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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in the world.
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I m Bill Kasky.
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I m Brian Neal.
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We are so delighted that you re here.
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I know we say that every week, but we really are.
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We ve got a great following on LinkedIn if you re not already.
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LinkedIn member of the ASP group, by all means go there.
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And we just really appreciate our listeners and thank you for your support over the years and for all the money you send us.
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Like every week I go out to the mailbox and there s a pile of checks there.
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But we really appreciate all your nice comments and spreading the word about the podcast too.
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Miss those days of the old check.
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Oh, yeah.
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We still get a few paper checks from our clients.
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We get a few, but it s mostly ACH.
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It s also fun the first day when you re doing the ACH and you wake up in the morning and you got, you know, these things like this deposited, this stripe, stripe, stripe, like that s kind of fun.
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It s quicker.
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I mean, I ve sent out a few invoices and within 48 hours, it s paid.
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I m like, oh man, that s so much better.
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I m just popping a beer over here, Bill, don t worry.
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Don t mind me.
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It s fine.
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65 degrees this spring.
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From those old days, the sound like when you used to pop the old pull tabs back.
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You know what I mean?
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A little different than the push ones now.
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So, Bill, just took a bucket list trip.
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If this is not on your bucket list, it should be.
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Went to an island called Bora Bora, French Polynesia.
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magical place, been in a lot of good, fun vacations in the past, by far and away in its own place.
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Really?
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Just amazing.
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Private, secluded, great wildlife, scuba dive, snorkel, villas over the ocean, jump in the ocean, French chefs making local food.
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It was just phenomenal.
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Beautiful.
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And of course, it s a really remote location.
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lot, a lot of people in the resort, but there are occasionally you re running into people.
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So we ran into these couple couples from Dallas, Texas.
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And one of the women was a salesperson.
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And she s like, well, I listen to podcasts all the time, a salesperson, I listen to podcasts all the time.
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She had not listened to ours.
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So you re all teed up.
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You re like, I thought, because you know, this happened last time I was far away, right on the, but I didn t.
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But she started while we were there on vacation.
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She s like, I ll listen to your podcast.
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You know, she was going to start at the beginning.
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She said, I said, don t do that.
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It s like, you know, 15 years, a lot of episodes.
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Well, that s where, so I told her, I give her a shout out.
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So she knows that she listens.
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Her name is, I m not, they didn t get permission to leave, use her last name.
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Okay.
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We ll leave her as Jen B.
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I ll just call her Jen B. And we say hi to her in Texas.
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She sells medical device stuff down in Texas.
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And this will be proof if she still listens or not.
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She ll probably send me a text.
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I ll bet you that no other podcast she listens to has done this.
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Ding, and I know the other one she listens to, and you know the other one she listens to.
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We re not gonna use the name on this deal, because we both have a story there.
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We re gonna leave, we re gonna take the high road there.
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Good, good contributor, but we got a little thing there.
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Anyway, hi, Jen B. See, medical, she s driving around Dallas.
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you know, schlepping, you know, hips and knees and things.
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I don t know what specifically medical device she sold, but she would probably attest that Bora Bora s great.
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You need to go there, Bill.
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Yeah, I will.
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I will.
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I ll have to check that out.
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Long flight.
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Worth it.
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Worth it.
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OK, topic.
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Hey, topic today.
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I thought we haven t done this for a while, and that is just, you know, you have a consulting coaching practice.
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I ve got one.
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They re separate.
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Yeah.
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But I know that you re doing things with your clients that are working.
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I m doing things, teaching things that are working.
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I thought it d be good to take a couple of things that you ve seen really work.
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They don t have to be just like working the last 30 days.
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It could be something over time.
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And I thought I d do the same thing.
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And we just give people kind of a peek into some of the other work we do and what we re teaching our clients.
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I love it.
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I m going to go first, or?
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Yeah, you go first.
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Sure.
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OK.
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You re the guest.
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Yeah.
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I m the guest.
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Thanks.
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I m the guest on my own podcast.
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Let s see.
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I m going to say, yeah, what s working here?
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I think aggressive trial closes is working.
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Just kidding.
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Just want to see if you re paying attention there.
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Press hard.
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Third copy s yours.
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Press hard.
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Yeah, third copy s yours.
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Yeah, chase them down.
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Can t hold these deals forever.
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It s going to go away Monday.
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You know that.
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You got to sign by Friday.
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No, that s not working.
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That s another episode, though, that we must do sometime on old closes.
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We can do a whole episode on old closes, couldn t we?
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Puppy dog, Ben Franklin, pending event.
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What s working?
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I ll give you my fav right now.
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What s working for my clients and for us at our firm is discipline, behavior, time slots, not time blocking.
