0
SPEAKER_00
In this episode of the Advanced Selling Podcast, Bill and I both share some recent concert stories, we bring up an old 1980s video technology, and we harp on and invite you to change how you think about practice.
0
SPEAKER_00
Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast.
0
SPEAKER_00
Classed?
0
SPEAKER_00
Did I say class?
0
SPEAKER_00
It is a podcast.
0
SPEAKER_00
It s a podcast.
0
SPEAKER_00
It s not a podclass.
0
SPEAKER_00
I m Brian.
0
SPEAKER_00
I like that, though.
0
SPEAKER_00
I m Brian Neal.
0
SPEAKER_00
I m Bill Cassidy.
0
SPEAKER_00
There we go.
0
SPEAKER_00
Good cue.
0
SPEAKER_00
Hey, welcome.
0
SPEAKER_00
We re glad you re here.
0
SPEAKER_00
If you re a new listener, welcome to the show.
0
SPEAKER_00
We have been doing this for, gosh, almost 10 years.
0
SPEAKER_00
We re glad you re here, glad you found us.
0
SPEAKER_00
We ve got a website, advancedsellingpodcast.com.
0
SPEAKER_00
We also have a big LinkedIn group with 8,400 or 8,500-ish people there, all talking about sales stuff.
0
SPEAKER_00
We re all here to make ourselves better.
0
SPEAKER_00
We re all teachers, we re all students, and we re glad that you found us.
0
SPEAKER_00
Bill, when the podcast music started, it starts with a little drum kick.
0
SPEAKER_00
I went to a concert, a Bucket List concert for me last night.
0
SPEAKER_00
I saw the band U2.
0
SPEAKER_00
And U2 is on the 30th anniversary tour of their album called The Joshua Tree, which came out my junior year of high school in 1987.
0
SPEAKER_00
And people that are my age, we re defined partially by that album.
0
SPEAKER_00
And it was an absolute dream come true.
0
SPEAKER_00
It was a general admission.
0
SPEAKER_00
stadium show.
0
SPEAKER_00
Oh, it was.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
I mean, there were seats by seats, too.
0
SPEAKER_00
So you had to get there pretty early.
0
SPEAKER_00
Yeah, really early.
0
SPEAKER_00
Yeah, like 4.30.
0
SPEAKER_00
It was down really close to the front.
0
SPEAKER_00
And the very first song they played was Sunday Bloody Sunday, which starts out with a really big drum riff and just a raw drum riff.
0
SPEAKER_00
And I thought for a minute you were playing that, and I got all excited.
0
SPEAKER_00
But the concert was wonderful.
0
SPEAKER_00
I did make a couple of concert observations.
0
SPEAKER_00
When was the last time you went to a general admission show?
0
SPEAKER_00
where you actually had to stand.
0
SPEAKER_00
Ooh, yeah, I don t know if I ever have.
0
SPEAKER_00
There s a strategy to general admission shows on the floor, isn t there?
0
SPEAKER_00
You gotta hold your water.
0
SPEAKER_00
That s my little phrase, you gotta hold your water.
0
SPEAKER_00
So you gotta get your personal space, and then you have to stand there with kind of a wide stance.
0
SPEAKER_00
Wide stance, yeah.
0
SPEAKER_01
Nice and strong.
0
SPEAKER_01
So you were standing, there was no seats.
0
SPEAKER_00
We were standing the whole time, yeah, which both of my calves are in absolute knots today.
0
SPEAKER_00
Which you would have been anyway.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Yeah, U3.
0
SPEAKER_01
For U3, what was the group again?
0
SPEAKER_00
U3, U2.
0
SPEAKER_00
I know we ve got some Irish listeners.
0
SPEAKER_00
Oh, I m sure, yeah.
0
SPEAKER_00
You ve heard of those guys.
0
SPEAKER_01
Well, this is going to really make people mad, because I kind of heard back from the audience about my comment on Journey.
0
SPEAKER_01
I said, you know, I m just not a big fan of Journey for some reason.
0
SPEAKER_01
Oh, my god.
0
SPEAKER_01
So now I m just, it s not that I m not a fan of U2, it s just that I didn t grow up
0
SPEAKER_01
In my, that s a perfect time for you, junior year of high school.
0
SPEAKER_01
And I was in my early 30s, and I was into disco.
0
SPEAKER_00
Can we see pictures and video of you in the disco?
