0
SPEAKER_01
Welcome back, everybody, to the Advanced Selling Podcast, the longest running sales training podcast, podcast history.
0
SPEAKER_01
Although there are a lot of sales podcasts now, we were one of the first.
0
SPEAKER_01
I m Bill Kasky.
0
SPEAKER_01
And I m Brian Neal over here.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
So I don t know how many there are.
0
SPEAKER_01
I d say there s probably 50 sales podcasts now.
0
SPEAKER_01
And if you listen to some of those, awesome.
0
SPEAKER_01
We d love if you came back here and heard the truth.
0
SPEAKER_01
No, there s a lot of them, but we were, I can t remember who was, was there another one that was those two guys?
0
SPEAKER_00
Oh, what are they, what are their names?
0
SPEAKER_00
They were in, uh, they were tech guys, tech sales guys started a podcast and sales roundup, sales roundup.
0
SPEAKER_00
We were kind of always like, it was just us and them.
0
SPEAKER_00
And then there was like another one in there, you know, and then, um,
0
SPEAKER_00
Now it s, you know, it s, it s in vogue.
0
SPEAKER_01
We lost both of them in an untimely event.
0
SPEAKER_00
That s one of those true crime podcasts.
0
SPEAKER_00
Yeah, exactly.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Two innocent people with a podcast or so they thought.
0
SPEAKER_00
This is the story, the podcast wars.
0
SPEAKER_00
You have to have that kind of deep mic, that NPR voice to do a true crime podcast.
0
SPEAKER_01
Who s the guy on Dateline?
0
SPEAKER_01
Keith Morrison.
0
SPEAKER_01
I can hear Keith Morrison setting that up right now.
0
SPEAKER_01
Totally.
0
SPEAKER_00
It was a quiet time.
0
SPEAKER_01
Podcasting in a simpler time.
0
SPEAKER_00
Or was it?
0
SPEAKER_00
I love that.
0
SPEAKER_00
Right here behind me, this beautiful gated community, quiet mostly.
0
SPEAKER_00
Yeah, I love Keith.
0
SPEAKER_00
It s the pacing and the interchanging of adverbs.
0
SPEAKER_00
It s just, yeah.
0
SPEAKER_01
That s the only reason I listen to Dateline, because all those things are predictable, but you can t not listen to Keith.
0
SPEAKER_00
No, Keith Morrison is just a genius.
0
SPEAKER_00
You can t.
0
SPEAKER_00
I can t not watch and listen to him.
0
SPEAKER_00
It s just genius.
0
SPEAKER_00
So I have a little pet peeve-y thing that happened to me last week at an event.
0
SPEAKER_00
what do you do when someone comes up to you in a fairly aggressive manner and says, Hey Bill, remember me?
0
SPEAKER_00
Oh, and you have no idea who they are and then they don t tell you who they are.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
So it s very uncomfortable for me.
0
SPEAKER_00
Did they say Bill or did they say wrong?
0
SPEAKER_00
Wrong podcast host.
0
SPEAKER_00
Not alone.
0
SPEAKER_00
Podcast host.
0
SPEAKER_00
Nope.
0
SPEAKER_00
Um,
0
SPEAKER_00
I just think there s a better way to do that.
0
SPEAKER_00
Um, and then, and then, and then if you see someone out of context, you know, right.
0
SPEAKER_00
You know, and it s like, you haven t seen him for a while or whatever.
0
SPEAKER_00
Um, you re, you re trying, it s not that I don t remember you yet, but you just walked up to me.
0
SPEAKER_00
I haven t seen, and I m trying, I m searching.
0
SPEAKER_00
So when the first thing you say real fast is, Hey Bill, you remember me?
0
SPEAKER_00
And what, and then if I say no, then it s weird.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
And I, it s just, it was, I was really uncomfortable.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
I mean, then I don t like not telling the truth.
0
SPEAKER_00
Like I don t, but then it was so fast.
