0
SPEAKER_01
In this episode of the Advanced Selling Podcast, I start a new segment called New Music Monday, where I highlight one of my favorite artists.
0
SPEAKER_01
This month it s Bleachers.
0
SPEAKER_01
Go check them out.
0
SPEAKER_01
You ll thank me later.
0
SPEAKER_01
Bill shares the correct pronunciation of a famous artist who cut his ear off that everybody knows.
0
SPEAKER_01
And we take a listener question from the LinkedIn group about how do I handle all this rigamarole in the global supply chain.
0
SPEAKER_01
Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
0
SPEAKER_01
I m Brian Neal.
0
SPEAKER_01
And I m Bill Kasky.
0
SPEAKER_01
We are up against a hard stop, so we re going to talk really fast.
0
SPEAKER_01
I didn t mean to do that.
0
SPEAKER_00
Sorry.
0
SPEAKER_01
Hey, if you haven t joined the Insider Group, go do that.
0
SPEAKER_01
Insider once a month live program.
0
SPEAKER_01
And it s awesome.
0
SPEAKER_01
You need to be in it.
0
SPEAKER_01
So go check it out.
0
SPEAKER_01
Go to advancedsellingpodcast.com.
0
SPEAKER_01
Just look for The Insider.
0
SPEAKER_01
Now s the time.
0
SPEAKER_01
It s January.
0
SPEAKER_01
Invest in yourself.
0
SPEAKER_01
It s time, isn t it?
0
SPEAKER_00
It is.
0
SPEAKER_00
It s the best money you can spend.
0
SPEAKER_00
It really is.
0
SPEAKER_00
And I ve invested.
0
SPEAKER_00
I know you have invested a lot in yourself over the years.
0
SPEAKER_00
And some of it doesn t work.
0
SPEAKER_00
Some of it, you look back and say, I probably could have saved that grand or five grand or 50 grand.
0
SPEAKER_00
But overall, you have to look at it as a whole.
0
SPEAKER_00
It always helps us grow.
0
SPEAKER_01
Always.
0
SPEAKER_01
Always.
0
SPEAKER_01
And I even say, it works from the standpoint that I know I ll pay to know that something doesn t work sometimes versus always wondering what if, what if, and looking on the outside, looking in.
0
SPEAKER_01
I m like, you know what?
0
SPEAKER_01
I made the commitment.
0
SPEAKER_01
Whatever I got from that thing didn t pan out, but now I know.
0
SPEAKER_00
And I think a lot of times it s the act of cutting the check that is the biggest thing rather than what s the heft of material that I learned from cutting the check.
0
SPEAKER_00
I think it s the act of saying, I m good enough.
0
SPEAKER_00
Dang it.
0
SPEAKER_00
I m good enough.
0
SPEAKER_00
I m nice enough.
0
SPEAKER_01
I m worthy enough to do this.
0
SPEAKER_01
And then for those of you millennial and Gen Z, cutting a check is an old thing we used to do back where we d actually take a piece of paper out and write money amounts on it.
0
SPEAKER_00
What am I supposed to say then?
0
SPEAKER_00
Venmo?
0
SPEAKER_01
No, I m just kidding.
0
SPEAKER_01
Yes, you are.
0
SPEAKER_01
My kids get on me now.
0
SPEAKER_00
Before you Venmo a check.
0
SPEAKER_01
So I ll say to them, so you re supposed to say, Venmo request me.
0
SPEAKER_01
That s what you re supposed to say.
0
SPEAKER_01
So I just say, I ll just just, I ll say Venmo me and you know, hit me up on Venmo.
0
SPEAKER_01
And she s like, like, Dad, it s Venmo request me.
0
SPEAKER_01
Okay, well, you know what y all you wants the money.
0
SPEAKER_01
So whatever you want to call it, you just fine.
0
SPEAKER_01
Yeah, I got a call from my son yesterday.
0
SPEAKER_01
My kids are really good for being teenagers.
0
SPEAKER_01
They call, and they re interactive, and that sort of thing.
0
SPEAKER_01
They re really good there.
0
SPEAKER_01
But still, when they call, I love when they call.
0
SPEAKER_01
But they call on Sunday, and usually I m working.
