0
SPEAKER_00
In this episode of the Advanced Selling Podcast, I went looking for listeners in the Caribbean Sea and Aruba again.
0
SPEAKER_00
This time I come up empty-handed.
0
SPEAKER_00
We share why every sales pro should watch American Idol like it s their job, and we ask a thought-provoking question, what is your true intention?
0
SPEAKER_01
Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
0
SPEAKER_01
I m Bill Kasky.
0
SPEAKER_01
I m Brian Neal.
0
SPEAKER_01
Brian is just back from vacation, so I know he s going to have all sorts of little shorts to share with us.
0
SPEAKER_00
Well, if you remember the last time.
0
SPEAKER_00
Not little shorts.
0
SPEAKER_00
Hopefully you weren t wearing little shorts.
0
SPEAKER_00
Well, that s a thing.
0
SPEAKER_00
Those are a thing now.
0
SPEAKER_00
I know.
0
SPEAKER_00
I know.
0
SPEAKER_00
For men.
0
SPEAKER_00
Can t do it, but go ahead.
0
SPEAKER_00
No.
0
SPEAKER_00
When you re 50 plus and a little plus around the middle.
0
SPEAKER_01
And you re used to a little bit longer and a little bit back here.
0
SPEAKER_01
And now they re, you know, I saw the tennis, I don t know whether it was one of the opens the other day and they were much shorter.
0
SPEAKER_00
And they re like, it s a thing.
0
SPEAKER_00
So I see the young kid, you try to stay somewhat relevant when you get to be my age, your age.
0
SPEAKER_00
And then you re like, maybe I shouldn t be that relevant, especially in the.
0
SPEAKER_01
But then if you try too hard, you re seen as trying too hard.
0
SPEAKER_00
Totally.
0
SPEAKER_00
So I did get, my wife bought me some new swim trunks and they re the new cut and they just don t work.
0
SPEAKER_00
And I tried and you know, and then my kids, I m like, what do you think?
0
SPEAKER_00
Like, nope, nope, please no.
0
SPEAKER_00
Go back to the seventies.
0
SPEAKER_00
But it was great.
0
SPEAKER_01
Plus it really exposes your, your,
0
SPEAKER_01
your quads.
0
SPEAKER_01
If you got nothing there, and that s really all the more reason.
0
SPEAKER_00
I have good quads.
0
SPEAKER_00
Yeah, so that s all the more reason you could probably do it.
0
SPEAKER_00
Thick quads.
0
SPEAKER_00
So it was great to be out of the country.
0
SPEAKER_00
I don t know if I can say that.
0
SPEAKER_00
I can say that.
0
SPEAKER_00
We went legal.
0
SPEAKER_00
Yeah, so we had to get tested out, tested, coming back, all that, which was actually fine.
0
SPEAKER_00
Went to Aruba.
0
SPEAKER_00
Last time I was in Aruba, remember, I was in the ocean in Aruba and ran into a listener.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
So I was on the lookout for listeners.
0
SPEAKER_00
You know, I had advanced selling podcasts, gear on all over the place.
0
SPEAKER_00
I didn t see one.
0
SPEAKER_00
Not one.
0
SPEAKER_00
So I don t know if we went upscale, downscale, or what happened there.
0
SPEAKER_00
Coming home, though, I never had this happen.
0
SPEAKER_00
You know how airlines do this on purpose?
0
SPEAKER_00
They oversell flights on purpose.
0
SPEAKER_00
So they have stats that say certain people cancel and show up.
0
SPEAKER_00
The flight from Philly, we connected through Philadelphia, to Indy was oversold by 20 seats.
0
SPEAKER_00
And it s a time period where the people traveling aren t really used to traveling, and they don t quite understand that.
0
SPEAKER_00
So this guy, who s from Indiana, so kind of think of a stereotypical guy from our home state here.
0
SPEAKER_00
He s yelling at this person who s working, which I felt really bad.
0
SPEAKER_00
He s saying.
0
SPEAKER_00
How do you not know how many seats are on the plane?
0
SPEAKER_00
Like he thought they made a mistake.
0
SPEAKER_00
Like, it s like, Oh, we miscounted the seats on the plane.