0
SPEAKER_00
Oh, yeah, there s some around.
0
SPEAKER_00
So if we ve got fans who are U2 fans, shoot us an email at listenerinadvancelangepodcast.com.
0
SPEAKER_00
Tell us your general mission concert strategy, because we really had to hold our water.
0
SPEAKER_00
It was tough.
0
SPEAKER_00
We were bouncing elbows.
0
SPEAKER_00
It s funny, though.
0
SPEAKER_00
Did you do some planks before you went?
0
SPEAKER_00
I did not do that.
0
SPEAKER_00
I find that women get a little more testy about their personal space than men do at a concert.
0
SPEAKER_00
And there was a woman behind us who was kind of dancing.
0
SPEAKER_00
Someone s dancing into your personal space.
0
SPEAKER_00
You re like, OK, you ve got to quit.
0
SPEAKER_00
And then the other woman who she s bumping into, who I was with, gets a little testy back.
0
SPEAKER_00
And next thing you know, you ve got some catfight going on.
0
SPEAKER_00
Oh, man.
0
SPEAKER_00
And it wasn t that bad.
0
SPEAKER_00
But I was like, OK, she needs to stop bumping into me.
0
SPEAKER_00
And I m like, OK.
0
SPEAKER_00
And then I become the shield.
0
SPEAKER_00
It was just an interesting dynamic.
0
SPEAKER_00
Yeah, because that could have been a strategy on the part of the dancer to enlarge her space.
0
SPEAKER_00
To enlarge her personal space.
0
SPEAKER_00
That s what she was dancing her space wide.
0
SPEAKER_00
That s what she was doing.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
She was making herself bigger that way.
0
SPEAKER_00
Making herself bigger.
0
SPEAKER_00
And people were, the guys were saying, oh, look at that kid.
0
SPEAKER_01
Look at how excited she is.
0
SPEAKER_00
OK, I ll give her an inch here or there.
0
SPEAKER_00
Totally.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
And then the guy next to him, he was talking to his date who he was with.
0
SPEAKER_00
And they were strategizing, OK, when they come out, you re going to move up here.
0
SPEAKER_00
And you re going to go sideways in between that space on the fence right there in the front row.
0
SPEAKER_00
You re going to set a pick.
0
SPEAKER_00
I m going to do a reverse roll to the bucket.
0
SPEAKER_00
Meanwhile, there s like 60,000 people in the stadium.
0
SPEAKER_00
I m trying to do the same thing.
0
SPEAKER_01
All right.
0
SPEAKER_01
Well, I went to, I had never heard of Chris Stapleton before.
0
SPEAKER_01
Actually, I ve heard of him, but I didn t know anything about his music.
0
SPEAKER_01
And I was invited to a concert Friday night, outdoor concert venue called Klipsch Music Theater, Amphitheater.
0
SPEAKER_01
And it was really good.
0
SPEAKER_01
He was really good.
0
SPEAKER_01
And you know, it s weird when you don t know an artist and you go to their concert, you don t know any songs.
0
SPEAKER_01
And you have very low expectation because you don t know any songs.
0
SPEAKER_01
But yet, you still come away really appreciating, good, solid.
0
SPEAKER_01
He s country.
0
SPEAKER_01
He is like outlaw country, I would call him.
0
SPEAKER_01
And it was really good.
0
SPEAKER_01
I m going to go buy some of his big discs.
0
SPEAKER_01
Big albums.
0
SPEAKER_01
No, I liked it It was good and he was the sound system was excellent because I m really a snob when it comes to sound systems And it was it was really good.
0
SPEAKER_00
Other than the fact it was 35 below zero And I had a t-shirt on I don t know what I was thinking but a little chilly Okay, so if you like Chris Stapleton, you like you to send us a note and tell us your favorite Chris Stapleton you to story let s get to the
0
SPEAKER_00
As our listeners know, and if you re new listening, you may not know this, Bill and I are junkies for efficiency.
0
SPEAKER_00
We don t like to waste time.
0
SPEAKER_00
We don t like to spend time doing tedious tasks that other people could do.
0
SPEAKER_00
That s why our friends at stamps.com are our friends.
0
SPEAKER_00
Stamps.com brings you all of the services of the U.S.
0
SPEAKER_00
Postal Service.
0
SPEAKER_00
right to your fingertips.
0
SPEAKER_00
Buy and print official U.S.
