0
SPEAKER_00
Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in the history of podcasts.
0
SPEAKER_00
My name is Brian Neal.
0
SPEAKER_00
I m Bill Kasky.
0
SPEAKER_00
You re here every week for your listening enjoyment.
0
SPEAKER_00
Glad you ve joined us.
0
SPEAKER_00
If you re new, welcome.
0
SPEAKER_00
Glad that you re here.
0
SPEAKER_00
Go check out the LinkedIn group, would you?
0
SPEAKER_00
Go join 13,000 of your friends over in the LinkedIn group over there.
0
SPEAKER_00
And if you have not already become
0
SPEAKER_00
Many, many of you are.
0
SPEAKER_00
Some of you are not a member of our Insider Program.
0
SPEAKER_00
You can see right there.
0
SPEAKER_00
If you re watching this on YouTube, it s actually right there.
0
SPEAKER_00
VanceLinkPodcast.com slash Insider.
0
SPEAKER_00
That s live coaching with Bill Kasky the first Friday of every month.
0
SPEAKER_01
Yeah, this Friday, actually.
0
SPEAKER_01
Well, by the time you hear this, it ll be over.
0
SPEAKER_01
What we talked about.
0
SPEAKER_01
We ll tell you what you missed.
0
SPEAKER_01
Yeah, right.
0
SPEAKER_01
Good.
0
SPEAKER_01
But yeah, go to Insider, advancedsellingpodcast.com slash Insider.
0
SPEAKER_01
We also are going to be putting up, we did a webinar here a couple of weeks ago called Q3 Rocket Fuel, and it was
0
SPEAKER_01
five or six items that I think are useful and almost mandatory for you to get your numbers up in Q3, heading into the final quarter of the year.
0
SPEAKER_01
So we will let you know when that s available, so you can just go watch that if you happen to miss it.
0
SPEAKER_01
We had 70, 80 people on.
0
SPEAKER_01
And so anyway, we ll let you know that.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
And it s summertime, we re traveling around, we re just talking.
0
SPEAKER_00
So I just got back from a little getaway vacation in San Diego, California.
0
SPEAKER_00
Went to
0
SPEAKER_00
Was it called Coronado?
0
SPEAKER_00
Oh my gosh, I ve never been there before.
0
SPEAKER_00
I want to move there now.
0
SPEAKER_00
Did you stay at the hotel there?
0
SPEAKER_00
We didn t stay there.
0
SPEAKER_00
We stayed in San Diego, but rode bikes to the hotel.
0
SPEAKER_00
And that place is something else.
0
SPEAKER_00
It is special.
0
SPEAKER_01
It is special.
0
SPEAKER_01
And it s right next to, I think, an Air Force base.
0
SPEAKER_01
Or there s a lot of military maneuvers out in the ocean.
0
SPEAKER_01
And it s right on the ocean.
0
SPEAKER_01
And it s really, really neat.
0
SPEAKER_00
Really, really great place.
0
SPEAKER_00
I have all of our friends and listeners out in San Diego, and Coronado, and Southern California.
0
SPEAKER_00
Just brilliant.
0
SPEAKER_01
Well, I too had a weekend away, not quite as visually appealing as yours.
0
SPEAKER_01
I was in Hamburg, New York, which is a suburb of Buffalo, right near where Orchard Park, right in that area where the stadium is, you re familiar with.
0
SPEAKER_01
I am familiar with that.
0
SPEAKER_01
And it s my family, my wife s family.
0
SPEAKER_01
And there s about 45 to 50 people that come every two years.
0
SPEAKER_01
They stagger it every two years.
0
SPEAKER_01
And it really is a good time.
0
SPEAKER_01
There s competition, friendly competition, a lot of food.
0
SPEAKER_01
It s really good.
0
SPEAKER_01
So here s my story, though, because I have a situation that happened.
0
SPEAKER_01
I want a little advice on how you would have handled it.
0
SPEAKER_01
And it might also lead into some content for the episode, too.
0
SPEAKER_01
All right.
