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In this episode of the Advanced Selling Podcast, I tell a near-miss tooth fairy story, Bill thanks me for cutting off my punk rock humming, and we talk about the small things that get in our way.
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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast created exclusively to help you create your own sales success.
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My name is Brian Neal.
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I am impressed that you remembered every word of that opening without the script.
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Did I?
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I didn t miss one?
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I think you nailed it.
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OK.
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I think it s the first time we ve nailed it.
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That s Bill Kasky.
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Give him his kudos over there.
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Yeah, it s OK.
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Glad you re with us.
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New listeners, welcome.
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We re glad you re here.
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You re probably binge listening.
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Most of our new listeners binge listen, which I think is an interesting concept.
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So you ll get to know us.
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We re glad you re here.
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We have a great LinkedIn group.
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If you go to LinkedIn and search under the groups for advanced selling podcast, you re going to see about 7,500 or so of your favorite friends.
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Lots of great interaction.
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People really help and share.
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Ideas with each other and that s what this podcast is all about We do have some other offerings for you.
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If you go to our website check out our products page every listener Every listener should have a copy of all in that s a mandatory thing If you re going to listen now, we don t charge you to listen You need to have a copy of all in so go to the products page on our website advanced selling podcast comm and
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and pick up your copy today.
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So my youngest son is in fourth grade, he s nine.
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He s on that edge of when he, you know, do kids believe in like the tooth fairy and Easter bunny and all that jazz, right?
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So he lost a tooth.
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So he puts the tooth in her pillow, right?
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And we go to bed.
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And so I wake up a little late.
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And I m thinking, oh, god, I forgot to do the tooth fairy, right, to put some money in under his pillow.
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So I can kind of buy out of that if I need to.
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So I go upstairs and wake him up.
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And I said, hey, buddy.
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He was awake already.
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I said, did the tooth fairy come?
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He goes, I don t know.
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I don t think so.
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He said, it was weird.
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My pillow was on the ground earlier.
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My tooth s gone, but there s no money.
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So I m like, oh, god.
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So he must have thrown his pillow in the ground.
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So I had slipped a five in my pajama strap here.
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And so I said, oh, god.
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I said, well, where did it fall down?
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He s like, down here.
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So I pulled a five out and slipped it under there.
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And I m like, well, that is kind of weird.
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There s no money, so whatever.
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And so I walked away.
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And then sure enough, he s like, dad, dad, dad, I was on the floor.
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I found it.
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I found it.
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I found it.
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So there s proof that you can, if you need to save yourself for those parents, because this happens, parents forget to do the tooth fairy.
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If you forget to do the tooth fairy, you can always save yourself.
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You just have to be a little creative.
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There s always hope.
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Did you mess up his bed for that reason?
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No, no, no.
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Or was it just messed up?
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active sleeper.
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He s a disaster to sleep with.
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You d never want to sleep with this kid.
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He like tries to punch you when he s asleep.
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So he throws the pillows off and stuff.
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Does he equate that disheveled bed with a tooth fairy?
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I don t know.
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He probably will when he s in his therapy sessions when he s 26.
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And I m sure he s probably going to his brothers like, did you guys see dad flip that five on the ground?
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He thought I didn t see him, but I did.
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So I m sure that s the deal.
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So Nicholas, when you re old enough to be a salesperson and you re listening to this, you ll know that I actually did put the five.
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And how about that for a tooth?
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Five bucks?
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How much did you get from the tooth fairy?
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That s really good.
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I got a quarter, I think.
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Yeah, I even got a dime at some point, I think.
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Okay, so you ve got a topic.
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Yeah, I got a topic.
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You ve probably heard this before.
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We live in a mid-major city, Indianapolis, and it s about a million, I don t know, MSA five, 1.5 million, something like that.
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And a lot of times you hear ads on the radio, probably done by LAVOs, LA Voice Over People.
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So I heard one the other day, and I live in a suburb of Indianapolis called Carmel.