0
SPEAKER_01
I m like, where d my son call me on Sunday?
0
SPEAKER_01
I m like, Sam, is everything OK?
0
SPEAKER_01
Yeah, Mom took care of it.
0
SPEAKER_01
I m like, what?
0
SPEAKER_01
He goes, I needed money.
0
SPEAKER_01
I m like, OK, there you go.
0
SPEAKER_00
Thank you.
0
SPEAKER_01
You re welcome.
0
SPEAKER_01
But he did.
0
SPEAKER_01
OK.
0
SPEAKER_01
You know, are you getting ready to do a funny?
0
SPEAKER_01
Oh, not really a funny.
0
SPEAKER_01
More of a new music.
0
SPEAKER_01
Did I talk about this band?
0
SPEAKER_01
There s a band called Bleachers that I really want you to give a shot to.
0
SPEAKER_01
Bill, just give it a shot.
0
SPEAKER_01
His name, the guy is one guy, actually.
0
SPEAKER_01
His name is Jack, how do I say his last name?
0
SPEAKER_01
Aronoff?
0
SPEAKER_01
Travis Jack Aronoff?
0
SPEAKER_01
I hate that.
0
SPEAKER_01
I hate when I screw names up, especially with famous people.
0
SPEAKER_01
Anyway, he wins Grammys for other people producing their stuff.
0
SPEAKER_01
He s great.
0
SPEAKER_01
Went to go see him.
0
SPEAKER_01
He has a band he travels with, Bleachers.
0
SPEAKER_01
Some of the people listening to this will love that.
0
SPEAKER_01
They ll go, oh, Bleachers is so good.
0
SPEAKER_01
Just give it a chance.
0
SPEAKER_01
It s got a little 80s twinge to it.
0
SPEAKER_01
So you may be like, eh, really great lyrics, really well-produced music.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
Just give it a whirl.
0
SPEAKER_01
How do I say his name?
0
SPEAKER_01
Antonoff, yeah, Antonoff, Jack Antonoff.
0
SPEAKER_01
And he s produced like Taylor Swift and Adele.
0
SPEAKER_01
He s up for five Grammys, but no one knows him.
0
SPEAKER_00
Wow.
0
SPEAKER_01
He was in a band called Fun.
0
SPEAKER_01
He was the guitar player in a band called Fun that was kind of a poppy band.
0
SPEAKER_01
But he s one of the most down-to-earth, relatable,
0
SPEAKER_01
musicians ever that could be really cocky and is the total opposite.
0
SPEAKER_01
He played a show here.
0
SPEAKER_01
He wore an FFA jacket.
0
SPEAKER_01
I don t know if he wears it all the time, but the FFA, Future Farmers of America, for those of you who don t know.
0
SPEAKER_01
Huge organization.
0
SPEAKER_01
Huge organization.
0
SPEAKER_01
Massive event here in Indy.
0
SPEAKER_01
Bleachers, that s your new music Monday on the Advanced Selling Podcast.
0
SPEAKER_00
I ll jump on that.
0
SPEAKER_01
Just give them a chance.
0
SPEAKER_01
Just let it roll through a little bit.
0
SPEAKER_01
OK.
0
SPEAKER_00
We know you talked about naming things and things like you talked about Jackson.
0
SPEAKER_00
We went to the Van Gogh.
0
SPEAKER_00
There s a big museum showing or art exhibit.
0
SPEAKER_00
at the Newfields.
0
SPEAKER_00
And I love Newfields.
0
SPEAKER_00
I love going down there and this Van Gogh thing.
0
SPEAKER_00
And so we went over the holidays and it s a multimedia thing.
0
SPEAKER_00
It s you walk into this big room and all this stuff is going on on the walls.
0
SPEAKER_00
It s very different than a traditional art exhibit.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
And so, you know, Van Gogh, we all know Vincent Van Gogh, the ear, you know, cut off his own ear.
0
SPEAKER_00
And he was a crazy dude.
0
SPEAKER_00
And he was into all sorts of wild, wacky stuff.
0
SPEAKER_00
But it was really cool because he s a genius.
0
SPEAKER_00
So I got back that night.
