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What if I told you that the secret to exponential success lies in your belief system, how you think about yourself, and what you believe about your possibility?
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Well, I believe it is, and I want to give you a glimpse into what s possible for you on July 8th during our Insider Program.
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We re going to be talking about the beliefs that you need to have if you are to significantly grow your income.
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So if you re listening to this prior to July 8th, make sure you go to advancedsellingpodcast.com slash insider to join us on this belief journey.
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If you re hearing this later, go to that same site, see what next month s training is.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in the history of podcasting.
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I m one of your hosts, Bill Kasky.
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I m the other host, Brian Neal, here.
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And I m still waylaid in Vegas.
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It s okay.
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Speaking of Vegas and partying for a month, that s a lot of gigs.
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You did six one hour gigs in a day.
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I cannot imagine.
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I m like,
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I m telling you.
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Um, so speaking of a party and where it s part two of series of discipline here, Bill s in Vegas still.
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Um, uh, I was watching, speaking of partying, a Motley Crue concert, Motley Crue, heavy metal, hard driving band, a lot of drugs, things back in the day, uh, on access TV was a music TV channel that I love.
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and I m watching this show, and it s a really cool throwback, and they re old now, whatever.
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And then it came to a commercial.
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Guess where the first two commercials were, Bill, during the Motley Crue concert on AXS TV?
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I ll answer for you.
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Polygrip was the first one.
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Polygrip, for your dentures, was the first one.
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And Walgreens Pharmacy Delivery Service, so you don t have to leave your house to get all of your medications.
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That tells you,
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where Motley Crue is in terms of eyeballs.
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They re playing concerts for people who use Polygrip and Walgreens Pharmaceutical Delivery Services.
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That s where we are.
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Isn t that funny?
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They know.
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They know who s watching.
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They know who s watching.
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I m like, what?
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My first was like, what the hell is Polygrip doing advertising on a Motley Crue concert?
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I m like, oh, wait.
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Motley Crue fans are like 60 now.
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They got dentures.
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This is so funny, isn t it?
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That s good.
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OK, let s go topic.
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We re getting into the actions around disciplines.
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So we talked last time about assessing your discipline.
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Now we ll do a little quick to-do list or some tips or tricks or things like that.
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Do you want to start us off?
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Yeah, if you didn t listen to last week s episode, it was really about assessment, like he said, and evaluation, and looking at your whole systematic approach to business development, revenue, creation, income, selling, and say, where am I a little off?
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So let s say you have two or three places.
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Let s just imagine one of them being prospecting.
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Let s just say, I don t prospect enough, and I need to acquire some discipline to do that more consistently or better.
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Let s take that scenario, Brian, and let s start to break it down and say, OK, what would be some tips?
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Because to me, prospecting is probably one of the leading areas where we lack discipline.
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So how would you approach that if somebody came to you and said, I m just not disciplined enough in prospecting?
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Yes.
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And thanks for referring me as Brian, not he this time.
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Do I say he?
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Well, it s just funny.
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So what he just said is, it s also an inside joke in my house that one of my kids,
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calls my wife, who s their stepmom, like while she s there, he ll go, is she going?
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Oh, yeah.
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Well, so now it s a joke.
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So now he does it all the time.
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Like, funny.
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Anyway, so what he said.
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So yeah, so what that guy just said over there.
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Who is that again?
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Exactly.
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It s like my grandkids.
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I used to hang out with Evan, the boy, all the time and not with Sawyer so much because Sawyer was out doing girly things and I was doing boy things with Evan.
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So then I started saying, you know, how s Evan and the girl?
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Are they okay?
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That s a great name for a band, Evan and the Girl.
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Yeah, it is.
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It is, isn t it?
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OK, sorry about that.
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That s good.
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That s good.
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Prospecting discipline.
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So we did assessment first.
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We said, OK, I need some discipline here.
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So the first thing I m going to prescribe here is something we teach here.
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We call it productivity pod, prod pod.
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That is a set period of time.
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But here s the trick.
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It s a set period of time.
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It s not block scheduling.
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Everyone thinks it s block scheduling.
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You do prod pods with another person.
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And so I would find someone else who needs a little more discipline at prospecting, and I d become a prod pod buddies with them.
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And I would block 30 minutes of time on my calendar once every two weeks to sit for 30 minutes with them at the same time and just do prospecting.
