0
SPEAKER_02
Hey everybody, welcome back to the Advanced Selling Podcast, the longest running sales training podcast.
0
SPEAKER_02
I m Bill Kasky.
0
SPEAKER_02
I am Brian Neal.
0
SPEAKER_02
And we have a special treat for you today.
0
SPEAKER_02
It is a best of episode.
0
SPEAKER_02
Brian and I are both out for the Labor Day weekend.
0
SPEAKER_01
GTL at the Jersey Shore.
0
SPEAKER_01
You know what GTL is?
0
SPEAKER_01
No, I don t.
0
SPEAKER_01
Jim Tan Laundry.
0
SPEAKER_01
That s what I m doing.
0
SPEAKER_01
Jersey Shore.
0
SPEAKER_01
It s Labor Day weekend.
0
SPEAKER_01
The best weekend at the Jersey Shore, even though I live in Indianapolis, Indiana.
0
SPEAKER_01
I ve never been to the Jersey Shore.
0
SPEAKER_01
Won t be there.
0
SPEAKER_01
But we hope that you enjoy this episode, picked by our crack producer, Travis Collins, who s going to give you one of the best of shows.
0
SPEAKER_01
Hope you have a great week, and away we go into the fall.
0
SPEAKER_01
Look forward to seeing you next Monday on the Advanced Selling Podcast.
0
SPEAKER_01
See you next week.
0
SPEAKER_01
Bye.
0
SPEAKER_01
In this episode of the Advanced Selling Podcast, Bill stumps me cold with a music trivia question, I share my favorite Maya Angelou quote, and we say what not to say.
0
SPEAKER_01
Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in sales training podcast history.
0
SPEAKER_01
My name is Brian Neal.
0
SPEAKER_01
And I am Bill Kasky.
0
SPEAKER_02
Oh, I cut you off.
0
SPEAKER_02
I d like to leave a little space now between Bill and Kasky.
0
SPEAKER_02
You re slow riding me.
0
SPEAKER_02
I m Bill Kasky.
0
SPEAKER_02
That s kind of what you did.
0
SPEAKER_01
You jumped, right?
0
SPEAKER_02
Yeah.
0
SPEAKER_02
See, I m trying to change.
0
SPEAKER_02
I m trying to reinvent myself.
0
SPEAKER_02
That s my first step.
0
SPEAKER_01
My name is Brian.
0
Neil.
0
SPEAKER_01
We are here every week for your listening enjoyment.
0
SPEAKER_01
Hopefully, you learn a little bit while you re enjoying your listening.
0
SPEAKER_01
If you re having a big sales meeting, we are taking emails, calls, and getting booked up for the fall and also 2019.
0
SPEAKER_01
So if you have a sales meeting, you want to make it fun, exciting, enjoyable, and memorable for the sales team,
0
SPEAKER_01
It s amazing how many salespeople, they go to a sales meeting and they have a speaker.
0
SPEAKER_01
Like, how was the speaker?
0
SPEAKER_01
Like, eh.
0
SPEAKER_01
He was nice.
0
SPEAKER_01
He was OK.
0
SPEAKER_02
All the time.
0
SPEAKER_01
Telling you, when Bill and I come out to do one of these gigs, they ll be like, that was interesting.
0
SPEAKER_01
It was really, really cool.
0
SPEAKER_01
So just send us an email, listener at advancedsellingpodcast.com.
0
SPEAKER_01
Put in come see us in the subject line there.
0
SPEAKER_02
You know, that s the case, though, for trainers, for coaches, for speakers.
0
SPEAKER_02
When you ask, well, how was it?
0
SPEAKER_02
There s usually kind of the obligatory, no, it was good, it was good.
0
SPEAKER_01
What d you learn?
0
SPEAKER_02
You know, there s a lot of recap and funny stories.
0
SPEAKER_02
Yeah, it s good stories.
0
SPEAKER_02
What was his name?
0
SPEAKER_02
I can t remember.
0
SPEAKER_02
Was it Jonathan?
0
SPEAKER_02
So that happens all the time, but not with us.
0
SPEAKER_02
Nope.
