I m Brian Neal.
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That was a cluster.
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But anyway, we are here, and we are here to serve you and make you smile maybe, but maybe even make you learn and help you learn something that can make you money.
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Got the giggles.
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Before we get into it, we got a story coming up.
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There s a YouTube, if you Google Advanced Selling Podcast, or YouTube Advanced Selling Podcast, one of our first episodes we ever did, there s, I told you, and I said this, and some people have gone back to it, I went and looked at it again.
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Oh, the microphone?
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The microphone.
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There s this microphone that s basically covering my entire face, like I m in a witness protection program.
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It was one of those windscreens, wasn t it?
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It was.
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It was huge.
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No, it was actually one of these, one of these like cushy things, but it was literally like the size of a basketball.
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And the first comment we ever got on YouTube for the podcast was, that is a ridiculously huge microphone, which it is.
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So you need to go see that.
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What prompts me there, I just watched it this week.
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I think you re wearing the same shirt in the video right now.
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That was like 12 years ago, or it looks just like it.
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No, I m not!
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I m telling you.
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That s an untuck it, right?
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But it looks just like it.
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So go to YouTube to Event Selling Podcasts, look for the ridiculously huge microphone, and put a comment there.
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Yeah, whenever I see comments online, like if it s a video of a photo, there s always somebody that has a smart aleck remark.
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And those are the ones that make me laugh.
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One guy said, which I had not seen this one, he goes, Bill Kasky is obviously the smarter of the two.
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Why doesn t he talk more?
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It s a really good point.
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I can t disagree.
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I can t disagree.
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All right.
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So here s my question is, in the last year or so, there seems to have been a proliferation, big word for you, Brian, proliferation.
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I ll look it up, Google.
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Much more common.
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No, thank you.
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Notion of CBD oil.
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You literally see it everywhere.
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You see it at pharmacies.
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You see it at the gym.
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You see it at shops that you drive by, just CBD oil here.
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So here s my question.
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Is there any regulation on CBD oil?
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Like the Federal Drug Administration, FDA, or anything?
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I have a really good friend, like one of my best friends from growing up and my college roommate, who has been in that business since it got legalized.
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And he moved to Colorado for that business.
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And he s a marketing guy, really smart guy.
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And I ll have to ask him.
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because he lives in that world.
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He owns a company now that does CB.
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And I don t know, there s like, could we get into that business?
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Could we have an ASPCB oil?
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My side hustle?
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Uh, I don t think would go for that one.
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I don t think, no, no, I don t think it would.
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Um, well, I don t know what I, that s not better than pot.
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That s out of my, uh,
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See, that s what I don t know.
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What I don t know, there s CBD, there s THC, there s hemp, and I don t know the differences or the sameness of all those.
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And I just, right.
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And so then everyone s like, oh, CBD oil.
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But I m like, well, if it s really good, but I take it, will it show up on a drug test?
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Because I have to do that.
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So I don t know.
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So I just, I avoid that.
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I think THC would.
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So here s my real bottom line question.
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If it were that good,
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Wouldn t the pharmacology people be in it?
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Wouldn t Johnson & Johnson and Lilly, wouldn t they just be?
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Because they can buy and sell.
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I mean, they got manufacturing facilities.
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If it was that good and worked, wouldn t they do it?
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Because I see now Tiger Woods and Phil Mickelson are going to start a CBD oil company because they say that that s the only thing that s made them feel good.
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I m not sure.
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Gronkowski, same.
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Rob Gronkowski, right?
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Didn t he just renounce some deal?
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It just seems to me like,
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It s too good to be true.
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I ve tried it before.
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I don t really notice anything.
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But again, sometimes there s a placebo effect on those things too, I think.
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It s also interesting that it s literally like in everything.
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It s everywhere.
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There s like CBD gum.
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There s like CBD hair gel.
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There s CBD, just it doesn t matter.
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Do you know what it stands for?
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I don t.
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Nobody does.
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Nobody has any idea what it stands for.
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I would assume cannabis is the C, but I don t know.
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I never thought about that.
