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In this episode of the Advanced Selling Podcast, Bill shares his family nursing secrets, I rant about a modern narcissistic LinkedIn trend, and we take our cranky, funky attitudes and teach you how to get out of your own sales funk.
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Welcome back to the Advanced Selling Podcast.
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I m Bill Kasky.
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I m Brian Neal.
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And we come at you every Monday with a new episode.
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We ve got a brand new one today.
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And if you have not checked our website out and some of the things that we re doing online, advancedsellingpodcast.com.
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Also, we ve got a products page there you can click on, check out the all-in product.
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We appreciate your support of that.
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And I think it s a good program for you to get started and get your foundation built.
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Wonderful stuff.
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This is the Monday morning recording edition.
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And there was an old show movie called Office Space.
0
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Remember Office Space?
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And there was a little line in there where the boss, who would walk around with his coffee mug, kind of a cocky guy, really didn t do anything.
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And he d said something to the effect of, looks like someone s got a case of the Mondays.
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Well, Bill and I have a case of the Mondays.
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We both came in to record, do some video shooting, and we both realized our energy s kind of off.
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So this is going to be grumpy old men version of the Advanced Selling Podcast, and we re going to talk about what to do when you have a bad sales attitude.
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Because Bill and I kind of have bad attitudes.
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And it happens.
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It just happens.
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Correct.
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So you can beat yourself up for it, or you can say, all right, well, what caused me to get here and better?
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How am I going to get out of it?
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How can I get out of it?
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So we each decided that we were each going to do a rant since it s a little therapeutic, a little cathartic.
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Cathartic or cathartic?
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I don t know.
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That s good.
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Cathartic.
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Cathartic.
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I don t think there s a C in there.
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Cathartic.
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Antarctic, but cathartic.
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Yep.
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OK, so you want to go first or do you want me to?
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Is it ex-specially?
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Speaking of rants.
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Ex-specially.
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Ex-specially.
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Do I own five pair of shoes or do I own five pairs of shoes?
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Yeah, you own five pair of shoes.
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Pair of shoes, I thought I had.
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But when somebody uses a word inadvertently or misuses a word, do you call them on it?
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I did that this weekend.
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That s why I asked you the pairs.
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It s somewhat near and dear to my heart.
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And she said, I can get four or five pairs.
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And I just kind of looked at her.
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And she was looking back at me.
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And I said, I think it s pair.
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And she started laughing.
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So she was real nice about it.
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But she s like, this is what you get.
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I m like, okey dokey.
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All good.
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Yeah, you ve got to use your judgment on that.
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You do, because sometimes you let it roll, right?
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Or you just say, pears?
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Pears, yeah.
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Let them say, oh, yeah, pears.
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No, these shoes are nice.
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40 pears.
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All right.
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Well, I had something happen last week that this is not the reason for my bad mood.
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My wife had a very minor surgical procedure last week, and her sister is a nurse, and has been for 20 years, and accomplished, and I trust her sister.
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Her sister s name s Lori, and I trust her.
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She s really good.
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So the night that she came out of surgery and came home, Lori said, you know, I better be there.
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I d better be there to take care and to make sure everything gets administered properly and all that.
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Well, the fact is that the doctors today, the medical facilities, they re pretty clear about what you need to do.
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And you re not having to operate or you re not having to open up wounds and sew up wounds.
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I mean, it s pretty more, it s like cleaning and things like that.
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Not something that a 60 year old guy can t do no, but it was kind of nice to have her there So she went through the process and she was you know She had a clipboard and she was writing stuff down what time she gave my wife medicine and she was moving things around and and we had a little a little
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You know kind of a cold press thing and she didn t like what I put in so she brought like a great big tub down and At some point I m kind of looking at her like, you know what?
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I just got to stay out of this.
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So yeah, everything s fine Yeah, my wife made it through the night.
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She left her the night next day Laurie gets ready to leave and she looks at me and says Boy, am I glad I was here last night?
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You know, I thought, wow, is this the, this is a 40 year journey that we ve been on from the time that the male buffoon known as Archie Bunker, all in the family, and now we have modern family where you have two male buffoons.
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The male in any household is a buffoon and wouldn t, and probably the wife would have died had- There s no doubt about it.
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She would have gangrene.
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She would get her, whatever, amputated.
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That s funny.
