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Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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I m Brian Meal.
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As heard on Jeopardy.
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That was callback throwback.
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You didn t hear that.
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This is your first episode you ve ever listened to.
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That was the callback to last week where I had just a blissful dream that Bill and I were actually a question on Jeopardy read by Alex Trebek.
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What s the longest running sales training podcast podcast history?
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What is the Advanced Selling Podcast?
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What is the Advanced Selling Podcast?
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I ll take podcasts for six.
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Next question.
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Bill Caskey s a host of Vansigning Podcasts.
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His co-host is, you know, this guy.
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No fanfare.
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Who is Brian Nail?
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I ll take podcasts for eight.
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Yeah, just keep plowing through it.
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And if you re the questioner, you re like, yay!
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Anywho, that s great stuff.
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All right.
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Well, I had an experience last night.
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I went to see Oppenheimer, and I had not seen that and heard a lot about it.
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Okay, here s my feeling on it.
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It was a three-hour movie, and it s really hard for me to sit in a theater for three hours, especially to get there a half hour early because it doesn t really start at five.
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And so that s a long time for me, because I get real antsy.
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And two, all the special effects with nuclear explosion.
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And you know what the movie is about, right?
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Oh, yeah, totally.
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The scientist.
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Nuclear scientist.
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Yeah.
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Atomic physicist, I guess.
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Anyway, and Matt Damon was in it.
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I love him.
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There was some good acting.
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But here s the problem I had, is that 80% of the people in the movie had an accent.
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And it was intentional.
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It was either a Russian accent or a German accent or an Asian accent.
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And I have no problem with that.
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But the music in the background was always so loud.
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And I saw a bunch of people complain about this.
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It was so modulated up to give you this anxiety.
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And it was kind of like epic music all the time for the whole thing.
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You couldn t hear the actors.
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You couldn t hear.
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I couldn t hear.
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And I know partly is because my ears are not, I m not a 25-year-old anymore.
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But I m usually pretty good at hearing things.
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But I couldn t hear through all the music.
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And so I m wondering if our audience has that.
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It could just be me.
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It could just be me.
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I don t know.
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That s a great question.
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That s one of those things.
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And I just don t, I m not a movie guy.
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I mean, I ve watched a whole bunch of movies in the past, but I just, nowadays for the very reason you said, I just can t find a place to give up four hours for anything that I may not thoroughly enjoy.
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Yep.
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Um, so that you just sold me on not going, I ll catch it.
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I ll catch it on a plane sometime.
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I ll watch it on a plane.
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That s easy.
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But, um, so,
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There is that that s one of the things that I ll have is I ll get hung up on something like that.
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And the whole time, that s like all I can think about.
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Or if something happened with the character and, you know, they, uh, you know, missed out something like they were had a ponytail and they didn t and then they did.
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And I m like, I don t believe anything.
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Right.
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Cause you ve, you ve lost me.
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So that s an interesting jump cut, jump cut.
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Yeah, totally.
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Like whoopsie daisy.
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Yeah.
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Well, after three or four minutes, I said, what did he say?
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And then Jane would say it.
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And then after that, she s like, every time I ask her, she s like shoving me away.
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Which I don t blame her.
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I mean, who wants to be bothered by a deaf dude in the theater?
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All right.
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So here s my topic today.
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I need some help with this.
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And here s my commitment is I want to write
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I want to create a video for sales leaders, VPs, CEOs, presidents, and I have a title for it, and I want you to weigh in with me on what these things might be inside the video.
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As I produce it and create it, I will put it up on the Advanced Selling Podcast LinkedIn group page so that you guys can see it when it s done.
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Creativity live.
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That s what we re doing right now.
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We re creating something live.
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I love this.
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And I m also, I want to help you do the same thing.
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That s great.
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So if in the future we have something, you re just kind of thinking through.
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And I know every episode is kind of like that in a way.
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Totally.
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So here s my title.
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Well, my title is five, and you can substitute number, maybe three, maybe seven, five sales skills your team needs but doesn t have.
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OK.
