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In this episode of the Advanced Selling Podcast, I explore a unique retrieval method for a lost dog, Bill announces a new minor league baseball team, and we offer advice on how to make the dreaded sales meeting useful and inspirational.
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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in world podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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Hey, we re glad you re here.
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If you ve not already done so, go to our website, advancedsellingpodcast.com, and put your email address in there.
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We ll send you a really cool gift called the Ultimate Pre-Game if you do that.
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And that s the way we like to communicate with our listeners.
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Occasionally, when we have cool things coming up, which we do have some things to announce.
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And also, we re on the road.
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So if you re a sales manager, VP of sales, you have a sales meeting coming up, and you re looking for something fun, helpful, useful, something where all the salespeople after the big national sales meeting go, man, that was good, shoot us an email.
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Listener at advancedsellingpodcast.com.
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Put come see us, and Bill and I will talk to you about how we could actually come visit your event, speak, and or, which I think is really fun, record a live podcast in front of your audience, which you ll see is a really cool thing to do.
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Yeah, we will do that someday.
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I m actually heading to Dallas today.
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It s not a podcast gig, but hopefully there ll be some people there who are listeners.
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And last, about two weeks ago, I don t know if I said this or not, I was in a group, and not a podcast group, but probably 50 people in the room.
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And I said, OK, before we start, I want to know who in the crowd listens to the Advanced Selling Podcast?
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Yeah.
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You know how many hands went up?
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Zero.
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Are you serious?
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Not one person.
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Each people.
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Yeah.
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So there we go.
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So I was feeling good about myself after that.
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Well, you got 50 prospects, right?
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Now they all do.
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Yeah, they all do now.
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Yeah.
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So I had, uh, this was an interesting, I saw a sign.
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So you re a dog person, Bill, and I m not really a dog person.
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I m sort of becoming one now.
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And, um, uh, in my neighborhood, there are no less than 12 signs that I can find around the neighborhood that say, it s no fewer, no fewer.
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Oh, thank you.
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Oh, now I know what you mean.
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No, I didn t know what you meant before.
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Further was it further or was it was I further along was it further along in my story or farther?
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It s further further Farther assistance.
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Thank you for the correction.
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That was really appreciate that It says don t cut the loss was Lee Lost is a shelty a dog shelty shelty I think it says lost shelty and that there s you know you can tell these are desperate signs and
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These people are sad.
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You can tell by their writing.
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Oh, yeah.
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And they re worried about this lost Sheltie.
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And it says, call 317 dot, dot, dot, the name.
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And at the bottom, in big bold letters, it says, do not chase.
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Do not chase, meaning don t chase the dog.
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Right.
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So my kids are in the car.
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I m going, OK, so what are we supposed to do today?
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How exactly are we supposed to collect it?
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see the lost sheltie.
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There it is.
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We said the other way, call the number like, Hey, yeah, I, uh, I saw your dog.
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I didn t, I may just let it go.
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Cause I wasn t supposed to chase it, but I let it go.
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It s running through the woods over on fall Creek road headed toward fall Creek Boulevard.
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Yeah.
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Well, what, I mean, you re supposed to get a net.
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We supposed to like booby trap it.
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Like, what are you supposed to do?
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If this says, do not chase, how are you supposed to get a lot of dog if you don t chase it?
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That s interesting.
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And I m sure that s, I feel bad for the people, but that was just an interesting.
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But wouldn t you say, chase, do whatever it takes, man.
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Get that thing back.
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Because all the signs say the same thing, like lost Sheltie, phone number, and then in big bold letters, do not chase.
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But you re right.
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When people lose their dog, and this is not a judgment.
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I always start out almost every sentence today with this, but it s not a judgment.
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But we had a dog lost in our neighborhood, and we saw a sign pop up one Sunday morning.
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It said lost, whatever.
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And we started, you know, there s a buzz about the neighborhood when a dog goes missing.
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And it turns out they were out on the golf course right across the street from us, and they were walking it, and it got away.
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And they went home for a couple hours and had dinner, and then went back and looked for it.
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Well, by that time, the dog is gone.
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It s in Ohio.
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It s gone.
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Speaking of Ohio, and so about two days later, we were talking to the neighborhood, the gossiper lady.
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And she knows who she is, too.
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She s not a listener.
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But she said, oh, yeah, they re bringing the Bloodhounds in tomorrow.
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And we said, what?
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She goes, yeah, they re bringing the Cincinnati Bloodhounds.
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And I m like, is this a pro baseball team?
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It s like a minor league team that reports to the Reds.
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Exhibition out with the Indianapolis Indians.
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She said, yeah, they re bringing the Cincinnati Bloodhounds.