0
SPEAKER_00
I thought, you know, I d like to watch a couple of documentaries about Van Gogh.
0
SPEAKER_00
And one of the documentaries was pronouncing his name very differently.
0
SPEAKER_00
Oh, really?
0
SPEAKER_00
Yeah.
0
SPEAKER_00
And so I went on YouTube and said, how do you, or went online, how do you pronounce Van Gogh s name?
0
SPEAKER_00
And there was this little five minute video that has like a hundred million people.
0
SPEAKER_00
And it says a Danish, I don t know what, where he was from, but in Netherlands.
0
SPEAKER_00
And the guy says, the British call it Van Gogh and that is wrong.
0
SPEAKER_00
And he does this.
0
SPEAKER_00
Then he says, the Americans call it Van Gogh and that is wrong.
0
SPEAKER_00
He says, the correct pronunciation is Van-Hall.
0
SPEAKER_00
And I listened to it again and it was Van-Hall, Van-Hall.
0
SPEAKER_00
And I thought, what would my friends say if they said, hey, what d you do last weekend?
0
SPEAKER_00
Oh, I went to the Van Gogh Museum.
0
SPEAKER_01
Yeah, I have a relative that does that.
0
SPEAKER_01
The people that like, hey, Brian, would you mind passing me the mozzarella?
0
SPEAKER_01
I m like, we re German.
0
SPEAKER_00
We re German.
0
SPEAKER_00
We re from southern Indiana.
0
SPEAKER_01
We re going to get to say mozzarella.
0
SPEAKER_01
Hey, would you mind handing me the ricotta?
0
SPEAKER_01
Ricotta?
0
SPEAKER_01
A little too precise.
0
SPEAKER_00
It s ricotta.
0
SPEAKER_00
It s cottage cheese if you re making lasagna.
0
SPEAKER_00
I love mozzarella.
0
SPEAKER_00
Van Gogh.
0
SPEAKER_00
How do you say it?
0
SPEAKER_00
Van Gogh.
0
SPEAKER_00
It s like, I said, it s kind of like a super spreader event right there.
0
SPEAKER_00
If you ve got the COVID in the middle of a pandemic, you could infect 10 people just by saying his name.
0
SPEAKER_00
Oh, that s brilliant.
0
SPEAKER_01
OK, we have a listener question today, right out of the LinkedIn group.
0
SPEAKER_01
Thank you.
0
SPEAKER_01
If you re not in the LinkedIn group, go there.
0
SPEAKER_01
And also pay attention, because we re asking for input here.
0
SPEAKER_01
Here s one for today.
0
SPEAKER_00
Jeff C, I don t know if he wants us to use his name, but I ll say Jeff C. He knows who he is.
0
SPEAKER_00
A subject that is hitting those of us in the equipment world, where manufacturers are unable to provide timelines, is product availability and delivery.
0
SPEAKER_00
Some are stretching out into fall of 2022 due to allocations high demand.
0
SPEAKER_00
What would you suggest for strategies to keep from losing those customers?
0
SPEAKER_00
He says, I believe after two years that customers are starting to have the mindset of, look, I need it.
0
SPEAKER_00
So if brand A, B or C has it, I m buying it.
0
SPEAKER_00
even though they might prefer your product and the support you provide, deferring it after the sale.
0
SPEAKER_00
I continue to keep communication, but we find that it feels like we keep turning the sword.
0
SPEAKER_00
It s like we keep calling them saying, OK, well, we got an update.
0
SPEAKER_00
And so how do you communicate with these people who you might be at risk of getting orders canceled or losing?
0
SPEAKER_01
Yes.
0
SPEAKER_01
Problem here is worldwide, as we know.
0
SPEAKER_01
Those of you who might be in technology or services may not be feeling this, and your customers might.
0
SPEAKER_01
And so this can impact people.
0
SPEAKER_01
A lot of people say, well, it doesn t really apply to me, because we sell software.
0
SPEAKER_01
I m like, eh, maybe it does, because maybe your customers are in this boat, or maybe they sell to people that are.
0
SPEAKER_01
Or maybe your software has componentry or has hardware or firmware that requires chips and things, right?