0
SPEAKER_00
Like, no dude, this is part of the strategy.
0
SPEAKER_00
They did the volunteer deal.
0
SPEAKER_00
Guess how much it went up to?
0
SPEAKER_00
They got all, they got all 20 people to volunteer.
0
$700.
0
SPEAKER_00
Nope.
0
SPEAKER_00
1,500 bucks, 1,500 bucks times 20 for people to get off the plane to go from Philly to Indy the next day.
0
SPEAKER_00
That s thick.
0
SPEAKER_01
People are edgy.
0
SPEAKER_00
Oh, man.
0
SPEAKER_01
People aren t going to just go for a free ticket.
0
SPEAKER_00
They re edgy right now.
0
SPEAKER_00
And the guy who was complaining, like, how do you not know how many seats?
0
SPEAKER_00
He goes, well, you better be out there building a plane pretty fast.
0
SPEAKER_00
Dude, you got to.
0
SPEAKER_00
That s funny.
0
SPEAKER_00
It s really funny to watch the guy.
0
SPEAKER_00
It was really great.
0
SPEAKER_00
Anyway, it was great to be out of the country.
0
SPEAKER_00
I did good on my tan, actually.
0
SPEAKER_00
Yeah, you did.
0
SPEAKER_00
But from a standpoint of I didn t get burnt.
0
SPEAKER_00
I did a really, I did a very responsible job wearing sunscreen, as we should these days, correct?
0
SPEAKER_00
So I feel, I was very proud of myself.
0
SPEAKER_00
That was the thing I was most proud of.
0
SPEAKER_00
What d you do while I was gone?
0
SPEAKER_01
Well, I worked.
0
SPEAKER_01
I m going on vacation here in a couple weeks, going down to Siesta Key, Florida.
0
SPEAKER_01
Yum.
0
SPEAKER_01
And going to end up having dinner with some people down there.
0
SPEAKER_01
Steve Walker, who s one of my... Oh, yeah, we know Steve.
0
SPEAKER_01
I think he s a listener, probably.
0
SPEAKER_00
Followed you, Antonium.
0
SPEAKER_01
Yeah, that s right.
0
SPEAKER_01
That s right.
0
SPEAKER_01
That s right.
0
SPEAKER_01
So we re going to hook up down there and have a good time, good meal, and all that.
0
SPEAKER_01
Good stuff.
0
SPEAKER_00
Yeah, good.
0
SPEAKER_00
All right, topic.
0
SPEAKER_00
Topic.
0
SPEAKER_00
So you fly, and you re on airplanes, on this jazz.
0
SPEAKER_00
On vacation, you have a lot of time to think.
0
SPEAKER_00
And I did a really good job checking out.
0
SPEAKER_00
But my brain was spinning.
0
SPEAKER_00
And when I m coming back, I turn LinkedIn back on.
0
SPEAKER_00
So I always turn it off when I m gone.
0
SPEAKER_00
to try to just get away.
0
SPEAKER_00
And this idea, I was kind of watching all of the sales coaches that are in our space, and all the sales processes, and all the sales SaaS enablement tools.
0
SPEAKER_00
And what struck me was,
0
SPEAKER_00
All the messaging that is coming to salespeople, so you as a listener, you know this.
0
SPEAKER_00
All the messaging that s coming to you, I think, is grounded in getting.
0
SPEAKER_00
It s all grounded in getting and closing and growing and numbers and stats.
0
SPEAKER_00
All the coaching is, everything is.
0
SPEAKER_00
And I thought, I think that s wrong.
0
SPEAKER_00
I think that there s a better way to show up
0
SPEAKER_00
in our sales life.
0
SPEAKER_00
I think it s a flawed philosophy, and it s everywhere.
0
SPEAKER_00
It s like, what do you do when you look around?
0
SPEAKER_00
The whole philosophy around you is flawed.
0
SPEAKER_00
So that s what I was thinking.
0
SPEAKER_00
I thought that would be a really good topic.
0
SPEAKER_01
Yeah, it s a great topic.
