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In this episode of the Advanced Selling Podcast, Bill shares a musical anniversary that I d prefer to forget, and you will too.
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What are the names of those two old guys in the balcony on The Muppet Show, you ask?
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We ask too, and fact checker Doug will tell us, we hope.
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And we give you a new set of skills that you will all need to use in the post-pandemic sales world.
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Everybody, welcome back to the Advanced Selling Podcast, the longest running sales training podcast, Podcast History.
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Bill Kasky here.
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Brian Neal here.
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Glad to have you with us.
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If you re a new listener, blah, blah, blah, if you re a new listener, make sure you go to advancedsellingpodcast.com.
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There s plenty of free stuff there.
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And I also believe, and I know there is a kind of a guide to help you get acclimated to the Advanced Selling Podcast routine, which we want you, want you to be part of the journey.
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If you re interested in being a part of our coaching program,
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then go to advancedsellingpodcast.com slash insider.
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We re coming up with some new things.
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And just check it out there.
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If you re a regular listener and you re not part of the insider, that s kind of silly.
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You just need to be in there.
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It s just such a great group.
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And we coach live.
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We re going to be coaching live here in about 35 minutes.
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Live.
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The two of us live on real stuff.
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And you meet other podcast listeners.
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You get to know each other, network, connect.
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There s a group in there called the Globetrotters.
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They re from all over the world.
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They get together outside these meetings.
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Got to be part of the insider.
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Crazy that you re not.
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Just go do it.
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But we re still waiting for you.
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The ship has sailed.
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Actually, we re not waiting for you.
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But there s still room on the ship.
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There is room on the ship.
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Better way to say that.
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Better way to say that.
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Everybody missed just before we, Travis saw it, our producer Travis here.
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But Bill was twerking, kind of squeezing his way through the studio and kind of like up against, very nice.
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Are those lights there that they have to be right in that spot?
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Travis is the guy.
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I don t know.
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I just set up this lighting kit I got on Amazon for next to nothing.
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And I just put them up.
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No idea.
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No idea.
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We shot some upgrades.
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We shot an interview the other day at a bar, at a very dark bar.
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And Travis did a great job with the lights, man.
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It just looked so good.
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It was dark in the background, and the lights.
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He just had two lights, but he made them work.
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He s a magician with lights.
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Kind of like Dan Rather interviewing Sammy Hagar in the tequila bar.
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Oh, I don t remember that one.
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Well, it s on AXS TV.
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Oh, yeah.
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AXS.
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Yeah.
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It s called The Big Interview with Dan Rather.
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It s a phenomenal show.
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Is that the one where he interviews Boss Skaggs?
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Yeah, yeah.
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Or I think he was on.
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He interviews loads of people.
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He interviews so many great singer, songwriter, musicians.
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Rock stars.
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Well, I had a story, but I told it last time.
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It s when I destroyed the easel.
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Oh, yeah.
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I thought you were going to tell the 25th anniversary story.
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Oh, today, or this month, or this week, is the 25th anniversary of a movement.
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Can I guess?
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Of a movement?
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No, I didn t look.
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Of a movement, and a song, and a culture.
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Disco.
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No, 25 years.
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No, 25 years.
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It would have been 19.
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Oh, gosh, 96.
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Oh, grunge?
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It would have been 1996.
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Grunge?
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Hip hop?
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It was a one song movement, but everywhere you went.
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Oh my gosh, it was the Macarena.
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Macarena.
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Oh my god, are you serious?
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The Macarena.
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25 years ago.
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And Travis, can you put a little macaroni in your mouth?
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I just threw up in my mouth.
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Oh, the Macarena.
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OK, I made a billion dollars in the Macarena.
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Kind of like Psy.
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Made a billion dollars from.
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Whatever happened to him.
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Woke him condom style.
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I don t even know what he says, but right?
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What is it?
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I don t know.
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What does he say?
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Gang him.
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Gang him style.
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Gang him style.
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Yeah, so the Macarena, so if you want to pay tribute, if you were alive 25 years ago, I know some of our listeners were not, it s a great way to bring in the weekend.
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So that was my story.
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So here s our topic today.
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Last week, if you did not listen to that episode, we would highly recommend you go back and hear it.
