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In this episode of the Advanced Selling Podcast, I share a computer meets drink tragedy, we talk red meat, Fleetwood Mac, and other unrelated topics, and we discuss what to do in the gap, the gap between proposal delivery and getting the answer.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast on the planet.
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I m Bill Kaskins.
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I m Brian Neal.
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Welcome back.
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We come at you every Monday morning.
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We release a brand new episode.
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For those of you who are not quite that familiar with the podcast, we try to give you strategies, tactics, tips, and a little bit of entertainment.
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Would you say it s a little bit of entertainment?
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Just a smidge.
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It s what I always say.
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We re just moderately funny.
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That s what I always say.
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The advice we give is exceptional, off-the-charts good.
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With entertainment, moderately funny.
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That s what it is, we think.
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So hey, if you ve not done so, send us an email.
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If you have a sales meeting coming up, Bill and I love to go on the road and meet with our clients and go see them.
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And you just did a gig, a couple gigs, didn t you?
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You were out on the road a bunch in the last few weeks.
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And all you got to do, if you have a sales meeting coming up and you want a really cool, fun experience for your salespeople, send us an email, listener at advancesellingpodcast.com, and just put in the subject line, come see us.
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And we ll get in a conversation with you about what your options are.
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We ve got some really cool options, one of which includes recording a live podcast with your sales team as the audience.
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That is a really, really cool, fun thing.
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And it will be a very, very different experience than what most speakers will give you.
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So listener at advancesellingpodcast.com, come see us.
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And we re going to actually give you a chance, we think.
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We haven t worked out the details yet, but coming in May, we re going to be doing a live broadcast of exactly what Brian talked about.
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The plan is to go live on Facebook, so we will let you know.
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So listeners, keep in touch and keep coming back.
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We ll let you know probably the first week
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what that is going to look like.
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We re just waiting to make sure Facebook is still around by then, because they re a little bit of a trouble rat now.
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They are.
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So I had an interesting thing happen to me that s never happened to me in my 21, almost 22 years of doing this, 21 years of doing this-ish.
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I was at a meeting with a new client who you know, who s a client of ours, and new salesperson at this client.
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And I was at Starbucks, and I had gotten a refill of my tea.
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I get hot tea there.
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Jade citrus mint tea is what I drink at Starbucks.
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It s really nice.
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And I was letting it cool off, so I had the lid open.
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And our client was very handsy as he talks, and he hit my cup of tea, and it went directly onto the motherboard.
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No, onto my computer that was open that I was typing on.
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Instantly, the entire cup of tea poured on to the Mac laptop as it was open.
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grabbed it real quickly, shook it off.
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I m like, okay, I think we re good.
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Everything s still up and showing.
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And I start to type and all of a sudden the window started shrinking and getting a little, and then it started showing code and things like that.
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And then it went off and he felt really bad.
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And then I took it to the Apple store.
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And it s so funny.
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The Apple Store people are really wonderful and very direct, which I appreciate.
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But they were not very hopeful.
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And they need a little coaching on when you re going to tell someone they ve got terminal cancer.
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There s a little bit of context to that before you get there.
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Like, liquid, yeah.
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We probably have nothing we can do with that.
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Sorry.
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Are you backed up?
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And I was sort of backed up, mostly 80% backed up.
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Who was ever backed up?
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Not totally backed up.
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So I sent the hard drive away to a clean room to see if they could do data recovery.
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And then I bought a new laptop.
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So most expensive coaching session I ve ever had.
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I saw the email.
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And he is mortified.
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God bless him.
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And stuff happens.
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I was my T. I m the one that set it there on the table, not his problem.
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But I ve been in his seat before when you do something like, I can t believe I just did that.
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Did I really just ruin this guy s $2,000 computer?
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Uh huh.
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Yes, it s okay.
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I m not mad angry.
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It was a great little lesson in.
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I don t know why maybe I m just getting older.
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I was just okay with it.
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At least nothing you can do.
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Yeah, I took it in.
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I wasn t mad.
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I wasn t like freaking out or anything.
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So anyway, do you detach from the correct?