0
SPEAKER_00
I m like, you know, I m like, yeah.
0
SPEAKER_01
You know, or you re going to, you re lying.
0
SPEAKER_00
I know.
0
SPEAKER_00
I know.
0
SPEAKER_00
It s, it s just, it was very uncomfortable.
0
SPEAKER_00
I didn t know what to do.
0
SPEAKER_01
Or you throw out a city.
0
SPEAKER_01
Yeah, wasn t it Topeka, 85?
0
SPEAKER_00
Oh, yeah, of course.
0
SPEAKER_00
Back at the Gentleman s Club.
0
SPEAKER_00
Yeah, I remember that.
0
SPEAKER_00
So I think, yeah, maybe the better thing that someone says, hey, Bill, hey, Brian, do you remember me?
0
SPEAKER_00
I go, I don t, but do you remember me?
0
SPEAKER_00
That s good.
0
SPEAKER_00
I always have that.
0
SPEAKER_00
Pull it right back.
0
SPEAKER_00
I don t know.
0
SPEAKER_01
I just think there s the right way to handle that is look, you know, Brian, Bill Caskey, you don t know me or remember me, but I was in a program we did back two years ago and I was in a program last week.
0
SPEAKER_01
Totally.
0
SPEAKER_01
Yeah.
0
SPEAKER_00
I was like, yeah, I was on your zoom call this morning.
0
SPEAKER_01
Exactly.
0
SPEAKER_01
Courteous.
0
SPEAKER_01
I mean, I agree.
0
SPEAKER_01
I don t think people generally though,
0
SPEAKER_01
are very aware of putting themselves in the shoes of the other.
0
SPEAKER_01
I don t think that s a natural skill.
0
SPEAKER_01
When you re working with a client, and I am, and we re working with them on their messaging,
0
SPEAKER_01
And we talk about, make sure your message is relevant as it relates through the prospect s eyes.
0
SPEAKER_01
And so if we just go in there and say, well, we do this, and we do that, and we do this, and we feature, feature, feature, benefit, benefit, benefit, it s not relevant.
0
SPEAKER_01
And so I think it s really hard to put ourselves in the other person s shoes in anything.
0
SPEAKER_00
Yes.
0
SPEAKER_01
And that s a loss, maybe a lost start.
0
SPEAKER_01
And I think when we do that, we just get better naturally because now the person sees that we re at least making an effort.
0
100%.
0
SPEAKER_00
And it s just empathetic.
0
SPEAKER_00
And you can t go backwards doing that.
0
SPEAKER_00
If I said to you, hey, Bill, Brian, Neil, you probably don t remember me.
0
SPEAKER_00
We met years ago at a thing.
0
SPEAKER_00
Um, and if you do remember, he was like, well, of course I remember you, you were the one you set the front row of the thing.
0
SPEAKER_00
I m like, yeah, like I remember you.
0
SPEAKER_00
I m like, yeah, you know, it s not like you re going to be pissed now.
0
Yeah.
0
SPEAKER_00
I don t know.
0
SPEAKER_00
I was very strange.
0
SPEAKER_00
I wish anyone listening to this, if you ve done that, like, do you remember me?
0
SPEAKER_00
Don t say that do a bill said, you know, Hey Bill, you may not remember me.
0
SPEAKER_00
We met a few years ago at a conference that you spoke at, um, in downtown and give me a little context.
0
SPEAKER_00
And then all I got to say, I don t even need to acknowledge I don t remember you.
0
SPEAKER_00
I got to say, well, thanks for saying something.
0
SPEAKER_00
I remember that gig.
0
SPEAKER_00
That was awesome.
0
SPEAKER_01
That s right.
0
SPEAKER_01
And now you re clear.
0
SPEAKER_01
You re clean.
0
SPEAKER_01
You can have a conversation.
0
SPEAKER_01
You re not thinking, and your mind s in different places.