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It was about the job change tsunami that we believe is on top of us.
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And sometimes the waves start to increase and they start to flow and you re not really sure what s happening.
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But I think you ll find over the next year or two, there ll be a lot of job searches, a lot of job switches.
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You may be one, you may have people who are one.
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So we d say, go back and listen to that.
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One of the things that came from that conversation was, okay, well, what skills are we going to need given the fact that there s no geographic limits anymore?
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And we re doing a lot on virtual.
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And we ve talked about Zoom before, but we want to expand this a little bit and talk about two or three things each that you re going to need to get better at.
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And these don t necessarily, I don t want to limit it just to skills, because I think that dilutes it.
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I think it s skills plus it s taking a 30,000 foot view of your business and looking at how do customers find us and how do we generate new discussions, those kinds of things.
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Yeah, and this really goes, several of you are working from home already, and your company has said you don t have to come back.
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You can work from home indefinitely.
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And so you ve chosen to do that.
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Some of you have moved.
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You said, you know what?
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I can live anywhere.
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I m going to move to Evansville, Indiana.
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Move to the country.
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Right?
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Move to the country, yeah.
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My hometown.
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I know some of you are moving to Evansville.
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No, you re not.
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No one s moving to Evansville.
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Just kidding.
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Well, I bet they are.
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Maybe people are.
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From New York and California.
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Or you re about to.
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You re switching jobs, and you re at a job that s going to make you go back to work, the office, and you say no thanks.
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So this is for you, this one s for all of you doing that.
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I have, okay.
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Can I go?
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This Bud s for you?
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Is that what you just said?
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No, did I say this Bud s for you?
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No, you said this one s for you, but then I thought this Bud s for you.
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I do like, remember the real men of genius?
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Oh yeah, those were great.
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I m a TikTok addict now, I don t know if you are.
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It s so entertaining, it s so entertaining.
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It s very mind numbing and very entertaining.
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People are just so entertaining, it s so clever.
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But there s some where they put videos of guys doing stupid things, and they play the Real Men of Genius song behind it.
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I saw a picture of these guys lowering a table down from a second story apartment while they re moving.
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I love those.
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I love those videos.
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You re just watching it going, this is a bad idea.
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It s a bad idea.
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It s a bad idea.
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And it was right.
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Hilarious.
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Anyway, that s Real Men of Genius.
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OK, my first one I have here.
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is I think you need to enhance your digital networking skills, digital networking skills.
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For those of you who might have been in a territory type environment where you re actually visiting people or even if you re in a digital environment or if you re selling computer software or whatever, you tended to do networking and connecting live, right?
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You go to networking events, you go to meetups, you go to breakfast and coffee and beer and wine and whatever else.
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And if you re gonna be working remotely, that stuff is not available to you anymore.
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So you have to step back and say, how do I leverage my connections, either via LinkedIn or other social medias or my email list and the tools I have, like Zoom, to continue to network and connect with people when I don t have a physical place to land?
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And that, to me, is a skill that is going to be relatively new for people.
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And it s a skill that you have to flex if you re going to be by yourself.
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Because I m having a lot of people ask me, I don t know what to do.
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I don t know what to do.
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specific recommendations.
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And you know that that takes time to do.
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I mean that s not just something that you you shovel off you dictate something and then shove it off and it goes out into the atmosphere.
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That takes it s kind of a one-on-one process isn t it?
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I think so yeah and it s very
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I found it difficult for myself and or my clients because there is something about being with another person in a room, like physically there s an energy there that you don t get on the Zoom.
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And so you re asking yourself, how do I get as close to that as I can, knowing that I m not going to be physically there?
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And then how do I structure my conversations?
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Because if we go sit and have breakfast together and we re
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And we re in the same restaurant, and it s pouring rain.
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We re like, good god, it s pouring rain.
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Yeah, my roof leaked last night.
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We have like a mountain water pool in the basement.
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So we would have talked about that for an hour.
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Something, for an hour.
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And then we would have paid for breakfast and gone home.
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And then ask ourselves, why did we meet?
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This is what you do when you get, we re like the two old guys in The Muppet Show.
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Bill and I are.
