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Hey, if you re like most sellers, referrals account for a large percentage of your results.
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But the process can be clunky, can t it?
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Never know quite when to ask or how?
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Well, in May s Insider Training, we ll go deep into a referral strategy you can use that generates more discussions by getting introduced to the right people.
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If you re not an insider yet, what the heck are you waiting for?
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Tuition is not a secret.
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$47 a month, and you won t want to miss this session on referrals.
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Go to advancedsellingpodcast.com slash insider to find out more.
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Welcome, everybody, to the Advanced Selling Podcast.
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Welcome back.
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The longest running sales training podcast, Podcast History.
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I m one of your hosts, Bill Kasky.
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The other host, Brian Neal, over here.
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Brian, it s good to have you on today.
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Thanks for having me, Bill.
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Looking forward to this.
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Thanks for having me.
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Been looking forward to this interview.
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You re going into the studio, it says, it warns you, we re recording remotely every once in a while now, and it says that you re about to enter the studio.
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I always get a little bit nervous, a little nervous when you enter the studio after 16 years-ish, 15, 16, whatever it is.
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It ll be 16 in like September, right?
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Oh, it was 06, yeah, 16, I think last year.
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Holy smokies.
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Yeah, 16 years.
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That s amazing.
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Okay, so before we start, we have a special webinar this week.
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We do.
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And it is on May 4th.
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Yep.
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And it is noon Eastern.
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Yep.
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We ve got our partners at Outreach.
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We re doing a special one-hour webinar.
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It s live.
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We want you to attend, whether you re a sales professional, an account manager, an entrepreneur, a founder, you re going to get value regardless.
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As long as your job or your oversight is about customer acquisition,
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Yep.
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You re going to get value out of this.
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No doubt.
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And we mentioned something in the pre-show, Bill, about this idea of like the sales execution gap.
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And that s kind of the broad brush stroke of the thing.
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You might be driving around thinking, sales execution gap.
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I don t have that.
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You do.
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You just may not call it that.
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I promise you have a sales execution gap.
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And your gap may be little.
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It may be small, may be big, may be medium.
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But guarantee if you come, you listen to Bill, to me, and our friends at Outreach, Scott Barker s going to be on there with us from Outreach.
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You ll get some value.
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Bring you, bring your friends, bring your team, by the way.
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VPs of sales that listen to this, I know some, and sales managers, bring your team.
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Sales execution guy.
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May 4th, noon.
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Yeah, the webinar will be on the show notes, the enrollment sign-up link.
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You know, this kind of dovetails into our topic today, which is this idea of awareness and consciousness.
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And you brought up something when we were talking about the webinar coming up, is that how would you ever know if you have a problem unless you go to something like this?
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And that s the whole idea of live events and bringing in instructors and teachers and strategists, is to help people see they do have a problem.
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I don t think there s any shame in showing up
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thinking your world is perfect and leaving saying, oh my god, my world is a shambles.
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Because then at least you re clear about what to fix.
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And usually it s not a shambles.
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It s just, or in shambles, of shambles, by shambles.
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It just really raises awareness.
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And that s what we want all of the webinars that we do, whether it s whatever we call them or whether we have guests or not, we want there to be an awareness raising effect so that you can then say, no, I m good.
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Or, yeah, you know what?
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I did hear something there that I need to fix or improve.
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Yes.
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It s always either validating that you re in a good spot, like, yeah, there s nothing there in that 30 minutes or 45 minutes or hour that I spent listening to those guys talk about that subject that made me say, oh, I got a problem here.
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And the problem, again, doesn t have to be a problem.
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It can be, ooh, there s a little tweak, a modification, something else.
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Absolutely.
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Worst case, you get validated.
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You re as good as you can possibly be right now.
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Doubt it.
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But that could be the case.
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Or you re better than you thought you were.
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That s even better.
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You should start a podcast, as we told you.
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And you should have an outreach webinar with them and us.
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Do you remember, I know I ve said this before, but in the 16 years, is it 16?
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Yeah, 16 years, I remember.
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I ve probably mentioned it a couple of times.
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My mother-in-law, back when my father-in-law was alive, she said she was going to some workshop on a Saturday morning and we got there later that afternoon and we said to Don, hey, where s Sally?
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Where s your wife?
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He goes, oh, she s at some workshop where they try to tell you you re better than you really are.
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I don t think I ve heard that.
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Oh, yeah.
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They tell you you re better than you really are.
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So really, she s a slug.
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But she s going to come back feeling good about herself, even though she s a slug.
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Don, I m back.
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I m all energized.
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Yeah, yeah, yeah.
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Whatever.
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Okey dokey.
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Next.
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What s for dinner?
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Okay, let s see, we re doing awareness.