0
SPEAKER_01
I was listening to Robert F. Kennedy Jr.
0
SPEAKER_01
the other day on a podcast.
0
SPEAKER_01
He s running for president here in the US.
0
SPEAKER_01
And I m intrigued by his family history, because he s one of the Kennedys.
0
SPEAKER_01
And he said, my uncle, who was John Kennedy, who was president in the 60s, said,
0
SPEAKER_01
You always want to understand the perspective of your adversary.
0
SPEAKER_01
And he says, when you don t, you will make really stupid decisions about when to go to war and what to do.
0
SPEAKER_01
He says, if you understand the perspective, it doesn t mean you agree with them.
0
SPEAKER_01
It just means you have to understand it.
0
SPEAKER_01
I think that s the same thing here.
0
SPEAKER_01
We have to understand when we re making a call on somebody, or we have a meeting, and
0
SPEAKER_01
You know, there s some kind of drama.
0
SPEAKER_01
You have to understand their perspective.
0
SPEAKER_01
And then I think the right words come out of your mouth and you re not blind.
0
SPEAKER_01
You re not blindsided with something that you didn t know was there.
0
SPEAKER_00
That s great.
0
SPEAKER_00
I didn t know he was running for president.
0
SPEAKER_00
Is he?
0
SPEAKER_00
Robert F. Kennedy Jr.
0
SPEAKER_00
Robert F. Kennedy Jr.
0
SPEAKER_00
is?
0
SPEAKER_00
I didn t know that.
0
SPEAKER_00
Oh, good.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
For the Democrats.
0
SPEAKER_00
Pardon me?
0
SPEAKER_01
Democrat or Republican?
0
SPEAKER_00
Democrat.
0
SPEAKER_00
I don t know.
0
SPEAKER_01
Well, you probably won t hear much about him because he s,
0
SPEAKER_01
It s a long shot, and he knows.
0
SPEAKER_01
He s a smart dude.
0
SPEAKER_01
I mean, if he gets on the debate stage with any of these guys anywhere, he s like chewing them up, because he is so well-read and sighted.
0
SPEAKER_01
OK, let s talk about an issue, something that happened to one of my clients here.
0
SPEAKER_01
last week, and I want to get your feedback on it, and then maybe talk a little bit about preemption and how to not let this happen, and then also what to do.
0
SPEAKER_01
My client got a call from somebody they d been working with for a few months.
0
SPEAKER_01
Everything was looking rosy.
0
SPEAKER_01
The deal was illegal and about ready to come out, and that s usually a positive sign.
0
SPEAKER_01
And they get a call last week that I don t have all of the details, but they get a call from the person, their contact and said, you know, we ve decided to go in another direction.
0
SPEAKER_01
kind of out of nowhere.
0
SPEAKER_01
And so my client is like shell-shocked.
0
SPEAKER_01
And he calls me, and we have a meeting here in the next couple of days.
0
SPEAKER_01
We haven t talked through it yet.
0
SPEAKER_01
But I wanted to get your, I mean, if you heard that, I mean, obviously, it happens consistently.
0
SPEAKER_01
But what do we do?
0
SPEAKER_01
What do we do?
0
SPEAKER_01
And then secondly, how do we prevent that shell-shockness?
0
SPEAKER_00
Yes.
0
SPEAKER_00
That s a really good topic.
0
SPEAKER_00
The surprise, no.
0
SPEAKER_00
I mean, I m sure you ve had it happen to you.
0
SPEAKER_00
I ve had it happen to me without question.
0
SPEAKER_00
It s just going along.
0
SPEAKER_00
It just feels right.
0
SPEAKER_00
Everything feels good.
0
SPEAKER_00
And all of a sudden, it s a 180.
0
SPEAKER_00
So I think my head s going to the prevention first a bit.
0
SPEAKER_00
I m going to start there just because I want to think about the back half.
1
SPEAKER_00
a little bit more thoroughly in 10 minutes.