0
SPEAKER_00
postage for any letter, any package, any class of mail using your own computer and printer.
0
SPEAKER_00
Stamps.com makes it easy.
0
SPEAKER_00
They send you a digital scale, which I think is really cool, automatically calculates the exact postage so you re not wasting extra postage money there.
0
SPEAKER_00
Stamps.com will even help you decide the best class of mail based on your needs.
0
SPEAKER_00
No need to lease an expensive postage meter.
0
SPEAKER_00
And right now you can enjoy stamps.com service with a special offer that includes a four week trial plus postage and a digital scale with no long term commitments.
0
SPEAKER_00
Go to stamps.com.
0
SPEAKER_00
Click on the microphone at the top of the home page and type in advanced selling that stamps.com enter advanced selling.
0
SPEAKER_00
Never go to the post office again.
0
SPEAKER_00
Stamps.com.
0
SPEAKER_00
OK, topic today, we are going to talk about practice.
0
SPEAKER_00
Something that I have been doing with my clients the past six months, really, it s the last six months of the year is what we re doing on our syllabus, is we re doing nothing but practice.
0
SPEAKER_00
And I thought, you know, we never really talk about practicing.
0
SPEAKER_00
We did a podcast a long time ago about how to prepare like a pro.
0
SPEAKER_00
Today we want to just talk about practice, because I ve had a story, I guess, a path with practicing.
0
SPEAKER_00
And I thought, you know, I ve got to find a better way to do this.
0
SPEAKER_00
So we re going to talk about that a little bit.
0
SPEAKER_00
We re going to give you some tips on how to practice like a pro, and hopefully change your mind about practicing in sales.
0
SPEAKER_01
It s a great topic, Brian.
0
SPEAKER_01
I m a big fan of a guy named Daniel Coyle, who wrote a book called The Talent Code.
0
SPEAKER_01
And then he came back with another one that I bought called The Little Book of Talent.
0
SPEAKER_01
Oh!
0
SPEAKER_01
It is a little book.
0
SPEAKER_01
I m looking at it.
0
SPEAKER_00
It s a little red book.
0
SPEAKER_01
It s really cool.
0
SPEAKER_01
It s got 35 ideas.
0
SPEAKER_01
But his whole thing, he went out and he looked at the practice facilities, whether it was music, tennis, swimming, that were producing the most Olympic athletes.
0
SPEAKER_00
Oh, wow.
0
SPEAKER_01
And he found that it was really simple as to why they were producing the most Olympic athletes.
0
SPEAKER_01
It didn t have anything to do with regimen and strength and weightlifting and flexibility.
0
SPEAKER_01
It had to do with what the leaders of that venue taught the players about practice.
0
SPEAKER_01
about the relationship that those players had with practice was totally different.
0
SPEAKER_01
They didn t dread practice.
0
SPEAKER_01
Practice was fun, and it was an event, and they look forward to it every day.
0
SPEAKER_01
And I wonder if sometimes when we as sales leaders assemble our team, and we get ready to do some practicing, and we call it role-playing, which maybe we should even change the word to practice.
0
SPEAKER_01
I m wondering if people are excited about that.
0
SPEAKER_01
We re going to role-play for two hours today, and people are like, oh my god, that s awesome.
0
SPEAKER_01
Can I get there a little bit early and stay a little bit late?
0
SPEAKER_01
No.
0
SPEAKER_01
No.
0
SPEAKER_00
No.
0
SPEAKER_00
They groan like this is the dumbest thing ever.
0
SPEAKER_00
I can t believe we ve got to do this.
0
SPEAKER_00
How was your day at work, honey?
0
SPEAKER_00
Oh, it s awful.
0
SPEAKER_00
I had roleplay.
0
SPEAKER_00
It s stupid.
0
SPEAKER_01
Yeah, it was it was fake and it was phony and Brian was a jerk and he shamed me.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
But the point is that
0
SPEAKER_01
When you watch any professional athlete, and I know, Brian, with what you do on the side, you spend a lot of time with professional athletes and just watch and observe.
0
SPEAKER_01
And I m a keen observer of just whether it s tennis or whether it s golf.
0
SPEAKER_01
These guys and ladies spend tons of time practicing.
0
SPEAKER_01
It s 40 to 50 to one practice to game.
0
SPEAKER_01
And yet,
0
SPEAKER_01
When we are in sales, and we have a big presentation, or we have a speech we have to give, or we just have a meeting coming up that s a big, significant, meaningful meeting, we don t practice much.