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I have no idea.
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I ve asked 150 people.
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It s really funny.
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It s really funny.
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All right, our topic today.
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Well, you and I have been together for years and years.
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We ll say decades.
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Since June 3rd of 1997 is when I started.
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And we ve been doing the podcast here for 14, 15 years.
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Correct.
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And in that time, makes it sound like we re going to resign.
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We re going to quit the podcast.
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No, I know that s what you re thinking.
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That s what you re hoping.
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In that time, we have talked about a lot of content, a lot of strategies, a lot of mindsets, just a lot of the things that affect sales professionals, sales leaders, CEOs in the world of business.
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And we have always been
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mindful that how we think determines how we act.
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And if we want to get better results in the market, we ve got to just not act more.
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We ve got to think differently.
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And part of that thinking differently is the mindsets that we have.
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And we ve got four or five.
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You ll find them across the podcast library.
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You ll also find them in the program called All In, which you can find at advancedsellingpodcast.com.
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It s a three-hour audio program that kind of takes you from beginning to end.
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We talk a lot about the mindsets there.
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Well done, dropping that in there.
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But yeah, that was good.
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That was really good.
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But the question then is, and Brian and I talked in pre-show, that sometimes we see in our training clients, we each have our set of training clients, we see what we might call a dabbling in the area of mindset shifts.
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Yep.
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So dabbling, in our world, would mean that a person adopts partially the right mindset throughout the process, or they adopt all the right mindset in the first call.
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And then once the deal becomes real, then they change and something triggers them.
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And so I thought it would be a good topic today to talk about is, why do we dabble
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And is it really better?
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Shouldn t it be better if we re dabbling in it and it s kind of working?
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Shouldn t we go all in and immerse ourselves in it?
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I love this topic.
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I love it.
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And as we were preparing, we were talking, you know, we threw out the topic of this
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the mindset shift, the thinking column, all the things that we can say.
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We re not allowed to say a couple words these days.
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Someone monitors that.
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But whatever you want to call it, your head, heart, and soul.
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I think he s dead.
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We re just waiting.
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He s near death.
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I m going to Google alert him so that when he does pass, we re back on our building.
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Yeah.
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And then we ll get sued by his estate.
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Anyway, what s interesting about this is that,
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Bill brought this time.
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So we talked about, let s talk about that.
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I ve been doing a lot of work on that.
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And Bill brought up this idea of are we all in or are we dabbling?
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And there s a football coach named Dabo who s really popular down at Clemson right now.
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So we re not dabbling.
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We re dabbling.
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This is not dabbling.
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We re dabbling.
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I really like his interview when he s good.
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He s really funny, dude.
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And just as soon as Bill said that, I m like, oh, that s it?
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Because that s the difference.
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We see people that, and the way that I think about this, I frame it up for people.
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I ve actually just switched.
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I was teaching this a certain way for forever.
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And I just switched it just this year, even months ago.
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I used to tell people, I give people in my training work, I give them eight elements.
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My version is so I don t get sued, it s called the thinking column.
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I say, think, say, do, and it s thinking column.
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There are eight core fundamental philosophical elements in that thinking column, eight of them.
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I used to say, don t memorize these.
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I want you to internalize these.
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And people go, yeah, yeah, yeah.
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And then I noticed, we go into tactical training, da, da, da, da, da.
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I want to come back to that.
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They couldn t even name.
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Yeah, more than two of them.
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Yeah.
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And I got me thinking, the first day, this is weird, this is a kind of it sounds like it s going against what we re talking about.
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But to start, I m now making people memorize the list and testing them on it.
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Because to me, this dabbling thing starts when you just have this, you know, you just don t know it, right?
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The language doesn t matter.
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No, exactly.
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Yeah.
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Yeah, so for starters, I m having my clients memorize the list.
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So then I know they know all the words.
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Then we can move to this internalization before we, because you can t go all in on something that you don t know what you re all in on.
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No.
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Which sounds so intellectual and so.
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Or don t know what to call it.
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You don t know how to label it.
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Yeah.
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Yeah, so I think the first.
