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In this episode of the Advanced Selling Podcast, Bill quotes one of his favorite dead authors.
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He also shares a run-in with a psychotic driver.
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And we get all philosophical on you and analyze the meaning of two words, energy and commitment.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in the history of sales podcasts.
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My name is Brian Neal.
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I m Bill Kasky.
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There is a history of sales training podcasts, aren t there?
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That s quite a big statement you made there.
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Well, I think we ve been around the longest.
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We re still debating whether we re the biggest.
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We probably kind of think we are with the number of episodes or downloads.
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But what?
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It doesn t matter.
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You re here.
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You re here to get good content.
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We re here to serve you good content.
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We have a very active LinkedIn group with about 8200 of our closest friends.
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We d love to have you go join the conversation there.
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We ve got some great things coming up that we re going to start to announce via some other channels.
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So make sure you re a in the LinkedIn group.
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That s you got to go there because we re going to be talking about some new things coming up here in the fall.
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And then also make sure you re on our email list.
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And to get on the email list, you go to ultimate pregame dot com.
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you can get on our email list that way.
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Bill is smirking, so I m in the studio.
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I am turned away, so we record in our studio.
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There s a big television screen.
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Bill s gonna show me something on the TV screen, but he asked me not to look at it, so I m actually turned awkwardly away from it, and I m waiting for this big reveal, and I m kind of talking on the side of my mouth.
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So, I m ready to turn my chair.
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I ll try to make this story pretty quickly, pretty quick.
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I was on my way to work today, and I was on 116th Street there.
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And I heard this rumbling.
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And I thought, is it a motorcycle?
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Is it a big truck?
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You know, we have a lot of cement concrete trucks.
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And I thought, well, what if?
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Building roundabouts?
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Yeah, building roundabouts.
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That s right.
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And a guy comes up on me, and I knew exactly who it was when he came up behind me.
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And he had a Mustang.
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And it was, I don t know if it was a retrofitted Mustang.
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It was probably five to seven years old, I think.
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It was really dusty and dirty and kind of beat up.
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But you remember back in the, being from Newburgh, you probably, this is the car people probably drove to church in, but where they had the, everything showed in the engine compartment, like the carburetor, everything was up.
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What would you call that?
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that s like sticking out of the hood?
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Yeah.
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I don t remember what it was called.
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I don t know if there even was a hood.
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Not really a car gearhead guy.
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I don t think this guy even had a hood.
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I think he just had everything.
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I know what you mean, though.
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It s an open engine race.
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Yeah, yeah, totally.
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And he had no muffler.
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And that s OK.
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On purpose.
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I mean, that s cool.
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I try not to be judgmental.
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And it s hard for me not to be.
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But you know, that s OK.
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And I presume that somebody does that to their car to kind of seek attention a little bit.
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I can t really think of another reason to do it.
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Well, they might love cars.
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They might love working on cars.
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Or hear them coming.
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Exactly.
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But I think at some point they say, what kind of muffler should I put on?
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Something really quiet?
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How about none?
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About none.
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I think that s what he opted for.
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So he got past me and he got in front of me.
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He didn t cut me off or anything.
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And so I thought, OK, who is this guy?
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And I looked at his license plate.
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And this was the funniest part of the whole thing.
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And I ve got it here.
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I ve got it here.
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Can I turn around?
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You can turn around now.
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OK, I m turning around now.
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This was his license plate.
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This was his license plate.
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And the license plate was a legit license plate.
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It said, it said psycho.
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It says psycho, which is kind of funny because that s kind of the words I would have thought.
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But here s the kicker.
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Do you notice anything about the word psycho?
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It s misspelled.
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It s Psycho.
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It s not Psycho.
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It s P-S-Y-H-C-O.
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Yes.
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Which you get it.
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You get it.
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Yeah, I knew what he was trying to say.
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But then I thought, OK, I d love to hear this at the license branch, BMV, where he went and said, look, I want a custom plate, $100.
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She goes, OK, what do you want on it?
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He says, Psycho.
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She goes, OK.
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Sorry, that s taken.
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He starts throwing chairs.
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Throwing alternatives.
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What?
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I want Psycho!
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So she probably said, look, I can t get you PS.
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I can t get you the correct spelling.
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I ll get you other spellings.
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And he goes, well, what are my alternatives?
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And he looked at that and PSYHCO.
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I ll put it on the Facebook page.
