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In this episode of the Advanced Selling Podcast, Bill shares PetPeeves3.0.
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I snap back on the podcast for the first time, and we introduce a brand new offering for our listeners.
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The DealWorx Studio is live and open for business.
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Just go to advancedsellingpodcast.com and look on the banner for DealWorx Studio and check it out.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast.
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I m one of your hosts, Bill Kasky.
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I m the other host, Brian Neal.
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It s funny how when you talk to people who know that you re in the podcast world and listen to podcasts, they always love to recite the number one sales training podcast.
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It s like, yeah, that was good.
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Well, if you have not sent us an email recently to come see us, we want you to.
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We are now booking appointments for this fall and starting to do early next year as well.
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So if you have a retreat or a sales meeting and you haven t talked to us yet about having us come out, one of us or both, and help you to create an awesome day of training, we d love to do that.
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Amen.
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That s good.
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I m a little tired today.
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You are.
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A little slow on the gun on the road today from Arizona last night.
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Five hour nap, four hour nap, so.
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Not good sleeping on the plane, huh, Brian?
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I wouldn t sleep on the plane.
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It s too close to not go to sleep time.
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Problem is you can t go to sleep when you get home.
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That s the problem.
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True, true.
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Like you kind of wound up, get plane things, and I had to put all my football stuff on the computer and just, you know.
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Then you start watching the game and you re evaluating yourself.
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I m like, all right, I got to stop.
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So it s 4 AM.
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Exactly.
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Well, I had a couple of things that I wanted to share with you.
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You know, I know when we had our radio show back in the,
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early 30s, we often got a lot of people responding to the most annoying words that we hear, and cliches, and things like that.
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And I ve got four here that I want to ask you about.
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OK.
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So you want me to tell you if I think these are annoying, too?
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Yes, I do.
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All right.
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Fire away.
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All right.
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Now, I think we might have talked about one of these in the past, but maybe not.
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OK.
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I have one to add, but I ve said it before.
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It happened over the weekend twice.
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Okay, so here s number one.
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Yeah, you ve heard it before the word is unpack Let me unpack that for you We have a studio audience today, too And my wife is sitting over there and she s does she like that?
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She s not like that at all unpack that now I had a chance to hear do you know who Steve ins keep us?
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No, he does morning edition on NPR.
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Okay, and
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And he graduated from the same high school I did.
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And we were back to do a celebration of the radio station.
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He came back and spoke.
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And I came on after him and said a few words.
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But he used the term unravel, which in a way, that s not as bad, I don t think.
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And maybe it s just because we haven t heard it once we hear that for two years.
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Anyway.
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Unraveling.
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What do you think about it?
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I don t.
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I m not a fan.
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I m not a fan of any.
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I just put this up on my LinkedIn, by the way.
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I put a little video that someone had put up about what people say in meetings versus what they mean.
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And I think the video originated from Fast Company.
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It s really funny.
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OK.
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But it s stuff like that, where they say, let me unpack that.
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What they re really saying is, I don t agree with the frickin  words you re saying.
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Exactly.
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You know what I mean?
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Exactly.
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Yeah.
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OK.
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So we both agree on that one.
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That s good.
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I agree.
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Unpack.
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No mas.
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Here s one that I m starting to hear more and it s a little bit annoying but probably not yet is when
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When you say something and I agree with you, it s almost like a mic drop, I will say, the end.
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I have not heard that.
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You haven t heard that one?
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No.
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The end, like that?
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I ll tell you what, Brian, if you don t do this right now, you will not do it ever, the end.
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The end.
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It s like settled science.
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Is it the end?
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I ve not heard that.
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OK, you ll hear it.
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I ll hear it, I m sure.
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So I ll keep moving.
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I might start saying it since I haven t heard it yet.
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I m just going to try it.
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Or somebody else from the side of the room will chime in.
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The end.
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The end, that s it.
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Mic drop.
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OK, here s one that I heard one of our friends say the other day.
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And I ve heard it before.
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I m never quite sure what it means.
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It s when you say something to the world like, I teach this, but I also do it.
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I eat my own dog food.
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Oh, God.
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That s awful.
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Have you ever heard it?
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I ve heard it.
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But what does it mean?
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I eat my own cooking.
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I got that.
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I cook and I eat it.
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But eat my own dog food.
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Where does dog food come into it?
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And dogs don t have their own food.
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Their masters give them their own food.
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So I don t know.
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That s a really weird, eat my own dog food.
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But I ve heard that.
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And I ve heard people who I really like use it.
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I eat my own dog food.
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Don t know.