0
SPEAKER_01
I remember two or three years ago, I watched a video where this guy had looked at all the different sales systems, Sandler,
0
SPEAKER_01
Spin, Solutions Selling.
0
SPEAKER_01
There was like six of them that were the big, the core ones.
0
SPEAKER_01
And he kind of talked about the pros and cons.
0
SPEAKER_01
It was really kind of good.
0
SPEAKER_01
I don t know who he was.
0
SPEAKER_01
I assume that he was one of the six so that he could
0
SPEAKER_01
share his stuff.
0
SPEAKER_01
But as I was watching that, I was kind of thinking the same thing you do, that really all of those selling systems at some point have the, what do I need to say to get, mentality.
0
SPEAKER_01
How do I need to act?
0
SPEAKER_01
What do I need to say?
0
SPEAKER_01
Who do I need to be in order to get the deal, get something from somebody?
0
SPEAKER_01
And it feels like they re all the same in that respect.
0
SPEAKER_01
And hopefully what we ve been proclaiming and teaching and declaring on the Advanced Selling Podcast is a little bit different way to look at it.
0
SPEAKER_01
Because I think when you show up differently and the other five people show up with those kinds of philosophies, you look different.
0
SPEAKER_00
You re unique.
0
SPEAKER_00
Yes.
0
SPEAKER_00
And even in, I mean, think of what we do.
0
SPEAKER_00
So we re in episode 700, something like this.
0
SPEAKER_00
And people listen to us because they want to get better at selling.
0
SPEAKER_00
And selling is a scoreboard job.
0
SPEAKER_00
And so the way you get better at selling, how do you know you re getting better at it?
0
SPEAKER_00
Well, you make more money, more commission, so even that.
0
SPEAKER_00
But you have to listen through what I think what we teach here and talk about here.
0
SPEAKER_00
You have to listen through that.
0
SPEAKER_00
And the philosophy with which we teach or through which we teach is very, very different.
0
SPEAKER_00
And I think people really need to step back.
0
SPEAKER_00
So I think if you re listening today, this is a little step back reflective episode to go, hmm, this is interesting.
0
SPEAKER_00
Because we have it.
0
SPEAKER_00
We have people in our insider group.
0
SPEAKER_00
They re looking for the trick, the tactic, the tool, the thing.
0
SPEAKER_00
What subject line should I put in my email that gets a response?
0
SPEAKER_00
It s all very tactical.
0
SPEAKER_00
Yeah, and it s grounded in one thing.
0
SPEAKER_00
How do I get him to say yes?
0
SPEAKER_00
How do I get to respond?
0
SPEAKER_00
This whole thing was prompted by reading someone that I respect a ton in our world, who s really good.
0
SPEAKER_00
He s got a great following.
0
SPEAKER_00
I love his work and everything.
0
SPEAKER_00
And he was doing a thing like subject lines that work.
0
SPEAKER_00
Here s an email that s working for me now to get responses.
0
SPEAKER_00
And it s all grounded in getting.
0
SPEAKER_00
It s a thing, I know it s a thing.
0
SPEAKER_01
And I was just thinking of something too, then what if...
0
SPEAKER_01
What if selling skills, because we always talk about skills like subject line skills, selling skills.
0
SPEAKER_01
What if that really had nothing to do with sales success?
0
SPEAKER_01
What if achievement in the sales role was a whole lot less about what do I say when I show up and a whole lot more about what s my overall selling strategy when it comes to managing a territory and accounts?
0
SPEAKER_01
And landing new people.
0
SPEAKER_01
What if my strategy was really the thing versus selling skills?
0
SPEAKER_01
Let s see if I can give an example of that.
0
SPEAKER_01
I can t.
0
SPEAKER_01
So one example is the Advanced Selling Podcast.
0
SPEAKER_01
Right.
0
SPEAKER_01
This is a strategy that we have undertaken.
0
SPEAKER_01
In fact, we re going to be introducing you to a young lady who s joining us as our producer at some point here in the future, who s going to help us take this and really leverage it and grow it a lot.
0
SPEAKER_01
But our strategy is to deliver really high
0
SPEAKER_01
you know, high quality content every week.