0
SPEAKER_01
Ready.
0
SPEAKER_01
I ve got a niece who
0
SPEAKER_01
She s probably 28, 29, and she s had some struggles in her life.
0
SPEAKER_01
And she has righted the ship over the last three years.
0
SPEAKER_01
And there s no reason to go into some of the gory details, but she really struggled in her early 20s.
0
SPEAKER_01
And so she s righted the ship, and she s pregnant.
0
SPEAKER_01
And so I was talking to her.
0
SPEAKER_01
And I m kind of a little bit of a mentor to her.
0
SPEAKER_01
She might think of me that way.
0
SPEAKER_01
I don t necessarily.
0
SPEAKER_01
But I m always interested in the youth and how young people communicate and all that.
0
SPEAKER_01
And as I was talking to her, I was noticing a really bad speech habit.
0
SPEAKER_01
Oh.
0
SPEAKER_01
And I was noticing a really bad speech habit.
0
SPEAKER_01
And I wasn t sure whether to bring it up and deal with it or just let her go through life with this speech using more grammar anyway.
0
SPEAKER_01
And here s the, well, here s the, here s the check.
0
SPEAKER_01
All right.
0
SPEAKER_01
You know what I mean?
0
SPEAKER_01
at the end of a lot of sentences.
0
SPEAKER_01
And I noticed that she really struggled to explain things.
0
SPEAKER_01
So at the end of the sentence, she almost had to say, you know what I mean?
0
SPEAKER_01
Because she was done with the explanation.
0
SPEAKER_01
She just wanted to.
0
SPEAKER_01
And we ve heard that.
0
SPEAKER_01
I mean, I hear people do that.
0
SPEAKER_01
I ve done it, I m sure.
0
SPEAKER_01
There s a lot of variations to that.
0
SPEAKER_01
You follow me?
0
SPEAKER_01
You know?
0
SPEAKER_01
But here s my question, is I m tempted to say something to her and coach her a little bit.
0
SPEAKER_01
And I m not quite sure.
0
SPEAKER_01
As a coach, I typically don t coach people who don t pay me.
0
SPEAKER_01
That s just a rule I have.
0
SPEAKER_01
But she is a valued part of our family.
0
SPEAKER_01
So what would you have done?
0
SPEAKER_01
And would you have coached her and tried to bring her awareness to that?
0
SPEAKER_01
And if so, how would you have done it?
0
SPEAKER_01
Or maybe you would have said, nah, this is between her and me, and I don t know.
0
SPEAKER_00
Somebody else, not me.
0
SPEAKER_00
I m still on West Coast time here, Bill.
0
SPEAKER_00
A little fuzzy.
0
SPEAKER_00
That s a lot.
0
SPEAKER_00
Well, here s what s cool about it.
0
SPEAKER_00
I m hearing almost a couple of topics for an episode here.
0
SPEAKER_00
The first is, do you offer coaching to people that maybe didn t ask for it, even if the company is paying you?
0
SPEAKER_00
You know, I might be coaching someone on some particular aspect of their sales process.
0
SPEAKER_00
I m hearing something else.
0
SPEAKER_00
I m like, do I go there too?
0
SPEAKER_00
That s a thing.
0
SPEAKER_00
And then there s this whole other topic of general communication.
0
SPEAKER_00
When you have people that say things or have verbal ticks, if you will, that might be diminishing their effectiveness in communication.
0
SPEAKER_01
I said it diminishes the power.
0
SPEAKER_01
If you want to rise into other situations in life, your communication style is what people listen to and look at.
0
SPEAKER_01
They may not look at your IQ or your desire to work hard, but they will hear how you communicate things.
0
SPEAKER_00
100% they will.
0
SPEAKER_00
Yes.
0
SPEAKER_00
And so I
0
SPEAKER_00
I guess to get right into it, my first thinking is I always check my intention in these things.
0
SPEAKER_00
And I love the rule.
0
SPEAKER_00
So we all have boundaries.
0
SPEAKER_00
Like you said, we get paid to do, to dispense advice.