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It just had to do it, which
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Which brings up another story that I was out delivering a speech here a couple weeks ago, and it doesn t matter what the group was, and it doesn t matter what the city was, although it was Dallas.
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I don t think people can derive or conclude anything from that.
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But one of the speakers that showed up before me speaking, he had four hours, I had an hour and a half, so we ll see what the difference is there.
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He said,
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that you cannot detach if you don t have a full pipe.
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Now, he meant pipeline.
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Okay, not like a smoking pipe.
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Well, maybe, now that I think of it.
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There s a whole vernacular sometimes of these speakers.
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I understand.
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So he talks about the pipe, the pipe, the pipe, the pipe, the pipe.
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But you can t attach if you don t have a full pipe.
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And what do you think about that?
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First hit?
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Disagree.
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OK.
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Why?
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Disagree.
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I can always detach.
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There s nothing that ever says I can t detach from anything in my life, anything at all.
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It s a way to be.
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It s not a condition.
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It s not a conditional feeling.
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It s not a strategy.
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It s not a strategy.
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No, no, no.
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It s not.
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I think he sees it as a strategy.
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You can t detach.
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Therefore, the strategy of detachment won t work if you don t have a full pipeline of people.
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That s the opposite, actually.
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Right.
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It s the opposite.
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I totally agree.
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You are attached then.
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By that definition, you are attached.
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Now, I would say to people, and I say this, is it easier to detach when you have a full pipeline?
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Yes.
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Common sense.
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Can you still detach when you don t have a full pipeline?
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Yes, absolutely.
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And so I m not a fan of those absolute statements that say you can t.
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I m not either.
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I m not either.
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Because what that just teaches people is that they have to be attached to their
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To filling the pipeline.
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Yeah, yeah.
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And then I can be detached.
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It makes no sense.
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But anyway, I didn t go off on the guy.
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But I thought, well, maybe I m missing it, too.
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I mean, maybe there is a. But I think that s the low-level definition of detachment, is if I have a full pipeline, then I can be OK with a no.
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Yeah, that s a duh.
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Like, oh, really?
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Of course.
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Like, OK, can I?
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Yeah.
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But to get the full pipeline, I ve got to make calls.
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I ve got to take risks.
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I ve got to get outside my comfort zone.
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I ve got to do all these things that require me to be detached.
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Absolutely.
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Full on.
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The whole process of filling the funnel requires massive detachment.
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Absolutely.
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OK.
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Right?
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You said that to those people.
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I did.
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And they kind of looked at me with a blank stare.
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Anyway, and by the way, we re going to be previewing some of our topics on LinkedIn.
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So if you re not a part of the group, make sure you go to be a part of the ASP LinkedIn group.
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Okay, before we get to the topic, I want to speak to our listeners, and I want to say, hey, they re Sales Rockstar, because our listeners are Sales Rockstars, aren t they?
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Awesome.
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So the topic today came up at one of my clients where we were talking about this idea of getting decisions from prospects.
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And we talked about it under the context of a lot of times they will make the proposal, present their solution.
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They do a pretty good job of finding out what the issues are and collecting the data and analyzing it and then coming back with a solution.
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The problem is, a lot of times, they re either presenting the solution to someone who can t say yes on the spot or won t say yes on the spot.
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And then time starts to become a killer of the deal.
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And I don t know any organization that doesn t battle this a little bit, unless you have the process down so much.
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Or like the story of you and the Mac, you didn t need to think about that decision.
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You needed it.
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You were in tremendous pain.
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Massive pain.
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So let s talk a little bit about the idea of how do we prevent that situation where we re feeling this pressure to say the magic words to get somebody to make a decision, and then remedy it when we get in that spot.
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What do we do?
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Yeah, great, great topic.
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We know, and all of you listeners, you have this.
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I don t care how good you are, how long you ve been doing what you ve been doing, if you re new, brand new, 30 years into it.
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We all have this gap, this time between when the final proposal is delivered, whether it s by hand, presented, whatever, and they re going to have another meeting or talk or go through the process.
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And there s this gap.
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And what do I do in the gap?