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That will start to create discipline because what most people try to do is they try to fix their discipline by themselves.
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And they go, I m going to block schedule, man.
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I m going to block all Monday afternoon out for prospecting.
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Never happens.
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Never happens.
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Well, I got a call from a client, got a customer, got distracted, chasing down some invoices.
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Who is that voice?
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That s a good voice.
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You like that?
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That s the average salesperson s voice.
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That s who that is.
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Not a nice guy.
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I got so swamped, had to take a couple calls, had a customer call.
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But to go from zero to 90, a Tesla can do it.
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We can t.
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You can t go from not prospecting at all to four hours a week or a block of, it s just not, that s not the way it works.
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I might even have something that you do in advance of the productivity pod teaming up.
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And that is, I don t know, I don t know.
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I don t know.
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I don t know.
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Prospecting could mean hundreds of things today.
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It used to mean one or two things, but today it s just a variety of different ways to do it.
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I think you ve got to hone in on, let s say there are 10 different ways to prospect in your territory.
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One is cold calling.
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One is getting referrals.
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One is doing some kind of an event.
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One is doing a testimonial or case study and circulating it out.
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One is email
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list and providing email.
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But there s all different ways.
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What you have to decide, I think, is, how am I doing it now that I m not disciplined about?
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So I m not doing it.
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Let s just say cold calling is your choice of drug.
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And you decide that, you know what?
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I ve got to start cold calling more.
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I d say, hold off.
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You ve already proven to yourself you don t like to cold call.
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So why would you accept that burden of saying, well, I just got to do it more.
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I got to do the thing that I hate more.
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You re not going to do it.
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So the question is, is there anything you can substitute for cold calling?
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Would you have an online event, a virtual summit where you invite a handful of clients and a handful of your technical advisors or you, and just have a chat?
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And it s easy to invite people to that.
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It s harder to cold call for an appointment.
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I love that.
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And I love have a chat.
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The one Canadian NFL referee is on my crew.
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His name s Dave.
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He s from North Vancouver.
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And, uh, he says, have a chat all the time.
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So he ll be talking about like a real mean coach.
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He ll go, Hey, I m going to go have a chat with the coach.
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I m like, you, yeah, let me know how that goes there, Dave.
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That s great.
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I m going to go have a chat.
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I say it to him all the time.
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That s funny.
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It s a Canadian thing.
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It s totally Canadian.
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I love that.
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So prod pod.
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And then I love a bill saying that you figure out what is your favored
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type of whatever area of discipline you re trying to create and focus on that versus something that is painful for you.
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I think that s great.
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Here s another thing I would add to the discipline thing is there s some debate about this.
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I would publicly share my goal and my outcome with someone in my company with my team.
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Um, my son actually just did this.
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He just sent me and my wife a text and said, um, uh, he s going to college.
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Uh, he s in pretty good shape, but he s like gained a few pounds after football seasons over in high school.
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And he goes, uh, I m going to be trying to trim down before I go to college.
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I want you two to help me.
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He said, dad, will you please, um, ask me about working out?
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I m going to do an cardio in the morning.
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And will you ask me every day about that?
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And Stephanie, his step mom, will you please only give me one serving at dinner and don t let me have seconds.
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So he s public now that will help create discipline.
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Cause we re going to, I ll ask him every day.
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I m like, do your cardio, did you lift?
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You know, that sort of thing.
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Now will he, and I m not going to shame him.
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He doesn t,
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But I love the idea of putting it out in the public domain.
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I just had a client who s going to lose some weight or wants to lose some weight on LinkedIn.
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He s a real great LinkedIn, very disciplined on his LinkedIn behavior.
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Just put up, he s gained 55 pounds since he got married, and he s going to lose 50 pounds, but he put it on LinkedIn.
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I m like, good for you, man.
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That s gutsy.
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That s a way to create discipline.
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Yeah.
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I bet your son, though, I bet when he s doing
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cardio and weight training.
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I bet he kind of enjoys that.
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I bet it s not drudgery for him.
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No.
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Number one, he wants to get in shape.
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So therefore, he s on a mission.
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Yep.
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And I think when you re on a mission, it s not about discipline.
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It s just about doing the thing that s going to get you to accomplish the mission.
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Absolutely.