0
SPEAKER_01
When you say, oh, these guys brought their microphones and headphones.
0
SPEAKER_01
That sounds arrogant.
0
SPEAKER_01
Well, no, no.
0
SPEAKER_01
It s just different.
0
SPEAKER_01
It s just different.
0
SPEAKER_01
It s not like we re better than everyone else.
0
SPEAKER_01
It s just different.
0
SPEAKER_01
It s unique.
0
SPEAKER_02
Okay, so here is a, I know how much you like music trivia, Brian.
0
SPEAKER_02
I love it.
0
SPEAKER_02
And this is a song that was somewhat popular in the 70s.
0
SPEAKER_02
It wasn t, this is a group that did a lot of stuff.
0
SPEAKER_01
Yeah.
0
SPEAKER_02
And so I m going to play for you the first 10 seconds.
0
SPEAKER_02
Okay.
0
SPEAKER_02
See if you can get it.
0
SPEAKER_02
Okay.
0
SPEAKER_02
And then this song has a unique ending.
0
SPEAKER_02
Okay.
0
SPEAKER_02
And so you ll not only need to get the song, which again, it may be tough, but you ll also need to remember the ending.
0
SPEAKER_02
So here we go.
0
SPEAKER_02
We re past 10 seconds, I take it.
0
SPEAKER_02
Well, we are now.
0
SPEAKER_02
And again, I got nothing.
0
SPEAKER_02
I got nothing.
0
SPEAKER_02
Yeah, this was one of my favorite songs.
0
SPEAKER_01
Was it really?
0
SPEAKER_02
And I keep forgetting that it wasn t a mainstream song.
0
SPEAKER_02
It was Chicago.
0
SPEAKER_02
That s Chicago?
0
SPEAKER_02
It was Chicago.
0
SPEAKER_02
Oh, wow.
0
SPEAKER_02
And I ll play a little bit of the just after the instrumental, and then we ll go to the end.
0
SPEAKER_02
Then I ll know?
0
SPEAKER_02
No, but you might have heard it.
0
SPEAKER_02
But you ve never heard this song, have you?
0
SPEAKER_00
No.
0
SPEAKER_00
Are you optimistic about the way that things
0
SPEAKER_00
Now, I can tell Chicago now.
0
SPEAKER_02
This is not fair.
0
SPEAKER_02
No, it s fair.
0
SPEAKER_02
So anyway, at the very end, there was a, and some of you, Doug Drozen, fact checker being one, would recognize, if you recognize this song, you know that at the end, it was a really, it was a great ending.
0
SPEAKER_02
And you were always, it was one of those endings you re always trying to figure out, well, when s it going to happen?
0
SPEAKER_02
And so.
0
SPEAKER_02
We can make it happen.
0
SPEAKER_00
We can make it happen.
0
SPEAKER_00
We can make it happen.
0
SPEAKER_00
We can make it happen.
0
SPEAKER_02
That s how it ends.
0
SPEAKER_02
Oh, does it really?
0
SPEAKER_02
So there s like seven or eight, seven or eight stanzas of the, we can make it happen.
0
SPEAKER_02
But when you re in high school, this is cool because you re trying to figure out, well, when is it?
0
SPEAKER_01
And that was how it ends.
0
SPEAKER_01
That s great.
0
SPEAKER_01
Isn t that great?
0
SPEAKER_01
That s difficult for a DJ to nail a hook on that.
0
SPEAKER_01
But you kind of get a countdown.
0
SPEAKER_01
You can kind of tell from the record, can t you?
0
SPEAKER_01
Yeah.
0
SPEAKER_02
Anyway, so I m sorry I stumped you there, because that was a little obscure.
0
SPEAKER_01
Well, it s good.
0
SPEAKER_01
Things I noticed, so things I noticed as a listener and a purveyor, not purveyor, a connoisseur of music, is it s 70s, because the tom hits on the drum make the snares rattle.
0
SPEAKER_01
You know how Tom Head goes, do-do-do-do-do on the drums?
0
SPEAKER_01
You ll hear the snares rattle in 70s songs.
0
SPEAKER_01
Oh, really?