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So if you want to take a look at this and if he s a listener, we ll probably be dead by tomorrow morning, which is that he might be.
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And it s interesting to you talk about the traction that you have in cars like this and people that do these sorts of things.
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And I think of like cops.
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So people like with these cars tend to drive really quickly, usually.
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Oh, yeah.
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And they re loud and they re quick.
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And then when you re following the guy and you re trying to catch him, you re outrunning the cops.
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It s pretty easy to get the plate like I m following.
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psycho.
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Oh my goodness, this is fantastic.
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And the rubber tires look, are those racing slicks?
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They look like they ve been running.
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I don t think in the rain those are going to do so well, so in a roundabout.
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Which you don t know though, this is a 68-year-old woman, her name is Myrna.
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All right.
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Anyway, so I thought that was funny.
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Can we put that up somewhere?
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We ll put it on Facebook, on the fan page.
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If you haven t liked the fan page, go to Advanced Selling Podcasts on Facebook.
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P-S-Y-H-C-O.
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P-S-Y-H-C-O.
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So, Psycho is our new friend.
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Probably a podcaster.
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Psycho was our name-o.
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Okay, topic today, you ready?
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Yeah, you ready?
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Yeah, it s a good one.
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Okay, I thought about trying to do something a little bit different today.
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I know what we typically do is we ll pick a topic, we ll agree on it, we ll get a chance to come up with three or four things each.
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But we re not going to do that on this.
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But we will talk about these topics in depth.
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And so what we ve done is we ve each picked a word.
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Yep.
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that we think there is a meaning to, and then there s some secrets to, and some kind of underneath, just people don t really talk about.
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And the two words are commitment and energy.
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And so what we re going to do is take each of these one at a time.
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And my word was commitment.
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Brian talked about energy.
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So we ll take commitment first, since I m running this thing here today.
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And we ll just talk about what it means to you, what you see people miss when they talk about it, how it s maybe misused in the conversation.
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I think commitment is one of those words that people use all the time.
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And usually it s used in a, he has it or he doesn t have it.
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It s a binary kind of thing.
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And so my first question is, do you hear this word thrown about?
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And if so, what do you think people miss about it?
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I do.
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I hear it used a lot and there are some deeper things.
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So typically when people say commitment, I think they often think of commitment between other people.
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is the first thing.
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So we think of commitment, like I ve got a commitment to my buyer.
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Like I tell you something, and I m going to fulfill it.
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Yes, committed to it, that sort of thing, that there s another person involved.
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So an underlying thing, I think, there that goes first is commitment to yourself.
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And that, to me, where all this starts, because once you find out
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in your own head, heart, and soul, what you want to be committed to and the way that you want to be committed to it, the rest of the commitments take care of themselves.
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I agree.
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I think.
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And that s the part that s missing, I think.
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Commitment to self.
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To self.
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Commitment to self, I think, is the underlying thing that I think is missed or not talked about much.
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And I also think you have to have something to commit to.
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And so some of the words I wrote down, too, it might be I might commit to a process.
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I might commit to a philosophy.
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And once I commit that to myself, and then it becomes part of me, then it s a piece of cake.
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You just don t have to think anymore.
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So some of the things that we talk about on the podcast and in our training with our clients, we talk about the philosophy of the abundance of the marketplace.
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And it s critical to me, if you re going to change the way that you think about selling and how you show up, that you commit to that philosophy.
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And by committing, that means it becomes inside of you, commit internally first, instead of committing externally to somebody else.
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I m reminded of the definition of the word decide, and you, being from Latin Club, you remember this.
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Decide is a, the Latin root of decide means to do away with.
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So it s to, I decide to do this, but really what I m doing is I m deciding not to do these other things.
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And I think that s kind of the same thing with commitment is I can only I can t be committed to everything so I really have to choose my priorities and I like that idea of Commitment to self which is in what you eat how you live your life.
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Yeah, how you
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sell, how you set goals, how you provide for your family or for yourself or for your parents or loved ones or whomever.
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But I think you re right, I think we use the term a lot as a judgment for how do I interact with others and it really should start with yourself.
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No question about that.
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I mean, we say, oh, no, I m committed to myself.
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And then we eat McDonald s seven days a week.
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And we watch a lot of TV.
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Exactly.
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We don t work out.
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We don t do anything.
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We don t move.
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We don t know everybody.