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That s good.
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Yeah.
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He does.
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And he loves that.
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Those two things.
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He loves riding the peloton, and he loves lifting.
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It s good.
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Yeah.
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So you asking him is probably just
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is probably just kind of icing on the cake.
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That s a bad example.
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But he probably could do it on his own.
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But he just wants to have all the buttons dialed in.
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He wants to have everything right.
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So that s good.
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It s just pepper on the kale.
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How s that?
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Yeah.
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So another thing, let s say that you are, because Brian brought, he, this dude over here, brought up the idea of talking about money on a sales call.
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Let s say one of your,
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hang-ups or places that you think you should improve is talking about something that you re not currently talking about.
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So you need the discipline to broach this subject, whether it s money or whatever.
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And so the question becomes,
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Like, it s easy for a trainer or a coach or a manager to say, hey, Brian, you ve got to talk about money up front.
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You ve got to talk about it early.
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OK.
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OK.
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I will.
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And that s not helpful.
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You ve got to talk about money up front is not helpful, because I don t know how to do it.
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I don t do it well.
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I don t like doing it.
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So now I m just going to go talk.
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Just do it.
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It s a Nike thing.
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I m just going to do it.
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So if you re a manager and you have people, I think you ve got to work through, what does that mean?
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What does it mean to talk about money up front?
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What does it mean to ask questions to find the problem?
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What does it mean to dig deeper?
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I think we just throw out these platitudes.
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You ve got to talk money up front.
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And we don t help people with, OK, great.
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How exactly can I do that?
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And I think then, once we have the technique or the language, then I think it doesn t require discipline.
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We just do it because it s easy.
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It s easy.
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So there s one for you managers.
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Discipline to coach.
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Discipline to coach.
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So do I have coaching time set aside?
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So I just gave you my example.
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My team s not very good at talking about economics.
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And so me, as one of the leaders here, says to myself, OK, how much time have I spent teaching and coaching them?
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Almost none.
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I did one session with them.
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Literally, that s all I ve done in the past quarter.
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So OK, now let s do some discipline.
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Let s do 30 minutes a week, right?
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Practice, rehearse.
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That s great.
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It s a to-do item that will create discipline.
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And I love that because it creates discipline on both sides.
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Discipline for the sales leader and discipline for the salespeople.
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So it s a good message for managers and for sales professionals.
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If you have an area and you re not getting any help, go ask your manager.
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Say, look, I m struggling with this whole money thing.
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Don t be ashamed.
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Everybody struggles with it.
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Only a few people will bring it to the attention of a person who can help.
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And say, look, I know that you re going to tell me, just talk about it up front.
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I need to know how you do it.
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I want to talk to you about working through the language.
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They ll do it.
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Yeah, absolutely.
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They want to help you.
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So it s not just your managers.
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The onus is not just on them.
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It s on you to bring it up, too.
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That s awesome.
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Love it.
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Love it.
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All right.
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Good job.
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If you re not a LinkedIn member already of the Advanced Selling Podcast group, go to advancedsellingpodcast.com slash LinkedIn.
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Takes you right there, straight away.
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You can work it out.
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And we ve got several.
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We ve got tens of thousands of members, I have no idea.
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We re close to 15,000, I think.
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So go in there and have a chat.
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We ll go have a chat with you.
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Have a chat, go have a chat.
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We ll go have a chat.
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You betcha.
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Bill, fly safe home.
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Don t you let people say that, like you have anything to do with the safe flight.
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Exactly.
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Exactly.
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Okay, be safe flying.
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Safe travels.
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Oh, I m glad you said that.
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Make sure when you, you know, right before you land, you make sure you flare, pull back on the yoke.
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Oh, wait a minute.
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You re not flying the plane.
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Nevermind.
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Safe travels, because I was planning on this trip to taking all sorts of risks.
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But now that you ve said that, I m going to reduce my risks.
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I m going to wait till we re at 27,000 feet and go up and try to open the door.
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What are we doing?
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It s so funny, isn t it?
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OK, well, fly safe.
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Like, OK, I will.
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What am I supposed to turn my phone off in airplane mode so it doesn t affect the navigation system?
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We know how that ll jam things.
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That s happened a lot.
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Yeah.
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All right.
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I ll see you next time.
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All right.
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Talk to you.
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Bye.