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Apparently, Cincinnati is no...
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for the bloodhounds.
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And so then they brought him in, sure enough, and there was a flowing well out by our house.
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And there s a little park here.
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It s a very nice place.
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And the dog was lost like a half mile from there.
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So the bloodhounds are out of the golf course.
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I don t know what they do.
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They re all galloping around.
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They do what they do.
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Everyone s sniffing.
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They re just smelling everything.
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And they all got to the flowing well and they stopped.
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Oh no.
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And apparently either somebody had picked up the dog who had parked there to get water.
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Yeah.
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I met an unfortunate, well, I met an unfortunate death in some other way, but I m like, what?
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And then what did the bloodhounds do when they finally come to the end?
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They sit on their hind legs.
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Hold their front paws up and go, I m lost.
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Sorry, boss.
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This is over.
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Or they do the whole hand across the neck.
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Yeah, they make a look, they turn back to like, they make like, this is not good.
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Yeah, it was close.
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Not good.
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Don t, better make the call.
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That s really funny.
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It s so sad.
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We re making fun of people with lost dogs.
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It s sad, but it s, oh, mercy.
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OK.
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OK.
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That was fun.
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That was long.
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The Scissorhands are a minor league baseball team.
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That was hilarious.
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So here is a listener from James.
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Yeah.
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Listener comment.
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From the UK.
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Yeah.
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He says, Brian and Bill, I want to drop a quick note.
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Thank you for the podcast.
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I support 30 salespeople across two locations in the southwest of the UK who sell a B2B service via the phone.
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Every day we hold two warm ups, morning and afternoon, and have to have content that makes those of value for the team.
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And it s always a challenge.
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Recently discovered your podcast on Spotify.
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Now I listen to an episode every day on the way into work, and I m able to often use the information to give many training recap sessions at these warm-ups.
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So massive thanks for the great work.
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Kind regards, James.
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That s nice.
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James H. from UK.
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So thank you for that.
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That s good.
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So we want to give you some ideas today about how to run an inspirational or more efficient sales meeting.
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And by the way, if you want to, we think you should send this to your sales leader, your sales manager.
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You know, there is on the app, if you re an app listener, you hit share and you can actually text the episode to the person.
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So I would recommend if you have a sales leader, sales manager, VP of sales, who you want to get this episode to, just hit share on the app.
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If you don t have an app,
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you re out of luck.
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And Bill s talking about the advanced selling podcast app.
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That s correct.
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You may not be following along.
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If you don t have that, make sure you get it.
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We ve got several thousand out there, but you can just hit share and it automatically texts to the number that you want to text it to.
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So that s how I d recommend it.
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So great.
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Brian and I have a four through four each.
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Yeah.
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A member of their team will be in touch with you really soon to discuss your future.
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So why don t you we ll just rotate.
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Yeah, far away.
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And we do have some sales VPs and managers that do listen.
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So for you, you think about your own sales meetings.
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And I believe.
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if you would poll the audience, if you said, hey, salespeople, scale of 1 to 10, 10 s awesome, 0 sucks.
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How are your sales meetings in terms of inspiration, or you really look forward to them?
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Bill and I agree, most people are going to be somewhere in the 5 or below range.
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We found that there s just not a lot of positiveness that comes from salespeople that say, my sales meetings are awesome.
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I love them.
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I look forward to them.
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So what we re going to give you are ways to create an environment where people look more forward to them.
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We know we re dealing with salespeople, and some salespeople just don t want to go to any meetings, right?
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They just want to do their deal and drive their car.
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So we re not trying to be perfect here.
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We re trying to make it better.
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It s like an improvement exercise.
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Yeah, and I don t think it s ever the meeting.
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If it s a quality meeting, people don t mind.
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People say, oh, I m in so many meetings, or in so many bad meetings.
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That s good.
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That s very good.
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That s why we don t like meetings.
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Great distinction.
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Okay, shall we start?
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Yeah, I ll begin.
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Okay.
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I think it s it s useful.
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Let s say are we saying that the assumption is that it s an hour and a half meeting or two hours or one hour?
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Maybe just one hour.
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Yeah.
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Then I think it s up to the leader to do a little work.
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I almost feel like it s up to you to produce a show a one-hour show I don t mean all decked out and everything and costume But you know, I think you can go out and find a five-minute YouTube video that is it could be something Will Smith does some really good inspirational videos and
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But there s thousands of them, and they re all five to ten minutes.
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You don t have to even run the whole thing, but find a five-minute video or audio or something that s inspirational and play it.
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And start off with that and I was at a salesman Retreat a couple of weeks ago and the guy played the entire movie Moneyball.