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Well, there s another Carmel spelled the same way but pronounced very different out in California.
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Carmel.
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Carmel by the sea.
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Carmel.
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So I have heard a lot of ads over the years where they say, you know, hurry up to the Ace Hardware in Carmel at 126.
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And I think, really?
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They don t know.
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And then I heard one today on the way in where we re a big, in Indianapolis, we do a lot of amateur sports, kind of an amateur sports capital.
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We have some organizations we re very proud of, like the swimming and the rowing and tennis.
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We have one that we re very not proud of.
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US Ski Team.
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We re proud of the US Ski Team.
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We have another one that we ll not mention that s under a lot of scrutiny right now, is based here also.
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But the swimming organization is based here.
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And what is the building called where all the swimming takes place?
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There s one downtown.
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Yes, it s called the Natatorium.
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The Natatorium.
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Well, that s what I thought, too.
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The ad, though, said, you know, coming this weekend, blah, blah, blah, make sure you go to the Indianapolis Natatorium.
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Natatorium?
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Natatorium.
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She said it three times.
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OK.
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And when I heard that, it doesn t matter.
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I knew what she meant.
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And I m not trying to pick it apart.
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But it got me thinking about, you know, they spent a lot of money on the ads.
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They spent a lot of money on voiceover.
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And those little tiny things that just caused me to say,
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Really?
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I mean is that, so is this a real event or is it something that s brought in from the outside?
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If I don t, if you can t even pronounce the name of the city properly, how am I gonna know you re gonna really take care of me?
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I know those things aren t conscious thoughts, but I do think they re subconscious.
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They are.
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They re there.
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So it got me thinking about, well, I think the same thing can happen to us in sales and in business, as we spend a lot of time getting in front of people s marketing money, web money, web leads.
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And what do we do in the sales process that might get in our own way?
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I love that.
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That distract us, that, I don t know if it damages reputation, that s a little severe, but it might stop the process or slow it.
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Yeah, there s a little music trivia for you, probably outside of your wheelhouse.
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We gonna sing it or?
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Do you know who sings the, yeah you want to hum it, right?
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It s a kind of a punk band.
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Do you know who sings all the small things?
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Small things it s called?
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Blink-182 is the answer.
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No.
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Blink-182.
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Thank you for not making me gyrate through that.
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We re at five minutes, Bill.
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Exactly.
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So this is about all the small things.
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I think that s a good little tie.
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It s about all the small things and the small things that we do or don t do that get in our way.
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Right?
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How to get out of our own way with all the small things.
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So I ve got a few.
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You ve got a few.
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Fire away.
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I do.
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Can I start?
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You bet.
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Yeah.
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I wrote down the phrase blind spot removal.
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blind spot removal.
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And here s what I observe.
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And I have clients that are this way, where I feel like they don t know what they re doing that s in their own way.
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And it s hard.
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And all of us have a little thing, right?
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You just can t see it in yourself.
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And others see it in you.
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And so first start with this little project, where you re going to start to remove some of your own blind spots.
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The only way to actionably do that is to talk to other people.
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So the advice here for the salespeople listening is to ask your manager.
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And maybe ask some of your customers, when you re looking at your sales process, are there any things that I do, or did, or didn t do, that can be little, and I want to know these things, that you think, you know, that one didn t really sit well with me, that maybe you didn t tell me, or you don t point out a lot, you don t coach me on much.
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But they re little things that can make a big difference, right?
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And it s going to be hard for people to give you that feedback.
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Some people are just uncomfortable.
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No, no, Bill, you re great.
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No, there s nothing.
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There s nothing.
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Well, there s always something, even if it s little.
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And so you sort of have to beg of that of people and see what you find out.
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And I think sometimes you ll be surprised.
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You ll think, wow, do I really do that?
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Do I come across that way?
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And the answer is, yeah, you do.
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And you probably don t know it.
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So blind spot removal is my first piece of advice.
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You know, it s weird you say that because I had a call yesterday.