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You want to tee up the topic a little bit?
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Yeah, I ll tee it up.
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I have always been confused with the word conscious or consciousness, and really all it is is awareness.
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If I m conscious of something, I m probably aware of it, and so
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I was listening to Gary Vaynerchuk the other day, who we both like, and he was talking about how awareness is step one to transformation.
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So we all want more.
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We all want to, hopefully, we want to work less on our way to more.
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We want to transform ourselves, our results, our confidence.
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We want to be better than we currently are.
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We re already good.
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We want to be better.
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And he maintains, and I do agree, that the way to get there first is you have to become super and hyper aware of yourself, of your role, of your thinking, of the interactions you have with people.
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And so I thought today it would be a good time, good topic to talk about.
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How our lack of awareness might get in our way and how hyper awareness without becoming obsessed with it might help us to Fill some cracks in our process and maybe in our thinking so that was my idea for I love it There s a book called the I think it s called the power of now By Eckhart Tolle that sound familiar.
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I think it s called the power of now and
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The fact check that.
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I ve been working on my Eckhart Tolle impersonation, but I just watched a little video about, he was talking about that.
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Basically everything, everything, the only thing that s real is the present moment.
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The past isn t real.
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It s gone.
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The future isn t real.
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It s not here yet.
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The only thing that s real is the present moment.
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And a hundred percent of everything that happens to you happens in the present moment.
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Nothing happens in the future.
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Nothing happens in the past.
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Very, very deep for the advanced selling podcast, isn t it?
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We have a listenership that I think is ready for that because I do think that over the last few years we all want to take a deeper swipe at what is it that makes us happy and successful and fulfilled and
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being in the present moment and not being worried about past failures or past successes and not worrying about the imminent shoe drop that s going to happen in the future, or when s the market going to crash, when s the recession going to hit, when s the third world war.
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If you re always in the future, it s a miserable existence.
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And I m guilty of that a little bit.
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I don t live in the past so much.
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I live a little bit too much in the future, and I keep having to bring myself back to
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What s true right now?
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Yeah, right now, it s really hard.
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I think most people do.
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Salespeople are notoriously, I think, I don t say bad at this.
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because of their stereotypical energy that salespeople often bring, which is normally good, which is a connection and energy, a high energy, a human connection with communication, that sort of thing, I think makes it difficult for them to just sit and be present with another person.
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They re always thinking of the next thing, the next thing to say, their reaction, handle the objection, go here, don t go there, talk about price, what about this, what about my commission?
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And it s all not there.
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Right?
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It s true.
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It s so true.
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I m reading this book right now called The Presence Process, and it s a book kind of like The Power of Now.
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It s about being present, and he talks about the practice of not doing, and it doesn t mean the practice of doing nothing.
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It means the practice of when you re in that moment, like you just described with a prospect, and they start having concerns, or your mind starts to wander to the future, you just have to undo that.
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You just have to be in the moment and allow what should unfold to unfold.
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And that s hard as hell, because we re used to pushing and controlling.
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And we talk about on the podcast a lot, control the sales process.
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And maybe the best way to control it is to not control it.
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And well, back to Eckhart Tolle, you can only control it in the now.
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So you have to be present to control the process, because all you have is that instant, that moment that you re operating in right in this extreme moment.
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I will tell you, because you said this topic was inspired by Gary Vaynerchuk, and I got to spend a full day with him and his team in New York City.
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And we spent about an hour and a half with Gary personally.
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There was about eight of us in the room and him.
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And you re a fan of Gary s.
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You see, he runs what appears to be really fast.
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He s going from what he s got a lot of stuff going on, right from NFTs to building a wine label to an advertising agency.
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He s got a thousand person company.
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He s got a family.
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I haven t been around many people.
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I can t think of a handful of people that I ve been around that were as present as he was in the meeting that I was with him in.
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And I m talking not just in the room itself, but as he went from person to person.
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of those of us who were there to learn from him, he went around the table.
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When he was with you, Bill, he was with you.
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And with you, and I m talking about not just like pretending, not staring at you, his energy was with you, sincerely.
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It was really great, a really great lesson for me to go, wow.
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Anyone who s this busy can still, this is where I think you say, we talk about, well, go, go, go.
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And he does that too, right?
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God, he wants to buy the jets and all this stuff.
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But in the moment, he s where he is, right?
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You can do both.
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I think it s the lesson there.
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So maybe we talk about it, because I see it as this kind of, the conversation unfolds a little bit.
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It s one area of awareness is becoming aware of your actions when you re in a process with somebody else.
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So the prospecting or whatever you want to call it, sales process.
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That s becoming aware of my actions and how my actions might be having an effect on the person with whom I m speaking.
