0
SPEAKER_00
In this episode of the Advanced Selling Podcast, I offer a much needed travel confession.
0
SPEAKER_00
We have some Steven Spielberg, Tom Hanks trivia, and we dip into the co-video mailbag and offer advice on Angela s questions about skirting compensation issues.
0
SPEAKER_01
Welcome back to another episode of the Advanced Selling Podcast.
0
SPEAKER_01
We join you every Monday morning.
0
SPEAKER_01
And we try to impart some wisdom for you sales professionals who are looking to grow your business, grow your income, expand your voice.
0
SPEAKER_01
I m Bill Kasky.
0
SPEAKER_01
I m Brian Neal.
0
SPEAKER_01
And this is a time, as we have started to say, where we are planning for the rest of this year and early next year.
0
SPEAKER_01
So if you have a retreat, a sales meeting, a national conference of some kind, and giving some thought to bringing in an outside speaker slash trainer slash stud like Brian or Bill or I.
0
SPEAKER_01
Now it s time to start talking you can email us at listener at advanced selling podcasts to get the ball rolling We will have a tool available It s probably going to be middle of September That we will be able to send you to so that we can get some information from you and you can start thinking about How you want to employ us?
0
SPEAKER_00
Yes, we would love to do that.
0
SPEAKER_00
We have a blast We re working on a client engagement here in indianapolis together and we re taking the show on the road.
0
SPEAKER_00
So
0
SPEAKER_00
That would be good to do.
0
SPEAKER_00
Okay, I have two totally unrelated observations, life observations I d like to share with you, Bill.
0
SPEAKER_00
You got three minutes.
0
SPEAKER_00
One is a confession.
0
SPEAKER_00
One is a confession.
0
SPEAKER_00
I m sitting on my flight.
0
SPEAKER_00
I m flying from Indianapolis to San Francisco.
0
SPEAKER_00
And the woman next to me, have you ever had someone on your plane get in your personal space?
0
SPEAKER_00
Oh, yeah.
0
SPEAKER_00
Now, this isn t like a braggy story, but I was flying up front, which is really nice.
0
SPEAKER_00
So that happens.
0
SPEAKER_00
So you got lots of space.
0
SPEAKER_00
And she was still in my space.
0
SPEAKER_00
You re ashamed of that.
0
SPEAKER_00
I m not ashamed.
0
SPEAKER_00
I just want to qualify that.
0
SPEAKER_00
Maybe I am ashamed of it.
0
SPEAKER_00
I don t know.
0
SPEAKER_00
And she s like leaning into my space.
0
SPEAKER_00
Which is pretty hard to do up front.
0
SPEAKER_00
That s what I m saying.
0
SPEAKER_00
That s why I had to put that qualifier in there.
0
SPEAKER_00
And I didn t know what to do.
0
SPEAKER_00
And I kind of like confrontation things like this, which we ll talk about later in our topic.
0
SPEAKER_00
So you know what I did?
0
SPEAKER_00
I could tell she was kind of cold because she had a blanket.
0
SPEAKER_00
I turned all the three air vents on.
0
SPEAKER_00
Full, full blast.
0
SPEAKER_00
It sat there, and I kind of half point him on me.
0
SPEAKER_00
All of a sudden, she kind of jerks and wakes up.
0
SPEAKER_00
But it was worth it.
0
SPEAKER_00
Scoots over.
0
SPEAKER_00
It was totally worth it.
0
SPEAKER_00
I m like, that worked.
0
SPEAKER_00
Scooted.
0
SPEAKER_00
So I apologize.
0
SPEAKER_00
I should have apologized.
0
SPEAKER_00
Did she move over?
0
SPEAKER_00
Yeah, of course.
0
SPEAKER_00
Yeah, I think she got the hint that I was blowing there.
0
SPEAKER_00
Did she change it?
0
SPEAKER_00
Yeah, well, I kind of shut them off after it worked.
0
SPEAKER_00
After she moved.
