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Welcome everybody back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kasky and Merry Christmas.
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It s the month of December.
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It is.
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Which is also Bill, as you know.
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Your birthday.
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Birthday month for Big Daddy Neal here.
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Yep.
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Heading to 53, going on a little getaway with Mrs. Neal to Phoenix, Arizona.
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Oh, I love Phoenix.
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Oh, great.
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Yeah.
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We re staying out at what s called the Kearland area.
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golf area, Scottish golf.
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Like they play bagpipes at sundown kind of place.
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Oh, cool.
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Just a little bit of golf extended weekend.
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I m not a golfer.
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No, I get so bored.
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Yeah, we played like find your clubs.
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I didn t know.
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The one time I played with Brian, he lost his clubs, not a club.
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Bill s like, hey, you want to play in this golf outing?
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I m like, that would be fun, actually.
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The two of us would get to be on the cart together and hang out and chill, have a little quality podcast partner time.
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And I had some really, really nice clubs that one of my friends sold me that were apparently really good that are now someone else s clubs.
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I don t know where they are.
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They re still at that golf course we played at.
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I don t know.
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Maybe I should go there.
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Maybe they re lost and found.
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20 years ago, probably not.
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Probably not.
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If you are not a member of the Insider, what a great holiday gift to give to yourself, kids.
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Become an Insider, an ASP Insider for the holidays.
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Start in 2023, January.
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What a great way to start the year by investing in yourself with a little bit of money, a little bit of time, and a whole lot of sales goodness.
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Best thing to do is just go to advancedsellingpodcast.com slash insider.
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And there s a schedule schedule up ahead.
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The next 90 days are all up there will be.
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So, uh, that s good.
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I had something happen to me the other night and I don t know if you ve ever had something like this, but I ll call it a near death experience.
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I was leaving this wedding that I talked to you about the last episode.
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And, uh,
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It was down at Union Station and when you cross Illinois, I think that s Illinois there.
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This is Indianapolis talk for those.
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This is Indianapolis talk and you go to the Crown, the Crown Plaza Hotel there.
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Yep.
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I looked and didn t I stopped and didn t see anybody coming and there it s under a bridge there.
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So I stepped out and a friend of mine was up ahead of me and I was talking to him.
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and did not see, A, the light was red.
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So I was in the wrong here.
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But this guy comes flying under the bridge, trying to beat the light.
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He was probably going 40 and probably at 20.
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And he missed me by inches.
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Oh, my God.
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And almost.
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And he slowed down up ahead because I yelled like, ah, I mean, I don t know what I said, but it was so close.
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And it got to me emotionally.
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I mean, I can t imagine on the way home that night.
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I was I was crying.
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I mean, I was I can t I was emotional.
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I was driving.
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So nobody there was four of us in the car.
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But
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And it s like, it was like, is was that how it s going to end?
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You know, it almost ended.
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And granted, I think it would have been instant instant.
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But would I have been pleased with my life if that would have been that would have been the end?
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Of course, the answer is no.
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I mean, yeah, I ve got stuff to do what I got.
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I guess.
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But have you ever had a near-death, like, just kind of like, whoa.
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Not to that degree.
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I mean, that gave me the jeepers.
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Just listen to that story.
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Isn t that crazy?
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I mean, just think about the chain of events in life like that.
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Yeah, exactly.
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You know what I mean?
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You would have had to find a new host.
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Like, if you went back on that night, you would have found one point in the night where you would have started to do something like, oh, no, I m going to grab this first and then go.
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And that little difference in time might have saved your life.
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It s just insane.
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Or might have killed me.
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Or killed you either way.
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Yeah, I d have done.
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Yeah.
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So it s just not so I ve not had no I ve had nothing close to that one time that I remember way pre cell phones pre everything.
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Actually pre air conditioning in cars, we might go back that far.
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I was in my, actually a company car.
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And, uh, I was looking, messing around with my radio, trying to find a station in the summertime, the windows were open, not paying a lick of attention and looked up and I m like, I m smashing into this car full speed and locked my brakes up and kind of went sideways and didn t touch the car in front of me.
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And I thought that that s divine intervention.
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There s no way that was, you know, that s the only, I know exactly where I was in Columbus, Ohio.
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And that happened exactly where I was.
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Cause it s like, Oh gosh.
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And so the lesson there is that we all, you know, the joke is we have nine lives and that was probably my fourth or fifth.
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So the rest of them were in my twenties under the influence, but since then I haven t had too many.
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Pretty good, isn t it?
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Right.
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Yeah.