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And then we become 45 years old, and we re 50 pounds overweight.
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Yes.
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And then I have to ask myself, well, were you really committed?
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Oh, yeah, I was.
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But the actions, and I guess that s really the question, is do your actions line up with that?
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It s pretty simple.
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You just look at that, and you see that.
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And I think it s important that people, because sometimes you ll do that, and then people will be, so they ll be overweight, then they ll look at their actions and say, oh my gosh, I m acting like a buffoon here.
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eating all this crap, I ll just go ahead and eat some more, and then they get in the screw it mode, and away they go.
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And I don t think that s a healthy way to be.
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And at the same time, can you commit to the next smallest thing?
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Can you commit to the next small step?
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And literally, it s in that moment, to your question, or your point about if I want to lose 50 pounds.
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It might be the next meal that I order, I don t order one thing that I normally would.
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I might get Diet Coke instead of Coke.
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Or I might, when they say, do you want fries or onion rings?
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I say, neither.
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It s that tiny little commitment to that next behavior.
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So if I always order a salad, I might say no salad.
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No, no, I m not going to eat salad.
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I m just going to sit here with my blank fork and my empty plate.
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I think another area that we say we re
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We say we re good about, and I don t think we are, is time.
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And I know you are a stickler for how you spend your time, how you try not to waste your time.
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And I think it s hard for us to be committed to ourself if we aren t also committed to the time we spend on things that are either never going to happen, aren t going to be a payback,
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There s no seed capital in there.
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I mean, I see this a lot.
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Well, you know what?
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We re going to go through the process with these guys.
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I don t think we re going to get the business, but we want to set ourselves up for the next time.
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And I always feel like, yeah, that sounds really good.
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It sounds really generous and virtuous, but it ain t going to happen.
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It ain t going to happen.
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No.
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Very, very good.
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How we do time.
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OK, so that s my commitment thing.
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Yeah, I like it.
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Can we do the next word?
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Yeah.
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So the word that I chose to discuss at a deeper level is the word energy.
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And I d like to just think about it.
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I think this is one thing that we were always taught.
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I was taught about positive attitude and positive energy, that it s like, whew, it s up and everything.
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And for me, there s part of that that is OK, and there s part of that that can be repelling.
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especially sometimes when it s not accurate, when it s fake energy, when you re raising yourself up, when you re really not that way.
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And so let s talk about that a little bit.
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So what did you write down or think of when we first started talking about energy in the sales process or with a human?
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Well, I wrote down the word vibration for energy, and I kind of learned this from Stuart Wilde, remember?
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Oh, yeah.
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Remember Stuart?
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He s dead now, correct?
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He died a few years ago.
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Well, he didn t die.
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He vibrated right out of existence.
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He vibrated right out, yeah.
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He moved into another plane.
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Another plane.
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He s in another plane.
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Not airplane, like plane time.
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No.
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Yeah, spherical plane.
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Anywho, you gave me static last time for bringing up Payne Stewart.
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Oh, I love him.
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This is a dead guy series.
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Dead guys walking.
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But the question is, does your vibration, just that vibe, you ve heard the term vibe, obviously we all use that, and that s really, I think, a really good way to assess
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I don t get a good vibe from him or the kind of vibe she puts out.
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It s just kind of overly dramatic and inauthentic.
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I think when we get that vibe, it just means that our energy level is not appropriate for, and maybe it s a little bit of that out of integrity.
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I m trying to be somebody on the outside that I m really not on the inside.
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That s right.
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Absolutely.
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One thing with energy, I think that we,
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that we miss sometimes is we aren t aware of the energy that we have in a moment or a day.
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And this is a training thing, I think, for people to listen to that they become more aware of.
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And people ask me sometimes, OK, of all the tools and the things that you teach, if you had one thing, what would it be?
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I keep picking the one thing as self-awareness.
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And self-awareness is not just, OK, do I use my breath smell today or am I being loud?
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It has to do with my energy.
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And too often, I think we don t pay attention to that and then behave accordingly during the sales day.
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So what that means is
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There are days when you might feel kind of low energy, down.
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Maybe you re not really feeling like talking to new people.
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I would actually coach someone to not go prospecting that day.
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And then you have other days like, man, I m just feeling up.
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I m on top of it.
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I m peaking.
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Then I would say, pound the phone, pound the concrete.
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Well, do what you do.