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I would have gone on a week vacation and trying to make you feel good or bad or You know as a backhanded compliment.
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It was a compliment to herself was it but in the meantime She was a four-handed compliment four-handed slap in the face to me But I I just kind of laughed and even then you know, I ask you about do you say anything?
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You don t say anything
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You don t say anything.
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Well, you just did.
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Until you have a podcast.
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And her name is really Lori.
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That s what I love.
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It is.
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Yeah, because you kind of got her back, right?
0
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So you re sending this out to 200,000 of your closest friends, like, yeah, my sister-in-law, whose name is Lori, said this to me.
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So I m sure it will get to her at some point.
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All right, so that s my wrap.
0
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I feel better, though.
0
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Do you feel better?
0
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See, we re already lifting it up.
0
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So I have a more businessy generic.
0
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I have a problem with all of these, um, I m leaving the company.
0
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This has been the best five years of my life.
0
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LinkedIn posts.
0
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Have you seen these on LinkedIn?
0
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The new trend to do is whenever you leave a company that you put this really long, emotive, um, thankful, tearful, and a big selfie of you that says, really, I ve enjoyed my career.
0
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The last six years, I ve met so many great, wonderful people.
0
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It s been such an experience, and I m so looking forward to the challenges that lie ahead, and da-da-da-da-da, on LinkedIn.
0
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Now, to me, that s what Facebook is for.
0
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Facebook is where you can be a little bit more narcissistic about your stuff.
0
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And I m trying to gain, to me, posts on LinkedIn should be useful to everyone.
0
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To everyone.
0
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To your connectors, right?
0
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So if you re putting an article up, or you re putting a job posting for a friend up, or if you re connecting people, everything there should be valuable.
0
SPEAKER_01
And I m trying to figure out how that s valuable to the rest of the users there.
0
SPEAKER_01
And I ve noticed that be a trend.
0
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And I wonder who started it, because it seems like everyone is doing it.
0
SPEAKER_01
These goodbye posts that, I m leaving the company after 12 years.
0
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And I ve met so many great friends and what a journey it s been.
0
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And I look forward to greener pastures ahead.
0
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Do you think people are leaving just so they can do that post?
0
SPEAKER_01
Yeah, exactly.
0
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Totally.
0
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Well, then I wonder, okay, so what if, what if you re leaving in a bad situation?
0
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Like, I m so glad to get the hell out of here.
0
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This place sucks.
0
SPEAKER_01
You guys are all idiots.
0
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You haven t listened to me.
0
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No one takes any ideas, right?
0
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There s all this stuff.
0
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Put up with this for five years.
0
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Exactly.
0
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Why don t we put that stuff up?
0
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Why do we have to, you know,
0
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Dote on the company and then I wonder the company that s being doted on are they glad the person s leaving?
0
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Yeah, exactly This is why you know, so anyway, well, I always feel like you don t leave when everything is great You don t leave at the peak.
0
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You don t retire and pro baseball or football at the peak of your career You retire when you re on your way down and somebody says hey, you got to get the hell out for yeah Yeah, but I think it s the same with with
0
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Yeah, you hear that a lot.
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It s, man, I just can t tell you how much I ve enjoyed it.
0
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When did you stop enjoying it?
0
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You never hear that.
0
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Exactly.
0
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It s been a great.
0
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No, you don t.
0
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There s something that s wrong.
0
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It s been a great 10 years.
0
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The last couple, not so much.
0
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OK, so the question today, Brian, is how?
0
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Oh, hang on.
0
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Can I just see?
0
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I just went on LinkedIn.
0
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Here s one.
0
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Oh, my god.
0
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I don t even know this fellow.
0
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I would like to thank blank for my time spent working there.
0
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I was taken on as an assistant, space of one year, been able to.
0
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Thanks for the opportunity.
0
SPEAKER_01
I don t know, that s fine, whatever.
0
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Not my bag, go ahead.
0
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Well, I think if it s, I don t know how much longer that went, but if it s short and if it s to the point, but if it drags on and on.
0
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I just don t understand the values of the rest of the group.
0
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Selfies enter the picture, so to speak.
0
SPEAKER_00
Exactly, exactly.
0
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Okay, so how do we get out of this?
0
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How do we get out of this?
0
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If you re in a funk on Mondays, more people die Monday morning at nine o clock than any other time of the week.