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Five sales skills your team needs but doesn t have.
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And the doesn t have part, so I don t want to make this so simple because people like, you got to be able to talk to people.
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Well, everybody knows how to do that.
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That s not a doesn t have thing.
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So the doesn t have part makes it what are some maybe obscure skills that we don t typically think about as frontline, in-your-face sales skills that are necessary today in the world we live in that your team just doesn t have.
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Love it.
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And for you sales professionals listening, you will get value out of this because there might be some things that we talk about here that you don t have that you need to have.
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And Brian and I need to have too.
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Yep.
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So I want you, and if you want me to put on some Jeopardy music.
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Yeah.
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Oh, yeah.
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Great.
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Stay with it.
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As you think about these things, because I know you want us to.
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I ve got two so far.
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That s right.
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I ve got two.
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And now you triggered me in a good way with the obscure.
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So one of these that I wrote, I think, is obscure.
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I bet wasn t on your list.
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That s my guess.
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I could be wrong.
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I don t have a list.
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Well, we don t have one left.
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OK.
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I ve got four things, so I m not.
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OK.
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Because if we come up with nine things, I ll do it.
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Nine skills.
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If we come up with four, I m not.
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I m ambivalent to the number.
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Yep.
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So we just do it the way we usually do it.
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You do one.
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I ll do one.
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And then, yeah.
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Let me, hang on, let me write one more here.
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I m writing down this audio show.
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People can t see us writing, but I m gonna go, I m gonna go here.
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While you re doing that, for you people who listen on Spotify, Stitcher, or iTunes, we are also on YouTube.
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So if you ll go and look up Advanced Selling Podcasts on YouTube, we film every episode.
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And you can see what s on Brian s forehead, those little things that he has on his forehead.
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What are those?
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The lines?
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No, I m just kidding.
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Is it Ash Wednesday?
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No.
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How long was I out?
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You can see his set.
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You can see my set.
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You can see what we look like, if you care.
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But anyway, it s on YouTube.
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Wanting to watch this, I don t know why, but if you are, it s there.
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All right.
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Okay.
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Cut.
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Just wanted to.
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Thank you.
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That s good.
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Yeah.
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Yeah.
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Stretch, stretch.
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That s in the business.
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That s right.
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Stretch for 15 stretch, 15 minutes.
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No seconds.
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OK, I m going to go a skill that the, your sales team, this is to leaders, right, skill your sales team doesn t have that they need is advanced LinkedIn skill, advanced LinkedIn skill.
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If you go pull an audience of a sales team, and if you ask any sales leader, how s the team s LinkedIn game?
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The sales leader will look away.
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They ll go, cause you know what else is going on?
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The sales leader s like, my game s not very good.
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I got no game.
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And how can I, my team have game if I got no game?
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I don t even understand the game.
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It s like me going to coach a soccer match.
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I just can t even start.
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You know, how s your team?
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I have no idea.
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I don t know how to do this.
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I don t even know, you know, I m work with the other shaped ball.
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Not that s right.
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So I think that s a massively underdeveloped skill that sales teams are going to need to develop that most leaders don t have.
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Therefore, their teams don t have.
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And I m not talking about setting up a profile.
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No marketing approved.
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That s not what I m talking about.
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You re talking about
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Using LinkedIn as a business.
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100%.
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And I don t mean a business like you re selling on LinkedIn.
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I mean really getting, what is our strategy?
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What is our plan?
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What s our daily execution look like?
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What is our messaging?
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How are we going to do it?
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All of it.
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All of it.
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I love that you said that, Bill.
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I m going to steal that.
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It is a business.
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It s not something you do.
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It has its own strategy.
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own elevation, it s its own thing across the board.
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But don t you think, that s a great, that s its own topic, but don t you think there s a lot of that in many of these platforms like YouTube?
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Oh sure, oh sure.
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There s a couple people on YouTube, and we re getting more serious about YouTube, but there s a couple people and they just post videos to YouTube
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And they are complaining that they only got 10 views.
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Well, YouTube is an entirely, it s a new frontier.