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idea here for people to take into consideration is, do I know my list?
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And you don t have to use my list or Bill s list.
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You can use one, both, combo, or your own.
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It doesn t matter.
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But do you have the list?
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Can you name them off?
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You know, it s so good when you hear people.
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We had David Meltzer on in a few weeks.
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And man, when he starts, he s got four things.
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Boom, boom, boom.
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He nails them.
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Five things.
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Boom.
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He knows his stuff, and they re his things that he lives his life by.
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I ve got mine, my eight things.
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I can name them.
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Boom, boom, boom, like right now.
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If you re not going to dabble, you ve got to be able to name your list.
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You got to.
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And I know that s an intellectual exercise.
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That s where it starts, though.
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And then we can move on to the next stuff after that.
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But that, to me, is really, really important.
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You know your stuff.
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I do this versus, well, I kind of, you know, this is really important.
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And people like meander around it.
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You can t meander around it.
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It s got to be, you know?
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I also think there s a gap between the sales leadership, too.
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And so you re listening to this podcast.
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You listen to us every week.
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You adopt some of these things, the strategies and tips.
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And then you say to your leader, hey, here s what I m going to do on this call.
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And your leader says, what the hell are you talking about?
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We would never do that.
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that sounds weak and wimpy and it sounds and you you they don t have the Luxury of hearing all the episodes or all the background the narrative on it so I think that s another issue is you re there s a little bit of fear of going all-in because What will someone else think which is?
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ironically, part of one of the mindsets is when we re so wrapped up and concerned about how people will judge us, or what are people going to think if we say this, or if we don t say that, or if we don t get the deal, now we re sucked back into this weak mindset of caring.
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Yes.
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Basically.
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Completely.
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Gary Vaynerchuk talks about this a lot on his podcast.
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He just talks about we ve got to lose.
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I think it was Abraham Maslow that said we ve got to lose the notion that other people s opinions matter.
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Yes.
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And it s hard because we ve grown up wanting to be liked and recognized and valued.
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And at some point you have to say, and we ll talk about this in a minute, but we have to say, I am, I am on my path and nobody else, nobody else s opinion matters.
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And that sounds arrogant, but sometimes now you got to be open for if your opinion is wrong changing Yeah, but I think the bigger issue is we re afraid I have a I and I kind of went off on this and you get crusty as an old man I m starting to feel that I m Coming up on 50 trust me.
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I m telling you I m starting to get a little like, you know These old man things they get all fired up and go off and people like look me like what is wrong with him?
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This is one of those things, because here s what s interesting.
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People only care what other people think when it s bad.
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People only care about what other people think when it s bad.
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People aren t raising a ruckus if someone says you re great and wonderful.
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And interestingly, you won t even hear about it.
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No, exactly.
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But if all of a sudden you say something negative or bad about me, then oh, yeah, screw the haters.
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I don t da, da, da, da, da.
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But you re never saying like, yeah, keep the compliments coming.
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This is great, which is really egotistical if you think about it.
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Because basically what it says is I want everyone to think I m right and like me all the time and that sort of thing.
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And so it s a real dangerous place to be.
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It is dangerous, yeah.
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On either side of it.
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On either side.
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On either side.
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And it just doesn t matter.
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This is a hard thing for people to hear.
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I love it though.
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Wayne Dyer, one of my, probably my favorite guru, now probably is my favorite guru, he talks about, so it s a quote where he says, other people s opinion of me is none of my business.
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What other people think of me is none of my business.
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And he also talks about reputation.
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This is a real hard one for people.
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He s like, your reputation does not matter.
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Reputation is a useless, futile concept, because all reputation is, is another person s opinion of you.
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And that s what it is.
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It s just an opinion, nothing more than that.
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And every opinion, and people can have a wide, would you say swath or swat?
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What would you say?
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Wide?
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Wide swath.
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Swath, does that work?
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Yeah.
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Man, I don t know if it fits a little clunky area trying too hard, trying too hard.
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Try yank.
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Try yank a wide yoke.
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Um, that actually probably is better than swath, but go on.
