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In this episode of the Advanced Selling Podcast, Bill rants on one of his podcast pet peeves, I break out my rarely used German accent, and we share some Tribe-inspired insight on how to be a great Advanced Selling Podcast listener.
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Welcome, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in podcasting history.
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My name is Brian Neal.
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I m Bill O Kaski.
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And we are here every week for your listening pleasure, your sales muscle growth.
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How s that?
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Ooh, sales muscle.
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Sales muscle.
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You ve got to work out, right?
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You ve got to work out.
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And if you are a sales leader, or if you re part of a sales team who has a sales leader, send this to them and tell them, if you want to have a fun sales meeting or a sales retreat or anything like that, you want it to be a useful, enjoyable thing, send us an email.
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Listener at advancedsellingpodcast.com.
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Put in the subject line, come see us.
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And I m telling you, once you do this, our clients, everyone that does, like, oh, this was so great.
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We wish you would have done it.
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That s not a brag statement.
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That s just what it is.
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It s a unique thing.
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We re not going to stand up there in suits and tell you stuff you ve heard for 50 years.
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We re going to do some podcasting work, do live.
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It s just really fun.
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So listener at AdvancedSellingPodcast.com, come see us.
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We ll get the party started to come out and visit you live, which we really, really like.
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Now, most of our listeners know, Bill, that we re music buffs together.
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And usually, you come prepared with a couple music trivia questions.
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Today, it s my turn.
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And I have two different little... So the first thing is, I want you to first name the song and the band.
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of these two one-hit wonders that I heard back to back while listening to the radio on a drive recently.
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Oh, really?
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Back to back, I heard these two songs.
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I m like, these are both good podcast trivia songs.
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The first one s, I think, a live version of this.
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So there s a little clapping at the beginning.
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Then I m going to ask you a trivia question about one of them.
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So I ll do the, this is the first one.
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Are you ready?
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Name an artist.
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Okay.
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Got it.
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Albert Hammond.
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Oh my gosh, you are good, man.
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It Never Rains in Southern California.
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Oh, one for one.
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Billy Ray Katsky, everybody.
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Can we hear a little bit of that?
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Isn t that just a great tune?
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Just a great song.
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I never knew who sang it.
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It s so 70s, isn t it?
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Up a little bit, yeah.
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Isn t that nice?
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So nice.
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Is that Yacht Rock?
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That s pretty close.
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Oh, it is Yacht Rock, for sure.
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Isn t it nice?
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Yeah, yeah.
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It s good.
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Albert Hammond.
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I never knew.
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Albert Hammond.
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So what s the trivia?
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Is there a trivia question about Albert?
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There s not a trivia question about this one.
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The next one there is.
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Isn t that nice?
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So nice.
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It s very 70s.
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Albert, I just never knew.
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I always had that, you know who I thought sang that and it doesn t even sound like him?
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It s Frankie Valli.
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I don t know why I thought that.
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It s just a weird sound.
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It s funny how you can have a one-track mind towards something, and then you ll still, even a year from now, you ll say, oh, it s Frankie Valli.
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No, it s not.
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Here we go, number two.
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Ready?
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Yeah.
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I gave you that one two years ago.
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I know, but I have a trivia question about it.
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OK.
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So it is.
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That is called, it s by Starbuck called Moonlight.
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It is.
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It s an awesome song.
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We may have talked about this before.
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Maybe not.
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What instrument is soloed in this song?
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It s very rare to hear this instrument soloed.
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Do you know what it is?
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You know what it is?
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We did talk about it.
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We did talk about it?
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Dang it.
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Yeah.
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All right.
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I wonder if our listeners remember.
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Well, why don t you play?
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Can you get to the solo?
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I don t know if I can get where the solo is.
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This might be a little tricky.
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Let me see if I can find it.
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It s probably.
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Oh, yeah!
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Now, to add to it, you just have to see the YouTube video, because the guy playing the xylophone photo, or the xylophone solo, has an outfit on that is just brilliant.
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He has one of the bodysuits with the open chest, you know what I m talking about?
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The bodysuit open chest that, like, Freddie Mercury would wear.
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I mean, it s just brilliant.
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Okay, but it s a long solo.
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It s like it s it 20 seconds.
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I mean, isn t that fantastic?
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So I thought we talked about that one, but I didn t know if we did the xylophone.
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So yeah in here It is one of the longer xylophone photos.
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Okay.
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Okay.
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So here is our question today we
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You know, we get a lot of emails, and we love it when you guys send us emails.