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And people really struggle with that sometimes.
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So I want to talk about a couple of things.
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I ve only got one that s a prevention thing.
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It s like what to do beforehand.
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I ve got two of those.
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You ve got more remedies.
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I ve got three remedies.
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OK.
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OK.
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You want to go first?
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Is that Leah Remedy?
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Remedy?
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OK.
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Sorry.
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That s a song.
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Who sings Remedy?
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Remedy, yeah.
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It s by, oh my gosh, is it Black Crowes, right?
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I don t know.
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I think it s Black Crowes, Remedy.
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How s it go?
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How s it go?
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I m looking at Travis.
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He s not looking at you.
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No, he s not, is he?
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I ve got a song reference on my number three here.
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OK, good.
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I like it.
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All right, let s go.
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Why don t you go first since you have two interventions?
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My first prevention notion is to share the process with your prospect.
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Do you have a process and have you shared it?
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Do you make a habit of sharing it?
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And by that I mean,
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If it gets down to the proposal stage, does the customer know exactly where they are in your cycle, in your sequence?
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And so what is the next step after the proposal stage?
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I think it s unlikely that you can get to the point where you deliver the proposal, the person looks it over and says, yes or no, check the box, yes or no.
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It s really hard to justify, to do that.
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So you know there s going to be time.
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What can you put in there in terms of step five or six of your process to not let time kill the deal?
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Yes.
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Yeah, yeah, yeah.
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So it could be a tweaking thing.
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It could be that you come back in two days and do some kind of a quick overview or review.
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Or they make notes on the proposal.
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It could be like a working document where they make notes and come back.
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And then we satisfy it.
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We negotiate it.
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But you ve got to put something in your process that helps alleviate this problem.
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Or if in your process, you need a decision 48 hours after you deliver the proposal, then put that in there too.
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Yeah, it s really, really good.
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And that s so interesting, because people just don t do that.
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They just don t say, here s what s going to happen next.
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I wonder if mine is a version of that.
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So what I wrote down for my prevention is, tell them what you re going to do.
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And just acknowledging in this gap period to say, hey, so here s our final proposal.
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This is kind of where we are.
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I know you have some time to think about it.
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By the way, I m making an assumption that our listeners are always setting clear future dates with their clients that says, OK, we re going to follow up again and talk, and it s going to be calendared right there.
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So maybe that is a prevention thing.
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And then what s going to happen?
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Let s pretend our clear future date is two weeks from now.
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What am I going to do in those two weeks?
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I want to tell them what I m going to do.
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Say, hey, I m not going to go silent on you in that two weeks.
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Yeah, after the proposal is sent.
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And let s pretend I ve got a clear feature date that says, you and I have a meeting to talk on April 15.
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And it gives them two weeks to review it and do what they need to do.
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I say, hey, just so you know, I m not going to go dark on you for the two weeks.
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I tend to stay in touch with my clients.
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And all I ll do there is just kind of feed you things as they come across my way and share with you maybe different ideas that I have.
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Just as you re working through the process, just know that I m not going to be away.
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What I m not going to do, though, is call and check in and say, any updates, any questions?
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I m not going to do that.
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I ll feed you things.
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So you tell them what you re gonna do you you re suggesting which I like is tell them how you re going to act over this Yes, totally exactly like that.
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Yes, cuz no one does that and then they go.
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Hey just checking in.
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It s just awful
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what I will do and what I won t do.
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I will check in with you.
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I ll be sending you a couple of things as I come across them.
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What I won t do is bug you and keep calling, like every other salesperson does, saying, when are you going to make a decision?
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Beautiful.
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Beautiful.
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I think if you just do those things.
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Yes, we re going to stop now.
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We ve got the podcast to be done.
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But I ve got three more.
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Oh, let s keep going.
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So that s my, you had one.
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That s all I have for the process.
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One thing, I don t know if this is really a prevention or just part of the cycle.
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You mentioned the idea of, I assume we re setting clear futures.
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I don t know if we can make that assumption because in the work that we re doing together, we find that that doesn t always happen.
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Perhaps not.
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But also, are we calling on the right people?