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Thank you.
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Anything that begins with a Y is funny.
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Have you noticed that like yoke yank yippee?
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Why is that yak yak?
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Yeah.
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Oh, geez.
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That s funny.
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Uh,
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Yeah, so that s a rule.
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Too much CBD oil for Brian.
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Because everyone likes to think it.
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Oh, I mean, no, he s not taking it.
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For sure not.
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He s swallowing it.
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Everybody, I ve got a big glass of it here.
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I drink it straight, CBD oil straight.
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Melts it down.
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Shots of CBD oil before the show.
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None of this stuff matters.
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It just doesn t matter.
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And it s just such an interesting thing to examine.
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And when people say, well, all of you got your reputation, but your reputation s a bunch of opinions.
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You know?
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It doesn t matter.
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It s really hard for people.
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And you can change your reputation in like two and a half weeks online, too.
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Either way.
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Either way.
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Right?
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OK, so we started off talking about dabbling in the mindset.
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So why don t you tell me one area that you see people dabbling in, or you do it, and I ll give you one of mine, too.
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I got mine.
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I know mine for, and I would tell, I told Bill was we re prepping for this.
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I m like, I know my end answer here, my end answer and the whole thing.
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And then I ll back up to mine is self-awareness, self-awareness, and just being as real as you can be.
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I know we ve got blind spots and sometimes it s hard to see, but work really hard to have super objective self-awareness around where you are with these things.
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And so therein leads me to my answer when we re talking and saying, OK, what s one you dabble in?
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I believe I dabble in, I don t believe, I do dabble in detachment.
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I dabble in detachment.
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I really, really struggle to say no to things.
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And I struggle to say no to things because I want them, and I want them for me.
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And I carry really good intent, and people that know me would be like, I don t really see that in you.
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I just know what s in here, that I struggle to say no to things.
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And oftentimes, what I struggle to say no to, I m doing it twice right now with clients, where these engagements I m working on are too small.
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for where I should be.
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And I just struggle to not close it.
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I m like, if someone wants to work with me that feeds a bucket, then I want to work with them.
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And the numbers are too small.
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And again, I m kind of like, eh.
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You want to step back objectively and look at it?
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But I know I struggle to say no.
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I really do.
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And the attachment, yeah, it comes from I love what I do.
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I sometimes struggle because I just love what I do.
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So I m like, yeah, OK.
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I justify.
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I know what I m justifying in my mind.
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That s a hint to me.
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That s a trigger.
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Yes, that says, OK, if you re justifying this, if you re going, well, yeah, well, this could be, you know.
1
SPEAKER_00
It could turn into something really big.
1
SPEAKER_00
Oh, totally, yeah.
1
SPEAKER_01
And it s a good brand to be associated with.
1
SPEAKER_01
And you know, it s not that much time.
1
SPEAKER_01
The guys are great to work with, all this stuff.
1
SPEAKER_01
Sorry.
1
SPEAKER_00
I can build my skills that I don t have after 35 years.
1
SPEAKER_00
It s a good practice deal.
1
SPEAKER_00
Exactly.
1
SPEAKER_02
I may hear something I ve never heard before, so that ll help me in the next one.
1
SPEAKER_02
Yeah, that s a whole thing on pricing too that we should we should talk about sometime which probably is a Cousin to what we re doing here.
1
SPEAKER_02
But yeah, I I struggle with that too.
1
SPEAKER_02
I will take deals that I shouldn t take And and I and then I realize it when I get there.
1
SPEAKER_02
Yep, and that s not good for anybody It s not good for them because they ve paid money and they re not getting my best and then on the other hand I ve taken deals that I Can t wait because it s the right deal at the right time with the right company and I know I bring my better game then
1
SPEAKER_02
Yes, one of the things so I will agree with you on detachment one of the things that I think people don t go all in on is Is intent?
1
SPEAKER_02
Yeah, and we we talk here on the podcast about high intent low intent low intent is where?
1
SPEAKER_02
Everything revolves around you.