0
SPEAKER_00
No, no.
0
SPEAKER_00
And it s a really, I think we do ourselves such a disservice, because if we can shift our mindset around it and see it a different way, you ll destroy your competition.
0
SPEAKER_00
I m telling you, you will.
0
SPEAKER_00
And I m even talking like your internal, you salespeople listening.
0
SPEAKER_00
If you learn how to do what Bill and I are going to talk about here well,
0
SPEAKER_00
you ll start to kill it.
0
SPEAKER_00
I really believe you ll see a massive result from this.
0
SPEAKER_00
So we re going to talk about some tips, some ideas on how to be a better practicer at selling.
0
SPEAKER_00
And I ve got three things written down here, Bill.
0
SPEAKER_00
And would you care for me to go first?
0
SPEAKER_01
Why don t you go first?
0
SPEAKER_00
We might have the same one here, as tends to happen on the Advanced Selling Podcast when we prepare separately.
1
SPEAKER_00
The first thing, and you said it, I love the word you use.
1
SPEAKER_00
I m going to add your word to my little tip here.
1
SPEAKER_00
I said, change how you think about practice.
1
SPEAKER_00
I m going to change that to change your relationship with practice.
1
SPEAKER_00
You have to look at practicing differently than you ever have.
1
SPEAKER_00
I told Bill in the pre-show where this kind of came from me in my consulting practice, I hated role-playing when I was a first salesperson.
1
SPEAKER_00
I worked at Procter & Gamble, hated it.
1
SPEAKER_00
And then when I first started in this business, I d say, hey, we re going to role play today, guys.
1
SPEAKER_00
And the whole class would go, meh.
1
SPEAKER_00
And so I just got, I m like, why am I doing this?
1
SPEAKER_00
Why am I putting these people through pain?
1
SPEAKER_00
And so I just stopped.
1
SPEAKER_00
I didn t practice, and I didn t coach practicing or anything.
1
SPEAKER_00
I thought, what?
1
SPEAKER_00
Bad way to be, it doesn t make any sense, right?
1
SPEAKER_00
And so I thought, we gotta change how we think about practice.
1
SPEAKER_00
You gotta change how you think about it.
1
SPEAKER_00
My kid went to a football camp with a guy named Dick Dullahan.
1
SPEAKER_00
You ve heard of Dick Dullahan.
1
SPEAKER_00
Dick Dullahan is a legendary high school football coach here in our state of Indiana.
1
SPEAKER_00
And I looked at the sheet of the week, the agenda, and they have nine practices, but they don t say practice, you know what they say?
1
SPEAKER_00
Opportunities.
1
SPEAKER_00
Opportunity number one, opportunity number two, opportunity three.
1
SPEAKER_00
And that s Dick s new thing.
1
SPEAKER_00
He knows.
1
SPEAKER_00
It s his new thing.
1
SPEAKER_00
He tells the kids, you ve got nine opportunities to improve yourself and get better and learn something here during this camp.
1
SPEAKER_00
Make sure you take advantage of every one of those nine opportunities.
1
SPEAKER_00
I m like, that s a good way to think about practice, isn t it?
1
SPEAKER_00
Anyway, change how you think.
1
SPEAKER_01
OK, I have one here.
1
SPEAKER_01
I think when you get to the point where you are practicing, and so you ve changed how you ve thought, and let s say that you ve got something you re going to practice on, I would suggest you record your practice session.
1
SPEAKER_01
And I think we ve talked about this before on the podcast, but I would get to the point where I would record it.
1
SPEAKER_01
You can audio record it for those of you who are high achievers.
1
SPEAKER_01
You can also video record.
1
SPEAKER_01
If you re going to be doing a speech or a presentation in front of people, I would video record it.
1
SPEAKER_01
Because then you can go back and watch.
1
SPEAKER_01
You can watch your habits in front of a room.
1
SPEAKER_01
You might think your arms are spread way out, and really, your arms are right in here, like alligator arms.
1
SPEAKER_01
Tiny hands.
1
SPEAKER_01
So if it s a visual type of thing.
1
SPEAKER_01
Now, if it s a one-to-one meeting you re practicing, probably wouldn t.
1
SPEAKER_01
I don t think you need to video record it.
1
SPEAKER_01
But think about it.
1
SPEAKER_01
Be smart about it.
