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In this episode of the Advanced Selling Podcast, Bill s voice gets recognized by my kid s basketball coach at a party, we attempt to record the shortest episode ever but Taylor Swift keeps the party going, and we dip into the CoVideo mailbag and take a question from Ted in New England who asks, how do I be a good new kid?
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Welcome, everybody, back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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We are glad you are here, as always.
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Welcome to the new people.
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We got lots of new listeners.
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Those of you who are new, you re new to the show, you re starting to listen to the old episodes, you re binge watching like my kids binge watch The Office, be sure that you go to ultimatepregame.com, and you ll get a little freebie pregame checklist
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for yourself to help you prepare for sales meetings.
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And then you ll drop off your email address there, and we ll be able to stay in touch with you.
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So go to ultimatepregame.com, put in your email address.
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You ll get something really cool for that.
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And then you ll get to stay in touch with us and hear little secrets and fun things that come out before the rest of the people do.
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I had a client the other day who cited the ultimate pregame because he does it every time he makes a big, like a large presentation call.
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And there s one element in there that he says, I just love that.
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And I m not even going to tell you what it is.
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Are you serious?
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It s one element that he says, this has made a big difference for me in how I chase or don t chase how I position myself.
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What I love about that is when people get a tool like that and they just use it.
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It s like the way it s just right.
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It s just a thing and it works when you use it.
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It s funny, isn t that?
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Yeah
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I met somebody the other night who came up to me.
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It was at a party for one of their friends is getting married, and we knew the parents, blah, blah, blah.
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So he was introducing himself, really nice young man introducing himself.
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And he said, yeah, Bill.
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I said, his name was Bill, and my name is Bill.
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And oh, there we go.
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We ve got something in common.
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And I knew that he went to the same college that I went to, so we talked about that for a minute.
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He said, do you have any CASCI, any acquaintances or family members at,
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What is IHSM?
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Immaculate Heart of Mary.
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Immaculate Heart of Mary.
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Immaculate Heart of Mary.
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IHSM, yeah.
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Little Church School, yeah.
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Yeah, and I knew there was some other casket.
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He said, no, I don t have any relatives at all in town.
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And he heard me speak, and he goes, oh, I know you.
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You re the advanced selling podcast with my friend Brian Neal.
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Yes.
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So apparently, he coaches, or you coach.
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Yes.
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I m assuming you re talking about Billy, can we say his name?
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Yeah, absolutely.
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Yeah, Billy Powers.
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Billy Powers.
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Yeah, who s a great human being.
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Yeah.
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I think a really good sales guy, too.
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And as my kids would all attest, because it s basketball tryouts, where last night, they love Coach Powers.
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Oh, I bet.
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They are big fans.
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Him and a couple of his buddies coach, and he s just great with kids, and he s a great coach.
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you know, sometimes you sit down with people you don t know at a party and People tend to talk about themselves a lot.
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There s a lot of posturing and kind of and he wasn t that way at all He was it was really it was really enjoyable.
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He and his wife both were there and it was fun.
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So
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I figured you knew him.
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There s a good little podcast lesson to go to any sort of networking event and party and not talk about yourself.
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And not talk about yourself.
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How about that?
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And it s funny what people say.
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You know what they do when you do that?
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They give you a shout-out on a podcast that s listened by hundreds of thousands of people.
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That s right.
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So everyone s going to go to LinkedIn.
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Opportunities will open up.
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Go to LinkedIn and look up Billy Powers.
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Now, his dad s name s Bill, too, so that could be a problem.
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Oh, OK.
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His dad all of a sudden is getting like 400,000 LinkedIn requests from advanced selling podcast listeners.
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So he ll figure it out.
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OK, topic today.
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We are going to dip into the CoVideo mailbag.
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This is the CoVideo.
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video mailbag, if you will.
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So if you haven t already, CoVideo, friend of the show, partner of ours, if you want to check that out, if you re looking for a way to differentiate yourself, CoVideo has got a really cool way to do that.
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I actually have real estate on my computer here, Bill.
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See, I got my little CoVideo sticker on my
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Oh, nice.
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On the top of my laptop.
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You ve got all sorts of stickers.
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So I m just trying to stay young.
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That s what the young kids do.
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They put stickers on their laptops.
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Is that right?
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OK.
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That s what I heard.
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So go to advancedsellingpodcast.com slash covideo, C-O-V-I-D-E-O.
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And they ve got a little deal worked out for Advanced Selling Podcast listeners.
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It s a great tool if you want to make yourself stand out and have a better way to follow up with your customers and clients that doesn t include the boring,
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How s it going?
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Checking in emails.
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All right, advancedsellingpodcast.com slash Covideo.
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We will now dip into the Covideo mailbag right now and listen to a listener question.