0
SPEAKER_00
I didn t know that, what time is it?
0
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10 o clock, we made it, we re good, thank God.
0
SPEAKER_00
So what do you do?
0
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I ve got two or three things here, and we re trying to be serious about this because this is, when you re in a funk, you don t help your customers, you don t help your prospect, you don t help yourself.
0
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And so I think the quicker we can get out of it, what does Tony Robbins say?
0
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Give yourself 90 seconds to be furious or frustrated or sad, but you got to snap your way out of it.
0
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Yeah, for sure.
0
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The first action
1
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thing I wrote down was a pattern break move.
1
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A pattern break move.
1
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So whatever that is.
1
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So a pattern break would be if I m feeling sluggish about what I ve been eating, which I was, and I go to order, and they say, would you like toast with that?
1
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Or biscuits?
1
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I say, no, neither.
1
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Neither.
1
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That s my pattern break.
1
SPEAKER_01
Because my carb-wanting person still wants it, right?
1
SPEAKER_01
Because it s on fire, right, from the weekend.
1
SPEAKER_01
And instead of going, yeah, you know, biscuits sound good.
1
SPEAKER_01
I m getting a big biscuit, right, with butter.
1
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Gravy.
1
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I wish I did that yesterday.
1
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Exactly.
1
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With gravy, with extra gravy, with two spoons.
1
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Instead, I do a pattern break.
1
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And I say, no, don t do that.
1
SPEAKER_01
And that s the first step.
1
SPEAKER_01
Or do you want a third cup of coffee?
1
SPEAKER_01
No.
1
SPEAKER_01
No.
1
SPEAKER_01
Or give me decaf.
1
SPEAKER_01
Or get a salad at lunch.
1
SPEAKER_01
It s some sort of pattern break to the thing that s gotten you to where you are.
1
SPEAKER_00
Would a pattern break there on the biscuits and gravy be hold the extra gravy?
1
SPEAKER_00
Could be.
1
SPEAKER_00
No.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
You know what?
1
SPEAKER_00
I m gonna have biscuits and gravy.
1
SPEAKER_00
I gotta slow down.
1
SPEAKER_00
Can you hold the extra gravy, not bring it over?
1
SPEAKER_00
I just want a bowl of gravy, not a plate, just a bowl.
1
SPEAKER_00
Well, here s one that I have, and this is kind of a catch-all for any time you feel good or bad, and that s gratitude and expressing that.
1
SPEAKER_00
That s a good one.
1
SPEAKER_01
That s a good one, Bill.
1
SPEAKER_00
I m going to write that down.
1
SPEAKER_00
I don t do that enough.
1
SPEAKER_00
I m grateful to you for the podcast and the work you do.
1
SPEAKER_00
I m grateful to my clients who
1
SPEAKER_00
for the most part, show up every day wanting to learn, I m grateful for my, but I don t really express that, so I just tried to.
1
SPEAKER_01
I had a little pattern break.
1
SPEAKER_00
But I think we get so wrapped up and busy that lots of really good things happen to us every day, and we kind of pick out the things that aren t so good and focus on those, and so I think gratitude is a big one.
1
SPEAKER_00
I don t know how else to do it other than just think about it and silently,
1
SPEAKER_00
express it, or whether you say something to somebody that means a lot, say, hey, I just appreciate you.
1
SPEAKER_01
Yeah, I appreciate that.
1
SPEAKER_01
That s good.
1
SPEAKER_01
That s really good.
1
SPEAKER_01
Next thing for me is to move.
1
SPEAKER_01
I don t feel any better.
1
SPEAKER_01
I appreciate you.
1
SPEAKER_01
Is that what you re looking for?
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Yeah, I appreciate you, too.
1
SPEAKER_00
Now I m starting to feel better.
1
SPEAKER_01
Now you feel better?
1
SPEAKER_01
Because it feels so real, doesn t it?
1
SPEAKER_00
Yeah.
1
SPEAKER_01
I m looking for the stroke.
1
SPEAKER_01
If you need a stroke, give a stroke.
1
SPEAKER_01
So yeah, I tell everyone I appreciate them, hoping that they tell me they appreciate me back.
1
SPEAKER_00
But when they don t, it s even worse.
1
SPEAKER_01
They don t want to get pissed, right?
1
SPEAKER_01
So I just put down here, move.
1
SPEAKER_01
You got to move.