1
SPEAKER_01
At the very least, you need to audio record it.
1
SPEAKER_01
You can do it on your iPhone.
1
SPEAKER_01
Don t make a big production out of it.
1
SPEAKER_01
Put your iPhone in your pocket, turn on the recording instrument and go and then go back and listen to it.
1
SPEAKER_01
And I think what you find is you ll find if you re like me, sometimes I will do that and then I ll get it transcribed and then I ll read it and it ll make no sense at all because it wasn t well thought through.
1
SPEAKER_01
And it s not sequenced properly.
1
SPEAKER_01
And it s sort of stream of consciousness.
1
SPEAKER_01
Well, that s OK.
1
SPEAKER_01
Your first shot should be stream of consciousness.
1
SPEAKER_01
Get it out on paper.
1
SPEAKER_01
And then you can go back and retool it, modify it, tweak it.
1
SPEAKER_00
That s great.
1
SPEAKER_00
That s great.
1
SPEAKER_00
And what we didn t have, you and I didn t have growing up in sales, was the iPhone or an Android or whatever.
1
SPEAKER_00
We had to set up a VHS video camera to do this or a recording device.
1
SPEAKER_00
Nowadays, everybody s got it in their hands.
1
SPEAKER_00
Exactly right.
1
SPEAKER_00
Over those days, the old Betamax.
1
SPEAKER_00
If you know what Betamax is, email us at listeneradvancesellingpodcast.
1
SPEAKER_00
There ll be something in it for you.
1
SPEAKER_00
It may be an old Betamax tape.
1
SPEAKER_00
If you have a Betamax machine, send us a picture to advancesellingpodcast.com.
1
SPEAKER_00
I m sure we ll get some.
1
SPEAKER_00
I bet.
1
SPEAKER_00
But you ve got it.
1
SPEAKER_00
You ve got everything you need, video and audio, right here in your phone.
1
SPEAKER_00
And the great thing is, and I ve got this, I ve got 1,000 voice memos in here that I hope no one ever listens to.
1
SPEAKER_00
Because it s just my stuff.
1
SPEAKER_00
I play piano, so I m making songs up and stuff.
1
SPEAKER_00
The point is, it s practicing, right?
1
SPEAKER_00
And they re there for me to listen to and record back.
1
SPEAKER_01
Yeah, and if something were to happen to you, we could just hand that to your kids.
1
SPEAKER_00
It s good, I care for your dad s life.
1
SPEAKER_00
Those in his spare time, right?
1
SPEAKER_00
It d play.
1
SPEAKER_00
Oh my god, please no.
1
SPEAKER_00
OK, number two for me.
1
SPEAKER_00
You have to make it real.
1
SPEAKER_00
You have to make it real.
1
SPEAKER_00
This is one of the big pushbacks I get with practicing.
1
SPEAKER_00
well, it s not really real in here.
1
SPEAKER_00
This is my peer, or this is the conference room in my office.
1
SPEAKER_00
It s not real.
1
SPEAKER_00
So you make it real.
1
SPEAKER_00
So you set up the simulation as best you can.
1
SPEAKER_00
The military does this.
1
SPEAKER_00
So the military will say, hey, OK, North Korea just launched these warships.
1
SPEAKER_00
They re off the coast of Africa, or Africa.
1
SPEAKER_00
They re off the coast of Alaska.
1
SPEAKER_00
They re moving.
1
SPEAKER_00
Here s the weather.
1
SPEAKER_00
It s all simulated.
1
SPEAKER_00
Everything is simulated real.
1
SPEAKER_00
Pilots do this.
1
SPEAKER_00
When you go into a training simulator, which they actually have a cockpit, it s real.
1
SPEAKER_00
The controls are real.
1
SPEAKER_00
So make sure your simulations, your practice is set up for real.
1
SPEAKER_00
Football teams do this.
1
SPEAKER_00
They ll do a two-minute drill.
1
SPEAKER_00
They ll say, OK, we ve got 1.37 left on the clock.
1
SPEAKER_00
We have one timeout.
1
SPEAKER_00
We re down four points.
1
SPEAKER_00
Go.
1
SPEAKER_00
And it s real.
1
SPEAKER_00
And there s no pretend in it.
1
SPEAKER_00
So just make the simulation real.
1
SPEAKER_00
So the way you would do that is you would say, OK, I m calling you.