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It s a new vista with hashtags and titling and AI and thumbnails.
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And I mean, you need a pro to help you if you re going to really get serious on YouTube.
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Love that.
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And I think a lot of these platforms we treat just as a place to go post stuff.
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And we don t say, wait a minute, this is a business opportunity here if we could use LinkedIn properly.
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And again, I think LinkedIn for most sales professionals is the logical place.
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I don t think it s YouTube.
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Yes.
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But same, same difference.
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And I love that you use the word Vista.
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That is a, my in-laws are very, they like, like to hike and nature and stuff like that.
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When we go on family vacation, we always look for a good Vista.
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And now it s kind of a joke that I always tell, put the family texture.
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I ll, Hey, look at this beautiful Vista.
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It s true.
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It s true.
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It s a purview.
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It s gorgeous.
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Yeah.
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Oh, my gosh.
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Purview.
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Are you serious?
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Did you hear purview?
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I just started playing around with that word purview.
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And perspective is kind of the same way.
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What s in your purview?
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And it sounds like a little kitty cat thing.
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Purview.
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But I think that s so true, is that when you get, it s like when you go to a seminar, like if you and I were to go to a seminar on, let s just say, YouTube,
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And we thought we were pretty smart on YouTube.
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We go to the seminar and hear somebody that s really freaking good on YouTube for four hours, we would say, oh my god, I had no idea.
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I had no idea this even existed.
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And it s the same with LinkedIn.
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That s why you need to take classes on LinkedIn.
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You need to have a LinkedIn coach, maybe.
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Somebody who does that, who can help you look at that with the proper perspective, rather than, oh, it s just another social media platform.
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It might not be.
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It might be something better.
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Go through and like some things.
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All right, here is my first one.
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And I have no idea if this is a skill or not, but I think it is.
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And you ve heard of the term, seeing is believing.
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Love it.
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And didn t Wayne Dyer write a book called, You ll Believe It When You See It, or You ll See It When You Believe It?
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He said, You ll See It When You Believe It.
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Yeah, it s a great book.
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That s a great book.
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And I believe that believing is a skill.
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Oh.
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And so this idea that,
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OK, so I m setting my goals for 2024, and it s December.
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And I say, OK, I want to go from $100,000 a year of income to $125,000 a year in income.
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And so that s wrapped up in a belief about that s possible.
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You probably believe that extra $25,000 is possible, given your experience and all that.
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But what if I told you that you could get to 300,000, and the only thing keeping you there is belief in getting there?
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you would probably come back and say, well, that might be, but I ll see it when I believe it.
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And you have to change that.
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It s got to be, I will believe it, and then I ll see it.
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And this has nothing to do with visioning, like what s in the mind s eye.
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If you see yourself accepting the award on stage at next year s conference, you will be more likely to achieve it.
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Maybe, but I think it s because your belief just went up.
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Yeah.
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Totally.
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I love that.
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I love that you think belief s a skill.
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That s awesome.
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I love it.
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I think it is.
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It s so good.
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I think it is.
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So if you have a person who wants to go from 100 to 300, and again, it could be customer base, it could be revenue, corporate revenue, doesn t matter what it is, do some testing and say, what is your belief set right now that you can get there?
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And don t take their first answer.
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Don t take your own first answer, because it ll probably be BS.
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But go deeper into it and say, OK, why do you believe that?
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How did you arrive at that belief?
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What kind of external data did you consider when you came to that belief?
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You start to get into the belief, and then you can make some things happen because you ll leave that meeting with your person or you saying, oh, yeah, we can accomplish this.
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And now you ve got momentum and velocity rather than, well, I ll believe it when I see it.
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Yes.
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How can we?
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I love that.
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Belief is a skill.
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Okay, I ve got two more.
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This one is, it sounds boring, and it also sounds like something that everybody thinks they re good at, and I think they are not skill-wise.
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What skill does someone need?
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We need to revisit how we present and demo to customers when we get to that stage of the process.
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demoing a solution or presenting a solution is we ve gotten really, really bad at it.