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Because if we re not calling on the right people, and there s somebody that sits up on a throne somewhere who s deciding our fate, like a CEO or a president or a purchasing agent, then it becomes very hard to command any kind of control in the process.
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No doubt.
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Because it s easy to say, well, I would do this, Brian, but I ve got to take it to the master on high to make this decision.
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So the question is, are you calling on the right people?
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Are you calling on the people who can only say no, who can t say yes?
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Or are you calling on the people also who can say yes?
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Who has the biggest stake in your solution?
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That s really who you should be calling on.
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Who has the biggest stake in solving this problem, in using your solution to create enormous value for their company?
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Who has the biggest stake in that?
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Yeah.
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And when Bill says who, and I think you mean this too, it could be multiple people.
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It could be people that have lots of, you know,
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Big steaks?
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Lots of steaks.
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How s that sound?
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Oh, lots of steaks.
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Omaha steaks.
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I mean, it s Omaha.
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Ever had Omaha steaks?
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I have not.
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I haven t either.
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It s supposed to be really, really good.
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Really?
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See them on QVC all the time?
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OK, I digress.
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I always think of them around the Christmas season because that s when all the Christmas parties.
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I think some companies give them away as incentives.
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I bet we get some listeners who get Omaha steaks if they finish well in the quarter.
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4-5-0, East 96th Street, Indianapolis, 4-6-3-4-0.
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You finish really well in the quarter, so we re going to kill our health insurance premiums and give you a bunch of red meat.
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Okay, now I m going to things to do in the gap.
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So these are actions to take while I m in the gap.
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So I ve delivered a proposal, pretend I got clear future dates set, did a good job there, calling the right people.
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Now what do I do?
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I put down here, create some FOMO.
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Now FOMO, that s kind of a millennial word, right?
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I know exactly what it is.
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Fear of missing out, got to translate for the peeps.
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Fear of missing out, create some FOMO.
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Think about sending pictures from a party that you re not at and how you feel.
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Like, oh my gosh.
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So in our world, we may be calling on someone, and we might send them a snippet or an Instagram picture or something that s like, hey, here s me with this client, or here I am doing these things.
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Not so forward that, like, this could be you.
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Not that forward.
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Just like, here s what s going on.
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The whole team is getting together.
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We re all doing this.
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Here are all of our clients.
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Here s the latest install of our newest client that just came on board this week.
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Just a little FOMO with good intent.
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It s not trickery to try to get them, but it s what reality is.
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So if I m selling a software as a service,
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SaaS, as we say.
1
SPEAKER_01
If I m selling a SaaS solution, I m waiting on someone that I might send them, hey, here s our most recent onboarding group that kind of looks like you.
1
SPEAKER_01
Thought you d want to take a look and see what we re doing there.
1
SPEAKER_00
Something like that.
1
SPEAKER_01
Create some FOMO.
1
SPEAKER_00
That s really good.
1
SPEAKER_00
I had a similar idea.
1
SPEAKER_00
I don t know if it creates FOMO, but it creates a little bit of momentum as this client has a sales team, and then they have an account management team who s not really in the sales process.
1
SPEAKER_00
So why don t you tell the account manager who will be on that account to shoot a quick video.
1
SPEAKER_00
and text it to the person because they have text numbers.
1
SPEAKER_00
Hey, this is John.
1
SPEAKER_00
I m going to be your account manager.
1
SPEAKER_00
If we work together, I know you re in the process of thinking about it.
1
SPEAKER_00
I just want to reach out and say, hey.
1
SPEAKER_00
That s great.
1
SPEAKER_00
And so now I ve got another name and another face.
1
SPEAKER_00
And now if your account manager is in the process, you might not do that.
1
SPEAKER_00
But I don t know, you might still.
1
SPEAKER_01
Why not?
1
SPEAKER_01
You might, yeah.
1
SPEAKER_01
And again, if you do what we were talking about, if you tell them or tell them what the process is, or throughout the coming weeks, you might hear from our account manager that we just like to welcome people aboard that are about to sign up and that sort of thing.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
It s really, really good.