0
SPEAKER_00
Because they couldn t get all that noise out of there.
0
SPEAKER_00
Couldn t get all that.
0
SPEAKER_01
You know what I mean?
0
SPEAKER_01
It s like, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krrk, krr
0
SPEAKER_01
We can make it happen.
0
SPEAKER_01
They re reminding me of the song Magic Carpet Ride by Steppenwolf.
0
SPEAKER_01
You never know when they re coming out of the long instrumental version, but you can tell by the bass line.
0
SPEAKER_01
The bass line walks you down to when they come back in and like, I m not.
0
SPEAKER_01
Let s get that next time.
0
SPEAKER_01
I want to hear that.
0
SPEAKER_02
Because I love that song.
0
SPEAKER_02
OK, topic today.
0
SPEAKER_02
Brian and I were talking in our pre-show conversation, which has lasted up to three hours on this one, is what should we not say?
0
SPEAKER_02
What are some things that maybe we say that we shouldn t be saying, or maybe things you ve heard sales professionals or sales amateurs say, or just anyone in the customer relationship game?
0
SPEAKER_02
So you ve got a few.
0
SPEAKER_02
This is going to be a fairly short episode, but we thought we d give you a few things.
0
SPEAKER_02
And maybe we can laugh about some of these things, and maybe we can cry.
0
SPEAKER_01
I don t know.
0
SPEAKER_01
And if you re listening, you might say some of these things.
0
SPEAKER_01
So if you do that, you re like, oh my gosh, they caught me.
0
SPEAKER_01
I m guilty.
0
SPEAKER_01
As I was writing, I m guilty.
0
SPEAKER_01
I actually say all these things.
0
SPEAKER_01
That s why I put it on there.
0
SPEAKER_01
I m trying to change.
0
SPEAKER_01
I m trying to grow, Bill.
0
SPEAKER_01
I m trying to be a listener, right?
0
SPEAKER_01
Teacher and a student all at the same time.
0
SPEAKER_01
Here we go.
0
SPEAKER_01
Ready?
0
SPEAKER_01
Let me talk to my boss.
0
SPEAKER_01
Let me talk to my boss.
0
SPEAKER_01
I don t think this is the salesperson.
0
SPEAKER_01
Oh, OK.
0
SPEAKER_01
This is the salesperson saying to the customer after getting asked a question, let me talk to my boss.
0
SPEAKER_01
Because once you say, let me talk to my boss, these days the customer is going to go, why don t you let me talk to your boss?
0
SPEAKER_01
And they know you ve stripped your power, that sort of thing.
0
SPEAKER_01
Even if you have to go talk to your boss, you can just say, let me think about it.
0
SPEAKER_01
I need to think about that a little bit.
0
SPEAKER_01
I need to put pen to paper.
0
SPEAKER_01
I m not quite sure.
0
SPEAKER_01
Let me do some thinking about that and get an answer back to you by tomorrow.
0
SPEAKER_01
And then set a clear future.
0
SPEAKER_01
That s good.
0
SPEAKER_01
That s good.
0
SPEAKER_01
I like that.
0
SPEAKER_01
Let me talk to my boss.
0
SPEAKER_01
Don t say that.
0
SPEAKER_02
Okay, I m going to role play here with you.
0
SPEAKER_02
Oh, please.
0
SPEAKER_02
So Brian, I m the prospect.
0
SPEAKER_02
Okay.
0
SPEAKER_02
I m the salesperson, you re the prospect.
0
SPEAKER_02
And I ve just asked you a question.
0
SPEAKER_02
Let s say you ve invited me in and I ve just asked you a question that I want to find out what your problem is.
0
SPEAKER_02
So tell me, Brian, what, you know, you invited me in because you had some interest in the ABC product, but tell me what s going on around here that would cause you to be interested in this product?
0
SPEAKER_02
What are some of the problems or issues you re facing?
0
SPEAKER_01
Well, I can t get, we ve had some outages IT-wise that we were down over the weekend a little bit.
0
SPEAKER_01
And every time we re down, I ve got to call people.
0
SPEAKER_01
I m paying double overtime for that sort of thing.