1
SPEAKER_00
Can you think about something thoroughly in 10 minutes?
1
SPEAKER_00
Here s the prevention part.
1
SPEAKER_00
I may have said this on an episode in the past, but this is my little cheeky phrase that helps me with these things.
1
SPEAKER_00
And it s past the phrase, I ll give you the definition.
1
SPEAKER_00
So the phrase is, it s nothing until it s something.
1
SPEAKER_00
It s nothing until it s something.
1
SPEAKER_00
And then you have to decide what something is.
1
SPEAKER_00
And for me, what I ve decided something is, is when my clients
1
SPEAKER_00
Money is in my checking account.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
And they can t get it back.
1
SPEAKER_00
Meaning, you know, we re, we re past the point of a clawback or anything like that.
1
SPEAKER_00
I love, I love the word clawback.
1
SPEAKER_00
It s such a great language.
1
SPEAKER_00
Well, we re going to, we re going to put a clawback clause in the old commission plan just in case this goes sideways.
1
SPEAKER_00
So gentle clawback.
1
SPEAKER_00
It s fantastic.
1
SPEAKER_00
Isn t what a great warm word.
1
Um,
1
SPEAKER_00
I used to say, like, I d say it s irrevocably in my checking account, you know, that that s, that s a thing.
1
SPEAKER_00
And so because until then, anything can happen, anything can happen.
1
SPEAKER_00
No, you know, contracts can be broken.
1
SPEAKER_00
People can get fired, people can leave companies can have a we just had a client.
1
SPEAKER_00
that had a really, really bad security breach that damaged their cash flow to the point that it almost, and it s still in process, could potentially not sink the company, but do some really, really bad harm.
1
SPEAKER_00
No, hell no.
1
SPEAKER_00
They shouldn t be either.
1
SPEAKER_00
And we ve got a contract with them.
1
SPEAKER_00
Well, guess what?
1
SPEAKER_00
It s like doesn t matter.
1
SPEAKER_00
And the right thing to do is they don t need to be working.
1
SPEAKER_00
They need to be focused on, you know, shoring up the operation.
1
SPEAKER_00
So, that s the first thing is get clear on it s nothing until it s something and what is your something.
1
SPEAKER_00
And then maintain that level of objectivity and detachment until that something happens.
1
SPEAKER_00
So, that s my prevention piece.
1
SPEAKER_00
It s really internal, right?
1
SPEAKER_02
I m trying but I can t do any better than that.
1
SPEAKER_02
I was talking to a guy the other night.
1
SPEAKER_02
I said, one of the challenges with sales professionals is they hire us because we re optimistic people.
1
SPEAKER_02
We are eternal optimists.
1
SPEAKER_02
And when someone says, oh, yeah, we re going to do business with you, to whatever degree they say that, how it sounds, we take their word for it.
1
SPEAKER_02
And we re optimistic.
1
SPEAKER_02
And we go back to our manager and said, I don t know, but I think this thing is going to happen.
1
SPEAKER_02
I mean, I m moving that from a 4.5 to a 9.5.
1
SPEAKER_02
And all it was was somebody uttering words that really mean nothing, like you say, until the deal is totally closed, the money s in the bank, and all that.
1
SPEAKER_02
So I think we could tamper down our enthusiasm and optimism a little bit.
1
SPEAKER_02
When we get into the sales process, I ve got one client who has a person that works with them who s really optimistic.
1
SPEAKER_02
And it s gotten them in trouble a few times.
1
SPEAKER_02
And they become so eager, they miss things.
1
SPEAKER_02
They don t challenge the prospect, or they don t ask the question they need to ask because they re flying on cloud nine.
1
SPEAKER_02
Oh, this is going to happen.
1
SPEAKER_02
It s going to make my quarter and all that kind of garbage.
1
SPEAKER_02
And that s the death knell.
1
SPEAKER_00
Death knell, for sure.
1
SPEAKER_00
Yes.