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So anyway, late nights in Chicago.
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All is well, all is well, but it almost was.
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Well, I m glad that worked out, Bill.
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Thanks.
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Glad you paused there.
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I m glad the guy didn t hit you.
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Yikes.
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So our topic today.
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We re going into the mailbag after that.
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I was like, what are we doing now?
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But we re going to go to the mailbag.
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We re going to talk about near-death experiences, and then go to the LinkedIn mailbag, talk about a very light topic.
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Interestingly, his question is about that.
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It is.
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So this is a tee-up also.
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We are going to start pulling questions from the LinkedIn group.
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So we re going to ask you to just take that little step and just go to the LinkedIn group and just post a question up there that you want us to talk about, a topic episode suggestion.
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Any suggestion for a topic, for an episode topic, you want to just put it in there.
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So we re doing one of those today and we re going to hit it a little bit.
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And this, this is a fun one today because I think it will apply to, it applies to everybody.
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It just will apply to you based on where, basically how old you are.
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Essentially, that s the determining factor.
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Should we do this to music or what?
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Oh, I like, do you have some mailbag music?
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How about this?
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It s the near-death music.
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Inbox music.
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Oh, thank you.
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Bill and Brian, any insights on selling to millennial business-to-business buyers?
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They are often the primary decision maker and they handle the buying process differently.
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We want to update our traditional approach to facilitate them.
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I know you ve addressed this before.
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Can you direct me to your best insights?
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Thank you for what you ve already taught me.
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Love, Noname.
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Noname.
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Noname.
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You know, I did write a jingle for our mailbag.
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It s on my phone.
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You did, a long time ago.
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A long time ago.
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I have it.
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It s Mailbag Monday, but we ll play that a different day.
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All right.
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Let s find it.
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Great question, Noname.
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No name.
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So what I love about this topic is it is a fluid topic.
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While we may have talked about in the past what s happening, as generations age, things occur.
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When I started doing what I do for a living, I was a Gen Xer and all I did was sell to baby boomers.
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All the decision makers were boomers.
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Then as I got older, now the Gen Xers then were the CEOs and CFOs and owners and founders and stuff.
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And now the millennials have the V level titles, right?
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The director, the VP of sales, the VP of operations, the VP of technology.
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Some are getting into the C-suite, some of the elder
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Millennials, my brother is a CFO of a really, really nice company here in Indianapolis and he s 40.
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So that s starting to occur.
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So if you re selling to these millennials, these millennials, how do you do that?
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What s different about them?
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What s, how do we sell to them?
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I m going to go first.
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I don t know.
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It s going to be a short episode.
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Well, there is, so I do want to pick apart the noname s question.
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A little bit.
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First is, I always have to say this.
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Can you read the question again, Bill?
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Not all the way through.
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Does Noname, we don t know male, female, or neither.
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Is Noname a, mention the word decision maker in there.
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He says they are often the primary decision maker.
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So they handle the buying process differently.
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He didn t say how.
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That would have helped Nonami.
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That would have helped if you had told us how, then we could have maybe answered it.
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By the way, we re joking about Nonami.
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We didn t get permission to use this person s name.
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That s why we re doing this.
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he just be careful with the decision maker thing we ve talked about on the podcast in the past, there s a process to it.
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Now I do like the no name said, there is a process.
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Sorry, it s just too fun.
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It s too easy.
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Did say that there s a process and they run the process differently, which I will agree with in the
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millennial people I ve been exposed.
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How so?
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How do you think it s different?
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Okay, this is one person s experience.
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And most of my VP of sales clients are would would qualify in the in the millennial thing.
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And this is I m comparing contrasting against Gen X and baby boomers.
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And I m trying to stay out of good or bad, just different, just different.
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My experience has been millennials are
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actually more accessible than Gen Xers or Baby Boomers.
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I feel like it s easier to get a meeting, they re more open to a conversation about something new.
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Gen Xers were kind of like, oh, we ll figure it out, whatever.
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Boomers were impossible.
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I mean, they just wouldn t let you on their calendar.
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It was really hard, in my opinion, to get to that group.
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So they re more accessible.
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I think they re more open than Gen Xers and Baby Boomers.
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I think because they were so coached as kids,
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And so coddled by their parents in a way.
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And they were participation kids, trophy kids, right?
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Millennials were, I m pretty sure.
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And they were the first ones with like five point seatbelt harnesses and bike helmets and, you know, that sort of stuff.
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They need coaching and guidance.
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They need guided.
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So now we get into the, how do they handle the buying process differently?