0
SPEAKER_00
Exactly.
0
SPEAKER_00
It s kind of like an invisible fence for first class.
0
SPEAKER_00
It s kind of like one of those dog shot collar things.
0
SPEAKER_00
She did not notice that she didn t.
0
SPEAKER_00
And then, this is totally unrelated, but in keeping with the temperature thing, have you ever eaten at Ruth s Chris?
0
SPEAKER_00
Ruth s Chris.
0
SPEAKER_00
Now, Ruth s Chris Steakhouse is known for their steaks coming out of the oven.
0
SPEAKER_00
What do they tell you about the plate?
0
SPEAKER_00
Hot plate.
0
SPEAKER_00
1,600 degree hot plate, don t touch the plate.
0
SPEAKER_00
What does everybody do, Ruth s Chris?
0
SPEAKER_00
Yeah, they adjust the oven.
0
SPEAKER_00
As soon as they set it down, you re like, is it really that hot?
0
SPEAKER_00
I got a third degree burn on my middle finger.
0
SPEAKER_00
Like, it s not that hot.
0
SPEAKER_00
He was right.
0
SPEAKER_00
It is 1,600 degrees.
0
SPEAKER_00
Don t touch it.
0
SPEAKER_00
How can it be 1,600 degrees?
0
SPEAKER_00
I don t know.
0
SPEAKER_00
Someone from Ruth s Chris let us know.
0
SPEAKER_00
I love Ruth s Chris, by the way.
0
SPEAKER_00
It s a great place.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
I don t know.
0
SPEAKER_00
Wouldn t they crack?
0
SPEAKER_00
I don t know.
0
SPEAKER_00
I don t know.
0
SPEAKER_00
This is not my business.
0
SPEAKER_00
Well, the steaks aren t cooked at 1600 degrees, are they?
0
SPEAKER_00
Well, I would think they would shrivel up into beef jerky.
0
SPEAKER_00
Beef jerky for like three seconds.
0
SPEAKER_00
I d like the 16-ounce beef jerky, please.
0
SPEAKER_00
I don t know.
0
SPEAKER_00
But it s an interesting thing, isn t it?
0
SPEAKER_01
Or maybe they have an extra hot oven just for their plates.
0
SPEAKER_00
Yeah, but it s just one of those deals.
0
SPEAKER_00
I just couldn t not touch it.
0
SPEAKER_00
Had to do it.
0
SPEAKER_00
I m like, I wonder how many other people touch the plate that they see.
0
SPEAKER_00
Do not touch this plate.
0
SPEAKER_00
You go, OK.
0
SPEAKER_00
But you wait for him to leave, right?
0
SPEAKER_00
Because he s like, do it.
0
SPEAKER_01
Anyway.
0
SPEAKER_01
Oh, good.
0
SPEAKER_01
Hey, before we get to our main topic today, I want to remind you about stamps.com.
0
SPEAKER_01
Stamps.com can save you time and money, which you can use then to grow your business.
0
SPEAKER_01
You can mail any letter, package using just the computer and printer, and the mailman picks it up, or mail woman.
0
SPEAKER_01
Avoid the hassle of the post office and mail everything from postcards to envelopes to packages, domestic or international.
0
SPEAKER_01
You can create your Stamps account in minutes online with no equipment to lease and no long-term commitments.
0
SPEAKER_01
Click, print, mail, and you are done.
0
SPEAKER_01
Unlike the post office, Stamps.com never closes.
0
SPEAKER_01
Print postage for letters or packages at your convenience 24-7.
0
SPEAKER_01
Stamps.com brings all the services of the U.S.
0
SPEAKER_01
Postal Service right to your fingertips.
0
SPEAKER_01
You can buy and print U.S.
0
SPEAKER_01
postage for any letter, package, or class of mail using your own computer or printer.
0
SPEAKER_01
We use Stamps.com here at the Advanced Selling Podcast, and right now you can too.