1
SPEAKER_02
It s a it s a me centered universe when you re involved in low intent and
1
SPEAKER_02
It s all about you.
1
SPEAKER_02
Doesn t matter, customer, doesn t matter.
1
SPEAKER_02
High intent is where it s all about the customer.
1
SPEAKER_02
And I think sometimes, and here s where I think it happens, is we can go in on the first call and say, Brian, I m not really sure there s anything here for us.
1
SPEAKER_02
Let me tell you a little bit about what we do.
1
SPEAKER_02
I d like to ask you some questions.
1
SPEAKER_02
My intent today, Brian, you re the prospect, is to,
1
SPEAKER_02
Chat a little bit and see if there s anything that we have in common any reason to meet again talk again, whatever And you say okay great.
1
SPEAKER_02
My intent is pure right there.
1
SPEAKER_02
I m fine high intent I m, really not angling for a second meeting because I really don t know But as the process goes on if i m in meeting three four and five and now a half million dollar deal is on the table
1
SPEAKER_02
My intent drops, and I see people s intent drop.
1
SPEAKER_02
Now, my intent s not to help them.
1
SPEAKER_02
My intent s to suck this across the finish line so I can get this in my bank account by the end of the quarter so I can be the hero.
1
SPEAKER_02
And that s when I think we start making mistakes.
1
SPEAKER_02
We start getting needy, getting desperate, start pushing, pressuring, even if it s little things like, well, OK, John, no problem.
1
SPEAKER_02
Do you think you re going to make a decision by the end of next week?
1
SPEAKER_02
would the first of the following week be a better time?
1
SPEAKER_02
We start doing those games, playing those games, and we give off a vibe that we re now attached, and all these things work together.
1
SPEAKER_02
So that s one thing that I see.
1
SPEAKER_02
I don t know if you see that in people, but that happens.
1
SPEAKER_01
Absolutely.
1
SPEAKER_01
All the time.
1
SPEAKER_01
I was working.
1
SPEAKER_01
One of my friends who doesn t live here, is not a client, owns a really, really nice-sized business.
1
SPEAKER_01
is working on a transaction a very large transaction to do
2
SPEAKER_01
you know, someone s going to purchase part of the business.
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SPEAKER_01
And he just got the deal done.
2
SPEAKER_01
And he told me, and he s a great, really good negotiation guy, he said, my experience has been the deal has to die three times before it gets signed.
2
SPEAKER_01
And what happens is, if you re a real good negotiator, your intention stays pure through the deaths of the deal, if that makes sense.
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SPEAKER_01
In fact, this deal he s about to close died two years ago
2
SPEAKER_01
and then came back again and died two or three more.
2
SPEAKER_01
Does that make sense?
2
SPEAKER_01
And what I notice about him is his intention always stays clean.
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SPEAKER_01
He wants a good deal for him and a good deal for them.
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SPEAKER_01
And I believe that.
2
SPEAKER_01
And if it s not a good deal for him or a good deal for them, he s out.
2
SPEAKER_01
It doesn t work.
2
SPEAKER_01
And so what I notice about him is he doesn t do what we re talking about as much.
2
SPEAKER_01
And he s OK with that dying.
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SPEAKER_01
It s very healthy there, where I know I
2
SPEAKER_01
would likely, in a situation like that, if I got close, especially if I look at the numbers he s talking about, I would cave.
2
SPEAKER_00
I d cave.
2
SPEAKER_01
I m like, let s just do it real quick.
2
SPEAKER_01
Let s meet in the middle.
2
SPEAKER_00
Exactly.
2
SPEAKER_01
Let s meet in the middle.
2
SPEAKER_01
Because my intention would change, because it would be about me.
2
SPEAKER_01
I m so close to this cash, this money, this whatever.
2
SPEAKER_01
I want to get it done for me and not think about my employees or the other person and that sort of stuff.
2
SPEAKER_00
So that s interesting, because in a way,
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SPEAKER_00
I wouldn t say he s letting the deals die, but dying is part of life.
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SPEAKER_00
Dying is part of bringing it back and bringing it back.