1
SPEAKER_00
What about what s your take on the remedy part?
1
SPEAKER_00
So your client got this call, and you re going to be coaching your client this week.
1
SPEAKER_00
Have you thought about
1
SPEAKER_00
the direction where to take it there?
1
SPEAKER_00
I think a night of heavy drinking is probably a hand.
1
SPEAKER_00
Actually, I m recording from home in my little lounge here, and we have this fun little thing.
1
SPEAKER_00
Oh, yeah.
1
SPEAKER_00
Isn t that fun?
1
SPEAKER_00
A little hardcore is good.
1
SPEAKER_00
We saw that hanging up in a restaurant, and we thought it was fun.
1
SPEAKER_00
We just stole it.
1
SPEAKER_00
We put it in the lounge we got.
1
SPEAKER_00
Yeah, totally.
1
SPEAKER_00
We stole it up from the restaurant.
1
SPEAKER_02
My wife went to a lake this weekend up at Wawasea, which is in Northern Ohio with some people.
1
SPEAKER_02
And one of their friends has a place up there.
1
SPEAKER_02
And just a girl s out, a girl s weekend.
1
SPEAKER_02
And I said, when all the girls got there to drive up, I said, you know, here s what we used to do when we were in our 20s.
1
SPEAKER_02
And we would go to Tip a Canoe.
1
SPEAKER_02
We would stop in Noblesville.
1
SPEAKER_02
There s a liquor store there that sells Miller Lite Tall Boys and a case.
1
SPEAKER_02
Remember those big cases?
1
SPEAKER_00
Totally.
1
SPEAKER_02
And we d get a 10-pound bag of ice, throw it in the case.
1
SPEAKER_02
No need for a cooler.
1
SPEAKER_01
We made do with what we had.
1
SPEAKER_00
And that was gone by the time you got to Cicero, which is 10 miles further.
1
SPEAKER_01
And she goes, what about the driver?
1
SPEAKER_01
Oh yeah, he drank too.
1
SPEAKER_01
He was fine.
1
SPEAKER_01
He was right there with us.
1
SPEAKER_01
So funny.
1
SPEAKER_01
So true and sad.
1
SPEAKER_01
All of the above.
1
SPEAKER_01
It s very, very true and sad, but it s times you ll never forget, never remember.
1
SPEAKER_00
I used to crawl back and my dad would have us crawl back and get him a beer while we re driving.
1
SPEAKER_00
Hey buddy, go grab me a beer.
1
SPEAKER_00
Sure dad.
1
SPEAKER_00
I didn t even, I m like, yeah.
1
SPEAKER_00
I m like, you know, helping my dad out here.
1
SPEAKER_00
Just helping him relax.
1
SPEAKER_02
Unbelievable.
1
SPEAKER_02
That s funny.
1
SPEAKER_02
OK, so where was I there?
1
SPEAKER_00
What do you do for your client?
1
SPEAKER_02
Yeah, so here s the, I would say, whatever you do is fine as long as it passes through the following filter.
1
SPEAKER_02
And that is, if your pipeline was overflowing with abundance and opportunities, and you were totally detached to the outcomes, what would you say under those two circumstances?
1
SPEAKER_02
That s probably the right thing.
1
SPEAKER_02
Because the tendency there is to go in and try to save it.
1
SPEAKER_02
Yeah, right.
1
SPEAKER_02
And your time for saving it might be over.
1
SPEAKER_02
Now, if the prospect says, hey, here s where we are.
1
SPEAKER_02
We were thinking we were down the road with you, but something else has happened.
1
SPEAKER_02
We ve got somebody else coming in.
1
SPEAKER_02
We still haven t decided yet.
1
SPEAKER_02
Then I would say, well, let s get back in there, and let s talk to them, and let s find out what the real issue is.
1
SPEAKER_02
Maybe they haven t understood something.
1
SPEAKER_02
But if they say, no, it s over.