1
SPEAKER_00
You re Tom, this guy who works at this company I m trying to sell to.
1
SPEAKER_00
I m trying to sell a telephone system.
1
SPEAKER_00
I ve met with him three times.
1
SPEAKER_00
Here s what you re like.
1
SPEAKER_00
And set it up and make it real.
1
SPEAKER_00
That s good.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
That s good.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
I ve got number two here, and that is after you ve become kind of piggybacking on my first one, which of course recorded and that is Listen when you listen back to the recording listen for your tone of position.
1
SPEAKER_01
How are you positioning yourself?
1
SPEAKER_01
Do you sound like you re really begging and really needy or
1
SPEAKER_01
Or do you have the tone of detachment and helpfulness and resourcefulness?
1
SPEAKER_01
Listen for the tone because that undertone will guide your words and thus will guide the prospect s reaction to your words and eventually to their actions.
1
SPEAKER_01
So I think you have to listen for what exactly is your position in this role play or this practice session, this opportunity session.
1
SPEAKER_01
And sometimes our position will slip
1
SPEAKER_01
And we ll go from being detached to really feeling needy, because now we re on stage, and the microphones are rolling, and we re practicing, and we have to prove to our boss that we really want the business.
1
SPEAKER_01
No, you do not have to prove to your boss you really want the business.
1
SPEAKER_01
You have to prove to the advanced selling podcast host that you ve been listening for the last 10 years.
1
SPEAKER_01
And you can detach from the outcome.
1
SPEAKER_01
You can work the process.
1
SPEAKER_01
You can do the things that we ask you to do.
1
SPEAKER_01
And when you execute that way, the business will come to you.
1
SPEAKER_00
Yeah, I ve got a really good friend who s an actress, and she talks about how she s changed over the years.
1
SPEAKER_00
She used to audition to try to get the part, which is totally the wrong way to think about it.
1
SPEAKER_00
You have to audition in the part, and then the director is going to make the decision if that part was right for what his vision is for the film or for the TV show or whatever it is.
1
SPEAKER_00
And to your point, that tone thing, people pitch to the camera, don t they?
1
SPEAKER_00
Or if they re practicing, they re in pitch mode, right?
1
SPEAKER_00
They pitch mode.
1
SPEAKER_00
Yeah, yeah, yeah.
1
SPEAKER_00
And so they don t think they do, but they do the same thing live.
1
SPEAKER_00
No one thinks they do that, but they do.
1
SPEAKER_00
I m telling you, you do.
1
SPEAKER_00
You don t want me to follow you around and record that, because that s true.
1
SPEAKER_00
OK, next.
1
SPEAKER_00
This comes from the book The Tipping Point.
1
SPEAKER_00
by Malcolm Gladwell.
1
SPEAKER_00
Scratch that.
1
SPEAKER_00
It comes from Outliers.
1
SPEAKER_00
Wrong Malcolm Gladwell book.
1
SPEAKER_00
It s from Outliers.
1
SPEAKER_00
The 10,000-hour rule.
1
SPEAKER_00
10,000-hour rule of practice, where he talks about the Beatles.
1
SPEAKER_00
And when they were growing up playing music, they played in this German bar.
1
SPEAKER_00
And they d play for like 14 hours or something a day.
1
SPEAKER_00
And they just played together over and over.
1
SPEAKER_00
No one knows that.
1
SPEAKER_00
People just know the Beatles when they were famous.
1
SPEAKER_00
They didn t know when they were 18, 19-year-old kids running around Europe trying to make it, just playing music for nothing.
1
SPEAKER_00
So you have to self-critique, and you ve got to do it.
1
SPEAKER_00
It s all about the reps.
1
SPEAKER_00
This comes, again, from sports sometimes.
1
SPEAKER_00
More reps, more reps, more reps.
1
SPEAKER_00
And I m telling you, the more reps you get,
1
SPEAKER_00
the better you are.
1
SPEAKER_00
So if you re a salesperson, if you re only taking reps during the game, you re not going to be as good as the guy or gal who s taking reps in practice.
1
SPEAKER_00
All about the reps.
1
SPEAKER_01
Gosh, that s so true.
1
SPEAKER_01
And as we enter the NFL season, it becomes apparent what quarterbacks have taken the reps in the
1
SPEAKER_01
in practice.
1
SPEAKER_01
And the ones who have not, and I m not talking about the superstars, they don t necessarily need their reps, although somewhere probably in the background they re taking reps, whether it s officially on the field or not.