0
SPEAKER_01
And then when we open up a group like the Insider, or if we have special offers, people will come to us because the strategy was always to give, give, give, give.
0
SPEAKER_01
Yes.
0
SPEAKER_01
And then ask.
0
SPEAKER_01
Yes.
0
SPEAKER_01
Versus if we were to learn selling skills, we would go out and make cold calls on listeners, and we would worry about subject lines, and we d worry about what s the pitch sound like, and how do we get past the secretary, and all that kind of crap.
0
SPEAKER_01
Past the secretary.
0
SPEAKER_01
There s no secretaries anymore.
0
SPEAKER_00
They ve all been laid off.
0
SPEAKER_00
They re all running the company.
0
SPEAKER_00
Exactly, I was going to say.
0
SPEAKER_00
The other thing I think that the listeners here need to take into account is, when does this start and stop?
0
SPEAKER_00
And you said something I thought was very profound in the pre-show prep.
0
SPEAKER_00
Do you remember what you said that was profound in the pre-show prep?
0
SPEAKER_00
When this starts?
0
SPEAKER_00
Oh, when this whole high intention starts in first thing in the morning.
0
SPEAKER_00
It does.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
And we talked also before in the pre-show when it ends, and that is never.
0
SPEAKER_00
And that s something I think you need to examine as you re listening to this episode and going, okay, well, how is this?
1
SPEAKER_00
how do I reflect on this, is this should not ever change.
1
SPEAKER_00
This should be how you show up all the time.
1
SPEAKER_00
It s not something you go in and out of.
1
SPEAKER_00
That s the other thing I think.
1
SPEAKER_00
When you need the business or when you need a new client.
1
SPEAKER_00
Or vice versa.
1
SPEAKER_00
Or it s like, well, I can t, you know.
1
SPEAKER_00
It s a philosophy you need to, I think, you need to embody all the time.
1
SPEAKER_00
It s just how you are.
1
SPEAKER_00
And it removes tons of pressure from you, especially.
1
SPEAKER_00
All the pressure gets released from you when you give up this intention.
1
SPEAKER_00
If you re always trying to win, win, win, you don t need to do that.
1
SPEAKER_01
So how does someone know if they re in this spot of
1
SPEAKER_01
Doing to get or saying to get what do I need to do say or be in order to get a piece of business?
1
SPEAKER_01
How do I do I feel that?
1
SPEAKER_01
intrinsically or Do you just assume?
1
SPEAKER_01
Oh, we re all in that we re all in that because we re all human beings and that s just the way human beings are we re looking to
1
SPEAKER_01
you know, be a member of a tribe and the tribe goes out and kills and make sure that we have enough here.
1
SPEAKER_00
Yeah, right, right.
1
SPEAKER_01
Does it get back to that?
1
SPEAKER_00
I ll quote our good friend and therapist and coach.
1
SPEAKER_00
I like to say coach instead of therapist because it makes me sound less broken.
1
SPEAKER_00
It s my favorite thing.
1
SPEAKER_00
I m less broken.
1
SPEAKER_00
Oh, I ve got a coach.
1
SPEAKER_00
And he says the wonder why question, which is a great reflective question.
1
SPEAKER_00
We ve mentioned this on episodes in the long ago past, I think.
1
SPEAKER_00
But you ask yourself, I wonder what, and I wonder here, so I m asking myself, so you re driving, listening, running, whatever you re doing, listen to this episode, and you say, I wonder what intention I carry.
1
SPEAKER_00
I wonder what energy I m bringing.
1
SPEAKER_00
I wonder if that energy is good or right or healthy, or I wonder if I m out trying to get.
1
SPEAKER_00
That s a good, it just starts the process of self-reflection, I think, is step one.
1
SPEAKER_00
It s like, what do I do?
1
SPEAKER_00
Because I think it s hard to see.
1
SPEAKER_00
Very hard to see.
1
SPEAKER_00
Definitely.
1
SPEAKER_00
Very hard to see.
1
SPEAKER_00
Then I think you go tactically and say, what sorts of things am I drawn to?
1
SPEAKER_00
So when you re listening to the Advanced Selling Podcast, are you drawn to the tactic?