1
SPEAKER_01
And people, we talk about exercise.
1
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Salespeople, part of our lives are sedentary.
1
SPEAKER_01
So we move around, but a lot of times we re in a car, in a meeting, we re sitting at big lunches and dinners and stuff.
1
SPEAKER_01
You have to move.
1
SPEAKER_01
Where people get, I think, hung up sometimes is what exercise is.
1
SPEAKER_01
You don t have to go do 60 minutes of exercise.
1
SPEAKER_01
It s literally, you can go for a walk around a lake or outside during lunch or take a call and go pace.
1
SPEAKER_01
I know you do this, Bill.
1
SPEAKER_01
I learned this from you.
1
SPEAKER_01
I don t think you do it on purpose, but I love to pace when I m on the phone.
1
SPEAKER_01
I see you do that too.
1
SPEAKER_01
Beautiful day outside, just go walk around and take your call outside as opposed to sitting at your desk taking your call.
1
SPEAKER_01
Those little things start to raise your energy up, for sure.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Well, you re a fitness devotee because you have to be with your, well, you have to be with your refereeing.
1
SPEAKER_00
You have to pay attention to it, yeah.
1
SPEAKER_00
Yeah, and I am too, and I agree.
1
SPEAKER_00
Sometimes we don t want to get up and work out in the morning, and sometimes just to walk with a kettlebell around the kitchen a few times to get the gravy, to go get the gravy.
1
SPEAKER_00
Soup cans.
1
SPEAKER_00
You doing some fitness now?
1
SPEAKER_00
Soup cans.
1
SPEAKER_00
Here s another one.
1
SPEAKER_00
You know, fortunately in our business, we have a release, and that is to coach and or train people.
1
SPEAKER_00
And when we get stuck in our own head, I think that s when we start to get overwhelmed and we start to get edgy and fussy.
1
SPEAKER_00
Fussy.
1
SPEAKER_00
But when we go train and go help somebody else and ask them, well, what can I do today?
1
SPEAKER_00
How can I help serve you?
1
SPEAKER_00
What kinds of problems do you experience in the market?
1
SPEAKER_00
I ve got three trainings today, 11, 130, and 330.
1
SPEAKER_00
And part of why I was edgy is because I feel like, man, that s three hour and a half sessions.
1
SPEAKER_00
That s a lot for one day.
1
SPEAKER_00
But on the other hand, I get a chance to help people.
1
SPEAKER_00
And so I can almost guarantee you that at five o clock tonight, I will not be fussy because I will have had, hopefully, a little impact on a handful of people.
1
SPEAKER_01
Yeah, I like that.
1
SPEAKER_00
That s really, really good.
1
SPEAKER_00
But if you don t have that, if you re just driving your car all day, you don t have the ability to do that.
1
SPEAKER_01
So this one I ve got here is a don t do.
1
SPEAKER_01
And this is what I see as the biggest problem and biggest mistake salespeople make when they re in a funk.
1
SPEAKER_01
And that is they actually go out and talk to people.
1
SPEAKER_01
And I think you need to do some of these other things Bill and I are talking about before you go and talk to people.
1
SPEAKER_01
And I know some of you can t do that.
1
SPEAKER_01
You think, my whole day is sales calls.
1
SPEAKER_01
I ve got to be up and on.
1
SPEAKER_01
So I understand that.
1
SPEAKER_01
If there s anything you can do,
1
SPEAKER_01
before that time, even if it s what Bill was saying, a little 90-second pick-me-up, a phone call to a friend that picks you up, something to listen to that makes you laugh, anything at all that changes your energy a bit before you go into the sales call, do that.
1
SPEAKER_01
Don t try to let the sales call pull you out of the funk.
1
SPEAKER_01
Pull yourself out of the funk before the sales call.
1
SPEAKER_01
That s a mistake I see people make a lot when they re in a funk.
1
SPEAKER_01
Got to get yourself out of it before you go into the game.
1
SPEAKER_00
When you were telling me the story, I heard this.
1
SPEAKER_00
I go to the Starbucks, and there s a guy that comes in there three or four mornings a week.
1
SPEAKER_00
He sits back in the corner, and there s something going on with him.
1
SPEAKER_00
He s probably a 60-year-old guy, and he talks to himself sometimes, which, you know, that s cool.
1
SPEAKER_00
But he s always got...