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So if I interrupt them,
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Am I aware to realize, oh, I interrupted them, and I noticed that they got a little frosty with that.
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I better call that out and go back and say, hey, look, I interrupted you earlier.
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Sorry about that.
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Or just don t do it again.
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It s that kind of awareness.
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And then the other side of it, or maybe we split this up into two shows, too.
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The other side is, am I aware of my own?
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Forget about other people, just my own thinking and my own
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beliefs, and where I might get outside the now, and I might go back or forward too much.
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So maybe there s two different, I don t know, I ll leave that up to you to see if you want to just tackle them both today, maybe in a superficial way.
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Yeah, just touch the surface.
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Just think about it in a few years.
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Not superficial, that s got a negative connotation.
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I m two episodes ahead here, Ham, let me think.
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I m kidding.
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I love the idea of what we can control, which is us to start with.
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And I think that s where this topic starts for me is the, is really the back half of that.
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What you said, I think, which is the noticing myself in how I show up with this energy.
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Yeah.
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I get the chance to watch a lot of sales calls these days with,
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Things like gong and chorus, all these recording softwares that allow people to record.
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We do a lot of that these days, critiquing and coaching on these things.
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And if I notice one thing collective, it s that people do not make other people feel like Gary made me feel, Gary Vaynerchuk, when I was sitting with him.
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They don t sound present in demos and conversations.
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They sound like they re ready for the next thing.
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And it starts to me in the brain, the noticing in the brain to go, where s my brain?
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Am I waiting for Brian to stop talking right now so that I can say something?
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Have I already left what he s saying?
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I do this.
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Once I understand you, I kind of stop listening.
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I do.
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And I need to give you the space to finish your thought, because there may be more there.
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And here s the problem.
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I think I understand you.
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I don t know if I do.
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It s really, really.
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a thing, I think, for salespeople to work on.
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Well, that s so true.
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And the way we have been taught to converse with people is you talk for a bit, I ll listen.
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I talk for a bit, you listen.
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And we re good at handing off back and forth.
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But is that really deep communication?
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Am I really aware of your needs and problems if we re just volleying a tennis ball back and forth and we re never really getting deep?
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And getting deep requires
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requires some courage and being present, saying, you know what, I m aware enough to know that I heard what he said.
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That s something about it.
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I think there s more there.
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We were also confused, or confused.
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We were taught a different way.
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Remember we were taught buying signals?
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We ve talked about this, right?
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I got Bill nodding.
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He s nodding a lot.
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I could tell by his face.
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I mean, he was buying, right?
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So we re like, we were taught that thing.
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And I have a couple of clients where I work with software engineers who are extremely introverted and are software engineers.
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So their brains process information.
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They never nod.
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They never smile.
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They never frown.
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They just stare at me.
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And I always wonder, is any of this shit, is any of this stuff hitting?
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You know?
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And what I ve learned, it s been great to teach.
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I m like, more salespeople need to be like these people.
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Because they process information in the moment.
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They re not jumping ahead, they re thinking through it.
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They re taking it in, they re rolling it through their own filter.
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That s a thing I think that people miss.
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We re constantly filling space with verbiage.
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Yeah.
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And if they do that in front of a prospect, the prospect may not be as savvy as you are about processing information.
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And they may feel like the person doesn t care.
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Yeah.
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Oh, totally.
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Part of that is teaching them how to at least give a little bit of acknowledgement and smile occasionally.
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And yes.
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Yeah.
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Oh, for sure.
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Yes.
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Yes.
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Just pretend to like it just for a minute.
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And my question now is for our listeners is how do I do this?
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Because how do I gain self-awareness if I don t have self-awareness?
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It s like a bad, bad loop.
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You know what I mean?
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I m like stuck in a do loop as my old Fortran professor used to teach.
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A do loop?
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You get stuck in a do loop.
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All you old school computer programmers know Fortran 77.
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You get stuck in a do loop.
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That s bad.
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That s basically the Apple spinning wheel.
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You get stuck in the same loop and the program can t get out of it.
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Well, that is, that s exactly what it is.
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If I m not aware of my awareness, how can I ever be aware of my awareness?
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I m thinking that there s probably some tools that will help whether you call them mindfulness or meditation or stillness even or
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Or maybe even just before a call, before you go into a call, maybe there s just an element of five minutes of quiet time, where you just bring yourself from all of the past and, oh, we ve tried to sell this before and it hasn t worked, and get out of the future and just ground yourself in the present.
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Maybe there s something very simple like that that doesn t take a couple of minutes, but it still allows you to be in that moment.
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That s great.
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But I think there s tools.
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This is super tactical on purpose.
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I just had this conversation with a client.
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These days with Zoom, people back-to-back their sales meetings.
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They go from 9.30 to 10, from 10 to 10.45, from 10.45 to 11.15, maybe a 15-minute break.