1
SPEAKER_01
Yeah, it s good.
1
SPEAKER_01
I like.
1
SPEAKER_01
So was that one of yours, or was that looking ahead of?
1
SPEAKER_00
Oh, that was one of yours, but you had the FOMO thing.
1
SPEAKER_01
I did the FOMO.
1
SPEAKER_00
And you did the video from the account manager.
1
SPEAKER_00
Yeah, that was part of the FOMO.
1
SPEAKER_00
Oh, it was?
1
SPEAKER_00
OK.
1
SPEAKER_01
Yeah, that was B. All right, good.
1
SPEAKER_00
Carry on.
1
SPEAKER_00
Both and.
1
SPEAKER_00
Both and.
1
SPEAKER_00
Betty Fry.
1
SPEAKER_01
That s it.
1
SPEAKER_00
OK, here s my, here s my, I ve got this song reference, and now I can t figure out what it means.
1
SPEAKER_00
What it means.
1
SPEAKER_00
Dragging the line.
1
SPEAKER_01
Dragging the line, dragging the line, dragging the line.
1
SPEAKER_01
Is that Tommy James?
1
SPEAKER_01
The Shondell?
1
SPEAKER_01
Oh, is it?
1
SPEAKER_01
I think it is.
1
SPEAKER_01
Dragging the line.
1
SPEAKER_01
That s a good one, isn t it?
1
SPEAKER_01
Dragging the line.
1
SPEAKER_00
Is that Yacht Rock?
1
SPEAKER_01
Crimson and Clover, too.
1
SPEAKER_01
Yeah, yeah.
1
SPEAKER_01
I don t know if that class, it s too old, I think.
1
SPEAKER_01
Too old for Yacht Rock.
1
SPEAKER_00
Anyway, I have no idea what that meant.
1
SPEAKER_00
I wrote dragging the line, but I think
1
SPEAKER_00
I think what we do here is it drags out.
1
SPEAKER_00
I don t know.
1
SPEAKER_00
I m really making this up.
1
SPEAKER_00
Here s another one.
1
SPEAKER_00
So it has nothing to do with dragging anything.
1
SPEAKER_01
I like talking about this song, though.
1
SPEAKER_01
That was fun.
1
SPEAKER_00
It s Negotiate the Timeline.
1
SPEAKER_00
And this is a matter of
1
SPEAKER_00
of saying to the customer, look, I m giving you the proposal here.
1
SPEAKER_00
We re going to go over it.
1
SPEAKER_00
What is your timeline in terms of implementation of this?
1
SPEAKER_00
Just give me a general sense of when you is it is it like in the next 30 days?
1
SPEAKER_00
Is it the next six months, the next two years?
1
SPEAKER_00
Just give me a sense of what your timeline is.
1
SPEAKER_00
Now, you probably should have known this before.
1
SPEAKER_00
Yes.
1
SPEAKER_00
But
1
SPEAKER_00
But this is not necessarily a bad question, because it could have changed.
1
SPEAKER_00
And I want to resurrect this discussion of timeline, because I want to get them thinking, OK, I want this implemented by the middle of May.
1
SPEAKER_00
That means I ve got to make a decision by the 1st of May, which means I need to have Bill and Brian back in here the 15th to sort out the details.
1
SPEAKER_00
That s great.
1
SPEAKER_00
So anything you can do, but you re not trying to pin them down.
1
SPEAKER_00
You re only trying to understand.
1
SPEAKER_00
And this is a big difference, because if you start to make the customer feel like you re trying to pin them down and get a decision, they ll go silent on you.
1
SPEAKER_01
They will.
1
SPEAKER_01
You have to listen to that again, people, what Bill just said there.
1
SPEAKER_01
That s such a shift for people.
1
SPEAKER_01
They try to drive the timeline for their own benefit.
1
SPEAKER_01
And there s a way to do it that Bill s talking about that is
1
SPEAKER_01
that is more discussion-oriented.
1
SPEAKER_00
Yeah, more discreet.
1
SPEAKER_00
Yes.
1
SPEAKER_01
Yeah, that s not so forward.