1
SPEAKER_02
I just don t think it s useful to go in and try to save it.
1
SPEAKER_02
If it s savable, it might come up in the conversation that you have.
1
SPEAKER_02
But the conversation is, look, I must have let you down.
1
SPEAKER_02
I m sorry.
1
SPEAKER_02
Apparently, we didn t go over some things.
1
SPEAKER_02
Tell me a little bit about your vendor.
1
SPEAKER_02
Just be a human being here.
1
SPEAKER_00
Yes.
1
SPEAKER_00
That s really, really good.
1
SPEAKER_00
And both of these, the prevention and the remedy of this,
1
SPEAKER_00
are almost, I would argue, 80, 90% intrinsic to the salesperson themselves.
1
SPEAKER_00
The fix here of the, you know what I mean?
1
SPEAKER_00
It s not some tactical thing to go do.
1
SPEAKER_00
It s really about how you re showing up with your energy for starters.
1
SPEAKER_00
And you can t do anything if that s out of whack, like you said, like your client is overzealous.
1
SPEAKER_00
The other thing I would say is when you, the phrase meet them where they re at,
1
SPEAKER_00
is in my mind.
1
SPEAKER_00
So they say, Hey, Bill, I get bad news, man.
1
SPEAKER_00
We re gonna pause here.
1
SPEAKER_00
I know we re real close to getting a deal done here and we re gonna move on down the road, but blah, blah, blah.
1
SPEAKER_00
is to say, OK, it s OK.
1
SPEAKER_00
Like you said, human, like, all right, well, that s not what I expected to hear.
1
SPEAKER_00
So let s do this.
1
SPEAKER_00
If you wouldn t mind, just give me maybe a snapshot of what the discussion s like and what s going on, the strategy, the reason for the move.
1
SPEAKER_00
And then let s just see where that takes us.
1
SPEAKER_00
And yeah, if it s time to pause and back away, we can.
1
SPEAKER_00
If for some reason something pops in my head that I think, hey, can we do it this way?
1
SPEAKER_00
I ll probably bring that up to you, but I get where you are.
1
SPEAKER_00
Something like that.
1
SPEAKER_00
It s a little context.
1
SPEAKER_00
and then just explore it.
1
SPEAKER_00
Um, there s also a thing to think about when people say, Hey, we ve gone in another direction.
1
SPEAKER_00
I want to understand what that means because yeah, let s pretend I m buying podcasting software and the choice that the decision tree starts with, why do I need podcasting software?
1
SPEAKER_00
And then I decided I do need podcasting software.
1
SPEAKER_00
Then which kind of podcasting software am I going to buy?
1
SPEAKER_00
Well, if the other direction means I m buying your competitors,
1
SPEAKER_00
podcasting software, that s one path.
1
SPEAKER_00
But if I ve just decided, Bill and I talked, we actually think we can do this ourselves.
1
SPEAKER_00
We don t think we need software at all.
1
SPEAKER_00
That s a totally different road.
1
SPEAKER_00
That s correct.
1
SPEAKER_00
And I think you need to figure that out.
1
SPEAKER_00
That to me is the big, that big, did you, did you put this project on pause totally?
1
SPEAKER_00
Or did you go with a different vendor supplier?
1
SPEAKER_02
Yeah, going in a different direction is the most worthless reason ever, because it means absolutely nothing.
1
SPEAKER_02
Absolutely nothing.
1
SPEAKER_02
If they respect you even one iota,
2
SPEAKER_01
If they respect you, they re going to say, well, look, here s what happened.
2
SPEAKER_01
Your price was 30% high, and we asked you to discount it, and you said no, and we found somebody.
2
SPEAKER_01
Yeah, OK.
2
SPEAKER_01
You re right.
2
SPEAKER_01
We did, and I said no.
2
SPEAKER_01
Yeah, they owe, I think they owe you that.
2
SPEAKER_01
And then I think, well, do they really know nobody owes you anything, but if there s any kind of relationship there, I think they should be okay with that.