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We actually call them something, we call them productivity pods or prod pods,
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sit for a short period of time and do behavior.
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That s working because what we re noticing is when people do those in a disciplined fashion, meaning at least once a week for 30 minutes with a small group of people, the accountability to the behavior goes up and the behavior always fills the top of the funnel.
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And as you say, all you want about headwinds, economy, recession, blah, blah, blah, blah.
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It doesn t matter.
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It s discipline either way.
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Discipline behavior every week in a small group is working.
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Pride pods are working.
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You know what I like about that, and I ve always liked it, and Travis and I do a version of that, but I always hear a lot of this, oh, I know I should be doing video, or I know I should be doing more of this or that, but I m just not doing it.
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And that s the time to say, OK, well, we re going to do it right now.
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We re going to do it in 30 minutes, or we re going to get it done.
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It s not that there won t be any excuses, because that s not the way to look at it.
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The way to look at it is sometimes it s hard to blast off on something that s fairly new.
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And you need people around you, and you need some time.
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And sometimes you just need clarity.
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Like if you re going to write seven emails to people or past clients, sometimes you re like, I m staring at a blank piece of paper.
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Can somebody help me here?
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Right.
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Just get started.
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I love that.
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I love just doing it.
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Like, why don t we do this?
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I m like, you know what?
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Get the camera.
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Let s do it now.
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Yeah.
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Let s do it.
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Love that.
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Well, but I haven t planned that.
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I haven t thought it through, Brian.
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I need to adjust the lighting in here.
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I need to change.
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Well, that s one thing that I think, and it s another topic, but this idea of just show up and let it unfold.
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This idea that we have to be so planned out all the time.
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Now, granted, you and I probably, neither one, we have
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we re not planning this way to work at it.
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But sometimes it s good.
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Hey, let s do a productivity pod.
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Let s just show up 30 minutes.
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There ll be something that pops in.
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We don t have to plan anything.
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We all have 17 projects that haven t been launched.
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Yeah, the thing that s working for me is really more of a mind shift, mind meld.
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And that is seeing yourself as not as a salesperson who s trying to convince and persuade, but as a guide, as someone who s trying to help the prospect get from point A to point B, whatever that is for them.
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And I think I ve heard a lot of people say, it just takes that edge off.
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It just takes that pressure of, what do I need to say to convince this person that my product or service is right?
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It takes that out of the equation.
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And in its place puts, where are you now?
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Where are you trying to get?
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And I ll share with you how I might be able to be a part of that journey.
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I can t take you all the way there, maybe on my back just once, but I can be a part of that.
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And it just, it kind of forces you to find out where they want to go to, the destination thereafter.
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And so guiding instead of selling has been, it s really working well.
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Guiding in general is so much better for everybody.
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it s easier for the salesperson and it s better, more valuable for the customer.
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That s great.
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Okay, here s another thing that we are finding that is working really well.
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So well that we re continuing to like double down and retool this, is a defined, named and timed sales process.
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A defined, named and timed sales process.
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What that means is, ask yourself if you can produce a document
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that says, this is what our sales process looks like on one page.
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It s got four stages.
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There are two 30-minute meetings in each stage.
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And the last stage is a five-minute go-no-go call.
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That whole thing tends to take 15 to 20 business days.
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And each step has a name to it.
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One document.
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We re doing a lot of work based off the Book of Traction.
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We ve talked about that on the podcast, EOS Model.
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And this is where we got this idea from.
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They basically showed their sales implementation process on one page.
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I thought, boy, that s good.
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And so we ve been working on a sales version of that.
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And boy, when you do that again, pressure goes off.
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And in terms of being a guide, now you re a guide with a map, right?
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You re a guide with a map and a stopwatch, right?
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It s like, dang.
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So that s a tactical side, I think, of what you were saying with the guide part that you just say.
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And we were big fans of naming it.
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So it s got more teeth to it.
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And it s like, discovery, negotiation.
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You can t say that to people.
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That sounds weird.
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you know, first stage of our deals is football theme is called a chalk talk.
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Chalk talk.
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It s discovery.
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Same thing, but it sounds unique.
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It s on brand.
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It s a mutual understanding.
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Where are we going with this?
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Exactly.
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Yeah.
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So.
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No, I like that.
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And, and, you know, think about how long we and others have been talking about how important the sales process is and what we re saying
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is not just to have one, to write it out, to have it be a living, breathing document where it is on your, you know, it s on your behind the computer whenever you re talking to somebody so that you know.
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And it sounds so simple, but it still is hard to implement because I don t think most of us are process thinkers at our core.
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Especially the sales function people, right?
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They re more, they re more gunslingers.
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Can you say gunslingers anymore?