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It s time for the Covideo mailbag, where Bill and Brian do their best to answer your questions or make something up that sounds good.
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Hi guys, your friend Ted here emailing you with a question up in New England.
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I ve been doing business to business sales now for just about a year, and through a happy set of circumstances, I have to change territories.
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So I m still in the same role, but a completely new territory, new set of customers, new team, new manager, new everything.
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Wanted to see what your thoughts were about that and how I can set myself up for success quickly when I own the sales process.
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Everything from cultivating my own leads all the way to getting a signature.
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Thanks guys.
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You know what I like about him already?
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What?
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Don t even know the young man.
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Yes.
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Really good communicator.
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Isn t he great?
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Ted is just, he s got, he s, he was just a really clear about what he wanted, what he, uh, situations and all that.
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I just think that s good.
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That s so great.
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Yeah, I agree.
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And he s into thinking about making himself better and improvement in that.
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We did the drill on the unused assets.
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I think Ted s got a little unused asset here in video communications.
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He might.
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He might.
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Really, really strong.
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He might, yeah.
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We like.
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OK, so the only thing that s the same is he still sells the same thing.
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The only thing we don t like about him.
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Let s talk about it.
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We ve talked about why we like it.
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Ted s going to email us and say, that took me 119 takes.
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I was sweating.
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I did it for four days.
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But you got the one you needed.
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That s right.
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Doesn t matter how long it took.
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So the only thing that s the same in Ted s scenario is that he still sells the same thing that he sold before.
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Everything else is different, right?
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Territory is different.
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The team is different.
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He s got a new manager, new customers.
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Everything is new.
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What is Ted to do?
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What is Ted to do?
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It seems like if he just built the business in a year, is that what he said?
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He s been there for a year?
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Yeah, it sounds like he switched.
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And then he switched.
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And so I know this sounds really obvious, but whatever you did to build the business the first year, if it would have been 30 years ago, I might have said, well, things have changed.
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But if it s been in the last year, whatever you did there, Ted, just do it again.
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I mean, maybe there s some wrinkles to it, but don t.
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Sometimes I think we forget about
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We did something, we did it well, and then we want to go off and try something new.
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Wait a minute, that worked fine.
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So that would be one obvious tip.
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That s it.
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World s shortest Vance One podcast episode.
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Thanks for listening.
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We just did a three, four minute episode.
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Very good.
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That s really good advice, though.
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Ted, here s a way to look.
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We always start in the thinking column.
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We start about our energy, our philosophy, what we re bringing to the table.
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A lot of people come into new scenarios scared.
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They come in nervous.
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They feel like they re behind.
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They feel like they have to prove something to everybody.
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They want to get accepted.
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They re hopeful, all this stuff.
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I want you to try to listen to those feelings and those thoughts and philosophies and keep the ones that you feel are healthy and discard the ones that are not.
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And you ll see.
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So certain things like there s a good element of nervousness in something new.
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And then there s a bad element like, oh my gosh, this is new.
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I don t know anybody.
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I want you to think of what a great opportunity to get to meet some new people.
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What a great chance to get to learn from others.
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What a great chance to get to go and interact with new clients and new customers and learn about them.
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and offer different ways to help them.
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So really think about your mentality in this thing first.
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I know it s funny.
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I always say everybody has the same philosophy about the other person, and they re always both right and wrong.
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What that means is if you re a long-term incumbent,
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and you ve got a long-term customer, and all of a sudden, a new kid on the block shows up and starts pecking at your customer there, the incumbent gets nervous.
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And they go, well, it must be nice.
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This person s coming in with all this fresh stuff to sell.
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And the new person is going, well, the incumbent, they ve been there forever.
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They got the relationship.
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It must be nice to have the relationship.
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And you re both right and you re both wrong.
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It doesn t matter which side of that fence you re on.
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Both of you think the other one has a better deal sometimes.
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And you do sometimes.
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And sometimes you don t.
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So just don t worry about that.
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It s just a fact.
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The fact is you re in a new territory.
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And you re in a new team and a new manager.
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And you re going to operate with high intention in all things and try to help people out.
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And you re going to work really hard and be disciplined.
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And you re going to do great.
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You just will.
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I ve got one here for you, Ted.
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And this is a lot different if you re coming into an organization where you don t have any stories.
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You re lucky because you ve got a year s worth of stories under your belt.
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You ve got to figure out a way to tell those early.
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And so that way, they not only know you know about their business and about your business and about the challenges that you help people fix,
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But you will be you ll really start to build some credibility for you personally so I would get your story down or Double down on the story and maybe the story could include, you know, there s I noticed in the last year I ve been selling for the same company in a different territory and there s three basic kinds of customers that I find that they struggle with certain certain certain things and so here they are one two, three, whatever that story is and
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Bring a little bit of your story into it as well.
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Why did you even come with the company?