1
SPEAKER_01
Like, when am I going to have a decision from you?
1
SPEAKER_01
Am I going to be able to spend my commission check is what I m asking.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
All right.
1
SPEAKER_01
So you ve inspired me.
1
SPEAKER_01
So I wrote down a song for my next one.
1
SPEAKER_01
And it s by Fleetwood Mac, who I saw a great, great documentary about.
1
SPEAKER_01
They re just so great together.
1
SPEAKER_01
And their story is so great.
1
SPEAKER_01
You know where Lindsey Buckingham
2
SPEAKER_00
Buckingham and Stevie Nicks met.
2
SPEAKER_00
They met at a Young Life retreat.
2
SPEAKER_00
You know what Young Life is, like a Christian group for kids, for like high school kids?
2
SPEAKER_00
They met singing songs at a Young Life retreat.
2
SPEAKER_00
If I were Young Life, I d be all over that.
2
SPEAKER_00
I d be blasting that out, right?
2
SPEAKER_00
We re how Fleetwood Mac got its start.
2
SPEAKER_00
Don t stop.
2
SPEAKER_00
Except for all the sex that happened in the group.
2
SPEAKER_00
In the group, right, right.
2
SPEAKER_00
It kept taking turns.
2
SPEAKER_00
Don t stop.
2
SPEAKER_00
That s a Fleetwood Mac song.
2
SPEAKER_00
Yeah, that s good.
2
SPEAKER_00
Don t stop.
2
SPEAKER_00
Keep thinking about this deal.
2
SPEAKER_00
Because what happens is people go, I ve done all I can do.
2
SPEAKER_00
It s in God s hands now.
2
SPEAKER_00
And I get that.
2
SPEAKER_00
I ve said that before.
2
SPEAKER_00
But keep thinking, because new ideas are OK.
2
SPEAKER_00
And there s a great thing to do if you think, oh my gosh, light bulb went off, new idea, call, phone call.
2
SPEAKER_00
I know you re in the middle of thinking.
2
SPEAKER_00
I know we ve got a clear future date set.
2
SPEAKER_00
We re all set.
2
SPEAKER_00
I had a different idea that just popped in my head.
2
SPEAKER_00
I want to run by you real quick as you re going through the process.
2
SPEAKER_00
Don t stop thinking.
2
SPEAKER_01
So think about, and so some people will say, well, what am I going to send them?
2
SPEAKER_01
I mean, we ve talked about everything.
2
SPEAKER_01
Forget the content and think about what that says about you when the person gets that.
2
SPEAKER_01
Yes.
2
SPEAKER_01
Because they re still in the judging phase.
2
SPEAKER_01
They re still saying, do I want to work with Brian or not?
2
SPEAKER_01
And he seems like a good guy.
2
SPEAKER_01
But when you start peppering them with ideas and keeping in touch with them now, it is a demonstration of how you will act when you get the business.
2
SPEAKER_00
Absolutely.
2
SPEAKER_00
Yeah, because you re showing them that they are occupying part of your mental space and your life right now instead of just waiting for an answer.
2
SPEAKER_00
Yeah, that s good.
2
SPEAKER_00
Good.
2
SPEAKER_01
OK, good job today.
2
SPEAKER_01
Yeah, I like it.
2
SPEAKER_01
Those were four or five good ones.
2
SPEAKER_01
You got anything else?
2
SPEAKER_01
No.
2
SPEAKER_01
If you have a question that s interesting to you and something you re struggling with, make sure you send it to us.
2
SPEAKER_01
Send it in the form of a voice memo.
2
SPEAKER_01
Just go to your voice memos, hit record, and email it to us at listener at advancedsellingpodcast.com.
2
SPEAKER_01
Also, if you are not a member of the LinkedIn
2
SPEAKER_01
ASP group, go to advancedsellingpodcast.com slash LinkedIn, and sign up for the group too.
2
SPEAKER_01
We got almost 9,000 members there, some good discussion, and we re gonna be adding some video when they let us do that.
2
SPEAKER_01
So, see you next time.
2
SPEAKER_01
Bye.