0
SPEAKER_01
OK, great.
0
SPEAKER_01
Great.
0
SPEAKER_01
Great.
0
SPEAKER_01
Great.
0
SPEAKER_02
Great.
0
SPEAKER_02
Why do we say great when someone has just shared that they have a fricking problem?
0
SPEAKER_02
Oh, great.
0
SPEAKER_01
Oh, good.
0
SPEAKER_02
Awesome.
0
SPEAKER_02
Brilliant.
0
SPEAKER_02
Awesome.
0
SPEAKER_02
Brilliant.
0
SPEAKER_02
Great.
0
SPEAKER_02
Fantastic.
0
SPEAKER_02
Oh, good.
0
SPEAKER_02
You went very long with that.
0
SPEAKER_02
I was.
0
SPEAKER_02
I was waiting for you to say something back.
0
SPEAKER_01
I m like, where are we going here?
0
SPEAKER_01
Improving.
0
SPEAKER_02
No, but you handled it.
0
SPEAKER_02
It was perfect.
0
SPEAKER_02
But yeah, so if somebody just shares with you a problem they are emotionally invested in solving, don t say, great.
0
SPEAKER_02
It s not what they want to hear.
0
SPEAKER_02
And I know you re thinking, it s great for me because I may have a chance to sell something.
0
SPEAKER_01
That s funny.
0
SPEAKER_01
We do that, don t we?
0
SPEAKER_01
When they re saying their problems are big.
0
SPEAKER_01
Oh, that s good.
0
SPEAKER_01
Oh, that s good.
0
SPEAKER_01
Very good.
0
SPEAKER_02
I love people that have deadly problems like this.
0
SPEAKER_01
Really?
0
SPEAKER_01
That bad?
0
SPEAKER_01
You were here on the weekends?
0
SPEAKER_01
Oh, good.
0
SPEAKER_01
Good.
0
SPEAKER_01
Great.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
Funny.
0
SPEAKER_01
You were a stud.
0
SPEAKER_01
Never say, oh, I can discount that for you.
0
SPEAKER_01
We can take something off of there.
0
SPEAKER_01
Remember Chris Werthwein s old story about that?
0
SPEAKER_01
It s one of our old clients, Bill s client, that was going to buy something.
0
SPEAKER_01
And this software program was like $75,000.
0
SPEAKER_01
And he had a guy come in.
0
SPEAKER_01
It was like $50,000 or something.
0
SPEAKER_01
And Chris was like, whoa, wow.
0
SPEAKER_01
And the guy s like, oh, don t worry.
0
SPEAKER_01
I can take something off of that.
0
SPEAKER_02
Yeah, he took $20,000 off.
0
SPEAKER_02
And then Chris was like, whoa.
0
SPEAKER_02
That s not fair.
0
SPEAKER_02
It was lower anyway.
0
SPEAKER_01
So yeah, don t say, oh, I can discount that.
0
SPEAKER_01
We ve got a program.
0
SPEAKER_01
Just don t use that language to people.
0
SPEAKER_01
That s good.
0
SPEAKER_01
All right.
0
SPEAKER_01
Don t say that.
0
SPEAKER_02
I can come off the top a little bit on that.
0
SPEAKER_01
Well, he can sharpen our pencil.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
Yeah, we can look at some things.
0
SPEAKER_01
I mean, we re open.
0
SPEAKER_01
We are open to talking.
0
SPEAKER_02
Okay, here s one where you, it s a first call, you landed the appointment, you re in front of the prospect, and you ve exchanged your pleasantries, and now it s time to start.
1
SPEAKER_01
say to them, Brian, thanks for letting me come in today.
1
SPEAKER_01
Yes.
1
SPEAKER_01
Or thanks for agreeing to see me.
1
SPEAKER_01
Yes.
1
SPEAKER_01
What it does is it puts you in the one down position.
1
SPEAKER_01
Totally.
1
SPEAKER_01
And it just de-positions you.
1
SPEAKER_01
Totally.
1
SPEAKER_01
It de-platforms you, as we say.