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A mechanical way to do what you re talking about, Bill, is to redo that calendar.
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Yeah, spread those out.
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And mandatory break things.
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And part of those breaks, even if you get a five-minute break between conversations, it doesn t take long to meditate at all.
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You can do a meditation in 30 seconds.
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Yep.
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Just a couple breaths.
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I m following a Buddhist monk on TikTok.
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And he says, I love you, and Buddha loves you.
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And he just does.
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He literally does like two breaths.
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It s like a morning thing.
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It s obviously less than three minutes.
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It s on TikTok.
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But it s really just a thing.
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Yeah, I think that s, I totally agree.
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I mean, this whole 20 minute thing three times a day, that s really, if you haven t done that in the past, I know it s probably a habit that would be helpful.
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But I like the three or four minute.
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I mean, I can sit still for three or four minutes or a couple of minutes.
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Well, five seconds.
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I can sit still for that.
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But that might be one way, because the whole idea of awareness is getting all the other stuff that s not awareness out of your brain, that s not present, and allow you to be in the moment.
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And I don t think it s about envisioning the future.
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I don t think it s about envisioning what the call is going to be like.
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And I can envision them getting there.
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opening their vault and handing me 4.5 million.
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I don t think that s present moment.
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I think that s a visualization, which may not be bad, but present moment is just being in the moment.
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And if our listeners have any ideas on how they do it, I m sure there s a lot of tools out there that they ve used, or techniques, or language, or self-talk.
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That d be helpful.
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This breathing is a thing.
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kind of in the nose, out the mouth, breathing.
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The other thing, I ve got a kind of a mentor person that works with me too.
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He talks about noticing your physical space down to everything like your fingers and stuff.
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So he ll say like, okay, just you need to notice.
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I love the word notice.
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Like notice where your hands are right now and what they re feeling and touching.
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Because most of us have an unawareness of our physical
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body at all times, until it hurts, right?
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All of a sudden, I m like, oh, notice the smell, you know, notice where my feet are planted right now, and my toes are, you know, I can boom.
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That little thing brings you to the present moment, that noticing all of your body, notice where my clothes are feeling right now, where they re
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you know, all that, how they land on my body and that sort of stuff, that noticing.
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You re really just setting yourself up for the present moment.
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It doesn t matter what your fingers are touching.
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It matters that you noticed what your fingers are touching.
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Exactly.
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Exactly.
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That s what that is.
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I think that s a really good tactical thing.
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Those of you who are on sales demos from your office or Zoom, or if you re driving around, this is a really good thing to do.
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Just a couple of minutes of breathing and a couple of minutes of just noticing will pull you to the present moment.
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I love that you said, Bill, this is not visualizing how the call is going to be.
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This is not Stuart Smalley, look in the mirror, I m good enough, smart enough, and doggone it, people like me.
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It s not that.
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It s literally, what d you say, do nothing is not doing nothing?
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It s not doing.
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It s the not doing.
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It s the not doing, yeah.
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It s not doing nothing.
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It s not, because you re actually doing something.
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You are.
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You re meditating, right?
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You re pulling yourself from the present moment.
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That s something.
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It s not done.
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Love that.
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So let us know on LinkedIn.
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Uh, if you like this topic, we can come back and talk about a little bit more or maybe even get a special guest on.
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I think it s, especially with what we ve been through.
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I know I ve, I ve used that terminology too much lately.
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The last couple of years, I think there is a starving for
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a deeper sense of purpose and a deeper sense of what s real.
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Because we went through this time where we re still trying to figure out what was real and what wasn t.
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And I think when the dust settles, we will realize that it s up to nobody else but ourselves to decide what s real.
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And if you don t have the power of the present moment to guide you there, we will end up being in the future or being in the past, and neither one of those places are good for fulfillment.
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Let us know.
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We d love to hear from you on the LinkedIn post.
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And should we do this again?
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Was there any value here?
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Yeah, we ll see.
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We ll see what the group says.
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See what the group says.
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I like to poll the audience.
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Yeah, so don t forget on May the 4th, register for our, it s a live recording.
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We keep saying webinar.
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It s really a live podcast.
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No, it s a live, it s a live event.
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Yeah, we re gonna be interviewing Scott Barker from Outreach.
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We re gonna talk about closing the execution gap.
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If you don t think you got an execution gap, I promise you do.
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It s little, it s big, it s medium, you don t know, but come see us.
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Your sales team, bring everybody.
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Sales leaders, it s for everybody.
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So we ll see you.
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May the 4th at that live recording of the Advanced Link podcast episode on closing the sales execution gap with Scott Berger from Outreach.
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Sounds good.
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See you next time.
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Bye.
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Bye.