0
SPEAKER_01
Buzzwords, firmware, and firmware.
0
SPEAKER_01
That s one of my favorite things I ve ever heard.
0
SPEAKER_01
I m going to have to teach you after the show how to do that.
0
SPEAKER_01
That is just brilliant.
0
SPEAKER_01
So if you think it doesn t impact you, just be careful with that, I would say.
0
SPEAKER_01
And be prepared for this.
0
SPEAKER_01
And this is a specific topic that can be made generic.
0
SPEAKER_01
But there can be other things that come along where certain elements of your product or your software or your equipment aren t there, aren t available.
0
SPEAKER_01
We had this problem when I used to work at Procter & Gamble.
0
SPEAKER_01
We had a allocation problem because there wasn t enough paper pulp to make toilet paper.
0
SPEAKER_01
So it can happen.
0
SPEAKER_01
It happens.
0
SPEAKER_01
That s right.
0
SPEAKER_01
That s right.
0
SPEAKER_01
So even if you re like, ah, it doesn t apply to me, listen anyway, because you can likely learn something here.
0
SPEAKER_00
And I kind of drop into the camp here where there s only so much you can do or say to give comfort to the person who s expecting something in October, and now they find it s December.
0
SPEAKER_00
I mean, you can only do so much.
0
SPEAKER_00
I mean, I m not saying go hide your head in the sand and don t communicate.
0
SPEAKER_00
I m saying communicate.
0
SPEAKER_00
But at some point, if the person needs to buy product B because they have to have it, they re going to buy product B. And how you handle them when they
0
SPEAKER_00
excuse me, how you handle the situation when they do go to somebody else.
1
SPEAKER_00
will determine whether you get a chance to get back in their good graces, and they re in your good graces, and you start working with them again.
1
SPEAKER_00
So I think that sometimes it s just going to happen, and there s only so much you can do.
1
SPEAKER_00
And that s not being, I m not surrendering there.
1
SPEAKER_00
I m just saying that don t get all wrapped up and don t get ulcers thinking about this, because everybody, like you said, Brian, is affected by it.
1
SPEAKER_01
They are.
1
SPEAKER_01
And you know, well, you have to watch yourself here.
1
SPEAKER_01
And you hear Bill and I talk about it.
1
SPEAKER_01
We talk about it in our work individually.
1
SPEAKER_01
We talk about it on the podcast all the time, is if you re struggling with this, you ve got to check your intentions.
1
SPEAKER_01
And I think part of the question here was, well,
1
SPEAKER_01
They re going to, they like my product better, but they re going to go with company B competitor because they can get theirs and they can t get mine.
1
SPEAKER_01
Check your intention on there.
1
SPEAKER_01
If this is an equipment thing where they need it for a manufacturing facility, and if they don t have the other, the competitor s product, the line shuts down, they need to go to the competitive product.
1
SPEAKER_01
You don t want to be the cause of shutting a line down.
1
SPEAKER_01
And so check your intentions.
1
SPEAKER_01
And I think how you handle this
1
SPEAKER_01
is really what matters, not whether or not you re going to get them to stay with you or buy your stuff or wait until your stuff gets off the ship.
1
SPEAKER_01
I think it s more about how you handle that.
1
SPEAKER_01
So I would be really strong with my intention here and to say, what I want most in this whole thing is to keep the operation running.
1
SPEAKER_01
And I don t want to be a hindrance to that.
1
SPEAKER_01
And we ve got our own.
1
SPEAKER_01
And my problems aren t necessarily your problems directly.
1
SPEAKER_01
So we ll work on our side.
1
SPEAKER_01
I can inform you.
1
SPEAKER_01
But if you ve got to make, even if it s short-term decision, to go another direction,
1
SPEAKER_01
We get it.
1
SPEAKER_01
We can t combat that.
1
SPEAKER_00
And maybe there s a way to get creative on the back end of it, too, where, OK, Brian, you ve got to have this.
1
SPEAKER_00
You know what?
1
SPEAKER_00
I think you should buy this.
1
SPEAKER_00
I can t deliver till November.
1
SPEAKER_00
You can get this in July.