0
SPEAKER_01
The Stamps.com service has a special offer that includes a four-week trial
0
SPEAKER_01
plus postage, and a digital scale without long-term commitments.
0
SPEAKER_01
Go to stamps.com, click on the microphone at the top of the homepage, and type in advanced selling.
0
SPEAKER_01
That s stamps.com, enter advanced selling.
0
SPEAKER_01
Stamps.com, never go to the post office again.
0
SPEAKER_00
All right, we re going to the mailbag today, the Co-Video mailbag.
0
SPEAKER_00
Our good friends at Co-Video, if you go to advancedsellingpodcast.com slash Co-Video, we ve worked out a deal with our friends there.
0
SPEAKER_00
They ve got a wonderful tool for you to use to differentiate yourself using video, personalized video, as a way to interact with your customers.
0
SPEAKER_00
It s something that we use here at the Advanced Selling Podcast.
0
SPEAKER_00
And our friends listening to the show should all go try it.
0
SPEAKER_00
You go to advancedsellingpodcast.com slash Co-Video.
0
SPEAKER_00
And if you re looking for a way to stand out, you ve got to check it out.
0
SPEAKER_00
It s really, really cool.
0
SPEAKER_00
Into our co-video mailbag we go.
0
SPEAKER_00
And we are taking a note here from our good friend Angela.
0
SPEAKER_00
Here s what she says.
0
SPEAKER_00
Hi, gents.
0
SPEAKER_00
I love when people say that.
0
SPEAKER_00
I do, too.
0
SPEAKER_00
I always assume they re from Europe.
0
SPEAKER_00
I like her.
0
SPEAKER_00
I don t even know her, but I like her.
0
SPEAKER_00
Yeah, it s great.
0
SPEAKER_00
Hi, gents.
0
SPEAKER_00
You ve given me a lot of useful information.
0
SPEAKER_00
I ve passed your podcast on to others who have followed and loved with what you two are all about.
0
SPEAKER_00
That s really nice.
0
SPEAKER_00
So thank you, first, for not making me out to be a liar to my friends, which is what you said, which I think is clever.
0
SPEAKER_00
Here s the thing.
0
SPEAKER_00
What advice would you give to a salesperson who has had a review when it came to talking about a raise and the VP skirted the topic?
0
SPEAKER_00
We are in sales and are often looking to improve our skills selling to our customers.
0
SPEAKER_00
But how do we sell the idea that we should be compensated to the industry standard when we know we are not and so does the company?
0
SPEAKER_00
Couple little topics in here that are big, big, big deals.
0
SPEAKER_00
We re going to talk about this from a skirting the issue standpoint, because we think skirting the issue applies to all of us.
0
SPEAKER_00
We think customers skirt the issues, prospects skirt issues, our bosses, our leaders skirt the issues.
0
SPEAKER_00
And then there s this little subtopic about compensation, which is, how do I get compensated fairly and properly for my role?
0
SPEAKER_00
Shall we?
0
SPEAKER_01
So how about if we talk about compensation first, but we don t.
0
SPEAKER_01
Brian and I usually go through pre-show and come up with three or four things, which we ve done on this subtopic of skirting the issue.
0
SPEAKER_01
But we haven t done that for compensation, because we thought it would be best if we just talked through it organically.
0
SPEAKER_01
Because I don t know that there is a hard and fast rule book for that.
0
SPEAKER_01
So what are your thoughts about this whole idea of compensation conversation?
0
SPEAKER_00
Yeah, first of all, and Bill and I did a podcast about this a while back, about how to go ask for a raise.
0
SPEAKER_00
So those of you who are listeners, and Angela, I know you re a listener.
0
SPEAKER_00
By the way, we should qualify.
0
SPEAKER_00
Angela is a, if you look at her resume, top-notch salesperson, calls in a really large account in a really big industry.
0
SPEAKER_00
she s clearly really good at what she does.
0
SPEAKER_00
So we did a podcast on how to ask for a raise.