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We love it even more when you send us voice memos, which we want to encourage you to do.
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But here s one from, I m going to mess up his name, it s J-U-N, so I don t know if it s June or Yoon.
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He s been a listener, he, she, has been a listener of the Advanced Selling Podcast since 2010, when I started my sales career.
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Recommend you guys to everybody.
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I m on a mission to listen to every episode, so while staying current with new ones, I ve been going backwards as well.
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Currently the oldest episode I ve listened to is from July 2012.
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I also take notes on everyone I listen to in the document I m taking notes on is now 99 pages long Wow, your recent content has been especially beneficial very relevant and applicable.
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So thank you episodes 509 508 506 and 504 in particular and you remember did every one of those I know don t your job.
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That s fantastic.
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I
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I would say is some of your best content ever.
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Hats off to you.
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So thank you.
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I appreciate that.
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So we started talking about how to wrap that very nice note into the podcast.
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And we started thinking, well, are there some tips that Yoon has given us here and we can talk about that would help you listen and get as much as possible out of this podcast or others?
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Because I know we re not the only podcast you listen to.
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Are there some things that we can give advice around to help you maximize your listening time?
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Yes.
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We are talking today about how to be a good listener.
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And we have listeners from varying degrees of tenure with us.
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They ve been here a long time.
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Some are binge listeners.
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So some of them will go back and listen to every episode we ever did.
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And we ve got a lot of them up there.
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And some just kind of dabble occasionally.
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And we get lots of feedback.
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The spirit moves them.
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It does, doesn t it?
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And we have over 9,000 of you in the LinkedIn group.
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And there s some really smart people that chit-chat in there.
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And there s some others that don t.
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And so we thought about, why don t we give some advice on how to be a good advanced selling podcast listener?
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And maybe we should send stickers to people that can prove to us that they re really good.
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Well, we should send one to June, because 99 pages, good lord.
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That s really, really great.
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It s awesome.
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OK, so I ve got four things.
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Can we just ask June to send this to us, and that could be a product?
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Sure.
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It s 99 page.
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Yeah, we ll give him some commission on it.
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That s a good idea.
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Send us a PDF version, June, if you would, to listener at advancesellingpodcast.com.
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Yeah, give us a little design.
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Get a little architecture to it.
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Me likey.
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OK, shall we?
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Let me start.
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Now, my number one is when you re listening to the Advanced Selling Podcast, I want you to listen to every episode with intention.
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And what I mean by that is I want you to be listening for the one thing you can grab.
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in each episode.
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Because there s typically one thing, usually it s Bill, that he ll say something like, that s fascinating, I can do that, that s a technique, that s wonderful, that s a thought I never thought of before.
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You re humble.
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You re humble.
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Humble brag.
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Listen with intention.
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Listen with intention.
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Find the one thing.
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Because I think what some people do is they just sort of listen and wait for it, as opposed to intentionally trying to find it.
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I think if you flip your brain to try to find it, you ll find it easier, more easily.
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I was listening to, we were on our way down to Patoka Lake.
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We talked about that last episode.
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And we were listening to a podcast that my daughter put on.
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It was an interview podcast, and it was tedious.
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And some of these are, you know what I hate about certain podcasts?
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is when they re interviewing somebody that they know, and there s lots of inside stuff, and you re on the outside looking in.
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You have no idea what they re talking about.
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And then they started talking about Enneagrams.
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Is that what it s called?
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Enneagrams?
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It s a number.
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Are you a nine?
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I m a four.
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What are you, a three?
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Oh, well, nines.
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Are you kidding me?
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And it s like, come on.
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This is not a podcast about Enneagrams or whatever they are.
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It was a podcast about something else.
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And all of a sudden, I m like, my blood s starting to boil because I m pissed.
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I m driving, and I say, is there another podcast?
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And then she got angry at me, so my blood s boiling.
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And there are all these inside jokes.
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And oh, Jason, did you see?
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Remember that time when you and I went to the, oh, God.
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So anyway.
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And then your millennial daughter s in the back laughing.
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She gets it all.
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What are you talking about?
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I have no idea.
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Anyway, that s really funny.
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But then the guy said one thing 25 minutes in, and it hit home.
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It was a self-development kind of thing.
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And he said it, and I m like, oh.
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I ve never thought about it that way.
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So you just never know.
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You don t.
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So I know sometimes we can be tedious.
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Yes.
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No.
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Hopefully we re not.
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Hopefully we re not tedious for 25 minutes.
