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Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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And I m Bill Kasky.
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Here every week for your listening enjoyment.
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If you haven t joined already, Insider Program meets the first Friday of every month with my friend, Bill Kasky.
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Live training, live coaching, best deal going.
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I m telling you, it s awesome.
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Yeah, if you want to learn more about it, go to advancedsellingpodcast.com slash insider.
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I ve had some really good sessions the last couple on content, marketing, and how do you make the dang phone ring.
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And we ve got one follow-up here in September to that.
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So you want to make sure.
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And any time you join, you get access to the prior six events.
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So it s six hours of training for a pretty nominal amount.
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That s fantastic.
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I had a question for you.
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I m being married.
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You learn how to navigate through life and through issues that we have.
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But there s one thing that I have never been able to work through, and it s come up in the last year or so more, because she s experiencing a back problem.
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And it s not debilitating to the point she can t move, but it s just there.
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I don t know if you ve ever had back problems before, but you know they re always there.
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Yes, I remember.
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And it s not debilitating to the point she can t move, but it s just there.
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I don t know if you ve ever had back problems before, but you know they re always there.
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Yes, I remember.
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And it s not debilitating to the point she can t move, but it s just there.
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I don t know if you ve ever had back problems before,
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And so she bought a vibrator or kind of a pulsating thing.
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And I m supposed to do it, which I don t mind doing it.
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But I ve been doing this for a year now.
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Never once have I gotten the vibrator in the right place.
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It never happens.
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And it always turns to, no, not there.
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I just told you it s up a little bit.
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Not that far up.
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It s over to the right.
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No, no, no, not that.
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Why don t you do it yourself?
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Just lay on some kind of vibrator.
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But it s so funny because I really want to be helpful, but I just can t.
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Oh, no, no, no.
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OK, let s try other side then.
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Can we call it a Theragun instead of a vibrator bell, please?
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OK, sorry.
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It s a Theragun.
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And I know what you mean, though.
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The Theragun, which I have that, yeah, very sports-oriented, muscle-pulsing thing.
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Very effective.
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And I would now, here s the deal.
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As someone who s also had a hamstring problem, used the Theragun on the hamstring, had my wife help me.
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There is, and it sucks, it s just a talk-through thing.
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But you have to talk through, the person who s beginning the therapy has to direct the other person, very specifically.
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You can t just say, up a little.
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You gotta, you know, like, up, no, up, no, down, down, down, there, there, a little, and it s real precise.
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Yeah, and you know the Theragun also, when you hit a bone, it can pop, pop, pop, pop, it can kind of vibrate.
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Oh, it s brutal, yeah, and it s painful.
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Yeah, or if you don t have it down into the muscle enough, it vibrates.
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Because it s trying to find things.
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And so I ll be in some of the flab of the back.
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She ll go, you re on a bone, because it s vibrating.
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Or it s whatever.
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It s kind of, no, there s no bone there.
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You only have one bone in your back.
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That s just fine.
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I ll have to record it.
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Next time, I ll record it.
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That would be awesome.
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That would be a great YouTube channel.
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Bill and Jane with the Theragun.
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Bill and Jane s Theragun YouTube channel.
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It could be an ongoing series.
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I mean, this is number one topic.
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How to leverage the Theragun and stay married at the same time.
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Yeah.
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It s brilliant.
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OK, I ve got a quick topic for you, and I want you to coach me a little bit.
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You ve known me for years, and you know I come up with half-baked ideas sometimes.
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Some of them are good.
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Most of them are average, and some are just awful.
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Most are pretty good, but OK.
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frustrations with some of my clients is I believe there s we need to be creating something that bridges the gap for the client or the prospect between not knowing you exist and wanting to work with you.
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And that is a journey.
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That s a journey.
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So if somebody listens to the podcast and they end up calling one of us and we have a couple of conversations, they ve listened to 20 podcasts, they kind of know who we are.
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But if you re selling accounting services and they don t know you exist,
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How are you going to get somebody from not knowing you re on the planet to wanting to work with you?
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And to me, it always begins with some kind of gesture of value, some kind of, we ll call it a freebie.
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We can call it just something that serves the prospect where they are in the journey, which is at the very beginning.
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And I have so much trouble.
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convincing my clients to create something that serves that function, a bridge between not know and know.
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And the people who understand it, get it, they re rocking and rolling, but 90% of the people don t.
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And so I m struggling with that.
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Yes.
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And it s frustrating as a coach, isn t it?
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Because we don t, and I ve known Bill for a really long time, and he s known me for a long time.
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I m telling you, our spirit is not about being right.
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We re just not wired to, like for the guru-esque, I know everything.
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That s just not how we are.
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We re explorers, we re thinkers, we re supportive.
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And it s really hard when you re wired that way to see someone s business or life a certain way, knowing that if they made a few small changes or did a few things different, it could be exponentially better in a way, and they just choose not to do it.
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It s very difficult to watch that.