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What why did you stay?
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What do you really love about the business of selling this product?
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And did he tell us what the product is?
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I know what it is, but he didn t say he didn t say what he said.
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I know the company is very well-known company.
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So just tell your story and tell the company s story because your story has meat to it because you ve been in the business for a year And you don t have to have been in the business 20 years to tell your story.
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You got plenty of experiences you do I would also tell you Ted in this deal
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Make it your goal to be famous in this new market.
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And I don t mean famous from an ego standpoint.
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I mean famous from knowing everyone and everything going on in your market.
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And you control that.
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It s amazing how many times I see people come into the fray.
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So we always talk about with LinkedIn, or Instagram, or Twitter.
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I don t care who you are, if you re Taylor Swift, or Brian Neal, Bill Kasky.
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Everybody starts Twitter with zero followers.
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Everybody starts Instagram with zero.
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Everyone starts LinkedIn with zero.
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And then you see, well, these people, gosh, they ve got 48 million, da, da, da.
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They all started at zero.
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They all did.
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Now, OK, Taylor Swift s got a name.
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I get that.
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And she s got a couple of good songs.
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I get that, too.
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I m going to admit that I like a lot of Taylor Swift s songs.
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Good email list.
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She s got a decent email list.
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But it doesn t matter.
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You can start from anywhere you are and make a name for yourself in this business.
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Bill and I talk a lot about personal branding.
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There s a chance for you to make your own personal brand in this new market.
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And I would have you think about that as a specific intentional strategy, not as something that you hope happens over time, but something that you go after.
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And you control your side.
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So you need to be interactive with all of the community things, business-wise, connectors, people that sell the adjacent products to you and go take them to lunch.
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Get a beer with them, and hang out with them, and learn from them, and be out and about.
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And you ll see within a year, everyone s going to go, you know Ted?
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I know Ted.
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Who knows Ted?
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We need to get bumper stickers made.
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Who was the guy we had before Ted?
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I don t know.
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I can t remember who it even was.
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Exactly.
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How long has Ted been here?
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Seven years?
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Ted s been here for a long time.
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Three and a half months?
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What?
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Yeah.
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I think that guy started the territory from scratch.
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Bill Graskin.
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Be famous.
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Everybody, do you know Ted?
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Got Ted?
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He can make his own bumper stickers.
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Exactly.
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Got Ted.
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Heard about Ted.
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I like that.
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And I think that that is something else that I ve been working with my clients on is be digital, not physical.
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And if you were trying to make a name for yourself in 1975 like I was, you didn t have any kind of digital, you didn t have anything digital.
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It was all physical.
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I had to knock on doors.
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That s me knocking on a door.
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I hear your door knocking.
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But today, it s digital.
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So you can be Taylor Swift.
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You can get up to her level quickly.
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If you can sing, you got to be able to sing like her.
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I don t know if Ted s got a good voice, but I didn t hear him sing anything.
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But the point is that you can get up there quickly.
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To go from zero to several thousand is not a 10-year process anymore.
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No, it s not.
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But you ve got to think digitally, not in lieu of physical, in addition to physical.
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Have to.
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Have to, have to, have to.
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That s great advice.
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Good job, Ted.
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Yeah, last thing I m going to tell you, Ted, is I want you to think, and you hear this theme in some of my responses here.
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I want you to think about being a server in this new world.
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And I m even talking with your internal team.
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So you serve your internal team, you serve your new manager.
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Do not try to make a name for yourself.
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Everyone wants to do that.
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They want to prove that they re good and they re solid and everything else.
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I just want you to serve.
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Serve with language, serve with ideas, serve with questions, ask for help.
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All those sorts of things is helpful to the team.
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Step up and volunteer if your boss, your new manager, needs something or doesn t need something.
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Just go up and ask to volunteer to do something.
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Be that person.
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I can already tell by your energy in your video, you have that as you re in your genetic makeup.
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And so just accentuate that stuff and you ll be great, man.
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So you re just saying, don t try too hard.
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Don t overdo the try.
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Just be yourself and serve and be helpful.
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And it ll all take care of itself.
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You don t have to worry about it.
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That s great.
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It s good.
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Hey, if you want to bring us in, we would love to talk to you.
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You can go to advancedsellingpodcast.com.
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And up at the very top, there is a big orange button called Come See Us.
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The big orange button.
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Look for the big orange button that says Come See Us.
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It s like the big green sign.
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Big orange button, baby.
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The big orange button.
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Everybody s going to hear about the big orange button in the podcast now.
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So Advanced Selling Podcast, come see us.
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Big orange button, upper right-hand corner, and that ll get the ball rolling.
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We ll ask you a handful of questions, and then one of our team members will reach out, and we ll see how we can help you put on a huge and historic event.
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See you then.
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See you next time.
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Bye.
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Bye.