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Yeah.
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Our friend Jenny makes from Texas.
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I don t even say it down there, but the rest of them, you know, she d like that.
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Go, go get that.
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You know, that sort of thing.
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Yeah, so that s good.
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I like sales process.
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And of course, we ve always talked about the idea that as you get closer to the end is the solution process.
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What happens once you say yes or no?
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We know what happens when you say no.
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But if you say yes, let me share with you what the first few steps are so you re comfortable.
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You know exactly what s going to be expected of you.
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And then it becomes a fear of missing out.
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They don t want to miss out on the solution, so they re more likely to buy.
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That s good.
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Build a sales FOMO.
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What else you got?
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My second one was something we ve talked about, obviously, a lot, and that s video on LinkedIn.
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I ve got several clients, probably a third of my clients doing regular, consistent video, consistent meaning once a week on LinkedIn.
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And I don t know that it s, I mean, it has resulted in business for them.
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It has resulted in when they show up at an appointment, even with a client, there are people like, yeah, I saw that video you did,
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Brian, it was really good.
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It s just a positioning vehicle that helps you so that you become a better communicator of your value.
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If you can condense your value to a minute or two, you become a much better communicator.
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And so, and plus they get, you know, video on LinkedIn gets more views.
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I mean, you can post all you want, but videos get two to three to five times the views.
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I know you ve seen that.
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And it s just,
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You re not really taking the profession seriously if you re not shooting videos for LinkedIn, where you re giving some insight, some advice, some suggestions, or exposing a new way to do things the customer didn t know about.
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Just start once a week.
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Can you do it once a day?
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Yeah, but once a week.
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Once a week.
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And I love what you re saying, because people want to know, it doesn t work this way.
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People want to post a video and get an order.
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or get to get a request.
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I mean, it s like, boy, that d be fun, wouldn t it?
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And maybe for some people does doesn t for me, I don t think it does for you.
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So I like to like when you sit make the statement, which I understand your people think this, well, I haven t really gotten any business from it.
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but have you gotten influence of business from it?
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That s what we have to think about.
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And it s hard to measure.
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It is hard to measure.
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Yes.
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But anything, I just had a, I had a, uh, first, first call chalk talk, uh, with a, a local CEO, CRO person.
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And, um,
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He said, hey, who did your video on your website?
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I said, oh, I got a videographer guy.
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I said, why?
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I said, when you ask a question like that, you either love it or hate it.
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He goes, no, no, no, it was great.
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He goes, I just thought it was really authentic.
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And when I look further at your content, that s one of your core things, authenticity.
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And I just really appreciated it.
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So whether I get that deal or not doesn t matter.
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If I do, it will have had some influence.
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right you know absolutely so and i think your your mention there of the authenticity it doesn t have to be overly produced in fact it s better if it s not gary vaynerchuk talks about that just a phone and a good microphone and walking outside or doing whatever
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make it simple, make it easy.
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So those are the four things that we are using for our clients.
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I would recommend you do that.
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By the way, if you want to shoot a video and tag us in your LinkedIn, make sure you do it.
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And we ll, if we see it, we get a lot of LinkedIn stuff, but if we see it, we will like it.
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You know what else we could do, Bill?
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We ve never done this before.
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I would love to invite people to put video up to us in the LinkedIn group.
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Absolutely.
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Because that s a safe space.
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You know, the people, now there s 12, 13,000 people in there and
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they re all advanced selling podcast listeners.
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So maybe that s the assignment is post a LinkedIn post a video.
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Yeah.
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And and maybe even if you don t know what to say, just comment on something you heard recently that you liked, you didn t like.
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Bill and Brian, this is my first video in the LinkedIn group.
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Love it.
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We ll blow it up, share it, whatever you want.
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That s our thing.
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So like blow it up, meaning enhance it, not like, yeah, thank you.
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Hey, if you re not an insider, if you re not an insider member, we ve got some really good programming coming up in March and April.
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It s typically the first Friday of the month.
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We do an hour and 15 minute group call.
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We do some training, some coaching, some little networking.
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And we re talking in March about the best question bank.
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All the questions that you need to have.
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and how you need to be structuring those questions in your pursuit of a sale.
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And, you know, we ve talked about the question bank forever, but I still find that people don t necessarily have a bank, a library of questions to ask.
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And that s what we re gonna be talking about Insider.
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It s 40 something dollars a month, 47, 49.
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Go to advancedsellingpodcast.com slash insider to sign up and learn more.
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That exercise alone will pay for the entire year s tuition.
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I guarantee if you do what Bill s talking about, everybody needs to be a part of the Insider.
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All right, that s it.
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See you next time.
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Bye.
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Bye.