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SPEAKER_00
And then when it happens, it s a better deal.
2
SPEAKER_00
Everybody wins, even though it s taken two years.
2
SPEAKER_00
Yes.
2
SPEAKER_00
Yes.
2
SPEAKER_00
And I think that s the same thing here.
2
SPEAKER_00
When we let a deal go, you as a listener let a deal go, it doesn t mean we walk away and thumb our nose or stub our toes or whatever.
2
SPEAKER_00
It doesn t mean that we ve given the little finger when we re walking away.
2
SPEAKER_00
It means for right now, this deal didn t work.
2
SPEAKER_00
Correct.
2
SPEAKER_01
Did you say give him the little finger or the middle finger?
2
SPEAKER_00
I said little finger because I didn t know what s not explicit.
2
SPEAKER_00
Oh, you re trying to keep watch.
2
SPEAKER_00
Now it is.
2
SPEAKER_00
So there we go.
2
SPEAKER_00
So I think part of that is being attached or being detached in the right way.
2
SPEAKER_00
And then if the deal doesn t happen, it s never over.
2
SPEAKER_00
And also, I think this is something I heard, you know who Scott Adams is?
2
SPEAKER_00
Dilbert.
2
SPEAKER_00
He writes the Dilbert cartoon.
2
SPEAKER_00
Everyday fascinating story about this guy.
2
SPEAKER_00
Anyway, he was on Tim Ferriss  podcast and he was talking about detachment.
2
SPEAKER_00
He says, the best way to be detached is to be diversified.
2
SPEAKER_00
And diversified in our world might mean lots of prospects, lots of leads, lots of people coming in.
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SPEAKER_00
You ve got several different lead generation sources.
2
SPEAKER_00
So you re never twisted and tied up in a pretzel by one prospect or by one deal.
2
SPEAKER_00
So true.
2
SPEAKER_00
And he says, that s the case in your life.
2
SPEAKER_00
If you re an employee, have a side hustle.
2
SPEAKER_00
Do something else.
2
SPEAKER_00
So that way, everything is not dependent upon the thing.
2
SPEAKER_00
And I think that s really a key for detachment and intent, is if I look at my life, and I look at my lead flow, and I have 10 leads coming in a month, no one deal means that much to me.
2
SPEAKER_01
No.
2
SPEAKER_01
No, it doesn t.
2
SPEAKER_01
And if the deal that you think does mean a lot to you disappears, you just give them the little finger and go away.
2
SPEAKER_01
We got a new t-shirt Travis.
2
SPEAKER_01
We got swag coming bro.
2
SPEAKER_01
Yeah, it s like this.
2
SPEAKER_01
It s not like this.
2
SPEAKER_00
Oh, no deal like hook them.
2
SPEAKER_00
Oh deal.
2
SPEAKER_00
So it s just a little thing.
2
SPEAKER_01
You guys can t see us, but Bill and I are giving the little finger right now and that s going to become a thing.
2
SPEAKER_01
The problem is somewhere, some that that s derogatory.
2
SPEAKER_01
So, so I know we re going to get called out, right?
2
SPEAKER_01
Probably somewhere overseas completely.
2
SPEAKER_01
That s a good, good episode, man.
2
SPEAKER_00
All right stuff if you have a team and you want to bring us in digitally to do a Work on some of your deals that you re struggling with we have a thing called the deal work studio a program We just started it s good through the end of this year
2
SPEAKER_00
And we have a few slots left.
2
SPEAKER_00
Go to advancedsellingpodcast.com.
2
SPEAKER_00
There is a link there on the home page up at the top.
2
SPEAKER_00
You can click on that and get all the rundown.
2
SPEAKER_00
And then Stephanie Neal will call you, and she will have a discussion with you.
2
SPEAKER_00
Or she ll just meet you in the Las Vegas airport.
2
SPEAKER_00
Which she did with the last prospect for this deal.
2
SPEAKER_00
Yeah, she flew out there.
2
SPEAKER_00
Correct.
2
SPEAKER_00
All right, see you next time.
2
SPEAKER_00
Bye.