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Welcome, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in podcast history.
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My name is Brian Meal.
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My name is Bill Kasky, coming in louder and clearer from where I am than where you are.
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Brian Meal, still banking on the old AirPod audio here.
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Going to have it fixed by next recording session, but for today, that s what we re stuck with.
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You got me in a tin can.
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Me in a tin can.
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You know, I love a good AM radio broadcast, though, Bill.
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and and this this it really do because I my kids play high school football and there s a guy in our home state.
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His name is Bob Lovell.
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Uh huh.
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Bob Lovell has a show called Indiana Sports Talk.
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I love it.
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I ve been doing this show for 30 years and he basically just talks to all the winning high school coaches after the games on Friday night.
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So, I ve always driven home.
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Listen to that for years but it s better on AM.
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I like it better.
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Like, listen to the Indy 500 on the radio.
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I totally agree.
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There s something about the noise and the signal-to-noise ratio is not as static.
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I know.
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There s something about the AM sound, if you re nostalgic radio people like Bill and I are, that s just magical.
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So I m trying to replicate that, and I m going to have it fixed by next time.
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I promise.
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I had something funny happen.
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I thought it was funny.
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I m getting ready to do some audio advertising.
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And one of the things I wanted to do is have a client ask a question on audio, and then I will answer it.
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And it s kind of an ask me anything kind of thing.
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But I wanted to do a prototype.
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And so I went to Fiverr, and I got an audio narration, a voiceover guy.
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And I said, look, I need you to ask me this question.
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You re a sales VP.
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And I need you to pull away from the mic a little bit.
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I don t want it to sound so professional.
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It s got to sound kind of casual.
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I wish I could play this thing.
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Hey, Bill, this is John Smith from Denver, Colorado.
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Hey, you know, I was thinking the other day and he tries to make it like he s like, Oh, that was awful.
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I was probably pulling away a little bit too.
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It was 20 bucks.
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I don t think he pulled, maybe he pulled away an inch, but I was looking for something more like what you have there.
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Should have pulled away from his lungs, from his personality.
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Exactly.
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Exactly.
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So tell us about the offer.
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OK, so here s the offer.
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We have the Insider Program that we ve been promoting here and running for the last two years.
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And I thought it would be useful to go back and listen to and watch many of those episodes.
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They re all 75 minutes.
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And take some of the best of, some of the concepts that the people like the most.
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We ve got a couple of people in that program who have used some things, and they ve grown their business because of it.
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And so I went back and found what I would call insider secrets, things that just came up sometime during.
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It wasn t even planned for, just things that came up.
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And I ve got that in a document, and I want to share it with our listeners, because I want to start sharing some of these insider concepts that we work on every month with our customers.
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Obviously, I want you to be a customer, but I want to give you some background and some strategies that I think are really useful.
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We ll call them insider secrets.
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Number one, it s in the show notes.
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Number two, if you ll go to advancedsellingpodcast.com slash insidersecrets, one word, you ll be able to download that.
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It s free.
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It s complimentary, which is free.
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I guess I didn t need to say that.
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But I want you to have access to some of the things that we talk about, because there s some amazing conversations.
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And so Insider Secrets will help you.
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Insider, say that website again?
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Advancedsellingpodcast.com slash Insider Secrets.
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And it will also be in the show notes.
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There ll be a link there, too.
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So if you re a listener.
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Insider, Seeker, that s what you look for on the things.
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What a great idea.
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It s a phenomenal program.
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I mean, especially as we re heading into the fourth quarter, people are starting to think about 2023.
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You saw Jamie Dimon, the CEO of Chase, JP Morgan Chase, came out and said, hey, six to nine months is their prediction for recession.
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So if you need to skill up, which you do now, there s no better place to do that than the Insider, my opinion.
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Biggest bang for the buck going.
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So if you re not there, shame on you.
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All right, so I ve got a topic for today, and it has to do with preparation.
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Preparation for a sales call, preparation for maybe a presentation that you re giving, preparation for a Zoom conference, preparation for a speech you might give, a podcast you might be on, a video that you might do on LinkedIn.
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Think about all the different things that we are doing or should be doing, and preparation is always part of it.
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And the question I have is, what s the best way to prepare so that you bring your best without over-preparing where you re not bringing your best?
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You re bringing more of a script.
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And I ve been thinking about that.
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I ve got a program coming up here in November with a group.
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It s a four-hour program.
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And I m kind of going through the process right now.
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And I typically find myself over-preparing.
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And then I get there, and I don t use much of what I ve prepared.
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I mean, it s just a flaw of mine.
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So I was listening to Piers Morgan and Jordan Peterson.
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Piers Morgan is a British, got a TV show, I think, with GB News.
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Jordan Peterson s a lecturer and author.
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They each have their own political thing.
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We re not looking at that at all.
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We re only looking at the content of what they talk about here.
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I ve got a one-minute clip, and I want to play it, and then I want to get your input on it.
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Love it.
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Cool.
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I m excited.
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All right.
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Ready.
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Here we go.