0
SPEAKER_00
I too have the rule.
0
SPEAKER_00
And one of my rules is I get paid to do what I do.
0
SPEAKER_00
I get paid to speak and talk to groups.
0
SPEAKER_00
I have three exceptions to that.
0
SPEAKER_00
I will speak to a faith-based group for free.
0
SPEAKER_00
I will speak to students for free.
0
SPEAKER_00
And I will speak to, uh, football, um, groups like officiating groups or.
0
SPEAKER_00
Affinity.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Football, football, faith and youth.
0
SPEAKER_00
Those are the three.
0
SPEAKER_00
I don t have family in there, which is interesting.
0
SPEAKER_00
Maybe I should charge my aunts and uncles.
0
SPEAKER_00
You could have a family rake.
0
SPEAKER_00
I m also, and we re both getting to the phase of our life where the give back that we see in growth of others is as important as the cash.
0
SPEAKER_00
That makes sense.
0
SPEAKER_00
To answer the first topic here, do I go there?
0
SPEAKER_00
I think with a family member, it feels appropriate to go there, I think.
0
SPEAKER_00
The question becomes, how do you get into it?
0
SPEAKER_00
This is some good coaching.
0
SPEAKER_00
If you re going to coach somebody, if you re observing something, and this could happen as a listener, this could be with one of your peers or teammates, right?
0
SPEAKER_00
You re maybe in a technical sale, and you bring a technical engineer, and they have this verbal tick that they say all the time, and you re listening to this going, man, this isn t being received well by clients, but is it not your job because your peers to say anything?
0
SPEAKER_01
It happens all the time to all of us, whether you re a manager of people or if you re a manager.
0
SPEAKER_01
If you re being led and your manager does things that you know bothers the hell out of everybody else, and it really diminishes the power and the effort.
0
SPEAKER_01
And I think we kind of owe it to people.
0
SPEAKER_01
But he said to me, he said, hey, Bill, great session.
0
SPEAKER_01
He goes, may I make a suggestion?
0
SPEAKER_01
I said, sure.
0
SPEAKER_01
He goes, lose the gum.
0
SPEAKER_01
And I said, I don t know.
0
SPEAKER_01
He said, I don t know.
0
SPEAKER_01
I said, I don t know.
0
SPEAKER_01
He said, I don t know.
0
SPEAKER_01
I said, I don t know.
0
SPEAKER_01
He said, I don t know.
0
SPEAKER_01
I said, I don t know.
0
SPEAKER_01
He said, I don t know.
0
SPEAKER_01
I said, I don t know.
0
SPEAKER_01
He said, I don t know.
0
SPEAKER_01
I said, I don t know.
0
SPEAKER_01
He said, I don t know.
0
SPEAKER_01
I said, I don t know.
0
SPEAKER_01
He said, I don t know.
0
SPEAKER_01
I said, I don t know.
0
SPEAKER_01
He said, I don t know.
0
SPEAKER_01
I said, I don t know.
0
SPEAKER_01
He said, I don t know.
0
SPEAKER_01
I said, I don t know.
0
SPEAKER_01
I said, I don t know.
0
SPEAKER_01
But just the idea of being in front of people with a wad of chew, not chew, a wad of gum in your mouth was not appealing.
0
SPEAKER_01
And it really diminished me.
0
SPEAKER_01
And you know, if I was in front of people with a wad of gum in my mouth, I wouldn t be appealing.
0
SPEAKER_01
I wouldn t be appealing.
0
SPEAKER_01
At first, I got a little defensive.
0
SPEAKER_01
I was like, well, you know, come on.
0
SPEAKER_01
And then I thought, no, he s got a point.
0
SPEAKER_01
And I never chewed gum when I presented after that.
0
SPEAKER_01
And I know that you say, well, why would you ever chew gum in the first place?
0
SPEAKER_01
I didn t think about it.
0
SPEAKER_01
But after that time, I did.
0
SPEAKER_01
So he spoke up.