0
SPEAKER_00
There s some of this info that s in that podcast.
0
SPEAKER_00
You go back and search for that one on the app.
0
SPEAKER_00
Download the app and you can find it there.
0
SPEAKER_00
First thing is you ve got to have your own number in your own heart and soul.
0
SPEAKER_00
You ve got to be comfortable with that number.
0
SPEAKER_00
I m not a fan of relative comparison with compensation.
0
SPEAKER_00
To other people.
0
SPEAKER_00
Correct.
0
SPEAKER_00
And that s what most people do.
0
SPEAKER_00
They find out, well, Susie s making $80, and Tom s making $78, and I m making $60, so I m getting screwed, is how people think about that.
0
SPEAKER_00
And if you start to compare yourself to others, you ll most likely always be in the average pool, because that s how average people think, right?
0
SPEAKER_00
It s really uncomfortable for people to hear that.
0
SPEAKER_00
That s what I found to be the truth, though.
0
SPEAKER_00
High elite performers that make a lot of money tend to compare themselves to themselves and say, I, based on the value that I bring, what I want and need for my family, what I see at my worth is $150,000.
0
SPEAKER_00
And they work out a way to get to that number where they take some risk and the employer takes some risk.
0
SPEAKER_00
That s how I think about that.
0
SPEAKER_00
You ve got to have your own number first.
0
SPEAKER_00
Bill s pondering.
0
SPEAKER_00
Yeah, I m looking at the, what bridge is that?
0
SPEAKER_00
We were trying to debate that.
0
SPEAKER_00
We ve got a screensaver bridge that plays, and Travis and I were talking about that.
0
SPEAKER_00
He thinks it s San Francisco, and I think he s right.
0
SPEAKER_00
Yeah, could be.
0
SPEAKER_00
I thought it was New York.
0
SPEAKER_00
Yeah.
0
SPEAKER_01
Komp, I drew two circles here, one in the middle of the other, and the inside circle would be the
0
SPEAKER_01
basic compensation for what you do, like commission, if you re a commissioned sales professional, salary, if there s a salary bonus, if there s a profit bonus or gates, all those things.
0
SPEAKER_01
So that s really the pay for the work you do that you were hired to do that s in your role and responsibilities.
0
SPEAKER_01
So if you re in an organization with
0
SPEAKER_01
10 other people who all do what you do, I think it s going to be very hard to go to your manager and say, Hey, I know everybody, we re all making three and a half points.
0
SPEAKER_01
I d like to make seven.
0
SPEAKER_01
I think it s going to be hard to do.
0
SPEAKER_01
I m not saying that it won t work unless you are significantly higher than everybody.
1
SPEAKER_00
And you can argue that, look, my extra dollar that I bring in has a lot more profit margin to it than the first dollar I bring in.
1
SPEAKER_00
So could we work out something where I m happy with 3 and 1 half points on the first million, but the second million, I d like to have 5, and then the third million, 7 and 1 half.
1
SPEAKER_00
So in other words, have it as part of an argument.
1
SPEAKER_00
And I don t mean argument like argue, but just part of a case that you would make.
1
SPEAKER_00
And then the second thing is, are there other things that you can do that would be helpful and beneficial for the business and beneficial for you that you might be able to get paid for?
1
SPEAKER_00
Like maybe doing a podcast.
1
SPEAKER_00
Let s suppose that you like this podcast and you d like to do one for your company.
1
SPEAKER_00
Maybe you could generate an extra, you know,
1
SPEAKER_00
What do we get paid, 1.5 mil a year?
1
SPEAKER_00
You could get paid a little bit more for doing a podcast, or writing articles, or giving speeches, or something that you re good at.
1
SPEAKER_00
So don t just look at inside the circle, the first circle.
1
SPEAKER_00
Look at outside that and say, what are some other things that I could do to contribute, to add, that would also help you, by the way, too.
1
SPEAKER_01
Yeah, it s really, really good.