1
SPEAKER_01
And now you put in a second string guy who doesn t have any reps and he just looks pathetic.
1
SPEAKER_01
You can tell, can t you?
1
SPEAKER_01
Because he has never actually
1
SPEAKER_01
you know, got the snap and gone back and watched the play develop.
1
SPEAKER_01
And it s all about reps.
1
SPEAKER_01
That s so good.
1
SPEAKER_01
It s so true.
1
SPEAKER_01
And how many times have you and I as coaches said, okay, Brian, let s go through it.
1
SPEAKER_01
You know, here s a situation.
1
SPEAKER_01
We just went through it.
1
SPEAKER_01
Let me hear what it s going to sound like.
1
SPEAKER_01
Hello, this is Bill.
1
SPEAKER_01
And you ll take them through it.
1
SPEAKER_01
And the first time it s awful.
1
SPEAKER_01
And then we say, you know what, you got to try it again, but this time try it with a little of this, and the second time it gets better.
1
SPEAKER_01
And by the fifth time, it s like, that s it right there.
1
SPEAKER_01
Well, had they not been pushed to go five times, they would have stopped at number one and said, yeah, that sounded pretty good.
1
SPEAKER_01
Yes.
1
SPEAKER_01
Yes.
1
SPEAKER_01
So it is reps with coaching.
1
SPEAKER_00
It is, I think.
1
SPEAKER_00
Yes.
1
SPEAKER_00
And self-critiquing to it again, because your point that what the person will do, the normal practice session, they want to get it over with.
1
SPEAKER_00
Well, you might want to go first.
1
SPEAKER_00
I ll go first because I m going to get it over with.
1
SPEAKER_00
No, you want to keep going and going and trying and tweaking and modifying.
1
SPEAKER_01
OK, that s all I had.
1
SPEAKER_01
I had one that kind of mirrored what you had there.
1
SPEAKER_01
But I think the whole thing with practice is you want to practice in the spirit of authenticity, too.
1
SPEAKER_01
Sometimes when we practice, like you ve said before,
2
SPEAKER_01
episode, we practice with some kind of armor on, and we get dressed up in the cloak of salesperson, and we put on some kind of thing, some kind of air, a persona of sorts.
2
SPEAKER_01
And I would say, let s just practice being authentic.
2
SPEAKER_01
Sometimes that is worthy of practice, just being who you are.
2
SPEAKER_01
You know, Brian, that was great, but you sounded like a frickin  windup.
2
SPEAKER_01
up doll there.
2
SPEAKER_01
Just go back.
2
SPEAKER_01
Just be you.
2
SPEAKER_01
Being you is the most powerful place to operate from.
2
SPEAKER_01
And yet, when we practice, we sometimes aren t that.
2
SPEAKER_00
So just practice authenticity, too.
2
SPEAKER_00
Yeah, please do this.
2
SPEAKER_00
We re inviting you to change how you think and execute practice in your sales profession.
2
SPEAKER_00
And I m telling you, those of you who accept this invitation and want to join us, you will start to outperform like you never believed.
2
SPEAKER_00
I m telling you, you ll be so thankful you did that.
2
SPEAKER_00
So that concludes today s episode.
2
SPEAKER_01
I hope you enjoyed it.
2
SPEAKER_01
And practice, practice, practice.
2
SPEAKER_01
Yes, it does make perfect.
2
SPEAKER_01
What was it Aristotle said?
2
SPEAKER_00
My coach used to say, prior proper practice prevents piss poor performance.
2
SPEAKER_00
That was my coach s saying from high school.
2
SPEAKER_01
Here s what Aristotle said.
2
SPEAKER_01
He said, we are what we repeatedly do.
2
SPEAKER_01
Excellence then is not an act, but a habit.
2
SPEAKER_01
Hey, check us out at the advancedsellingpodcast.com, and also you can check out our products page there at advancedsellingpodcast.com.
2
SPEAKER_01
Got a couple that are worthy of note.
2
SPEAKER_01
One is called All In.
2
SPEAKER_01
It s a three-hour audio tutorial.
2
SPEAKER_01
I know a lot of you listeners who bought that will get really good comments each time.
2
SPEAKER_01
And also check out the Ultimate Pre-Game, which is a free tool to help you get your game right pre-game.
2
SPEAKER_01
So check both of those things out, and we ll see you next week.