0
SPEAKER_01
And I appreciated that.
0
SPEAKER_01
And it was just one little line.
0
SPEAKER_01
But it got me thinking.
0
SPEAKER_01
So interesting.
1
SPEAKER_01
The
1
SPEAKER_01
When I got into the NFL, the two years before I actually got in, I was at a development program and going out to work a preseason game.
1
SPEAKER_01
I was still working in college and we re right about to walk out of the locker room.
1
SPEAKER_01
And the senior head referee, his name is Bill Levy, referee, Super Bowl, Super Bowl.
1
SPEAKER_01
He unfortunately just passed away very suddenly looked at me.
1
SPEAKER_01
He goes, what s in your mouth.
1
SPEAKER_01
And he was, he was a man s man.
1
SPEAKER_01
I go gum.
1
SPEAKER_01
He goes, spit that effing gum out.
1
SPEAKER_01
Nobody on my crew chews gum.
1
SPEAKER_01
I go, I was superstitious.
1
SPEAKER_01
I go, Bill, I ve been reffing for 26 years.
1
SPEAKER_01
I ve never reffed a game when I wasn t chewing gum.
1
SPEAKER_01
Tonight s the first night, buddy.
1
SPEAKER_01
Spit your effing gum out.
1
SPEAKER_01
Oh my God.
1
SPEAKER_01
I haven t chewed gum since.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
And I understand why he told me later when you see, cause we re on TV, he s like, people pick up on that.
1
SPEAKER_01
It s not a good look on TV, just like your clients, not a good look.
1
SPEAKER_01
So we both have two really good situations where people give us unsolicited advice.
1
SPEAKER_00
both about chomping on gum uh that have served as well i think so i think more validation yeah he was in a position yes of authority and influence over you as well yes so it would have been different if one of your other you know associates who that was their first game yes they would have said to you hey man lose the gum you would have probably defended that a little harder but it s like
1
SPEAKER_00
This dude knows, he s right, you know.
1
SPEAKER_00
And I think a lot of times when we get advice like that, deep down, we know it s the right advice.
1
SPEAKER_00
We kind of know, yeah, it s probably not a good idea.
1
SPEAKER_00
We will defend it often until we have that conversation with ourselves or we say, you know, Brian s right about the gum.
1
SPEAKER_01
And in both of those gum situations, both of our first instincts were to defend.
1
SPEAKER_01
Oh, yeah, mine was I ve been doing this my whole I am super I had a whole theory had a whole total tons of sense.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Oh, he s the guy that chews gum.
1
SPEAKER_01
I know that.
1
SPEAKER_01
He s the gum chewing guy.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
So I think just generally speaking, this is really good to one give advice.
1
SPEAKER_01
Number two, be open for unsolicited advice at times.
1
SPEAKER_01
Yeah, you can always just process it.
1
SPEAKER_01
You don t have to defend it.
1
SPEAKER_01
And you don t have to accept it immediately.
1
SPEAKER_01
I can say thank you.
1
SPEAKER_01
That s good.
1
SPEAKER_01
And you process it now.
1
SPEAKER_00
Go ahead.
1
SPEAKER_00
A step further, and if there s somebody close to you who maybe has observed you in presentations, maybe it s a sales engineer and you re a sales pro, it s OK to say, hey, do I do anything in the sales process or in presentations that you look at and say, you know, you re kind of diminishing yourself?
1
SPEAKER_00
I wouldn t use that it s bad or it s good.
1
SPEAKER_00
I wouldn t use the judgment part.
1
SPEAKER_00
I would just say, do I do anything that diminishes my power or
1
SPEAKER_00
disempowers me, I guarantee you they re probably going to have one stored up in the chamber.
1
SPEAKER_00
Oh, yeah, I m glad you asked.
1
SPEAKER_00
You do this thing.
1
SPEAKER_00
And it s like, well, why didn t you tell me?
1
SPEAKER_00
Well, it s not my place.
1
SPEAKER_00
It s not my place.
1
SPEAKER_00
And I think, yeah, it kind of is.