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I just do what I say I do.
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Yeah.
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I eat my own cooking.
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I am my own chef or whatever.
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I like that.
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I eat my own cooking.
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I don t know where the dog comes in.
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And then my last one was, when I go into Fresh Thyme in Broderpil, and I go into Handel s ice cream place, why are the people at Handel s always skinnier than the people?
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Fresh Time.
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Have you had this conversation?
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No, but it s very interesting, isn t it?
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I don t know.
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We were at Fresh Time yesterday, which is a Whole Foods style.
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Correct.
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There s a lot of those around.
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And I looked down the aisle and saw five people.
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I know.
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I know.
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That s OK.
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But it s like, well, does this health food thing really work?
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It s a thing.
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I understand.
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Yes.
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And the woman who, there s a beautiful place here called Cake Bake.
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Cake Bake, where they make really fancy, really good desserts.
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Everybody loves them.
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She is in the greatest physical shape you ve ever seen in your life.
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But same deal.
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And you go there.
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One slice of cake from Cake Bake is 9,000 calories.
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She actually just did a piece, I think, in the news about how to have indulgent things and still stay healthy, which is really interesting.
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But it s counterintuitive, isn t it?
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It is counterintuitive, yeah.
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In fact, I saw a commercial this morning
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a weight loss commercial for the weight loss clinic here in Indy.
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And the guy who owns the place, who s like, I don t think he s a doctor, doctor, but some sort of doctor maybe, looks like he could use a little help.
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I m just saying, it s not even a, and it s free, it s not even a judge, it s just like become a factual if you got to look and like, you d think the person that s,
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your personal trainer you d want to be.
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Like, I always had to rub my football coaches, who were way overweight, couldn t move and couldn t do anything, like forcing you to run till you puked, that sort of stuff.
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Just never really.
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I did have one football coach, though, who was in phenomenal shape.
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He used to run to our games.
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So we d play across in Evansville.
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We d play across town, like 8 miles, 10 miles.
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He d run to the game.
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Crazy.
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That s a little crazy.
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That s unusual.
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But I respect him.
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That s very unusual.
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Okay, so topic today.
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We re excited.
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Good.
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We are excited.
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So why don t we reveal to our audience what we re doing here and maybe a little bit of background.
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And we will also want to take you through some reasons why we think whether you bring us in or not to do this, you need to be thinking about doing this.
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Yeah, and I think this is really going to be thematic through the month of October, one of my favorite old classic rock radio stations they call October or October.
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Oh, that s good.
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I wish we could come up with something clever like that.
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But this is going to be an October theme for you.
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And a little bit of the background, as Bill said, we want to share with you why we ve come up with this.
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We re actually going to do four episodes that speak directly to this new program that we have.
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And then you can kind of decide, hey, you re going to learn some stuff along the way.
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And then there s also a chance for you to raise your hand and say, hey, I think we d love to check this thing out.
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But we get contacted by people like you all the time that says, hey, we d love to have you come out.
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You hear Bill said earlier, come see us.
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Come visit.
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And when we get in the process with you, a lot of you say, man, we d really love to come see you.
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When you get to the economics of it,
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or the logistics sometimes, it doesn t work.
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You say, man, we just can t pull the trigger on that amount of money or whatnot.
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So we re sitting here, because we d love to interact with you, our listeners, as clients.
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And so we said, what could we do?
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What could we offer our listeners that gets them direct access to me and Bill and does it in the most powerful, meaningful way?
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And so we have created the advanced selling podcast, Dealwork Studio.
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My favorite thing to do with my clients, and this is year 22, going on 23 for me, favorite thing to do is real live deal work.
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And I think you would agree.
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Same thing.
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Go ahead.
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Yeah, I think the deal work thing, if you look at the amount of time you spend in sales meetings, and I know some of you spend what you think is an exorbitant amount of time in sales meetings.
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Look at the return on your investment of time.
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There is no better return on investment
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than what we call deal work, which is where you are taking a situation that you re in right now with a prospect a little bit further than just the first call, but things appear stuck, or things appear like they re not moving the way you want them to move.
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And you take a look at that, and you strategize, and you dig into it.
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There is no better time to spend.
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And for you sales leaders listening to this, if you re not doing deal work once a month at least, you re leaving money on the table.
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So this whole notion of deal work, and a lot of companies don t do it.
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They do pipeline reviews and funnel reviews, but they don t do deal work.
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And deal work is just strategizing about how
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to move deals forward.
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Absolutely.