1
SPEAKER_00
Are you drawn to the, what microphone should I buy to start my podcast?
1
SPEAKER_00
That s a thing.
1
SPEAKER_00
Nothing wrong with that.
1
SPEAKER_00
Or are you drawn to the philosophical side of this?
1
SPEAKER_00
And I think the long-term growth, for those of you listening, if you really
1
SPEAKER_00
to Change in a positive way the whole yeah Your whole persona about selling you ll change your intent.
1
SPEAKER_00
Yeah, you change your intention.
1
SPEAKER_00
Totally.
1
SPEAKER_00
Yeah, totally do.
1
SPEAKER_01
Yeah, think about how many
1
SPEAKER_01
how many closets are full of podcasting microphones and equipment because somebody had the idea to go start a podcast, but they never had the mindset.
1
SPEAKER_01
They had the equipment, and they thought that was the secret, but they never had the intention of, I want to share what I know with the world.
1
SPEAKER_01
And that s always been our intention on this, is we ve never
1
SPEAKER_01
We ve never thought, how do we monetize?
1
SPEAKER_01
How do we monetize?
1
SPEAKER_01
How do we make money for this episode?
1
SPEAKER_01
Now we started to look at, are there some products we can create that s going to help our listeners?
1
SPEAKER_01
But our intention has always been high and pure, for the most part, of just how can we deliver value.
1
SPEAKER_00
Yes, and having good intention doesn t mean you re not okay receiving things.
1
SPEAKER_00
It doesn t mean you re not okay asking.
1
SPEAKER_00
None of that.
1
SPEAKER_00
It s more of the energy around what you re doing.
1
SPEAKER_00
And that s where I think, like you said, a great example was if we had, because we ve got, I know we ve got thousands of you that have raised your hand and said, I want to be on your email list or in your LinkedIn group.
1
SPEAKER_00
And we don t hit these groups up that with, you know, like asks all the time.
1
SPEAKER_00
We re not cold calling them all the time.
1
SPEAKER_00
We re giving them invitations to things that they might self-select into.
1
SPEAKER_00
But I think the energy is different.
1
SPEAKER_00
You know what is my favorite?
1
SPEAKER_00
Everyone should watch the American Idol for this subject.
1
SPEAKER_00
Katy Perry, I love Katy Perry.
1
SPEAKER_00
You ever seen her in concert?
1
SPEAKER_00
Oh my gosh, she s fantastic.
1
SPEAKER_00
She s fantastic.
1
SPEAKER_00
Did I just say that or think that?
1
SPEAKER_00
I m sorry.
1
SPEAKER_00
Travis, delete that.
1
SPEAKER_00
I don t want to admit it.
1
SPEAKER_00
I m kidding.
1
SPEAKER_00
No, keep it in, Travis.
1
SPEAKER_00
Katy Perry but American Idol is great because she said this something to this this girl who s got this fantastic phenomenal voice and doesn t believe in herself and you can see you can feel her energy and Katy said you have this gift that like no other your voice your da da da She said but the moment that you don t believe in yourself.
1
SPEAKER_00
It s over
1
SPEAKER_00
No matter how good your voice is, it s over.
1
SPEAKER_00
And she s like, I can tell you that from experience.
1
SPEAKER_00
Because Katy Perry, which is funny, said she didn t believe in herself when she first started.
1
SPEAKER_00
And that was the problem.
1
SPEAKER_01
And probably somebody gave her that advice.
1
SPEAKER_00
Yes.
1
SPEAKER_01
And that s a good topic for another episode, actually, the whole belief in self thing.
1
SPEAKER_01
Because we can skip over that and say, you know, you ve got to have good intent.
1
SPEAKER_01
But if you don t have any belief in your own value and yourself, it s hard to have high intent.
1
SPEAKER_01
Because you re trying to figure out a way to not get
1
SPEAKER_01
you know, not fall into the quicksand.
1
SPEAKER_01
I mean, you re really trying to survive, so I think that s a good topic.