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Oh, wow, and it was long I mean it was an all-day retreat and it was seven o clock everybody had dinner and glasses of wine and then we went back to this room and To watch the movie.
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Okay.
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It s a good movie.
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Well, actually we didn t make it through halfway and everybody
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No, but that s OK, but that s too long.
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For a retreat, it s fine.
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But find a five-minute clip.
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There s so many of them, and they re good.
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It doesn t have to be about sales, just something that s inspiring.
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That s right.
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I love that.
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I m going to, I think, kind of add to that maybe.
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So the first thing I put on here, and this is a 1A, 1B sort of thing.
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So don t start with data, first of all.
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That s a rule.
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Salespeople, managers, love to get going.
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A little how was your weekend stuff.
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OK, well, let s take a look at the numbers from last week, shall we?
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Boom.
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If you had a crappy week, you feel exactly like, OK, I can see that in salesforce.com, or I don t need to see it.
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So don t start with data.
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I like to, and I learned this from a peer group, I m going to start with some sort of check-in.
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Now, I love what Bill said as much also.
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So you can do both of these.
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Or you can mix it up.
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It doesn t have to be in a world.
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Yeah, right.
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So you can do a little inspirational video, something funny, something good, something clever, whatever.
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And then a check-in usually goes like everyone just giving themselves some sort of score of how their life or their business is right now.
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So in my group, we typically go 0 to 7.
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7 s awesome.
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0 sucks.
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And we re just checks in real quick.
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And if they check in a 5, that s fine.
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If they check in a 2, they check in a 2.
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Any kind of narrative?
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They re able to, yeah.
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So we will usually check in, how s life?
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How s business?
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And a scale of 0 to 7 on both of those.
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So life is life.
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And it s literally in the moment.
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So if you ve got a flat tire on the way in, your life s probably a 2, because you re stressed out.
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You had a great weekend.
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Life s a 6.
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And you check in anything below a 5.
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You just give people a space to say why.
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there below five.
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That s it.
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And it s just a sure and they don t have to they just get the space to do it.
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So start your meeting with some sort of check in zero to seven.
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How s your life?
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How s business in that time, you ll see just totally changes the mood of the meeting.
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If you have a group of two
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25, still do it?
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Oh, good question.
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Is that a?
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Good question.
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You can then break people into groups, which raises the energy instantly.
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I like that, too.
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Yeah.
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And you ve got a group of 25.
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You put them in groups of four, have them check in at the table, scribe them, and then have someone just share kind of here s what the deal is, that sort of thing.
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That s good, Bill.
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OK, here s something that I think salespeople, what we all love, and if you ve been in the business for longer than a month and a half, you always have ideas.
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And I think it s good for leaders to poll the group and say, does anybody have an idea here when it comes to how to combat price objections, or how to get in the first call, or how to use LinkedIn more appropriately?
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I don t think there s enough of that.
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I think sometimes what happens is the person with the greatest idea is not always the most vocal.
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So he or she sits in the back of the room and doesn t get a chance to share their great idea because the vocal people, and there s always some of those, and maybe we are those.
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get all the time.
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So I think it s okay for a VP of sales to have a topic that is causing frustration and go around and say, I want one idea from every one of you and write it down and again, scribe it.
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And maybe that could be topics for future sales.
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That s a great idea.
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So ideas are good.
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We all have them.
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Give your people a chance to share.
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That s great.
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Yeah, this is a little trainer trick to add on to Bill s thing.
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I m just adding on to all your ideas today.
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And that is to, when you re in front of a room, you re the sales manager, and you ask this kind of open, anybody have any ideas on this?
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You ll always get the vocal one.
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And then the quiet one.
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So you have to facilitate that a little bit, sales managers.
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And the way that you do that, you say, OK, we ve got a problem up here about pricing and price resistance, or whatever the topic is, or our competitors are undercutting.
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I want you to break in a group of twos, and in your group of two, come up with one idea that you think we can use to combat this.
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That gives everyone voice, usually.
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That s good.
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And then you re going to get small groups, even if it s two people sometimes.
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But an open-ended question sometimes falls flat, sometimes.
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And the vocal people always.
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No, but I think the thing that you should take away from what Brian just said is that small group thing.
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If you ve got even 10 people, break up into five groups of two.
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It gives everybody energy versus just sitting there and waiting for the damn meeting.
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Yes, and they will love it because they have a voice.
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It s good.
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Let s see, I have an idea here for you.
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And the salespeople actually will like this.
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When you re talking about any sort of skill training, really, or any training inside, if you delegate a topic to the sales team and say, I want you to come in and do five minutes on our story, and put people in teams to do it so you re not singling people out,
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At first, it ll be like, oh, gosh, I got to do this.