1
SPEAKER_01
Think about sharing risk, last thing I ll say on this topic.
1
SPEAKER_01
Think about sharing risk.
1
SPEAKER_01
When you go to talk to a VP of sales to get a raise, don t do the base salary thing, do the comp thing.
1
SPEAKER_01
So to Bill s point earlier, if your peers are all making three points in their commission plan, you go ask for seven.
1
SPEAKER_01
With the base salary the same, that doesn t work.
1
SPEAKER_01
What you do instead, you say, give me a lower base salary, pay them 80, pay me 50, but give me seven points on my growth or whatever.
1
SPEAKER_01
And you say, I ll earn it up on the top side, but I ll take the risk for it.
1
SPEAKER_01
Much easier for a VP of sales to go, dang.
1
SPEAKER_01
Then he ll go, man, I wish everybody else would think like that.
1
SPEAKER_00
So think that way.
1
SPEAKER_00
Because at some point, the VP of sales is going to have to go somewhere and say, this is what we re doing for Angela.
1
SPEAKER_00
And if he can t make the case for it, then it s not going to happen.
1
SPEAKER_00
Let s move to the second level topic here.
1
SPEAKER_00
Yeah, the other topic there was
1
SPEAKER_00
Angela said that her manager kind of skirted over the comp topic.
1
SPEAKER_00
So we re going to talk a little bit about why do people skirt topics?
1
SPEAKER_00
Why do we skirt them?
1
SPEAKER_00
Why do we just avoid these things?
1
SPEAKER_00
And I ve got a few things I know you do, too.
1
SPEAKER_01
I went deep on my first one.
1
SPEAKER_01
Did you?
1
SPEAKER_01
I did.
1
SPEAKER_01
Here we go.
1
SPEAKER_01
So I asked the question, why do people skirt topics?
1
SPEAKER_01
We have to figure that out first.
1
SPEAKER_01
If we re going to change our behavior going out, we have to figure out why they do that.
1
SPEAKER_01
They typically do it to avoid conflict.
1
SPEAKER_01
Right?
1
SPEAKER_01
And I put down, this has codependency at its root, where we are fearful of losing something.
1
SPEAKER_01
Either I don t want to talk about something with you because I might lose you or offend you or something and vice versa.
1
SPEAKER_01
So we don t want to go there.
1
SPEAKER_01
And we don t go there because we re codependent upon the relationship, whether it s the employer relationship, or personal relationship, or a customer.
1
SPEAKER_01
I m going to skirt this topic because I m fearful of it.
1
SPEAKER_01
I m afraid the outcome might be bad.
1
SPEAKER_01
I m not going to go there.
1
SPEAKER_01
The funny part is, people will do this.
1
SPEAKER_01
They ll go.
1
SPEAKER_01
They ll put it on agenda, and the person will skirt the topic.
1
SPEAKER_01
And the person won t say anything then, and then they ll leave.
1
SPEAKER_01
And they ll go, gosh, you didn t even bring it up.
1
SPEAKER_01
And we re just as bad, because we didn t do it either.
1
SPEAKER_01
We didn t go, oh, time out.
1
SPEAKER_01
We ve got to talk about this, boss.
1
SPEAKER_01
So you ve got to look at yourself and see the role that you play in the topic skirting, if you will.
1
SPEAKER_00
You know, I had a I don t know if I mentioned this my youngest daughter is in a sales position and she just got promoted earlier this year and her last day in the old job was like March 30th and
1
SPEAKER_00
And so anything that came in before March 3rd of this, she got, did I tell you this story?
1
SPEAKER_00
No, no, no.
1
SPEAKER_00
She got a piece of it, a piece of the action.
1
SPEAKER_00
Not much, but a little bit.
1
SPEAKER_00
Well, she was working on this pretty big deal from January through March.
1
SPEAKER_00
It was a large car manufacturer.
1
SPEAKER_00
And if it came in, it was going to be a couple grand to her.