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If you don t guide the process for them, they will feel uncomfortable and lost, and then they will disappear on you.
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They re very open to saying, here s how the process works.
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We have three calls, they re 30 minutes each.
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here s the agenda for call one, then we decipher the agenda for call two from that, and then we have a proposal meeting and we get together, then you tell me yes or no, and that s how that works.
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I think they re way more open to that.
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A Gen Xer is going to go, yeah, we don t need to do all that crap.
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Look, just give me the thing.
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I ll look at it.
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I ll give you a hard yes or no.
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I would agree with that.
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I also think they are really observant about what s going on around them.
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And if you are dealing with a millennial who has boomers in their presence or older people in their presence who are not doing things
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the way they should be done in a more modern way, I think they have this built-in, why aren t you using texting?
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Why are you emailing that?
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Why aren t you sending a video?
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I think they have a built-in way of doing things that brings people up to speed technologically.
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So if you can tap into a little bit of that and also communicate with them in the way that they want to be communicated with.
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Yes.
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Carrier pigeons probably out.
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Faxing millennials probably out.
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But texting in.
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And so, but I do think there, I noticed when I was, when I talked to my daughter and she tells me about the people at her office, she will talk about them in the, in the, on the spectrum of how digital they are.
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Oh, interesting.
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And she s with a company that is a digital company, but she says sometimes people just do things the old, these are young people who still do things in the boomer way.
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Yep.
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Yep.
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So I think there are more advantages than disadvantages, but I like Nonami s question because it is, well, how do we, do we have to change our buying process or selling process?
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I think you do, but your answer was very good.
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It s be more intentional about it.
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Lay out the process better.
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Yes.
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That s really great.
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I think the, I just love seeing Nonami and he said it too, which is brilliant.
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I also believe they have a difficult time making decisions.
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I think boomers and Gen Xers are, again, broad stereotyping here, more decisive.
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They ll say things like, we re not going to do that.
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Or that s not going to happen.
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So millennials will have a tougher time.
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Millennials struggle to make decisions like, well, because they re kind of like, almost like self doubting all the time.
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And I m not saying they re like, like, confident.
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It s like, well, they want to make a mistake, because that s how they re raised, right?
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Make a mistake, get out there, do it right.
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Not like you struck out like, well, it s okay, you tried hard, whatever.
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We struck out like, you know, get your elbow up, idiot.
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Yeah, that s how we were coached, right?
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It s your elbow up.
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How many times I gotta tell you?
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God, just do what I say.
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That s okay.
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If you ever think about getting your elbow up, maybe in game 17.
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That s right.
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It s okay.
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No, no, your elbow s down, but don t worry about it.
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You tried hard.
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Have fun.
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Let s go to Dairy Queen.
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We re good.
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Life s good.
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Here s your trophy.
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Be careful, Brian.
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You re gonna trigger somebody.
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No, these are just things.
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Trigger somebody.
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You re right.
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So because of that, I think sometimes they will have
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a slightly more difficult time deciding and coming to like a, there s a lot of suggestive stuff in the millennial culture.
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Yeah, well, maybe if perhaps, probably, yeah.
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So as a salesperson, and we re calling on this group, go no go dates are important.
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And processes that have a beginning and an end are important.
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And what you can expect if you buy from me, or if you pull the trigger and engage are important.
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So that that way, you re giving them all the process stuff.
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that they need so that they can run it up the flagpole, take it to the people, or just make the decision on their own.
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So yeah, I think that s good.
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That s very helpful.
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I would say, you also say this, this is another good thing, is telling the millennials what will happen if and when they say yes is really important.
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A Gen Xer doesn t care.
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Just sign the contract, call my people, get it set up.
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Just, you know, call me if you need me.
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Millennials want to know what s going to happen.
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They don t like surprises.
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They want to be really prepared.
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So anything you can do to help make them more prepared, the better.
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So have you heard some statistics that are out there about how millennials don t like salespeople?
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No, they don t want it.
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They don t want to be called on.
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They don t like the traditional, not our selling process, but the traditional selling process.
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They just abhor it.
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They don t like it.
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They re used to going online, getting their answers without having to talk to somebody.
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I do think that s a part of that psyche.
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And so if you re selling to that group,
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The least you can sound like a salesperson, and go back and listen to the last 2,000 episodes here, and we ll teach you how to do that.
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Seriously.
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The better.
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The less you can sound.
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Did I say least?
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The less you can sound.
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The fewer you sound like that.
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I know what you meant.
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The better.
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Further, further.
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I know what you meant.
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Less, fewer.