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And you ll see when you do this, though, once they get past that initial, like, oh, I got something to go do, they ll actually love it.
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And it takes some pressure off the sales manager to be the teacher all the time.
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And it enrolls the people, and you ll get great ideas from it.
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So you take a skill topic, delegate it to a small group, group of two, three, whatever that looks like for you, and have them present it at the sales meeting.
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a great way to get energy up and people enrolled in the process.
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We did that at the client that we worked together.
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We did, yes.
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And it really does, and this may not sound good, but it exposes weaknesses and deficits.
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It does.
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And we would rather have them exposed there in a meeting with your friends and neighbors and colleagues than in the market.
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So these meetings where you re practicing something, or a technique, or an objection handling, or just some type of strategy is very helpful.
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Very.
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OK, I ve got one here, my last one, because you took mine, the whole skill thing.
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Oh, did I?
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You ve heard me talk about this.
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And I don t know how many people really do it.
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And maybe I m just talking, and people hear me coming.
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Oh, here comes Caskey talking about that stupid topic again.
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And that s the topic of stop talking about the successes of landing an account and start talking about the successes of the account once they re landed.
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And the idea there, and I know some sales pros who listen to this are not really in the customer, they re not in the account management business.
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They re not really involved with delivery.
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They get the account and they throw it over the chair and whatever, throw it over the wall, whatever s in front of them, they throw it over.
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The dog, the Sheltie, which is not real hard to throw over a Sheltie.
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Hey, call the Cincinnati Bloodhounds.
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Can you find that relation, that deal?
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Where d we put that contract?
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They ve got a division of deal finders.
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And maybe it s not the sales team.
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Maybe you bring an account manager and somebody who works with clients and have them say, you know, we had a client.
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They came on board three months ago.
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Let me tell you some of the changes and some of the value that they ve gotten from this.
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And now that s inspirational because we re talking about what it is we re selling versus the process of selling.
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That s great.
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And there s nothing wrong with process of selling, but come on, man.
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We re always talking about, well, what is our value and how do we communicate it?
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You hear stories about how great you are, you will want to go out and communicate that.
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You will.
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That s wonderful.
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That s wonderful.
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Last one for me, and Bill and I do this with our clients.
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And our clients, for the most part, would tell you this is the most valuable thing that they do with us.
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And that is you have to set aside some time to do deal work, real deal work.
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And people love that.
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And that s when you re taking a real deal that s a good opportunity, that s stuck or stalled or has some issue with it or it s not closing or something s up with it, and get the team enrolled in coaching the person whose deal it is.
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Big trick here is you have to limit the time in the process.
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You can t just let free flow go.
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And just force choice it onto people.
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Make sure that they say, OK, we re going to get some background information.
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This person is going to ask us what he wants help with.
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And then everyone s got.
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three minutes in small groups to come up with their best piece of advice or best suggestion.
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You ve got to limit that.
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But deal work is great.
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People get great use out of it if you re the person whose deal you re working on.
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And making people think about deals helps train them and coach them.
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So how long do you, what would be an entire, like if you said, Bill, you go on your deal first, what would be the entire spans of time?
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Is it 15, 20 minutes?
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I think you could, if you were, if you got efficient with it, you could do deal work time within 10 to 15 minutes, really, if you did it.
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So we re going to do,
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Bill s going to give us three minutes of background that we re gonna do two minutes of questions to clarify with him And then we re gonna give five minutes for people to talk in their small groups and come back with one Suggestion on what they think bill should do.
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Yeah, you know, I love that in the the most eye-opening part of that is
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is the question part, where the people ask that you can learn so much about your team, and this is for leaders, based on the questions they will ask in their little two to three minute spot.
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Because if they start talking about technical stuff, they will always ask questions.
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You re sitting there thinking, oh, what difference does that make?
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And it lets you know the perspective they re coming from.
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And that also can be big work that you could do, too, from a training standpoint.
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Great stuff.
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All right.
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Well, thanks for the letter from James that prompted all of this malarkey.
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I like that word.
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Where d that come from?
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That s malarkey.
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Isn t there a coach named Malarkey?
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I don t know.
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Yeah, I think there is.
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Sure there is.
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OK, anyway, we are glad that you join us.
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And we obviously come to you every Monday with a different topic.
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Make sure you send us your question.
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Audio question is preferable.
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Listener at advancedsellingpodcast.com.
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Send in a question, a comment, a critique, and we ll make sure we get it on the air.
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Thanks again to James for the question of the day.
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And Brian, any final thoughts?
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That s it.
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See you next time.
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Bye.