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And so Bill and I, and if you asked our clients also, if you asked our clients, what s the most valuable time spent with Bill and Brian, they almost to a person will say,
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it s when we re doing deal work.
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When we are in the weeds on a deal, talking about specific situations, analyzing ourselves, our role in it, how to move it forward, and that sort of thing.
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As Bill said, too, most people think sales managers, you re guilty of this, I know you are, they think funnel review is deal work.
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And it s not.
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It s very, very separate.
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These are step back strategic coaching sessions where we re strictly talking about how to move a deal forward and advance it down the way.
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So how about if we tell people how they can get some more information on our deal work, and then we ll get into a little bit more about why this is important.
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If you ll go to advancedsellingpodcast.com, on the front banner, the very top banner, there is a little box there that has Dealwork Studio on it.
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And if you click on that link, it ll take you to a little bit more information about it.
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If you re interested, you can set up a call, and we ll talk to you about how it works, how much it is, what it looks like.
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There s some things that you would need to do prior to this, like letting us know about the deals that you want to work on.
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We re going to work on two deals per session.
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But let s talk a little bit about why this is important.
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maybe even a little bit about what you have witnessed value-wise from people who do it.
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Yeah, sure.
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I ve got three things written down here.
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So the case here is, why do deal work?
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Why do it in the first place?
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The first is the value of an extra outside brain and their perspective, the value of an extra outside brain and perspective.
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And it sounds cliche.
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But everyone s been here.
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When you re at the store, you re at Target or the grocery store, and you re staring at the ketchup aisle, and you re looking for Heinz low-sugar ketchup, and you can t see it.
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And you go ask someone, and they come, and they point right behind you.
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And you re like, oh my gosh.
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You got lost in that picture for a minute, because you re in it so deep and so heavy, you can t find what you re looking for.
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When someone comes in with fresh eyes, they can find it immediately.
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Did you hear me snap?
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We get that, right?
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Not much of a snap.
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Snap.
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So that, to me, is a massive, massive gift.
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And one of the great things that Bill and I have, since we are objective outside, if we do one of these deal work sessions with you and your team, we bring totally fresh eyes to it.
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It s really, really great.
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It s a great value.
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I m always looking for coaching and outside perspective in my own business.
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I ll always do that.
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I do it in my refereeing world.
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I know, Bill, you do it in your business.
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So it s just a way.
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It s a beautiful, beautiful thing.
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Was there a song by the Guess Who called These Eyes?
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There is these I ve got I m going to change that up a little bit.
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We re gonna Travis Can you super this word?
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I think it s not only fresh eyes.
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It s unbiased eyes Because you can have fresh eyes somebody else in your company, but if your company is still we re angling for the sale I think that s where an independent third party who s unbiased no expectations.
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No bias
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can look at something that you ve looked at for the last two weeks and say, well, I can tell you right now, have you done this?
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Oh, God, I never thought about that.
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So it s fresh and it s unbiased, both of those things together.
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So that was one of mine that you stole here.
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Here s one that I think is good, too, and that is just
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Sometimes we are so busy doing, we don t step back and deal in some thoughtful reflection.
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And sometimes when we do deal work, it s just a matter of all eyes in the room focus on one situation and one deal, and we get into detail about the narrative and the background and what s really happening there.
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And I think that this goes for whether it s business planning or whether it s just a day away from the office.
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I know you spend a fair amount of time or number of days per week and just reflection mode.
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It s really valuable.
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And this is, to me, similar to that, where we can just step back and forget about all the stuff we re working on and just focus on one deal.
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Yes, you pay attention to any high performer, whether you follow on Instagram or YouTube, almost all of them have a routine around this, in some way, shape, or form, this reflection step back.
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Most people who mid-level perform, even some high performers, then it causes them to burn out.
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It s not as good as they could be, so that s really good.
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And my tip for you, if you re a salesperson and you have some deals that are in the pipeline right now and they re just not moving, is just take one, write it down on a piece of paper, go outside, meditate, ruminate, whatever you want to call it.
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Just be quiet and peaceful and allow yourself just to visualize that deal.
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Because what you ll see is what you ve missed.
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And we always miss things in deals.
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I mean, we miss things that prospects say.
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We miss things.
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We feel like we really need this.
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And we think, wait a minute.
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Maybe we ve needed it so bad that we got in the way of the deal.
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So just do a little reflection.
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And I think that s one powerful attribute of this whole deal work thing.
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Yes.
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The next one is one of Bill s favorite models that he invented.
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I ll give him credit for this one.
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And it s the case for doing deal work is the value of both the prevention and the remedy, the prevention and the remedy.