1
SPEAKER_00
If we re really pulling for each other and we re really here in support of each other, why wouldn t we gingerly bring these things up?
1
SPEAKER_01
That s so interesting.
1
SPEAKER_01
I m thinking of a sample that I get coached, and I m doing a program with my coach.
1
SPEAKER_01
And it s going to be in front of a whole bunch of sales leaders.
1
SPEAKER_01
And I brought the idea.
1
SPEAKER_01
I said, why don t you and I talk about our coach-coachee relationship in front of, and these are my clients who are VPs of sales.
1
SPEAKER_01
He s like, no.
1
SPEAKER_01
He goes, I don t want you to be in front of your clients in any diminished way.
1
SPEAKER_01
And even though you re very open and vulnerable, and that s great.
1
SPEAKER_01
When you put yourself to coachee status, you lower yourself down, not in an ego way, just it s a you got to be aware of that, right?
1
SPEAKER_01
And language does the same thing.
1
SPEAKER_00
I would agree.
1
SPEAKER_00
I think he s right there.
1
SPEAKER_00
And I think you and I probably are both cut the same.
1
SPEAKER_00
Like, why wouldn t we?
1
SPEAKER_00
You know, we ll explain ourselves.
1
SPEAKER_00
Because they need to see that I m human and all that.
1
SPEAKER_00
But I do think he s got a point there about, why would we want to intentionally diminish ourselves?
1
SPEAKER_00
Because you never know what s going to happen or how someone s going to read that.
1
SPEAKER_00
Yes.
1
SPEAKER_01
And you don t need to.
1
SPEAKER_01
You can prove the point.
1
SPEAKER_01
You can get it in a different way.
1
SPEAKER_01
With your niece now, I do want to explore what does she do for a living that makes this, does that make sense, Matt?
1
SPEAKER_00
It probably doesn t, but she has expressed the desire to go back to get a certificate in some type of counseling or social work, not a black belt degree, doctorate, some kind of certificate so she can help people who are struggling in the same way that she did in life.
1
SPEAKER_00
That was one thing that went into my options is, is she always going to be this thing that she is now?
1
SPEAKER_00
No, I hope not.
1
SPEAKER_00
And she hopes not either.
1
SPEAKER_00
So she has some designs to do something different, which I think will require this quick remedy.
1
SPEAKER_00
Very good.
1
SPEAKER_01
Or even in an interview.
1
SPEAKER_01
You know, even in a school interview or a post school getting a job interview.
1
SPEAKER_01
Yeah, I think the one thing that s popping up for me on the verbal tick, and like you said, we all have them.
1
SPEAKER_01
We can listen to the podcast or any Zoom you have, and you ll find your verbal ticks.
1
SPEAKER_01
We use call recording software for our sales team called Gong, G-O-N-G, which we ve talked about.
1
SPEAKER_01
We ve had the founder of Gong on the show before.
1
SPEAKER_01
It will highlight those things.
1
SPEAKER_01
repetitive words, things that you say over and over, overused phrases.
1
SPEAKER_01
And it s very, very telling.
1
SPEAKER_01
It s really eye-opening to see.
1
SPEAKER_00
Yeah, I think once you become aware of those things, they kind of go away on their own.
1
SPEAKER_00
I don t think her tech is going to take a year to get rid of.
1
SPEAKER_00
I think it s a few times, and then she catches herself, and then she goes halfway through it, and then she doesn t.
1
SPEAKER_00
So let me tell you how I brought it up.
1
SPEAKER_00
All right, love it.
1
SPEAKER_00
Brian and I today, if you just tuned in, we re talking about how much coaching do we give people who are in our inner circle and inner sphere, whether it s a direct report or a leader or just a family member.
1
SPEAKER_00
I said to her, look, you have expressed this desire to grow in your career.
1
SPEAKER_00
And you re a young lady.
1
SPEAKER_00
And I know you ve been through some struggles.
1
SPEAKER_00
And you are starting to come around and right the ship, as we all do when we hit 30.