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We might be for a couple of minutes.
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17 minutes, but not 25.
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But like you said, Brian, there s always that one thing, and you never know when it s coming.
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And that one thing may not hit anybody else, but it speaks to you.
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That s it, for sure.
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Oh, my turn.
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I have take notes.
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I think that s true.
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I think especially if it s an episode that you really relate to, like if we re talking about lead generation and that s an issue for you, take some notes, get a document or open it on your computer.
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Because I think anytime you do that,
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it circles around the brain differently when you start to write things down.
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And then, like you said, find the one thing.
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And have a highlighter there and you ve got a whole page of notes.
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Find the one thing and say, that s it.
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I can erase the other stuff and just take that one.
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That s really great to do.
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This one we actually stole from the listener that I thought was just a great thing to do.
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And so I think about this.
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So we re big music buffs, as we said.
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So if you were going to make a top 10 songs of all time, if you had one playlist to listen to for the rest of your life, what songs would be on there?
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I would do the same thing with the podcast episodes.
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So of all of the 400 to 600 episodes that we ve produced,
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Grab your top 10 and re-listen to those over and over and over, if that makes sense.
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Like, I could listen to scenes from an Italian restaurant by Billy Joel over and over and over.
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Yeah, it s not like what a song we listen to at once.
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It s all fresh.
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I just love it, you know?
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All these things that I have done by The Killers, I could listen to it over and over and over.
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So what podcast episodes from the Advanced Selling Podcast can you listen to over and over and over?
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He had, how many did he have there?
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Five or so of his favorites?
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One, two, three, four, five favorites.
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Same deal, so you keep a top 10 list.
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This is one of my favorites.
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And just re-listen to those over and over and over.
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That s a good idea.
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And don t go by our top 10 list, because we do have one for newcomers to come in.
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But find your own.
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Correct.
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Here s one that he did.
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And he may not have known this was part of it.
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But pose a question to us.
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Communicate with us, either on the LinkedIn group or through email, listener at Advanced Selling Podcast.
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Great.
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I ask a question of a podcast host, and I do my share of that.
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Whenever I get something back, I feel it and I hear it in a little bit different way.
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And I think I pay more attention to the episode subsequent to that if I ve had some kind of communication.
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There s no doubt.
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So whether it s a voice memo that you send in and we do a comment or just an, even if it s just an email, sometimes I ll get an email from a listener and it won t be anything we use on the air, but I ll just shove, just kind of shuffle back a quick answer.
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That s good.
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You need that.
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I think we all need that.
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Yes, there s no doubt.
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Put yourself in play in that sort of thing.
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My third thing here, I wrote down to implement what you hear.
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Implement what you hear.
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So it s great to listen to, and you re kind of like, yeah, you give me a little shot in the arm in the morning.
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We like that.
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That s good.
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More important to me is that you take something.
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Now, it s not in every episode.
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You won t find something to implement in every single one.
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It would be wonderful to have the list of, since I started listening to the Advanced Selling Podcast, these are the things I do differently now.
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I always ask for a clear future date, and here s how I do that.
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That s good.
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And I love the idea of that makes sure that what we re talking about goes from theory or a discussion to an actual tangible behavior by you.
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Yeah.
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I was listening to something or watching something about a month ago, and they were talking about this very concept of implementation and about how difficult it is to take an idea that you hear or that you get coached on or that you consume in some way and put it into your world.
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It sounds so easy.
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Well, you know, next time I go and ask for referrals, I m going to do what Brian said in that one podcast.
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But you won t.
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No.
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Because changing habits is the hardest thing we do.
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And so I like your idea of having a place where lessons, where you can document the lessons, but then it s got to make it into your daily grind, into your daily mode.
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And whether that s maybe even having your own document about how do I ask for referrals?
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What s my process the first time I meet with somebody?
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If you have procedures that you have documented, work in some of these things into those procedures.
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Definitely.
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You got one more?
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I have one more here, and that is, if an episode is irrelevant, skip it.
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Don t listen.
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Seriously, don t listen to it.
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If we re talking about lead generation, and you have all the leads you can ever handle, and it s just blather to you, skip it.
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Go spend the day with your spouse or significant other, your child, or at the Biergarten down in Jasper.
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That s a schnitzel box.
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It is.
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Braunschweiger?
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Braunschweiger.
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You like the brown schweiger on the crackers with the mustard, I see.
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I didn t hear that accent down there.
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But Schnitzelbach is down in Jasper where a little bit, it s kind of close to where Brian grew up.