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That s good.
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That s a good episode.
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And like, we love millennials too.
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I just, I, uh, my daughter, you mentioned fact, my daughter was trying to get her, um, uh, contact prescription refilled.
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And she went to this, looked online for this thing.
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And she said, dad, what s a fax?
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Like, it s like, what do you do?
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It s facsimile machine.
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It s a, it s a way to digitally send documentation.
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But it was funny.
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She just didn t, she would know.
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She s like, well, how do we do it?
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Like, you know, what does that say?
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Well, we ve got to buy a fax machine.
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You got to make sure they have a fax machine or it doesn t work.
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Remember that, how it sounded, the old fax machine?
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You were getting ready to say something that reminded me I heard Mike Rowe.
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Do you know who Mike Rowe is?
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Oh, sure.
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Dirty Jobs, yeah.
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He was on Patrick Bet-David s podcast a couple days ago, and he was telling a story, and he used to be on QVC.
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I don t know if you knew that.
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No, I didn t know that.
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Mike Rowe, for three years, was a pitchman for QVC.
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No, I did not know that.
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So he would be given the, you know, the script and then he would have eight minutes or six minutes or whatever.
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And he would have to a lot of times go off script because he d look down at his watch like, Oh shoot, I got three minutes to go here.
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That s awesome.
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Yeah.
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What a great training for anything.
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SPEAKER_01
But he s a unique, he s a, he s a eclectic guy.
1
SPEAKER_01
I mean, he s just done so many operas, just really cool.
1
SPEAKER_01
Very funny.
1
SPEAKER_01
But he was telling a story to this podcast host and you could tell he wasn t sure where it was going.
1
SPEAKER_01
It was it was like a lot of talk, you know turns and just.
1
SPEAKER_01
yields, it was just hard to follow.
1
SPEAKER_01
And he even said, he goes, you know, if I were on QVC right now, this is the time where I would notice that I have no idea where I am.
1
SPEAKER_01
And I would keep saying words, hoping they would at least string together into a coherent thought.
1
SPEAKER_01
That s good self-awareness when you re telling a story and you say, this is the time when we dance, you know?
1
SPEAKER_00
Oh, it s good.
1
SPEAKER_00
We ve all been there.
1
SPEAKER_00
Haven t we?
1
SPEAKER_00
Salespeople talk to me.
1
SPEAKER_00
We ve been there.
1
SPEAKER_00
Haven t we?
1
SPEAKER_00
Funny.
1
SPEAKER_00
Where was I?
1
SPEAKER_00
What was I saying?
1
SPEAKER_00
What is this?
1
SPEAKER_00
What was your question again, sir?
1
SPEAKER_00
Which podcast is this?
1
SPEAKER_00
So, Nanami, thank you.
1
SPEAKER_00
Thank you so much.
1
SPEAKER_00
Good question.
1
SPEAKER_01
I ve got another client or a client who is older and his son is taking over the business and he is being called upon to go out and shoot video and be the brand, be the kind of the wise sage part of the brand.
1
SPEAKER_01
Because he does, he knows a lot about this very technical business.
1
SPEAKER_01
And he s struggling because he says, I have to go call on millennials a lot of time and I get intimidated.
1
SPEAKER_01
And older people,
1
SPEAKER_01
Yes.
1
SPEAKER_01
Are perfect talking to other people who have been, but when an older person talks to a young person, it can be intimidating.
1
SPEAKER_01
So I know we have a lot of 80 year olds who are still in business listening.
1
SPEAKER_01
Now we don t have 80 year olds, but we have people who have been around for a while and you got to make sure you are speaking their language.
1
SPEAKER_01
So go to a, you know, go to a Taylor Swift concert or something.
1
SPEAKER_00
All right.
1
SPEAKER_00
This will be a topic.
1
SPEAKER_00
We ll put this up in the LinkedIn group that people will have an opinion on.
1
SPEAKER_00
Because we have every we had Gen Z s, we have millennials, we had Gen Xers and boomers all in the audience here at the events like podcast.
1
SPEAKER_00
And there ll be some banter about this one.
2
SPEAKER_00
Sure.
2
SPEAKER_00
Yeah, it s a good topic.
2
SPEAKER_00
Thanks for that.
2
SPEAKER_00
And if you ever want to share your name, we promise we will say it for real.
2
SPEAKER_00
Yes.
2
SPEAKER_00
Yeah.
2
SPEAKER_01
All right.
2
SPEAKER_00
Okay.
2
SPEAKER_00
See ya.
2
SPEAKER_00
Bye.