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I agree.
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Really, really bad at it.
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And I m judging this not off of opinion, off of fact, with Gong and Zoom and these things.
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The beauty of these things is we can go back and watch.
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And we can go back and evaluate.
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And I see my clients.
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I see some of my prospects.
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I see people selling to us.
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And I m just like, there s such an opportunity here to develop the skill and make it better.
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Huge, huge miss, I think.
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And opportunity.
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It s a place to get better.
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I have that as well as number four.
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Do you really?
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Oh, really?
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That s great.
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On my list, I called it something different, but I think it s the same thing.
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And that s the conveyance of ideas.
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Perfect.
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Even better.
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It s communication conveyance of ideas.
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And I was listening to,
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podcast the other day that had a guy on from Microsoft who was in their AI division or their AI stuff.
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And I didn t understand most of what he was talking about.
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But he did say this.
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He said, there s three skills that successful business people will need in the future right now going forward, given AI and all that.
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Number one, a skill of writing.
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Two, a skill of speaking.
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And three, the skill of conveyance of ideas.
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And I thought, well, they really all three apply to sales professionals and to business owners.
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They all three do.
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But that conveyance of ideas thing is what you re talking about here.
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And that is, how do we take sometimes complicated things, wrap them up and package them, and message that to a person who isn t in our business?
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So they re not as clear as we are on things.
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And you have to understand that sometimes we have to bring people along.
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And don t talk down to them, but talk where they are.
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And where they are is not where we are.
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So we ve got to change our messaging and convey those ideas differently.
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And the presentation is part of that.
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100%.
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Yes.
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We become a guide from a place to another place through our language.
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So good.
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So is there a tip we can leave people with instead of just the theory?
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Is there one?
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My big tip is most people have these recorded now.
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They ve either done them remotely on Zoom, or you have Gong as a tool, or Chorus, or what have you, one of those recording softwares.
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I would absolutely go back and watch your tape.
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I can guarantee you, when you go back and watch your tape, you will find some things in your own game that you should develop.
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Guaranteed.
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When you re watching your tape, here s one A of advice.
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Watch the other person.
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Don t watch you.
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So what we do when we watch tape is we tend to watch us.
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So if you and I watch this back, I m like looking at myself, I m watching my mannerisms.
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What I should be doing is watching you and listening to me.
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So I m hearing what I m saying and I m watching your body language and your facial expression.
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I m going, oh my gosh, Bill just made a face.
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Exactly.
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He s like wrap it up, dude.
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Seriously though.
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But that s what we do.
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People like, let s watch us.
1
SPEAKER_01
We re going to critique us.
1
SPEAKER_01
No, let s watch the reaction of the buyer based on what we re hearing.
1
SPEAKER_01
So that s my advice on that one.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
great.
1
SPEAKER_00
So it s it s really good and the whole idea of watching films.
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SPEAKER_00
I mean think about every if you were in sports every Monday after your Saturday night game and basketball.
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SPEAKER_00
That s all we did was watch film you do and it was great because you re like, oh, I don t have to practice and then you got abused for an hour and a half and the film totally up back up back.
1
SPEAKER_00
Look
2
SPEAKER_00
Look at Caskey there, up, back, up, back.
2
SPEAKER_00
Yeah, go back.
2
SPEAKER_00
What are you thinking here?
2
SPEAKER_01
What are you thinking?
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SPEAKER_00
That s funny.
2
SPEAKER_00
Let s go run line laps.
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SPEAKER_00
I d rather do that.
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SPEAKER_00
OK.
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SPEAKER_00
Last one.
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SPEAKER_00
So that was mine.
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SPEAKER_00
You have one.
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SPEAKER_00
Go ahead.
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SPEAKER_01
Oh, I got one more.
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SPEAKER_01
Yeah.
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SPEAKER_01
My last one, full circle, learn how to be a good chat GPT prompter.
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SPEAKER_01
Uh, I believe chat GPT is going to be a tool that s going to be, uh, here to stay.