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What are their names?
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What are their names?
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Travis, let s Google it.
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Fact checker Doug, find the names of the guys who were in the balcony in The Muppet Show.
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He s so done with his job.
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I think he likes it, actually.
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So we digress.
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OK.
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So that s good.
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Yes.
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Here s one I have, I think.
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And this is a skill, actually.
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So here, I said I m not going to work on skills, but I m going to give you one.
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I think we re going to need to become really buttoned up in our communication and really think, okay, let s say you re going to create a video for a prospecting video for whatever reason, or maybe even a video to send to an individual on LinkedIn that you ve networked with.
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You can t waste 30 seconds talking about who you are and where you live and what your resume is.
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You ve got to get right to the point.
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And there s a book out called, I think it s called Brain Power or Brain Science, where a guy says that social media has recrafted our brains that we have like three seconds to look at something and we re constantly scrolling.
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and swiping.
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And the question is, if you can t get to the point in three to five seconds on a video, you re going to lose people.
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So I think it becomes incumbent upon us to say, OK, this video is for John Smith.
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What can I say in the first five seconds that captures his attention enough?
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Not crazy outlandish stuff, but watching this video where I m going to cut a woman in half, that kind of stuff.
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But what are you going to say about the business
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that hooks them into watching the next five seconds.
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So I think our communication is going to have to be buttoned up.
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It s going to have to be much better, even on Zoom.
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I ve attended quite a few webinars in the past six months, and oh my gosh, people who do webinars, they don t get to the point.
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It takes forever.
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Even on Clubhouse, I don t know if you ever listen in on Clubhouse.
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I don t, no.
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I listen in sometimes, and here s what the host will say.
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OK, Brian, we re going to bring you up on stage.
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What is your question?
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And Brian gets up on stage and says, well, man, I m really, really glad to be here.
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And I appreciate it, man.
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I appreciate it.
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I d like to thank the Lord.
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John, I ve been listening to you for, man, the last six months.
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And I just really respect it.
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And Ed, I think you re just a gift from God.
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OK, thanks.
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And I just want to tell you that.
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And the moderator will come back a good and we ll say, OK, thank you.
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What s your question?
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Yes.
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And they still can t ask it.
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That s got no time in video.
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So I know that s not, Clubhouse is not what we re talking about here.
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But the point is that sometimes we just ramble.
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You can t ramble.
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That s great.
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You can t ramble.
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You can t ramble at home.
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You can t on anything.
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Can t ramble on Zoom.
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Can t ramble on the phone.
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People s attention span just won t end.
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They can t handle it.
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You re right.
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You re right.
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And it s funny, because I wonder, this is a good, we don t need to get into the detail of it, but is it easier to ramble digitally than it is live?
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because now we re talking about we re selling our mobile from home.
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Is it easier to ramble because I don t get, because the other thing I may not get is social cues.
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Seems like it.
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Seems like it.
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So I m not seeing when people are falling asleep.
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Yeah, right.
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Next to you, you re kind of looking around or looking over your shoulder or watch or whatever.
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It s interesting.
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It s always good.
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Oh my gosh.
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Who else is here besides you?
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Completely.
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All right, your turn.
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All right, next one.
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We need to get really good at the skill of the technical side of customer experience.
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The technical side of customer experience.
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You ve heard Bill and I talk about this before.
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This does get into some gear stuff.
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But you need to really, it s amazing to me.
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So we started off with a little grace for people.
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Ah, you re working from home.
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Yeah, I get it.
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Whatever, whatever.
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Well, you know what?
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We got to up our game a little bit.
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People are still sitting in a super dark lit apartment.
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There s a woman in one of my coaching programs who s a phenomenal salesperson.
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I can t see her face at all.
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She s completely darked out.
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And I told her last time, I m like, you got to get a ring lamp or something.
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Oh, I know.
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People tell me that.
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I m like, I ll send you one.
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They re $11.
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But we have to get good at the technical customer experience.
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If you re going to use a background, don t use a background that s the one that looks like the Northern Lights.
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Don t use that one.
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It s too weird.
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And when you lean back, you go in and out of it.
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Exactly.
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So practice this stuff.