1
SPEAKER_00
like postcards and different color pencils and he s always writing or drawing.
1
SPEAKER_00
I can t really, I m not really, but it looks like he s, if you first saw him, you would say, well, he s just writing some postcards from his day and just, but, but he s there every day.
1
SPEAKER_00
And so there s something going on and you know, I appreciate him getting out and doing that.
1
SPEAKER_00
But I was sitting three or four tables from him the other day, and there was a guy that walked in.
1
SPEAKER_00
He was a realtor.
1
SPEAKER_00
And I had never seen him before, but you could tell because they had their badges.
1
SPEAKER_00
Yeah, yeah, yeah, right.
1
SPEAKER_00
The name tag, sure.
1
SPEAKER_00
And he walks in, and he s saying hi to everybody in there.
1
SPEAKER_00
Hey, how s it going?
1
SPEAKER_00
How s it going?
1
SPEAKER_00
How s it going?
1
SPEAKER_00
He goes and orders.
1
SPEAKER_00
And he sees this guy in the corner that he has not spoken to yet who s got the issue.
1
SPEAKER_00
Right.
1
SPEAKER_00
And I m looking at this thinking, oh, this is not going to be good.
1
SPEAKER_00
So he goes over, and this guy s a nice man.
1
SPEAKER_00
He s dressed very nice, and you can tell.
1
SPEAKER_00
I don t think it s all mustered up.
1
SPEAKER_00
I think he s probably really this way.
1
SPEAKER_00
But he went over and said, hey, hey, I do postcards just like that.
1
SPEAKER_00
I write them every day.
1
SPEAKER_00
I m kind of old-fashioned.
1
SPEAKER_00
You and I are kind of old-fashioned.
1
SPEAKER_00
And this guy looks up.
1
SPEAKER_00
Oh, my god.
1
SPEAKER_00
If he has a gun, he s going to go over and see something.
1
SPEAKER_00
He looks up at him, and he just stares at him and doesn t say anything.
1
SPEAKER_00
The guy goes, well, hey, enjoyed it.
1
SPEAKER_00
I do this too.
1
SPEAKER_00
So sometimes when you are too effervescent, effusive, sometimes you just have to be a little bit too gregarious.
1
SPEAKER_00
You become abusive.
1
SPEAKER_00
Yes.
1
SPEAKER_01
Yeah, you can turn people off.
1
SPEAKER_01
So I don t know why I came up with that story, but it s a true story.
1
SPEAKER_01
So do you have another one?
1
SPEAKER_01
I did have one more.
1
SPEAKER_01
It s kind of silly.
1
SPEAKER_01
You ve got to find a movie that, you know, like I like the movies like Naked Gun and Airplane, those movies.
1
SPEAKER_01
It s really hard to stay in a bad mood, no matter how many times you ve seen the movie, to watch Naked Gun and not laugh and be in a better mood.
1
SPEAKER_01
So if you ve got something like that, it could be a YouTube video.
1
SPEAKER_01
Anything with Leslie Nielsen is brilliant.
1
SPEAKER_01
Just when he s in the lab, and he s looking at the microscope, and he s like, I don t see anything.
1
SPEAKER_01
He says, use your open eye, Frank.
1
SPEAKER_01
He s got his eyes.
1
SPEAKER_01
Use your open eye, Frank.
1
SPEAKER_01
Little things like that just really, really help.
1
SPEAKER_00
Well, we hope that helped you.
1
SPEAKER_00
Not that we were inferring that you were in a funk.
1
SPEAKER_00
But if you are in a funk, you can come back to it.
1
SPEAKER_00
We ll title this accordingly.
1
SPEAKER_00
We will.
1
SPEAKER_00
The Funk, Two Crabby Guys in a Funk.
1
SPEAKER_00
And we enjoyed being with you today.
1
SPEAKER_00
So if you want to go to advancedsellingpodcast.com, check out our product site, and all past episodes are there.
1
SPEAKER_00
And also, if you have an upcoming event, a retreat, a sales meeting of some type, we d love to be a part of it.
1
SPEAKER_00
You can email us at listener at advancedsellingpodcast.com.
1
SPEAKER_00
Brian, you got anything else to say?
1
SPEAKER_00
No, that s it.
1
SPEAKER_00
All right, see you next time.
1
SPEAKER_00
See you, bye.