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SPEAKER_01
And I think the quicker you can get good at using it, the better, whether it s helping you prepare for questions.
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SPEAKER_01
That s the best thing to use it for now is helping you prepare for strategic questions to ask in a sales call and just ask it to print out 17 strategic questions and be real specific with how you ask it.
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SPEAKER_01
I m going to call on a CFO of a bank and I sell banking software and I need
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SPEAKER_01
eight strategic questions to ask that person that are relevant to the current market conditions, blah, blah, blah.
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SPEAKER_01
Hit enter.
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SPEAKER_01
It ll spit up in six seconds, all the questions.
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SPEAKER_00
So your thinking is that we ve got to get good enough at that to use it for what it s good for for us, and not shy away from it, and not, yeah.
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SPEAKER_00
And really study the prompt.
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SPEAKER_00
Because you can go in and give it a prompt, and you can give it five more prompts, you get five different better answers.
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SPEAKER_00
So learn how to prompt.
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SPEAKER_00
Yeah, learn how to prompt.
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SPEAKER_00
That s good.
2
SPEAKER_00
Yeah, I ve got my fifth here is,
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SPEAKER_00
It s something we ve talked about before, but I still don t think it s very well done in most sales teams.
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SPEAKER_00
And that is the plan and the execution of the plan.
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SPEAKER_00
So this is the time of year we re heading into the third trimester, fourth quarter.
2
SPEAKER_00
And we are starting to look at 2024.
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SPEAKER_00
And we re starting to kind of create in our mind what we want it to look like.
2
SPEAKER_00
You talked about having your retreat.
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SPEAKER_00
And the question always is, well, what s the plan for next year?
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SPEAKER_00
And I don t think sales teams are very good at planning.
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SPEAKER_00
I think forecasting, to me, is not planning.
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SPEAKER_00
Forecasting is taking a number and saying, can we get to $27 million next year?
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SPEAKER_00
Yeah, you guys all good with that?
2
SPEAKER_00
Yeah, OK.
2
SPEAKER_00
All right.
2
SPEAKER_00
See you in December.
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SPEAKER_00
That s not a plan.
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SPEAKER_00
That s just a pipe dream.
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SPEAKER_00
It s a forecast.
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SPEAKER_00
And I think we ve all got to get better at the skill of planning, which includes things like,
2
SPEAKER_00
What is the goal?
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SPEAKER_00
Why did we choose that goal?
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SPEAKER_00
How are we going to get there?
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SPEAKER_00
What are the roadblocks that we re going to face certainly along the way?
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SPEAKER_00
It s the SWOT, you can call it the Strategic Weaknesses Opportunities.
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SPEAKER_00
Whatever model you use, the notion of going through the process of planning and then saying, we ve got an executable plan.
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SPEAKER_00
It s not just a bunch of BS.
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SPEAKER_00
It s every day we re going to do this.
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SPEAKER_00
Or every week, everybody on our team is going to do this.
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SPEAKER_00
I don t think we do that very well.
2
SPEAKER_01
We don t, for sure.
2
SPEAKER_01
That s a good one.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
OK.
2
SPEAKER_00
So those are my five to start us off with.
2
SPEAKER_00
I love those.
2
SPEAKER_00
Thank you for your input there.
2
SPEAKER_01
Can t wait to see the final product.
2
SPEAKER_00
Final product will have none of those five in them.
2
SPEAKER_00
None of them.
2
SPEAKER_01
All right, check out our LinkedIn group, go to the Insider, become an Insider, everybody should be in the Insider program, you just should.
2
SPEAKER_01
And say hi to us on LinkedIn, would you, some of you not connected with us, or send us an email, listenerinadvancesellingpodcast.com, we haven t asked for emails.
2
SPEAKER_00
You can send us a voicemail too, we haven t asked for voicemails in forever, but just record a voice memo and send it in to listenerinadvancesellingpodcast.com, and we will play it.
2
SPEAKER_00
And play it, with good audio, of course.
2
SPEAKER_00
All right, see you next time.
2
SPEAKER_00
Okay, see ya, bye.