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And then if I prepare a lecture, I usually have a question in mind, often that relates to one of the topics in my books, but sometimes something I m thinking about.
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And then I use the lecture as an opportunity to explore that question and answer it while I m watching the audience to see if my words are landing.
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And so it s an opportunity to think on my feet.
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And I think part of the reason the lectures are well attended
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is because it s a high wire act in some sense.
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Because I never know when I go on stage whether I m going to bring the lecture to something like a punchline, to something like a conclusion.
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And I have no idea, because I ll have a variety of ideas up in the air.
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That s extraordinary.
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You have no idea where it may lead to.
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No.
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No, no, it s an exploration.
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Is that a little scary?
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Yes, but you know, there s an idea that the truth will set you free, right?
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And that s a very strange idea because you could imagine that I could come here and I could decide there are things I want to do to promote my books, let s say, and I could tilt our conversation towards that, or I could just say, well, I m going to pay attention to what s going on here and I m going to see what happens and I m going to say what I think, and then I m going to assume
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that whatever the outcome is is the right outcome because it was based on something approximating the truth.
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Okay.
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Good.
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So yeah I thought that was good because he talked about allowing things to unfold the way they unfold independent of the outcome which I think is our is our version of detachment.
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Now, the question is, how far do you take this?
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And when you and I prepare for a podcast, we don t do a lot of prep.
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We might jot down a couple of notes, but we kind of let the conversation between us unfold.
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And I think that s more powerful because things that weren t front and center in our prefrontal cortex when we start might come front and center as we start to dialogue and ask each other questions and things.
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So A, what do you think of the piece?
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And B, where can we apply that in our world?
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I love the piece, first of all.
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And I think there s a misinterpretation of preparation here that I never really thought of until I listened to that just now.
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And I had not listened to it before because we didn t prepare.
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He said, I got a piece from this guy.
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I m like, OK.
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And that is preparation for a lot of people
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is the organizing of thoughts and stuff together.
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So if you went to go give a talk, you would do some slides, you would get handouts done, you would go through talking points, it s that sort of thing.
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But what you don t realize is you ve been preparing for that speech for 40 years through your experience.
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And so everyone s preparing the whole time you re doing your job.
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If you re a salesperson, you re preparing for the next sales call.
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You ve been preparing for the next sales call for as long as you ve been in sales.
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Every sales call you have prepares you for the next sales call.
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So this idea of, well, I don t need to prepare.
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You don t need to prepare because you ve been preparing on one hand.
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And so that to me is something that went off for me as I m listening.
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I ve never really thought of it that way.
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I think a lot of people think like, well, I got to go over my lines a hundred times and I m like, that s fine for that moment.
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But what you ve been doing is you practice how to go over lines or how to deliver lines or how to stand on a
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on stage for years and years and years and years and years.
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So that really hit me on this one.
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And then this is also practicing something, you know, how much I love Wayne Dyer.
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And you and I got a chance to see him years ago at a Brendan Burchard event live.
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And he has a little saying that I ve stolen with speaking engagements that he says before he goes on stage.
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And that saying is, it s in the room.
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It s in the room.
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It s in the room.
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You just trust that it s in the room and that just relieves all sorts of pressure at least from me when I go to a speaking gig no matter how much I prepared got my slide deck everything in the end my last thing I think of it s in the room.
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Let it be it s just going to be and the outcome is going to be the outcome.
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So I totally agree.
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I think that s what Peterson was saying was it s in the room whether it s him in the room and all the preparation he s done in 30 years or
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the problems that the class or the patient or the customers have while they re in the room, that s there.
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So we wanna understand what they re feeling and what they re experiencing.
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And there s a, you remember a Chet Burrell, United Healthcare.
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We knew him and we knew him back when he...
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was just a little guy.
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Anyway, he talked, he used to talk about the third way.
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And he says, there s your way, and there s my way.
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And there s the third way, which is where those ways come together.
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Oh, great.
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I ve heard actually, I was talking to Napoleon Hill the other day.
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Napoleon Hill talks about that a little bit.
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We had a Ouija board.
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Bill was working with the Ouija board.
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He had your face for some reason.
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It s weird.
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But he used to talk about, in a mastermind setup, there s you and me, and then there s the collection of you and me, which is kind of the third way.
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And I think the same thing when you are in a sales call, is you re bringing your ideas, they re bringing their problems, ideas, visions, and together you re co-creating, which we ve talked about before.
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The true position of co-creation is when you don t have an agenda that you re trying to get something done.
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What you re trying to get done is opening up the room for the right ideas to flow forth.
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And that s a pretty heady thing.
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But I think if we re going to lean in one direction toward more scripting or more unfolding, I think we should lean to more unfolding.
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Yes.
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If we trust ourselves.
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Now, if this is your third sales call, you got a brand new company, you re not going to let stuff unfold.
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You re going to have to be a little bit more regimented.
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But most of you listening have been with your company.
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You ve been preparing, like Brian said, for 20 years, 10 years.
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You just need almost like a beat list, like just a buck slip.
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Yeah.
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Yeah, with a few things written down on it to kind of remind you.