1
SPEAKER_00
And then how about if we come back early next year, and maybe we can buy that back from you, or we can work out something to help you get out of that.
1
SPEAKER_00
Because there s all sorts of creative things you can do, but I know we want the deals and we don t want to lose them, and so all of our attention and focus goes there instead of the big picture, which is a longer term relationship.
1
SPEAKER_00
You know who s, I don t know if they re doing this, I m still trying to figure out the motivation, but if you watch the,
1
SPEAKER_00
Domino s commercials.
1
SPEAKER_00
Yes.
1
SPEAKER_00
Oh, brilliant.
1
SPEAKER_00
If you haven t seen it yet, they re probably on YouTube, but Domino s has this national campaign where they re buying gift cards.
1
SPEAKER_00
Domino s pizza.
1
SPEAKER_00
Domino s pizza.
1
SPEAKER_00
What did I say?
1
SPEAKER_01
Just Domino s.
1
SPEAKER_00
Okay.
1
SPEAKER_00
Domino s pizza.
1
SPEAKER_00
And they re buying gift cards of their competitors, these small restaurants who have been impacted by high delivery fees that some of these delivery trucks charge.
1
SPEAKER_00
And their business has been hurt because of the pandemic.
1
SPEAKER_00
And they re going out.
1
SPEAKER_00
And so whenever you buy a Domino s pizza, you also get a gift card to a local restaurant.
1
SPEAKER_00
Brilliant.
1
SPEAKER_00
And I thought, well, it s brilliant.
1
SPEAKER_00
And it s like, well, how does what really happens there?
1
SPEAKER_00
Well, a they get a chance to do a national campaign about it talking about look how look how wholesome we are.
1
SPEAKER_00
We re selling pizza.
1
SPEAKER_00
But also,
1
SPEAKER_00
The restaurants are building goodwill in the community with other restaurants.
1
SPEAKER_00
I presume that Domino s, doesn t Domino s have a delivery app?
1
SPEAKER_00
So I can go to the Domino s delivery app and get something else.
1
SPEAKER_00
I don t have to get Domino s, right?
1
SPEAKER_00
Correct.
1
SPEAKER_00
So they re building their app business.
1
SPEAKER_00
Absolutely.
1
SPEAKER_00
And probably at some point they ll start charging exorbitant fees.
1
SPEAKER_00
Of course.
1
SPEAKER_00
Right now.
1
SPEAKER_01
We re not going to tell anybody.
1
SPEAKER_01
We re just going to raise them.
1
SPEAKER_00
And they have these little restaurant owners on talking about how could they possibly do this?
1
SPEAKER_00
This is amazing.
1
SPEAKER_00
I m just thinking it is a stroke of genius.
1
SPEAKER_00
That s true creativity.
1
SPEAKER_01
Totally.
1
SPEAKER_01
It really is.
1
SPEAKER_01
It s almost thinking opposite, versus how can we beat our competitors?
1
SPEAKER_01
How can we feed our competitors?
1
SPEAKER_01
It s a really interesting thing.
1
SPEAKER_01
I just love that.
1
SPEAKER_01
To your point, it s genius, because you can t argue with it.
1
SPEAKER_01
You know what I mean?
1
SPEAKER_01
I mean, if you re Papa John s.
1
SPEAKER_00
You can be suspicious of it, but you can t argue with it.
1
SPEAKER_00
And I m sure that when Little Restaurant A in Peoria
1
SPEAKER_00
gives the gift, you know, sells the gift cards to Domino s, and then they have an order, the Domino s driver probably gives the person a $10 gift certificate for pizza next time too.
1
SPEAKER_00
Did I say pizza?
1
SPEAKER_00
Pizza, pizza, pizza.
1
SPEAKER_00
But that s OK, because that s all part of the people who are eating out.
1
SPEAKER_00
We re growing the base of people who are eating out, and we re trading.
1
SPEAKER_00
It s really an abundance mentality.
1
SPEAKER_01
And those people are going to recommend dominoes or use it themselves.
1
SPEAKER_01
I mean, it s really, really great.
1
SPEAKER_01
And just the feel good, the thing you get there is just a good thing.
1
SPEAKER_01
I think it s really good.
