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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast, Podcast History.
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I m Bill Kasky.
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Brian Neal over here.
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We are so pleased that you joined us today.
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If you are a new listener, you can go to advancedsellingpodcast.com, and there s a list of the top most popular podcasts there.
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Somewhere on that page, there s like 12 or 15.
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So if you re just joining us new, brand new to the podcast might help if you went back.
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And you don t have to review all 1,900 of these things.
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So you can go back and review maybe 10 or 12 and get some gist.
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It s great to get emails and notes from listeners who just started listening to this.
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Yeah, I was listening to the episode from April 8th of 2012.
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Remember that?
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You remember that, Brian?
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I was listening to the 07 Recession Avoider podcast.
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A glorious episode.
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Do you remember what she said there?
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Of course.
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Well, of course.
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after 890 episodes, we should do some sort of a pictogram or one of those things called infographic.
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We should do an infographic of all the things that have happened in the world during the history of the advanced selling.
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What has the advanced selling podcast seen in its tenure, right?
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Going backwards, pandemic, great recession.
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A recession, a meltdown, economic meltdown.
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Tom Brady has won the Super Bowl since the advanced selling podcast.
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Still there, still there.
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I wonder if fact checker Doug would be able to, I haven t talked to fact checker Doug in a while.
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Hey, I think you ll get a kick out of this.
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I think you will.
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So I ve been gone for football for like a whole week.
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So, you know, and you get in your groove and you re in hotels and stuff and you re working out.
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So I was in a hotel in Charlotte and I was working out and I know you like the kettlebell bill.
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One of your, one of your nice, you like that piece of equipment, right?
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The kettlebell, you like your kettlebell swing, lift something heavy.
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It s one of your deals.
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So I was in the, and I do, I like kettlebell swings too.
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It s kind of my muscle cardio warmup.
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You know, these two sets of kettlebell swings just to get going.
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I ve never seen this before, Bill.
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I found the world s smallest kettlebell.
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And I can t even imagine what someone does with this thing.
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So I took a picture.
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I ll get it to Travis.
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We can put it up.
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So this is the five pound kettlebell that as you ll see there, basically it s on two fingers.
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And I m thinking, and you ve seen the people like, look, what exactly, how small do your hands have to be?
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Yeah.
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And I m thinking like, this is basically for people with small hands.
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And you ve seen that little, those little like memes with the guys with small hands and things.
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That s all I can imagine when you re working the five pound kettle ball.
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And then when you re swinging, like, what are you doing with the five pound kettle?
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It s like a soup can.
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Like, what are we doing?
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I don t think you re swinging.
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I don t think you re swinging well.
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Thank you.
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So it s shaped like a kettlebell.
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So what are you doing?
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I want some fitness guru or trainer to tell me, what do I do with a five-pound kettlebell?
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I can t even grasp, really.
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Because a five-pound weight s going to, if it s arm lifts or presses or something, you can do that with a barbell.
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But the kettlebell, the thing that makes it nice is the handle, and that s the whole idea of a swing.
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Yes, yes.
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But yeah, no, I think that s a little.
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My hand wouldn t go through it.
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That s what I m saying.
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You have to have the smallest hands to handle the five-pound kettlebell.
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So I figured you d get a kick out of that.
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So there s probably a book out there called 27 exercises.
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There it is right there.
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Oh, I just wonder, you know, people sitting around like, I think we need a five, like we got 30, 25.
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We need a five.
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I just picture this little mini kettlebell swinging with two fingers.
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You know what I mean?
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A little two pounder.
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Oh, that s I was in part of my rehab my shoulder as I go to this fitness lady.
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She s a strength trainer.
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And so the first week she goes, okay, well, let s do some incline presses.
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And she says, what do you what kind of weight are you doing?
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I said, I m doing about 2025 pounds on the left on the bad shoulder 40 on the other but 25.
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And she goes, OK, well, let s do one.
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And I did one.
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And she goes, oh, you re not doing them right.
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That s not proper technique.
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She said, you ve got to move your wrist out over your elbow and 45 degrees.
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I said, and then I couldn t even do like a five pound.
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It was like this pressure here.
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And it all gets back to training, which is, are you using the proper technique?
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And something simple like that feels like nothing, but it s a big thing.
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And you re not going to get any stronger if you re not doing these things right.
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So that was my training.
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Kind of hurts a little bit.
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Is that you do 45 degrees out?
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You say I m 45 degrees out.
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Yeah, it s an incline Oh, I see.
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Yeah.
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Yeah, you re not it s not a shoulder press just yeah.
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Yeah.
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Okay.
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Yeah So you want to get into the topic?