1
SPEAKER_01
So you re on the platform, you got the position, you got the authority, and you walk in and say, hey, thanks so much.
1
SPEAKER_01
I was begging for the last six months to get in here, and you finally allowed me.
1
SPEAKER_01
I owe you one.
1
SPEAKER_01
Tip of the hat to you, sir.
1
SPEAKER_01
That s right.
1
SPEAKER_01
So don t say that.
1
SPEAKER_00
No.
1
SPEAKER_00
Instead say, you know, I have no idea how you wound up on my calendar.
1
SPEAKER_00
What do you got?
1
SPEAKER_00
Because I m in a hurry here.
1
SPEAKER_01
What are we doing?
1
SPEAKER_01
Yeah, something in lieu of that, just something.
1
SPEAKER_01
I m glad we were able to get together.
1
SPEAKER_01
I m glad we were able to make this work today.
1
SPEAKER_00
I enjoy meeting new people.
1
SPEAKER_00
Yeah, I m real interested to learn about businesses and things.
1
SPEAKER_00
It s just something I just geek out on.
1
SPEAKER_00
So that s really good.
1
SPEAKER_00
Thank you so much for having us in today.
1
SPEAKER_00
OK, you re in the sales call.
1
SPEAKER_00
You re at the end.
1
SPEAKER_00
It s gone OK enough to put a proposal together, take another step.
1
SPEAKER_00
You say, Bill, it s been a great conversation today.
1
SPEAKER_00
How about I put some things together and shoot them over Friday?
1
SPEAKER_00
OK, if they give you a call next week, don t say that.
1
SPEAKER_00
Don t ever say that.
1
SPEAKER_00
You know where I m going.
1
SPEAKER_00
You listeners know I m crazy about this clear future stuff.
1
SPEAKER_00
Yeah, yeah.
1
SPEAKER_00
Because everyone s going to say yes to that.
1
SPEAKER_01
And then you re going to send something over into the abyss.
1
SPEAKER_01
I ll look at it this weekend.
1
SPEAKER_00
Oh, for sure.
1
SPEAKER_00
Yeah, yeah, yeah.
1
SPEAKER_00
Because that s where I spend my weekends.
1
SPEAKER_01
Because I ve got nothing else to do, right?
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Because I was in here with the overtime IT guys, right?
1
SPEAKER_00
Yeah, don t say, is it OK if I call you next week?
1
SPEAKER_00
Get your calendar out instead of follow-up meeting while you re sitting there so you re not chasing people around.
1
SPEAKER_01
What do you think about the, I ll send you some thoughts on Friday?
1
SPEAKER_01
Are you opposed to that?
1
SPEAKER_00
It depends.
1
SPEAKER_00
As long as there s a clear future date set, I m OK with an in-between a little bit looser.
1
SPEAKER_01
So are you sending the proposal?
1
SPEAKER_01
It depends on what stage you re in.
1
SPEAKER_00
Could be some thoughts.
1
SPEAKER_01
And it depends on the size.
1
SPEAKER_01
Yeah, yeah.
1
SPEAKER_01
Okay.
1
SPEAKER_01
All right.
1
SPEAKER_01
Here s one that I know we hear about a lot, and we know not to do this, but sometimes our ego overtakes us in the moment.
1
SPEAKER_01
Yes.
1
SPEAKER_01
Is that enough of a lead up?
1
SPEAKER_00
That s good.
1
SPEAKER_00
I like it.
1
SPEAKER_00
Good lead up.
1
SPEAKER_01
And that is downgrading, downplaying, talking bad about your competition or about another vendor, even if it s somebody who s not your competition.
1
SPEAKER_01
I think anytime you have something bad to say about someone else in your industry, you just don t say it.
1
SPEAKER_00
No.
1
SPEAKER_01
And maybe it could have been that you were with the company.
1
SPEAKER_01
I know this happens a lot, where I moved from ABC to DEF, and ABC treated me badly, and they re a bad company.
1
SPEAKER_01
But if you re with DEF and competing now, you don t have to bring them.
1
SPEAKER_01
You can say, look, I was with ABC for seven years, had a great time.
1
SPEAKER_01
I decided to move for a lot of different reasons.