1
SPEAKER_01
You know, one more thing on intention is I think when I see there s a reluctance to shoot LinkedIn video, maybe if you ve been talking about having a blog or having a podcast or doing video on LinkedIn or doing a regular article, if you ve been talking about that and haven t done it, your intent s not right.
1
SPEAKER_01
Your intent is too low.
1
SPEAKER_01
Your intent now is about, what are they going to think of me if I do a podcast?
1
SPEAKER_01
I don t like my voice, so maybe nobody else will like my voice.
1
SPEAKER_01
And what you ve got to get past is that s your own fears, and that s low intention, because now you re just looking to protect yourself.
1
SPEAKER_01
If you have high intention, you ve been in a business 5, 10 years, you ve got wisdom.
1
SPEAKER_01
Get that wisdom out there into the market in some way.
1
SPEAKER_01
Now that tells me your intention is to help your audience or your market to improve.
1
SPEAKER_01
And if money comes back your way, which you know it will, that s cool.
1
SPEAKER_00
Did we just lose our non-explicit rating with that slip up?
1
SPEAKER_00
Yeah.
1
SPEAKER_00
650 episodes, clean G rated.
1
SPEAKER_00
I think we ll be good.
1
SPEAKER_00
Yeah, this is really good.
1
SPEAKER_00
So, so I think a takeaway from today s episode, if you re driving around, you re running or you re on the bike, whatever you re doing, you re listening is really start to self-examine your intention and self-examine it from like Bill said, the moment you wake up to the moment you go to bed,
1
SPEAKER_00
And look at that cycle.
1
SPEAKER_00
And it s really hard, because you have all these messages coming at you.
1
SPEAKER_00
Numbers, goals, where am I to quota?
1
SPEAKER_00
Everything s counter.
1
SPEAKER_01
And the instant you start to feel scarcity or lack is when your intent starts to suffer.
1
SPEAKER_01
And that s the time it should trigger a warning.
1
SPEAKER_01
Yep, I ve got to get my intent back because I m going to be no good for the market if my intent is all about how can I make quota right?
1
SPEAKER_00
It won t be it never it never will be it never will be Well, it s a great topic today.
1
SPEAKER_00
You like it.
1
SPEAKER_01
You ve been doing some existential thinking on your vacation.
1
SPEAKER_01
I can tell that s mercy
1
SPEAKER_00
Come back with a big topic like that.
1
SPEAKER_00
A little bit of rum.
1
SPEAKER_00
A lot of rum.
1
SPEAKER_00
The old Coco Loco.
1
SPEAKER_00
It s funny the crap you drink on vacation.
1
SPEAKER_00
I m like, I would never drink this at home ever, but this tastes great.
1
SPEAKER_00
Did you stay in shape?
1
SPEAKER_00
Did you work out?
1
SPEAKER_00
I worked out three times.
1
SPEAKER_00
I always do.
1
SPEAKER_00
I have a bad pattern on vacation.
1
SPEAKER_00
I start really good and I just stop.
1
SPEAKER_00
It s hard.
1
SPEAKER_00
It s not though, but it is.
1
SPEAKER_00
You know what I mean?
1
SPEAKER_00
It s so easy to go, even for a walk.
1
SPEAKER_00
Didn t do that.
1
SPEAKER_01
Well, are you laying out a lot?
1
SPEAKER_01
Are you laying around a lot?
1
SPEAKER_01
Yeah.
1
SPEAKER_01
You lay out too much.
1
SPEAKER_01
You just beat by the end of the day.
1
SPEAKER_01
You don t want to work out.
1
SPEAKER_01
It s hard work to lay out.
1
SPEAKER_01
Setting the chairs up.
1
SPEAKER_01
All right.
1
SPEAKER_01
If you have not checked out the Insider program, make sure you do so.
1
SPEAKER_01
Go to advancedsellingpodcast.com slash insider.
1
SPEAKER_01
It s a short video there.
1
SPEAKER_01
We d love to have you in the group.
1
SPEAKER_01
Our next meeting here is in a week or so.
1
SPEAKER_01
And we always talk about topics that are relevant to sales professionals throughout the world.
1
SPEAKER_01
So we d love to have you a part of that.
1
SPEAKER_01
and we ll see you next time, bye.