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It s a great, it is an awesome German restaurant.
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But when you take kids there that are 18 months old and try to feed them sauerkraut, kraut balls, German food,
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Goulash.
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Goulash.
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I don t think my grandson, Evan, had said yuck so many times.
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And I would say, here, Evan, look at this.
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And he would always grab the fork and put it in.
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And it would just blend.
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And you know, the first time you eat sauerkraut, who likes sauerkraut the first time you eat it?
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Who likes to think of the name?
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It s dead going in, man.
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It is.
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Who named it, right?
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What should we call this one?
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Let s call it sauerkraut.
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Oh, yeah.
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I m sure we ll be lining up for that.
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No problem.
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People love it.
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But when you re a year and a half old, I mean.
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And the first time, he had a pretzel.
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And he liked the pretzel.
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And he was eating the pretzel.
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And I said, here, you want to try some sauerkraut?
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So he grabs the fork, puts it in.
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And he s like dancing.
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And he goes, mon, mon.
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Well, I don t think he had the full taste of the sauerkraut, because it was hidden by the salt of the pretzel.
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Then he got a whole mouthful of sauerkraut.
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And it was just, it like went in and just came back out.
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I love where you do the, Bill s doing the visual, but he spits it out into his hand.
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No, Papa, that is so.
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Funny.
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Yeah, I grew up.
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But see, if you grow up on it, see, I grew up in a very German area.
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Did you like it the first time you ate it?
1
SPEAKER_02
Well, we ate Braunschweiger.
1
SPEAKER_02
Braunschweiger, as you say.
1
SPEAKER_02
OK.
1
SPEAKER_02
And it s like pate.
1
SPEAKER_02
It s really gross.
1
SPEAKER_00
OK.
1
SPEAKER_02
When you grow up on it, you re used to it.
1
SPEAKER_02
You put it on saltine crackers with a little dot of mustard on it.
1
SPEAKER_00
But that s not bad.
1
SPEAKER_00
As a kid, I begged for it.
1
SPEAKER_02
It s awful.
1
SPEAKER_00
Compared to sauerkraut, though.
1
SPEAKER_00
Sauerkraut is just nasty.
1
SPEAKER_02
Either way, the whole thing s bad.
1
SPEAKER_02
And I eat it, but oh, man.
1
SPEAKER_02
I have one more.
1
SPEAKER_02
OK.
1
SPEAKER_02
And one more what?
1
SPEAKER_02
One more German food story.
1
SPEAKER_02
No, one more piece of advice on how to be a good advanced selling podcast listener.
1
SPEAKER_02
You need to buy all the products.
1
SPEAKER_00
Oh, yeah, that s true.
1
SPEAKER_02
We missed that.
1
SPEAKER_02
We ve got all in.
1
SPEAKER_02
We ve got the brand makeover, resource toolkit, brand makeover, the email it, the book.
1
SPEAKER_02
We ve got lots of things for you to purchase.
1
SPEAKER_02
If you bought the whole package, it s going to be less than $400, even.
1
SPEAKER_02
At $500, it s not much.
1
SPEAKER_02
And I say that half promoting, but also half, these are tools for you.
1
SPEAKER_02
And I think there s a physical thing.
1
SPEAKER_02
When you spend money on something for yourself, I believe you get rewarded for that.
1
SPEAKER_02
And so it s great that you listen for free and listen to the ads that we read and those sort of things.
1
SPEAKER_02
More importantly, get the checkbook out, get the credit card out, swipe, and then get something in return for that.
1
SPEAKER_02
And I promise you, you ll make more money on that.
1
SPEAKER_00
You do that, and these seven or eight things we ve talked about, I think you ll turn just casual listening into money.
1
SPEAKER_00
I think you ll turn it into income for yourself.
1
SPEAKER_00
So once again, we love coming out to see you.
1
SPEAKER_00
So if you have a retreat or an event of some kind, a sales meeting, you want to talk to us about perhaps having one or both of us out, send us an email to listener at advancedsellingpodcast.com.
1
SPEAKER_00
And in the subject line, put, come see us, and we ll get the ball rolling and have a conversation and see what we can do to help you build your business.
1
SPEAKER_00
I m going to go have some sauerkraut and some Wienerschnitzel.
1
SPEAKER_00
Yuck.
1
SPEAKER_01
Schnitzel.
1
SPEAKER_01
OK.
1
SPEAKER_02
Bye.
1
SPEAKER_02
Bye.