1
SPEAKER_01
And I have nothing but good things to say about them, but let s talk about your deal.
1
SPEAKER_00
That s really good.
1
SPEAKER_00
There s a quote I heard from Maya Angelou.
1
SPEAKER_00
Am I saying that right, Angelo?
1
SPEAKER_00
I think so.
1
SPEAKER_00
And she says, there s a light in everyone.
1
SPEAKER_00
And your job is to find the light in everyone.
1
SPEAKER_00
And so if you re ever mad at someone.
1
SPEAKER_00
You re in my competition.
1
SPEAKER_00
Exactly.
1
SPEAKER_00
You re in my competition.
1
SPEAKER_00
You re an Uber driver.
1
SPEAKER_00
Someone that s annoying to you at work.
1
SPEAKER_00
You ve gone too far.
1
SPEAKER_00
You re taking this too far.
1
SPEAKER_00
If you get frustrated with another human, flip that switch in your brain and say, I ve got to find the light.
1
SPEAKER_00
That s my little thing I do now.
1
SPEAKER_00
Find the light.
1
SPEAKER_00
Find the light.
1
SPEAKER_00
I ve got annoying people next to me or whatever.
1
SPEAKER_00
There s a light in everybody.
1
SPEAKER_00
I ve got to figure it out.
1
SPEAKER_00
Right now?
1
SPEAKER_00
Right now?
1
SPEAKER_00
No, no, no.
1
SPEAKER_00
No, we re good.
1
SPEAKER_00
In this room.
1
SPEAKER_01
in this room.
1
SPEAKER_01
You got to search hard.
1
SPEAKER_01
OK, next one.
1
SPEAKER_01
Ready?
1
SPEAKER_01
I heard a saying that I really like, and I think it was E.E.
1
SPEAKER_01
Cummings, who always had little e, little e, Cummings.
1
SPEAKER_00
Correct.
1
SPEAKER_01
Yes.
1
SPEAKER_01
Which I think was brilliant.
1
SPEAKER_00
He used to introduce himself as E.E.
1
SPEAKER_00
Cummings.
1
SPEAKER_01
He did.
1
SPEAKER_01
He did.
1
SPEAKER_01
I think he had some periods underneath the e, or behind the e. But anyway, he said something about,
1
SPEAKER_01
Be nice to people because they re all fighting a battle you know nothing about.
1
SPEAKER_01
Oh, I love that.
1
SPEAKER_01
That s great.
1
SPEAKER_00
There s something like that.
1
SPEAKER_00
It s true, too, isn t it?
1
SPEAKER_00
You just don t know.
1
SPEAKER_01
When someone s a jerk, you don t know what battles they re fighting.
1
SPEAKER_00
No, you don t.
1
SPEAKER_01
And so I like your find the light.
1
SPEAKER_00
OK, my next one to never say.
1
SPEAKER_00
And we ve had clients that we ve heard this in the training room.
1
SPEAKER_00
So Bill.
1
SPEAKER_00
Can I ask you a couple of questions here?
1
SPEAKER_00
That s OK to say.
1
SPEAKER_00
Don t say this, though.
1
SPEAKER_00
So what keeps you up at night, Bill?
1
SPEAKER_00
Oh, God.
1
SPEAKER_00
What keeps you up at night, Bill?
1
SPEAKER_00
What keeps me up at night is bad Mexican food and cheap tequila.
1
SPEAKER_00
Tom, what keeps you up at night?
1
SPEAKER_00
Late coffee.
1
SPEAKER_00
Exactly.
1
SPEAKER_00
A late kick coffee.
1
SPEAKER_00
That s just old.
1
SPEAKER_00
It s seen its day.
1
SPEAKER_00
There was a time and place for that.
1
SPEAKER_00
It s done now.
1
SPEAKER_00
It s just so, you know, just don t say that.
1
SPEAKER_00
It s so salesy.
1
SPEAKER_00
Don t say that.
1
SPEAKER_00
You can get into things that are affecting the business and them and that sort of thing in a different way.
1
SPEAKER_00
Don t say what keeps you up at night.