1
SPEAKER_01
So last thing I ll say on this topic is, and I see this, the temptation, this gets back to intention.
1
SPEAKER_01
The temptation is to stretch the facts in my favor as much as possible.
1
SPEAKER_01
Do not do that.
1
SPEAKER_01
Deal in reality.
1
SPEAKER_01
What do you know for sure?
1
SPEAKER_01
On my Sunday job, we deal with this.
1
SPEAKER_01
All this thing will happen.
1
SPEAKER_01
The ball disappears.
1
SPEAKER_01
And I look down, and this defensive guy s got the ball.
1
SPEAKER_01
All I know for sure, because I didn t see where the ball went, I just know the defensive guy s got the ball.
1
SPEAKER_01
That s all I can make my judgment on.
1
SPEAKER_01
I might be wrong.
1
SPEAKER_01
So don t do this.
1
SPEAKER_01
Well, we should be, yeah, we re supposed to hear something on Friday, Bill.
1
SPEAKER_01
Don t do that.
1
SPEAKER_01
And people are so tempted, because they want to goodwill it, right?
1
SPEAKER_00
Because they want to please.
1
SPEAKER_00
Yes, they want to please.
1
SPEAKER_01
And it s really dangerous in this environment the more you do that.
1
SPEAKER_01
We re going through a mortgage refinance.
1
SPEAKER_01
And we had three.
1
SPEAKER_01
And our mortgage guy s sick.
1
SPEAKER_01
We don t know him.
1
SPEAKER_01
First time we re working with him, he had COVID.
1
SPEAKER_01
So I feel really bad for him, down and out.
1
SPEAKER_01
But his assistant keeps saying, yeah, he s sick.
1
SPEAKER_01
But he said he s really good.
1
SPEAKER_01
You should hear back from him by the end of the day.
1
SPEAKER_01
He s going to look at your file three times.
1
SPEAKER_00
Never does.
1
SPEAKER_01
Never did.
1
SPEAKER_01
And it s a bad first time with this guy.
1
SPEAKER_01
And I feel bad.
1
SPEAKER_01
He s sick.
1
SPEAKER_01
But don t say that.
1
SPEAKER_01
Say, you know what?
1
SPEAKER_01
He is really sick.
1
SPEAKER_01
And I d be shocked if he touched a file until January 3.
1
SPEAKER_01
I m like, cool, we ll wait, no problem.
1
SPEAKER_01
But hearing that, it s just bad.
1
SPEAKER_00
So over-communicate, but don t over-promise.
1
SPEAKER_01
Correct.
1
SPEAKER_00
Over-communicate.
1
SPEAKER_00
I mean, part of this, I think Jeff C. said, it feels like we re turning the sword every time we call him back and say, OK, well, now I got an update.
1
SPEAKER_00
It s not going to be November 1.
1
SPEAKER_00
It s going to be November 18.
1
SPEAKER_00
It feels like, oh, god, another time we re turning the sword.
1
SPEAKER_00
But you have to do it.
1
SPEAKER_00
And you have to keep people updated.
1
SPEAKER_00
And your intent has to be right.
1
SPEAKER_00
and you keep the relationship alive, and you know what, if they want to buy from somebody else, brand A, B, or C, and you can t fulfill the deal, then you just have to deal with it later.
1
SPEAKER_01
That s it.
1
SPEAKER_01
But how you handle it s more important than what you get from it.
1
SPEAKER_01
That s what I d say on this one.
1
SPEAKER_01
Good question.
1
SPEAKER_01
All right, cool.
1
SPEAKER_01
Go to the LinkedIn group.
1
SPEAKER_01
That s where that question came from.
1
SPEAKER_01
LinkedIn group is where the action is.
1
SPEAKER_01
AdvanceLinkPodcast.com, LinkedIn group.
1
SPEAKER_01
And give us your advice or your desire of topics.
1
SPEAKER_01
What topics do you want to hear from us in future episodes?
1
SPEAKER_01
Topicpalooza.
1
SPEAKER_01
Topicpalooza.
1
SPEAKER_01
All right.
1
SPEAKER_00
See you next time.
1
SPEAKER_01
See you.
1
SPEAKER_01
Bye.