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So that s a coaching thing, I think, that people should really listen to and say, where s my energy today that they re aware of it?
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Because most people don t run around thinking that.
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you know, looking back on it, and then realizing how it translates to other people.
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How it translates.
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And it does translate.
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Totally does.
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And we think we can hide it, but we really don t.
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And then the question is, well, what can we do to get that energy up?
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I always believe, and I kind of subscribe to the Tony Robbins school here a little bit, is your emotions follow your motion.
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And if you re emotionally not in a good place, then your motion s not right.
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And so am I not working out?
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Am I not walking?
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Am I not getting enough fresh air?
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Am I not eating properly?
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Am I not, you know, lifting a heavy weight occasionally?
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You know, sometimes if I m in a...
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kind of a sour mood, I ll just come in the office here and just do some planks.
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Just get some kind of energy.
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And after three seconds, I give up on the plank and I say, where s the Dairy Queen blizzard that you ve been promising me?
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That was a buzzy social media thing they used to do, where people would film themselves planking across bridges and things.
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Do you do that across the chasm right there?
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No, I just do it right down there.
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Elbows down.
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That s good.
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And I do it with all my clothes on.
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I mean, it s legitimate.
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Planking.
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But the idea is that it creates in your body a sense of motion and momentum.
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And then you get up, and you go out and take a walk.
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It s so true.
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And get a couple shots of hockey.
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And you know what, I ve realized it doesn t matter what you do either.
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If you just take a walk or walk upstairs or even just grab some dumbbells and curl them 10 times, you ve done something that boosts that energy.
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I think that s really, really good.
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So what s the impact of good vibe, high energy, high energy though is not what you re talking about.
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Just good energy.
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It s good energy.
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It s the right energy for the circumstance for me.
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It s just this quiet, calmness, good feeling.
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Your ego s down.
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You re not feeling threatened.
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You re feeling in a giving way.
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Your brain s cued in to ask good, objective-type questions.
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You re curious.
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You re present.
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Yeah, you re not in a convincing mode.
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You re not worried about something that happened before.
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is very, very present.
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Mindfulness is a big, buzzy thing.
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I watched a program on mindfulness the other night on PBS, and one of the guys who was the chief, he had some title, like the chief mindfulness officer of Google, or the chief happiness officer, or something like that.
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And he s an Asian, I don t know if he s a priest or a guru, something like that.
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But he just talks about that you can,
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It s impossible to feel anxiety, worry, or regret if you re in the present moment.
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Because all three of those things are outside of where you are.
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Regrets in the past.
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It s in the past.
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Anxiety.
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It s in the future.
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Right?
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And so it s like, if you want to remove those things from your life, the only way to do that is to learn how to stay very present.
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And that s really good energy, in my opinion.
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I heard Tim Ferriss interview Maria Sharapova.
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Do you know who Maria is?
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Tennis player.
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Fascinating interview.
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She s really good.
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I never cared for her, but I never really listened to her interview.
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He did a two-hour interview with her.
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She was really good.
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And he asked her, she goes, oh, I listen to podcasts all the time when I m getting ready in the morning.
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I always listen to podcasts, either yours or somebody else s.
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And she goes, I listen to podcasts on meditation.
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And he goes, oh, do you meditate?
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And she goes, she thinks about it for a minute.
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She goes, I guess I don t, but I listen to a lot of podcasts about it.
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But she said, I d kind of like to, because I see the value.
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But I would think for an athlete, and I think probably a lot of really high performers in singles, like golf and baseball, where it s one-on-one, there are probably a lot of meditation practices.
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You re right.
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Whether it s meditation, mindfulness, just being alone, just thinking is really good for your vibe.
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Very, very good.
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Very good stuff.
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OK, if you d like to comment on some of the things that we ve been talking about today, you can go to our Facebook fan page and you can comment there.
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We re going to be posting our episodes there and get some dialogue going on some of these episodes.
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So make sure you cue us in.
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Let us know what you think, what you disagree with, or some other suggestions you might have about commitment or energy.
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Also, if you re thinking about bringing somebody out to do a sales training or sales coaching event with your team, why not Brian?
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Why not Bill?
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start the ball rolling, send us an email to listener at advancedsellingpodcast.com and somebody from our team will get back with you immediately.
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Love to come see you.
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Till next time.
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This is Bill Kasky and the Event Selling Podcast along with Brian Neal saying so long.
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Bye.