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Yeah, far away.
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You re gonna bring us in topic wise.
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Yeah, I ll bring us in you know, Brian and I both being in the Self-help
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development space, either sales professionals or companies who have sales teams.
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And we get a variety of different products that we offer and services.
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There s always this vibe, I think, with people, especially those people who are not investing in themselves.
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When somebody comes to you and says, hey, I want to invest, whatever,
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$1,000 a month or whatever in myself, then this doesn t happen as much.
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But when a company is paying us to have us come in and work with, train, coach, whatever you want to call it, their team, I see this happening.
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And it s the line between I m good enough and I need more.
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And a lot of times, people will show up
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in training with the attitude of, look, I do what I do.
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I m good enough the way I am.
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I m pleased with myself.
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I m happy.
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I don t need any more.
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I ll pay at lip service.
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I ll come into these meetings, and I ll pretend like, but I really don t need much.
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And then you have people on the other end, which is like, they re kind of happy with themselves, but they want more.
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They want to learn how to think differently, and do differently, and behave differently.
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And I m wondering if there s a,
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I don t know what my question is.
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A, have you seen it?
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And B, how do you move somebody not off the I m good with where I am, but toward the I m good with where I am and I can do more?
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Yeah.
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Yeah.
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Is the question, is there ever a time when I m like, I m all done growing?
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I ve got everything I need.
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I m good.
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I just need to keep doing what has always worked for me.
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This is a great self-reflective for you listening to this to see where you are on the spectrum, because I do believe it s a spectrum.
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I think people make an assumption, and there s some truth to this.
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If you read Malcolm Gladwell s book, Outliers, he talks about this concept of the 10,000 hour rule, which I believe in.
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I really do.
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And he talks about the Beatles.
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And I was even thinking about Prince, the musician.
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If you read, I m a huge Prince fan.
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biography right over my shoulder here.
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All he did was play music.
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That s all he did.
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He woke up and played music, played music before he went to bed.
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He went to go play a show.
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And then after the show at three in the morning, he d find an open club and go play a drop in show.
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But I ll bet he also experimented, too.
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He didn t just play the same stuff over and over.
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He would play with different riffs, different chords.
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So he was probably always learning by playing and by experimenting and practicing.
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Constantly, yes.
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And his desire to always find the next thing.
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That, to me, is the trick is when that flame goes out to find the next thing or the next level or the next piece of,
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performance for you as a sales professional, when that disappears, that s when I think it becomes troubling.
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Now, it s not troubling.
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It doesn t make you a bad person, but it says something.
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It should say something to you and then to your team and to your leader and that sort of thing that is, you know, I think I m, I m very comfortable with where I m at.
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Um,
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And I think there s a confusion sometimes that just because you ve done something for a long time doesn t mean that that stops or even slows down for that matter.
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And that s what I see more than anything.
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I see veteran people who ve been doing something for 20 or 30 years who struggle to find the next thing.
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Right.
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The next skill, the next level up area, the thing to get better at that sort of thing.
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I think it s very, very, very limiting to them.
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And if that s where they choose to be, that s fine.
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What they can t do is continually say on the other side, I want to continue to grow.
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I want to make more money in selling.
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And I do not want to give up what I ve been doing for 25 years.
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I don t want to work any harder or differently.
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That s where I get my head falls off.
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It drives me crazy.
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And when the landscape of the world changes and people don t really recognize it,
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You know, back in the 80s, we used to do when we first started together, Brian, we used to do these fat didn t we used to do the fax out thing where we faxed out.
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We did reviews, executive briefings.
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Yeah.
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Well, if you if you came to me today and say, Bill, how do you prospect?
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I would say, oh, I fax fax like a maniac, fax a maniac.
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But the landscape changed.
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Fax machines went away, internet came.
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But I think for all of us, we have to be asking ourselves, has the landscape of my world changed to the point where I m not only not growing, I m falling behind.
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And I may be in cognitive dissonance and not realize it because I can t even see it.
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Massive.
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And I always say that, imagine somebody coming in, and I say this sometimes to people who I feel like are in that space of, I really don t want any more.
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People are coming along right now in your business, and they re doing things very differently.
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You don t see it, but your customer sees it.
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The young sales professional who has a YouTube show where he highlights and spotlights people, the lady who has a podcast that we talked about here a few weeks ago, young people are doing things very differently now.
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And it s easy to look at them.
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Yeah, come on.
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Nobody s going to watch that.
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No, they will.
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And so part of that is, has the landscape around you changed?
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Has the terrain changed?
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And now you need different clothes, need different muscle groups.
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We ve talked about that.