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But let stuff unfold.
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Yes, this is so great.
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We put some people put so much pressure on themselves in these sales calls with preparation, slide decks and all this jazz and all this stuff.
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And then that puts pressure on the person you re talking to, because it fills the room up.
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There s no space for anything else, because you got all this stuff prepared, ready to jam down their throats.
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Now, one thing I will say and I m curious your take on this.
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So I am a fan of routines, because what routines do is they allow you to have the space and the confidence to go into a room that s open with not knowing things.
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And so routines are good if that makes sense.
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So like in my referee football game, I have a routine.
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I do the same thing before every game.
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You say, well, does that preparation it s routine?
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Cause what that allows me to do that relaxes all the mechanical things that allows me to be open because when the ball gets kicked off, I have no idea what s coming.
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None.
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Nobody does.
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You can t prepare.
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No way.
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No way.
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Um,
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And so the preparation isn t, okay, I m going to make the game go this way.
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It s possible.
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It s just, I m going to do these routines to let that kind of normal stuff.
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But if I m worried about, you know, walking out there and do is my flag in the right place on my whistle that I m not ready to be open to what s about to happen.
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And so routine may be different than preparation, I think is a better thing to do.
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And ask yourself, do you have a routine in sales?
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You know, do you have a routine?
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I remember Bo Eason used to coach.
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He said, whenever you re giving a speech or a presentation or something, you have to get to the room an hour early and own the room.
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And he said, and I ve done that, when that s available, sometimes it s not, but most of the time it s available, just get there early before anybody shows up, you can lock the doors, you can turn the lights down, and just go to the room, look at every chair, go down every wall, because he said, when people show up in that room, that s your room.
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And if you re a guest in that room, and they own the room, you will behave totally differently.
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100% and I think that s part of what you talk about a routine to get ready so that you can let what unfolds unfold.
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Yes.
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I just did this at a speaking gig yesterday, in the 30th floor of this building in Washington DC that faces the sun.
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I go into the room, it s hotter than hell.
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Hotter than hell.
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Windows are most gorgeous view, looking over the Washington Monument, beautiful.
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I m like, it s too hot in here.
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I went around and closed all the shade, it became my room.
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I m not saying I did this great, but that s what I did.
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I m like, I m closing the shades, get the air conditioner up here, get this place cooled down.
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And like, well, the view I m like, I don t care my room.
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Okay, because I know because I just that was part of the routine to get everything right, the temperature, right, space, right, so that your head right, but your head, right.
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Totally.
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Your head was, this is my room for the next 90 minutes.
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And
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And they re coming into my space, and I own them.
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I don t mean own.
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I just mean I own the process.
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I own the result.
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And you want your speaker to own the result.
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I don t want the audience to own anything.
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I want the speaker to have those routines.
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So I really like that.
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So the lesson for me there with Jordan Peterson and Piers Morgan is the idea of,
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just letting things unfold, letting there be a third way and have a buck slip that you have some notes on.
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But beyond that, just go be yourself.
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Yes.
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And my big thing is do not fill the room up with your prospect, with all of your stuff that you prepared.
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Don t do that.
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Leave some space for them and this third way.
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So a little less preparation, a little more routine and a little more trust in the collaboration in the room that it s in the room, because it is.
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It is.
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Bravo.
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Good.
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Awesome.
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Yeah, that was good.
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Because I like that one.
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I ve got this program here coming up.
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And I m just as we re talking, I m reconsidering
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the flow.
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And yeah, it s almost like Peterson said, you can have your PowerPoints, you can have all that stuff, just don t bring them out if they re not necessary.
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And I think it s okay if the speaker says, you know what, you just ask a question.
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I ve got a slide somewhere, let me see if I can find that.
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Oh, it s slide 47, I m gonna put it up.
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It s not like they say, oh God, he didn t have them in order.
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No, you pulled a slide out based on what an audience member asked.
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I think that s much more powerful.
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Absolutely.
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I did it yesterday.
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We had a video prepared for something I got.
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I m like, we don t we haven t got a video.
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We re not going to watch the video.
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We don t need to.
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Our discussion was enough for that.
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Yeah, you just go right by it.
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People like, well, we got to go on slides.
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Watch the video.
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It s stupid to watch the video.
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Because then it s it sucks everything out of what was good.
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That s right.
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I said that was good.
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We just think it s okay to stop.
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I mean, even people still in time.
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Like, well, we got an hour, we got to fill an hour.
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No, you don t.
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No, stop early.
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We re in a great spot here.
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Let s just, we have 13 minutes left, you know?
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That s great.
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Okay, finally, once again, just to kind of do a callback from the first part, if you want to get access to Insider Secrets, go to advancedsellingpodcast.com slash insidersecrets, or click on the link in the show notes, and we will get you 12 strategies.
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Some of these we haven t even talked about on the show, so some of these will be very new to you, and I want to get these into your hands so that you can just prepare better for 2023.
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It s awesome.
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Becoming an insider.
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It s a great program.
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See you next time.
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All right.
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Cheers.