1
SPEAKER_00
Well, it didn t.
1
SPEAKER_00
But it came in the first week of April after she had moved.
1
SPEAKER_00
And so technically, she won.
1
SPEAKER_00
So she said to me, what should I do?
1
SPEAKER_00
And I said, well, technically, you
1
SPEAKER_00
You agreed to the terms and and you know that technically your manager can say, you know, that s just the way it is here Yeah, but I said if you resent the fact if you have any kind of internal resentment You have to go bring it up even though she may say no So she went in and talked to her I admire her for her courage because I don t know if 23 if I d have had the courage to do that yeah, she went in had a conversation with her and the lady said
1
SPEAKER_00
Handled it really.
1
SPEAKER_00
Well, the lady said look I can t do anything on the Commission But I ll make half of it up to you through gift cards and things.
1
SPEAKER_00
Yeah good So my daughter left pleased that she brought it up felt like her but guess what happened a week later It fell apart.
1
SPEAKER_00
No, it doubled doubled.
1
SPEAKER_00
Oh, she came back to my daughter and said, you know I ve been thinking about how you brought it up and we re gonna cover you for the whole thing and
1
SPEAKER_00
And so that s an example of you do it for yourself, like you say.
1
SPEAKER_00
You don t do it to get it.
1
SPEAKER_00
You do it because you don t want to live with the resentment or that dependency.
1
SPEAKER_00
Yes, really strong.
1
SPEAKER_00
It could work.
1
SPEAKER_01
Did she pay you for that?
1
SPEAKER_01
Your daughter paid you for that advice?
1
SPEAKER_01
She did not.
1
SPEAKER_01
You give free advice to family then, huh?
1
SPEAKER_01
She doesn t recall the advice I gave her.
1
SPEAKER_00
I don t remember speaking to her.
1
SPEAKER_01
No, I called Brian Neal, and he told me, Dad, I don t think it was you.
1
SPEAKER_00
You know my family.
1
SPEAKER_00
Exactly.
1
SPEAKER_00
So, yeah, I mean, I don t know what else there is to say there, because that s the essence of why we don t do it.
1
SPEAKER_00
I don t know how else you can read anything else in it.
1
SPEAKER_00
We just avoid conflict.
1
SPEAKER_01
No, and I ve got a tactical, right?
1
SPEAKER_01
And because we re not putting down tactics anymore.
1
SPEAKER_00
No, I ve got a tactical thing, right?
1
SPEAKER_01
A tactical, yes.
1
SPEAKER_01
And it might have been here, Angela, on this one.
1
SPEAKER_01
But make sure it s got to be on the agenda.
1
SPEAKER_01
I think when this skirting issue, some people will say, if I have time, I m going to ask them about comp in this section.
1
SPEAKER_01
Or you re meeting, you re talking to your spouse today before you re going to ask for it.
1
SPEAKER_01
He s like, so you ready?
1
SPEAKER_01
Yeah, yeah.
1
SPEAKER_01
I think we re doing like a QBR, a quarterly business review.
1
SPEAKER_01
And then if we ve got time, I m going to bring up the comp plan.
1
SPEAKER_01
Okay, good, yeah, go for it.
1
SPEAKER_01
And it just never comes up, because you re fearful too.
1
SPEAKER_01
You gotta put it on an agenda item.
1
SPEAKER_01
Put these painful or scary ones, just put them up top, right?
1
SPEAKER_01
And the person may say, okay, let s get through this and we ll talk about that, but make sure it s bold.
1
SPEAKER_01
So put it on the agenda.
1
SPEAKER_01
Don t say, if I ve got time, I ll bring it up.
1
SPEAKER_00
My last one here is, as you think through how you re going to bring it up, once it s on the agenda, is write all that out.
1
SPEAKER_00
There s nothing wrong with writing.
1
SPEAKER_00
I just hear so many times we are reluctant to put anything in writing.
1
SPEAKER_00
So if you are thinking about, you know what, I ve got to bring it up to my manager, just write out what you re going to say.