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I know it s crazy, but you have to get good at the technical customer experience if you re going to be selling remotely.
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You have to do that.
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Right?
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Are you with me?
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I can t second that enough.
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I figured you d be with me on that one.
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It s audio, it s video, it s everything.
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What s the experience that you re creating that is as close to a face-to-face experience as you can?
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I was on a call the other day, I m in a coaching program, and there was like 10, 15 of us on the call, and this one lady,
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had a blue, everything in the shot was blue.
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Her face was blue.
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Her dress was blue.
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I couldn t tell if it was a blue light.
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I don t, she was maybe trying out for the blue man group.
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I don t know.
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But when you look at the, you know, the people on the screen, hers just jumped out because everything in the shot was blue.
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And I m like, are you looking at the screen?
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Do you notice any difference at all between the other 19 people and you?
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None.
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No, no, I think we all look good.
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I don t see... Oh, come on.
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Anyway, hilarious.
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I love it.
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Ready?
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Wait, was this playing?
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SPEAKER_00
Oh.
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You know this song?
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Oh, I ruined that.
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Yo, listen up, here s the story About a little guy that lives in a blue world And all day and all night And everything he sees is just blue Like him inside and out
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Blue house, blue car.
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There we go.
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All right.
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Yeah, I digress.
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That was him.
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That was him.
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Or her.
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Anyway, next one.
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So you talked about the customer experience.
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Digital customer experience.
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I like that.
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I think the last one I have here is
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is I think we ve got to all examine the structure of lead generation.
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Structure meaning, are you constructing a lead generation circumstance and cadence that really speaks to people virtually?
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You know, not only are we virtual, they re virtual.
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Oh, that s good.
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So we re calling on people who also might be in their home.
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They might be looking through the internet at nine o clock at night because they took the afternoon off because their kids had something to eat.
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The whole world of work has changed.
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And so how are you structuring your lead generation so that you can attract attention at odd hours, at different hours, when you re not at your desk and they re not at their desk?
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Yes.
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And that could be, we re going to actually talk on The Insider this week about some tools and technologies.
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That s the topic.
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And I m going to introduce you to something that might be helpful.
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But the point is, you ve got to decide, how am I going to get to people who aren t sitting around waiting for my call?
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I mean, they haven t ever been, probably.
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But you ve got other tools.
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You ve got media tools.
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You ve got written tools.
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You ve got podcasting tools.
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Podcasting, I mean, we haven t talked about the value of podcasting in a while.
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I still think that if you have a client base and you have a state or a territory, you should be doing a podcast.
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Yes, everybody should.
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You just should.
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Everybody should.
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Just do it.
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It s crazy not to.
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My last one, this actually goes the other direction.
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You re working remote, you move, you re living wherever, you re living in Traverse City, Michigan with your wife or your husband or whatever, it s really pretty and you re working, you re so happy and everything s great.
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How d you pick Traverse?
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Because I heard a guy this morning who works from home in Traverse City, Michigan.
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Oh, that s beautiful.
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Nearby.
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It s really pretty up there, isn t it?
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You have to maintain a live human interaction strategy along with that.
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You can t just...
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like hole up in your studio or your office.
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And you have to be intentional about that.
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Because what will happen is you ll wait until you have time to go out.
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But if you re totally remote digital, you never have that time.
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You re taking these walks around the house.
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So you ve got to carve time out to find local people to connect with, in business preferably, even if they re not customers or potential customers.
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It doesn t have to be.
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You ve got to get the fix of the live human interaction.
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And you ve got to force that into your calendar.
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That s awesome.
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Human interaction strategy.
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Good job today.
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Make sure you go to the LinkedIn group, advancedsellingpodcast.com slash LinkedIn.
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We re over 12,000 members.
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We re still trying to identify the 12,000th, and we re struggling with that.
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So if you think you were the 12,000th, don t email us.
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You d be lying to us.
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You weren t.
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We know who was.
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You weren t.
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Do we know?
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We do.
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Do we?
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I don t think we do.
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We ll figure it out.
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I think that s a bridge too far.
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Anyway, thanks for listening today.
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Go and check out our LinkedIn group out if you re not already, and we ll see you next time.
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See you, bye.