1
SPEAKER_00
I said, is it OK if I share with you something that I hear that you say a lot that I think diminishes you in the eyes of those around you?
1
SPEAKER_00
And she said, absolutely.
1
SPEAKER_00
Sure.
1
SPEAKER_00
You know, people listen.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
It s not like people are going to say, nah, hold on.
1
SPEAKER_00
Nah, I m good.
1
SPEAKER_00
I m good.
1
SPEAKER_00
Thanks, though.
1
SPEAKER_00
Can I share some with you?
1
SPEAKER_00
Yeah, exactly.
1
SPEAKER_00
And so I told her what it was.
1
SPEAKER_00
And I said, it s this.
1
SPEAKER_00
And she agreed.
1
SPEAKER_00
She goes, I know.
1
SPEAKER_00
I know I do that.
1
SPEAKER_00
And I don t know how to stop doing it.
1
SPEAKER_00
And I said, well, this is the beginning of you stopping doing it.
1
SPEAKER_00
Just consider today.
1
SPEAKER_00
It s not that you re not ever going to say, do you know what I mean?
1
SPEAKER_00
But it will come through a filter of consciousness versus just habit.
1
SPEAKER_00
Yes, and once it comes through the filter of consciousness, you can consciously choose not to say it or catch yourself in the middle of it.
1
SPEAKER_00
And and it will it will take I think a few days or weeks as many reps as she gets on it.
1
SPEAKER_00
I don t think it will take that long to
1
SPEAKER_01
Right, she ll notice it pretty quickly.
1
SPEAKER_01
I think that s a great way to handle that.
1
SPEAKER_01
Because your intention came through in your words to her, which is really great.
1
SPEAKER_01
And that first level of awareness in any sort of communication verbal tick that we have is just pointing it out and recognizing it.
1
SPEAKER_01
I think what happens is people learn, once they re aware of these things, they ll say it.
1
SPEAKER_01
And now when they say it, they re like, ah, there it was, even though it s out there.
1
SPEAKER_01
But now they re like, ah, it s out there.
1
SPEAKER_01
Can I pull it back?
1
SPEAKER_01
Then they ll start to say it in their own mind, but they won t verbalize it.
1
SPEAKER_01
they ll like, you know, squash it.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Um, which I think is all the process of removing one of those, um, those kind of verbal ticks that we might have.
1
SPEAKER_01
I also wonder if it s, this is going a little bit more advanced perhaps.
1
SPEAKER_01
I don t know, um, for this situation, if it s merited or not, but for salespeople definitely is ask yourself, what, what am I looking for with this little ending?
1
SPEAKER_01
Am I looking for validation?
1
SPEAKER_01
Am I truly looking for understanding?
2
SPEAKER_00
Am I teaching somebody something?
2
SPEAKER_00
Am I word filling because I m nervous?
2
SPEAKER_00
Examining why we have these fillers is a really, really good thing to do.
2
SPEAKER_00
Then I would say, what else could I say that might not have the same impact that this phrase has?
2
SPEAKER_00
Instead of saying, does that make sense?
2
SPEAKER_00
I could say, am I making sense?
2
SPEAKER_00
That s more on me.
2
SPEAKER_00
Does that make sense?
2
SPEAKER_00
Is about you meaning, do you understand what I m saying?
2
SPEAKER_00
This is more about, am I making sense here?
2
SPEAKER_00
Is there anything I need to clarify or was I clear enough there or are we good?
2
SPEAKER_00
Yeah.
2
SPEAKER_01
You know, are we okay?
2
SPEAKER_00
Yeah.
2
SPEAKER_00
You just play around with it.
2
SPEAKER_00
Like are there other ways to say the same thing if it s warranted?
2
SPEAKER_00
Now it s not warranted.
2
SPEAKER_00
It s just words fillers.
2
SPEAKER_00
Get it out.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
And also I think there s, if it s, if it s, do you follow me?
2
SPEAKER_01
Do you know what I mean?