2
SPEAKER_01
Absolutely.
2
SPEAKER_00
And I, and I would, and I think, and here s a, here s a mistake I think people make in this deal.
2
SPEAKER_00
And I don t even know that it s trying to save it.
2
SPEAKER_00
It s kind of like, you know, losing a girlfriend.
2
SPEAKER_00
You get all desperate and needy.
2
SPEAKER_00
What could I have done differently?
2
SPEAKER_00
So, so what did we do wrong?
2
SPEAKER_00
What could I have done differently?
2
SPEAKER_00
Is there anything I could have done to, it s very, very off putting to me in that scenario.
2
SPEAKER_01
We re going to lie to you.
2
SPEAKER_00
Oh no, you didn t do anything.
2
SPEAKER_00
Oh no, Bill, you did so well.
2
SPEAKER_00
In fact, you re the reason, you re the reason we were going to go with you in the first place.
2
SPEAKER_00
If it hadn t been for you.
2
SPEAKER_00
But now you re not, but now you re not.
2
SPEAKER_00
No, you got a great personality.
2
SPEAKER_00
You really do.
2
SPEAKER_00
You re going to find someone that s meant for you.
2
SPEAKER_01
People generally like you.
2
SPEAKER_01
They generally like you.
2
SPEAKER_01
I d say generally.
2
SPEAKER_00
No, I just think I think it s so I think it s really important to not go down the path people always want to know when they lose a sale.
2
SPEAKER_00
what could I have done differently?
2
SPEAKER_00
And I m like, don t.
2
SPEAKER_00
I don t know.
2
SPEAKER_00
I m just not a fan of that personally.
2
SPEAKER_01
But also, I think that if you have a funnel that s overflowing with prospects, and you ve got a lead generation system that s putting people in front of you, what difference does it make?
2
SPEAKER_01
Totally.
2
SPEAKER_00
It s just another person.
2
SPEAKER_01
It s a person who decided they didn t want to work with you.
2
SPEAKER_01
Maybe it s a good thing, because maybe if you d have gotten in with them, maybe the whole thing would have blown up, and it would have taken more time.
2
SPEAKER_01
a universal acceptance that this was the right decision.
2
SPEAKER_01
Even if it doesn t benefit you, maybe it does benefit you long term.
2
SPEAKER_00
Oh, that s beautiful.
2
SPEAKER_00
That s a great perspective switch.
2
SPEAKER_00
It s a great perspective switch to go like three months down the road after that surprise no and have something else happen.
2
SPEAKER_00
Go, I m so glad we hit it up.
2
SPEAKER_00
Exactly.
2
SPEAKER_00
Calling that one off because now I ve got all these resources available or this extra time or delivery.
2
SPEAKER_00
That s great.
2
SPEAKER_01
They filed chapter 11 and held out for people.
2
SPEAKER_00
Totally, totally.
2
SPEAKER_00
And you re on the hook for yeah.
2
SPEAKER_00
And then you got to try to get money.
2
SPEAKER_00
That s that s really great.
2
SPEAKER_01
All right.
2
SPEAKER_01
Really awesome.
2
SPEAKER_01
Good for today.
2
SPEAKER_01
So the surprise, no, let us know, go to advanced selling podcast.com slash LinkedIn to join our LinkedIn group.
2
SPEAKER_01
We have many, many, many tens of thousands of people there, and we love to hear from you on that site and in the stream.
2
SPEAKER_01
What do you think about this surprise?
2
SPEAKER_01
No thing.
2
SPEAKER_01
Do you have any other observations or strategies or moves that you could make at that point?
2
SPEAKER_01
We d love to hear from you.
2
SPEAKER_01
Love it.
2
SPEAKER_01
Talk to you next time.
2
SPEAKER_01
See you next time.
2
SPEAKER_01
Bye.
2
SPEAKER_01
Bye.