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You re exactly right.
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I couldn t have said it better.
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That s it.
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It s really tough.
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And so we then, as coaches, have to sort of teach ourselves to practice what we re preaching on.
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That is to practice detachment and intention toward our clients, just like we teach them to do it in the marketplace.
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And knowing that everyone s invited to this party, everyone s invited to the content development party, everyone s invited to start a podcast, everyone.
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And the moment that you do, we are all in.
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I have a cheeky little phrase that I say to my clients sometimes.
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I say, I will never be more interested in your growth
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than you are.
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Yeah.
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Yeah.
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But I will be as interested as you are.
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I ll never be more interested than you are.
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So that kind of takes me off the hook because I really struggled with that too.
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I took it personally.
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I did.
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It s, you know, why would you not believe me?
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And it s, it s not like this is not a proven thing.
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No, just, it s just, but, uh,
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Yeah.
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So I think you re right.
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I think maybe, maybe I push too hard because I see the value in it.
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Maybe I just need to chill and relax and say, look, I m going to work with you people in this group who want to do this.
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If you don t, you know, you don t, you don t, it goes, I mean, even you use the word and it s funny when we hear our words back, if you play this tape podcast episode back,
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You re going to hear you say the word, uh, I ve been unable to convince them or right.
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Like, okay, well, we can t like that.
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You can t.
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And then at the same time we can present, and I think you do a brilliant job with this.
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I think we both do it presenting these ideas and then actually doing what we re teaching because we ve been doing the podcast for 17 years or whatever it s been.
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Right.
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And it works.
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The phone rings, people know us because of that.
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Um, you know, and everyone should be doing something.
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And we ve done podcast episodes on this idea of have something out there working for you.
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So here s my thought.
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If you ve thought about doing it and you haven t done it, and again, this could be something like, it doesn t have to be a podcast.
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It can be a document.
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It can be like a two-page thing.
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If you haven t done it, I would suggest you ask yourself, what s really stopping you?
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And maybe it s you don t believe it ll work, which I m good with that.
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I m very good with somebody saying, I know you ve been harping on this, Bill Kasky, but I don t think it s going to work for me.
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In which case, I would say, OK, it may not.
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How are we going to find out?
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we know it won t work.
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If we do it and it works, then we ve, we ve, and maybe sometimes people just don t want to know that it works.
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Yeah.
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Maybe they don t really want it to work.
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You know, maybe deep down inside, they re just very content and happy.
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I mean, what if this thing happens and then all of a sudden I have all these clients or all these people know me.
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There s pressure around that.
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Overwhelming.
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Yeah.
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Yeah.
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Yeah.
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And like, I don t want all that pressure.
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I just want to continue just to suffer in my own, you know, mediocrity.
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You know, fog.
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And then keep complaining that I don t have enough deals to work.
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And it s the customer s fault.
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I don t know.
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Maybe it s a deeper psychological issue than what I m portraying it as.
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Maybe I just see that they re resistant to the idea, but there might be some deeper stuff, which I think that s the case for all of us in anything that we know we should be doing, but we re not doing.
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It s what s really happening deeper down that s causing this resistance, and it s never on the surface.
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No, no.
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I just had this talk with my coach, guy who coaches me, and it was the topic.
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I said, I m having resistance around a certain thing, and he talked about just letting it roll.
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There s an old book called The Tao of Sales, T-A-O, Tao of Sales.
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Yeah, I remember that.
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There s a phrase in there that says, fight resistance with non-resistance.
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Sometimes that s the answer, to just let that go, to say, I don t want Bill, and they re putting up, you know, Bill always tells me to do a podcast, and he doesn t understand that, just let that all go.
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Just let it be.
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Then you don t.
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Then don t.
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Just continue down the path that you re on, and be there.
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It s fine.
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Sit there.
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And then at such a point, you let go of the resistance.
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then your mind, your heart, your spirit are gonna be open to doing the things.
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When we re clenching onto a position, it s hard to change the position because we re just clenched onto it too tight.
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Once you become open, I think then the position releases itself and it may come back to you re not doing it, but at least you ll do it from a place of openness and awareness, not just clenching.
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I love that.
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Yes.
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And I love working when we do that.
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It s almost a gift that now that I m thinking about it more for our clients,
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for people to opt out is a gift to us as coaches.
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Because if there s 50 people in the room and 40 of them opt out, it s very clear who my 10 are.
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And I will run, run, run to the hills with those 10.
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It s then we re clean.
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We re free.
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We re just trying to grab the 40 and flip them over here.
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Yeah, because it is.
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It s exactly right.
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80-20 principle.
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OK, so I appreciate that.
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That helps me.
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I ve got a couple of situations I m going to use what I just learned from you.
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So thank you.
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Thanks for bringing it to the show, Bill.
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Coach has got to be coachable.
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We are.
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Be vulnerable.
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That s a good one.
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See you next time.
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See you next time.
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Bye.
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Bye.