2
SPEAKER_01
Uh, do you, do you know,
2
SPEAKER_01
There s also incumbent upon us to clearly articulate what the point was in the first place so that we don t have to get validation because we re a clear enough communicator that we believe that we ve communicated in a way that people understand.
2
SPEAKER_01
So I wonder how much of it is just the habit and how much of it is that person knows darn well they didn t communicate the point very well and so they resort to, you know what I mean?
2
SPEAKER_01
Yes.
2
SPEAKER_01
Yes.
2
SPEAKER_01
So it could be both, but I like your, I like your idea of what are we really, there s a reason we say or do anything.
2
SPEAKER_01
Yes.
2
SPEAKER_00
Yes.
2
SPEAKER_00
And if the reason as I soul search is I m not a confident communicator, then there s a bigger thing to work on there.
2
SPEAKER_00
And I think some of these little things are evidence of that.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
I m not really sure of myself ever.
2
SPEAKER_00
So if I keep saying, do you know what I mean?
2
SPEAKER_00
Do you know what I mean?
2
SPEAKER_00
You keep going.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
Okay.
2
SPEAKER_00
Good.
2
SPEAKER_00
Good.
2
SPEAKER_00
So I m okay.
2
SPEAKER_00
I m good.
2
SPEAKER_00
Are we good?
2
SPEAKER_00
We re good.
2
SPEAKER_00
Am I good at that?
2
SPEAKER_00
You know?
2
SPEAKER_00
Uh, I think that s a, that s a, uh, an in that can potential indicator of that.
2
SPEAKER_01
So if you re listening to this and you either have somebody in your immediate circle who maybe does some things like this that you think might diminish them, then we give you that approach that we just talked about.
2
SPEAKER_01
If you have somebody who maybe you report to or as a leader of the company, and they do something that you believe might hamper their efforts and their results, I think you owe it to them.
2
SPEAKER_01
I think you always set up the context, like Brian said.
2
SPEAKER_01
Make sure your intent is pure and high, and it s about,
2
SPEAKER_01
helping this team that we re on.
2
SPEAKER_01
We re all on this team.
2
SPEAKER_01
And we care about how each other are perceived.
2
SPEAKER_01
And thus, I want to share this with you.
2
SPEAKER_01
Is it OK if I do that?
2
SPEAKER_01
Bravo.
2
SPEAKER_01
Always ask permission before you share.
2
SPEAKER_01
And again, third element there is if you are in group kinds of settings, you can always go back and ask the group, hey, do I do anything that drives you guys nuts?
2
SPEAKER_01
Yes.
2
SPEAKER_01
And there might be something.
2
SPEAKER_01
And just take it, like you said, with open arms.
2
SPEAKER_00
And then just end it with Forrest Gump, and that s all I have to say about that.
2
SPEAKER_00
It s kind of genius, isn t it?
2
SPEAKER_00
And that s all I have to say about that.
2
SPEAKER_00
That s true.
2
SPEAKER_00
It s a good ending.
2
SPEAKER_01
And then don t bring it up.
2
SPEAKER_01
And every time you see him, hey, how you doing on the verbal tech?
2
SPEAKER_01
You doing OK?
2
SPEAKER_01
No.
2
SPEAKER_01
Now, if they keep doing it, maybe you do need to circle back here in a few months.
2
SPEAKER_01
But just let this be the beginning and end, and let them take it from there.
2
SPEAKER_01
Now, if you re a professional coach and you re a communication coach, I think that s different.
2
SPEAKER_01
I think you have to keep reminding people.
2
SPEAKER_01
But you re a casual observer.
2
SPEAKER_00
Let her go.
2
SPEAKER_00
So many people are going to be in sales calls after listening to this episode.
2
SPEAKER_00
observing every word they say.
2
SPEAKER_00
It s good though.
2
SPEAKER_00
It s how we get better.
2
SPEAKER_00
That s how we get better.
2
SPEAKER_00
All right.
2
SPEAKER_01
See you next time.
2
SPEAKER_01
Bye.
2
SPEAKER_01
Bye.