1
SPEAKER_00
Word for word, and then record it, listen to it.
1
SPEAKER_00
And then you say, jeez, that didn t sound very good.
1
SPEAKER_00
I need to reposition this sentence.
1
SPEAKER_00
And write it out, practice, practice, practice, and then throw it away.
1
SPEAKER_00
And then when you get in there, it s going to feel organic.
1
SPEAKER_00
It s going to feel like it s part of you.
1
SPEAKER_00
And we don t do that, especially for these high-impact, very meaningful meetings.
1
SPEAKER_00
We ve got to document what we re thinking.
1
SPEAKER_00
That s wonderful.
1
SPEAKER_00
Steven Spielberg doesn t just hire Tom Hanks and say, yeah, do what you want to do.
1
SPEAKER_00
I don t know script today.
1
SPEAKER_00
Exactly.
1
SPEAKER_00
Just do what you feel like.
1
SPEAKER_00
No, it s all, now you can go off script a little bit, but you can t go off script unless you have a script.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
And Tom Hanks doesn t go into the role and show up the first day of shooting and open the script book up.
1
SPEAKER_01
Right.
1
SPEAKER_01
And say, okay, what am I supposed to say here?
1
SPEAKER_01
He s rehearsed it a couple of times.
1
SPEAKER_01
He kinda knows that.
1
SPEAKER_01
That s great advice to rehearse that conversation.
1
SPEAKER_00
And third, Steven Spielberg has never hired Tom Hanks, so that s... Hasn t he?
1
SPEAKER_00
I don t think so.
1
SPEAKER_00
Well, we might need to fact check that.
1
SPEAKER_01
Tom Hanks doesn t appear in Spielberg-type movies, does he?
1
SPEAKER_01
No.
1
SPEAKER_01
No, I m thinking of someone else.
1
SPEAKER_01
I m thinking of Ron Howard.
1
SPEAKER_01
Do you know what show... This is a good little quiz.
1
SPEAKER_01
Do you know what show from the 80s, not show, movie, Tom Hanks was in that I think Ron Howard directed, I think.
1
SPEAKER_01
Backdraft?
1
SPEAKER_01
Nope.
1
SPEAKER_01
Oh, no.
1
SPEAKER_01
Was Tom Hanks in that?
1
SPEAKER_01
I don t think so.
1
SPEAKER_01
I don t think so.
1
SPEAKER_01
Okay.
1
SPEAKER_01
If you know the answer, listener at advancedsellingpodcast.com.
1
SPEAKER_01
Ron Howard directed Tom Hanks.
1
SPEAKER_01
Tom Hanks in an eighties movie.
1
SPEAKER_01
And it s one of my favorite movies of all time.
1
SPEAKER_01
Oh, you know what?
1
SPEAKER_01
Start with a P. No.
1
SPEAKER_01
Start with a J. I love when people do that.
1
SPEAKER_00
Oh, I got it.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
Starts with a J, doesn t it?
1
SPEAKER_01
No, it doesn t.
1
SPEAKER_01
Oh, really?
1
SPEAKER_01
You sure?
1
SPEAKER_01
Well, it starts with a PH, but it starts with an F. Oh, here we go.
1
SPEAKER_01
Yeah, we ll figure that out later.
1
SPEAKER_01
Okay, that does it for this edition of the Advanced Selling Podcast.
1
SPEAKER_01
We are going on the road 2018.
1
SPEAKER_01
If you want us to come visit your national sales meeting, national sales conference, have a wonderful, beautiful time.
1
SPEAKER_01
Have everyone brag about how great the speakers were.
1
SPEAKER_01
Shoot us an email, listener at advancedsellingpodcast.com and Bill and I will get the ball rolling, talk about how we can come see you live.
1
SPEAKER_01
That is it.
1
SPEAKER_01
We will see you next time on the Advanced Selling Podcast.
1
SPEAKER_01
Bye.