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And that s something that s hard to ask yourself, because the immediate answer is no, it hasn t changed.
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But we know it has.
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You know, it s interesting.
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I mean, I m thinking of a couple clients to they re in this way.
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I think at the end of people s this happens a lot with as people get, you know, later on in their career.
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But it still happens early on to people hear from a coach or an outside voice like ours.
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And some people listen for validation.
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Some people listen for, oh, I do that.
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Oh, I know exactly what Brian is talking about.
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Oh yeah, look at me.
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I listen to Bill and Brian and Bill said this.
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I ve always done that, Brian.
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I ve always done that.
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I didn t know what to call it.
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Yeah.
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And they get, they do the eyeball point, the two, the two fingers, like we re here.
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You know what I mean?
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That, that thing like it s validating.
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Oh, totally.
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You know what I mean?
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It s like, what are we doing here?
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So people look for validation.
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Growth-oriented people look for the thing that s not validating.
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They look for the thing that s not.
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And you may listen to a podcast episode from me and Bill, and 95% of it does align with what you do believe in that sort of thing.
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But the champion is going to find the 5% that doesn t.
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Like, I do most of that.
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I don t do the last thing that he just talked about or that thing that Bill said.
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And I certainly haven t done that in a long time.
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Yeah, I m active on LinkedIn, but I haven t done a video.
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that little thing like that.
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Or I ve done a video.
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I ve never gone live though.
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And so I think if you catch yourself listening for validation, that s a real good indicator that you have this dissonance that Bill s talking about, that you have a blind spot there.
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You re constantly listening for validation from anyone.
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You know, yeah, I do that all that.
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I ve got this one.
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I ve got a couple of clients are in this space and they do.
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They ve got great skills.
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They ve got really good fun.
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Absolutely.
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But all they do is listen for validation and they go, yeah, I m not really learning anything from you.
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I m like, you re just not listening for it.
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It s in there.
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I promise you it s in there.
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And no one wants, I say this, no one wants the, what I call the GoPro camera test.
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None of, none of you who think you ve got it all figured out, want me to follow you around for a week.
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with a GoPro camera.
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Guarantee you don t want me to do that because I ll find things.
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I don t even want you to do that.
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Me too.
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Or I always say you can and you re going to see this like, oh my gosh, that s what you do.
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I m like, well, sometimes.
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Yeah.
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So yeah.
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So I ve got a, uh, in keeping with the poetry, the poetry theme that we always come back to is, are you looking for validation or innovation?
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Oh, bravo.
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And you are exactly right that we search for validation.
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That s just our biology, our human experience, our psychology, probably more in biology.
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We look for who we agree with.
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And we say, oh, he or she has a car like mine, so they must be a cool cat.
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Brian said we should do it this way, and I do it that way.
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So check, check, check, baby.
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I m good.
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So you ve got to listen for the innovation, too.
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Listen for things you disagree with us on.
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We disagree with each other sometimes.
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Not often, but sometimes we do.
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And sometimes we ll go away from those experiences and say, you know what?
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He s got a point there.
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And it s hard because we are so into our own identity, and we don t want to be, I don t know.
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I don t know, psychologically, it s just a framework that we ve erected around ourselves that protects ourselves from having any new ideas.
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And we have to get out of them.
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There s an NFL coach that I ve had the pleasure to be around and practice and things like that.
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And he has this phrase, he says it all the time, is that humans seek comfort.
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Humans are wired to seek comfort.
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The warmth of your mom when you re born, when you re a baby, a warm shower, a cozy blanket, shelter, we re wired that way.
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So we look for places that make us feel comfortable and things that make us feel comfortable.
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This is one of those things.
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We avoid things that make us feel discomfort.
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Cold showers, cold plunge, ice club, standing out in the rain, you know?
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And it s the very thing that could help us or get us to the next level, but it s not comfortable.
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Yeah.
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Yep.
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All right.
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Good topic today.
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Well, we d like to hear from you.
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So send us an email at listener at advanced selling podcast.com.
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Uh, let us know what you think of this topic.
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It s also going to be on the LinkedIn page.
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If you re not a LinkedIn connection yet, make sure you go to advanced selling podcast.com slash LinkedIn.
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Good.
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Put your name in.
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We ll let you know if we accept you or not.
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No, no.
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You ll be accepted.
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Yeah.
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We re also going to post some.
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We re going to post an exercise video of me and Bill doing some five pound kettlebell swings.
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See what that looks like.
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Same time.
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We re sharing.
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Yeah.
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We re trying to be open to it.
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All right.
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See you next time.
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All right.
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See you.
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Bye.