1
SPEAKER_00
Because for some people, nothing.
1
SPEAKER_01
There s a lot of variations of that one.
1
SPEAKER_01
What has your attention these days, Brian?
1
SPEAKER_01
And that might be a little better.
1
SPEAKER_01
But I think if you re calling on a business owner, what are some of your initiatives that you re paying attention to?
1
SPEAKER_01
Be a little less clever about it.
1
SPEAKER_01
Exactly.
1
SPEAKER_00
It s trying too hard.
1
SPEAKER_00
Don t try so hard with that one.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Here s my final one.
1
SPEAKER_01
Don t say, we d really love to work with you, or we d really love to have your business.
1
SPEAKER_01
Yes.
1
SPEAKER_01
And I think by the notion that you re there and in pursuit, that s kind of an understood thing.
1
SPEAKER_01
I do think it s OK to say, in the event we do business, we would really enjoy our work, because you guys are good at A, B, and C, and we re pretty good at D, E, and F. And I think the combination of those things would be great.
1
SPEAKER_01
But of course, that s a decision we re all going to have to make at some point.
1
SPEAKER_01
Yes.
1
SPEAKER_01
But I think you can say that without saying, man, we d love to earn your business.
1
SPEAKER_01
We d love to have your business.
1
SPEAKER_01
There d be nothing that would make me happier this year than to get this deal.
1
SPEAKER_01
Yeah, what can we do?
1
SPEAKER_01
What can we do to earn your business?
1
SPEAKER_00
What do we need to do?
1
SPEAKER_00
Don t say that.
1
SPEAKER_00
Come on, let s just do it.
1
SPEAKER_00
There s another one.
1
SPEAKER_01
What do we need to do?
1
SPEAKER_01
Let s just get this thing done, Brian.
1
SPEAKER_01
What do you need?
1
SPEAKER_01
20 off the top?
1
SPEAKER_01
You want me to sharpen my pencil?
1
SPEAKER_00
Let me talk to my boss.
1
SPEAKER_00
Travis, you want to sharpen my pencil?
1
SPEAKER_00
Let me talk to my boss.
1
SPEAKER_00
That was good.
1
SPEAKER_00
That s a good little thing to listen to.
1
SPEAKER_00
Just check yourself, right?
1
SPEAKER_00
That s just a thing to go through and check yourself to say, do I say some of these things?
1
SPEAKER_00
Do I say versions of them?
1
SPEAKER_00
Am I in a blind spot here?
1
SPEAKER_00
Just a really good thing.
1
SPEAKER_00
Good self-assessment.
1
SPEAKER_00
Easy thing to do.
1
SPEAKER_00
I m sure we d come up with a big list of those.
1
SPEAKER_00
We could even do a LinkedIn group.
1
SPEAKER_00
We should.
1
SPEAKER_00
We should.
1
SPEAKER_00
LinkedIn group post, so we ll do that.
1
SPEAKER_00
We ll put a post in LinkedIn to say, what are some things in your experience that salespeople shouldn t say?
1
SPEAKER_00
That d be a really good audience participation exercise.
1
SPEAKER_00
So again, Bill and I are on the road.
1
SPEAKER_00
If you d like us to come visit you, send us an email, listener at advancedsellingpodcast.com.
1
SPEAKER_00
Put in the subject line, come see us, and we ll get the ball rolling to come to your next sales meeting or sales event.
1
SPEAKER_00
And as you know, we re going to be putting more information in the LinkedIn group.
1
SPEAKER_00
So if you re not a member, join 9,200-ish of your friends in our LinkedIn group.
1
SPEAKER_00
advancedsellingpodcast.com slash LinkedIn, or just go to LinkedIn and search for Advanced Selling Podcast.
1
SPEAKER_00
That is it.
1
SPEAKER_00
We ll see you next time on the Advanced Selling Podcast.
1
SPEAKER_00
I think it was Chicago Five.
1
SPEAKER_00
It was Chicago Five.
1
SPEAKER_00
I think you re right.
1
SPEAKER_00
See you next time.
1
SPEAKER_00
Bye.
1
SPEAKER_00
Bye.