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Because every time you work on a deal, you re going to get an answer to that deal, and you re going to come up with some strategy.
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In the process of doing so, you re going to figure out how you got stuck.
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And you re going to be able to avoid that stuff in the future.
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And that is long-term learning stuff.
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So to me, it s a double whammy, a double whammy in a good way.
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When you do deal work, the case for doing it is that you get the deal that you re working on fixed, helped, that sort of thing.
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You also learn how you got there, which I think that is wonderful.
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I had a situation in my first football game where we were hyper critical of ourselves and trying to do better.
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And I missed a thing.
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So the outcome was I know I missed it.
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So then it s like a bad thing.
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What I learned more than anything, though, is why I missed it and how to adjust.
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And these last three games, I ve been adjusting this and haven t missed one because of that.
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No, no, because I was able to adjust.
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So it s that evaluation, though, that reflection with my coach.
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I call him my coach.
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So that prevention and remedy is a great thing.
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As we work through, if you participate in this program, you re going to have elements of that.
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And we ll actually frame it up very directly that way, prevention and remedy.
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That s excellent.
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Here s number four for me, and that is, if you re in the barrel doing the deal work with Brian and I,
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And five other sets of eyes are on it, maybe your cohorts or your colleagues.
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Everybody learns from every deal.
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It is never that the only person that learns is the one whose deal we re working on.
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And I call that self-replicating.
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It s self-replicating, meaning the knowledge and the skills, like you just said, the knowledge and skills you get from doing it on somebody else s deal, you take it into your world, and you prevent it from happening to you.
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Most of the time I don t know if you find this most time you re like, you know what that wasn t my deal But that s exactly where I am with this person almost always always in and it doesn t mean it s always the same exact thing But everybody in the room will get value whether you re you re the person in the barrel doing the deal work or not and
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That is something that we get feedback on.
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And this sounds braggy.
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Maybe it is.
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But people say this.
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They ll say, Bill and I do a really good job of bridging that.
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So Bill and I will not sit in a room with someone, do deal work, and go, OK, that s it.
1
SPEAKER_01
We ll say, hey, OK, we did this deal with Bill.
1
SPEAKER_01
Stephanie, what did you garner from that?
1
SPEAKER_01
Where are you going to apply what we just talked about on your deal?
1
SPEAKER_01
What s the name of it to hold people accountable?
1
SPEAKER_01
That s really good.
1
SPEAKER_01
We love doing that.
1
SPEAKER_00
So is that all you have?
1
SPEAKER_00
I have one more.
1
SPEAKER_00
Oh, you have one more?
1
SPEAKER_01
OK, go ahead.
1
SPEAKER_01
And the last one is that this deal work is the closest thing to real live simulation practice you can get.
1
SPEAKER_01
I m a big fan of role playing and practicing, but that s so far down the line sometimes where people are just trying to find their language in something generic.
1
SPEAKER_01
When you get to this real deal stuff, this is real live simulation.
1
SPEAKER_01
It s like everything but live bullets, as they ll say in the military world.
1
SPEAKER_01
So there, to me, is no better thing.
1
SPEAKER_01
It s like preseason in the NFL.
1
SPEAKER_01
It s the exhibition games in the National Basketball Association.
1
SPEAKER_01
It s all those things.
1
SPEAKER_01
Real life, close to the real game simulations you can get.
1
SPEAKER_01
Because it s a real deal.
1
SPEAKER_01
That s the whole point.
1
SPEAKER_01
And there can be money at the end for you.
1
SPEAKER_01
You can practice and learn and get paid at the same time.
1
SPEAKER_01
Not a better reason to do it.
1
SPEAKER_01
Yeah, it s good.
1
SPEAKER_00
So if you re interested in chatting with somebody from our organization about how to set this up, just go to advancedsellingpodcast.com.
1
SPEAKER_00
And there is a, in the top banner there, right next to our beautiful pictures, there s a little link that says Dealwork Studio.
1
SPEAKER_00
Click on that.
1
SPEAKER_00
That ll take you to a page.
1
SPEAKER_00
It s got some more information.
1
SPEAKER_00
We d love to talk to you about that if that feels right.
1
SPEAKER_00
Hopefully you ve gotten some value out of this.
1
SPEAKER_00
And if you re not doing it, VPs of sales, sales leaders, if you re not doing deal work events,
1
SPEAKER_00
Start today.
1
SPEAKER_00
We ve given you three or four reasons why we think it s important.
1
SPEAKER_00
Agree.
1
SPEAKER_00
See you next time.
1
SPEAKER_00
Bye