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from a client who, I don t work with this individual, but they re with a client that I do a lot of work with.
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And he called me and said, do you have a 360?
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Do you use a 360?
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He says, I need, I ve been here for six months and I need to get some feedback on how I m doing.
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And you know, 360s can be, they can be tedious and painful.
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And so I said, look, you can do a 360.
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I don t use one.
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But why don t you go ask people that very question?
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The people that you most come in contact with at your company say, look, what are some things that I can work on, some things that I could do better?
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What are some things that I do pretty well at that you d like me to continue?
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And what s one thing that I do that kind of annoys you?
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Maybe it s a personal habit.
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Maybe it s my cologne, whatever.
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Maybe it s the suits are too tight.
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But that s exactly the same thing.
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But you have to initiate that because that s not something your manager is probably going to say, you know, you re doing some things that annoy me because they re not ready for that.
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But you need to initiate.
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And I think you would find the blind spot.
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So I m sorry to take that to the next level, but I love it.
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I think you re exactly right.
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Good advice.
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All right, I ve got one here which is, I kind of used it maybe in the lead up to this, that I don t think we ask questions well.
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And we ve talked a lot on this podcast and in our individual coaching practices about the power of curiosity, the power of questioning, not just for questioning s sake or to find something that causes me to see a buying signal.
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But questions, because I really want to help the customer understand what they know and what their problems are, what their aspirations are, what their pleasures, what they re trying to achieve.
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So I find that salespeople really miss this.
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We tend to want to jump to pitch.
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and promote, and persuade, and defend.
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And sometimes I think it s good just to say, before we get started today, let me ask you a few questions about your business life, what you re trying to accomplish.
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Just give me a sense of who you are, and I ll be glad to do the same with you.
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Doesn t happen nearly enough.
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No, the questions don t.
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And the other problem with the questions, if I may add on,
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is they stop too soon.
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That s my big thing.
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Some salespeople are decent at that.
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They re not good.
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We need to all get better.
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They re OK.
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But not only, if you ask any of them, they still stop too soon.
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Just keep going and deeper and deeper.
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I teach this thing called a plus one I mentioned on the podcast, where you re not allowed to have a question unless you ve got a plus one question behind it.
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It forces you to create two questions for one, which exponentially drives the number of questions you ll ask in a sales call.
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It s a great tactical way to do what Bill s talking about here.
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But I get kind of irritated by that.
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I did a sales thing.
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You do this with some of your clients.
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I had a sales contest where they actually had to sell as an advertising company so I could actually be a prospect, which I was in this case.
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And I had a sales contest between these four branches.
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And I said, whoever wins, I m actually going to sign an advertising contract with.
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And I did.
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And it was amazing.
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The ones that got me were the ones that asked me the best deep emotional questions.
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And the ones that went real quick to, well, here s what we think would work for you, that went to kind of the mechanical stuff.
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I m just like, eh.
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It s so true.
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Ask questions.
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Ask good questions.
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And the mechanics could have been the right solution.
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Or they could have been exactly the same thing as somebody else, but you didn t feel like they really understood you.
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No, no.
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And the ones that did, I did.
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I was like drawn.
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I want to hug the guy.
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You know what I mean?
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It s interesting as a buyer.
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SPEAKER_00
It s a good, good psychology lesson there.
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SPEAKER_00
Um, go ahead.
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Uh, I have one here, which is the little thing of follow-up.
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It is a lost art and you know, you can do the whole, I know we ve talked on the show before about the, you know, should I send,
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you know, greeting cards or some kind of thank you cards, that that s up to you.
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SPEAKER_01
But I think at the least, you need to send an email that recaps what you talked about.
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SPEAKER_00
Yeah.
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And I even feel like I had a circumstance where I was interviewing two marketing agencies.
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And
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The one person was very, almost over the top in follow-up.
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And he was, when we had a call scheduled, this is in the sales process.
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SPEAKER_00
You were buying.
1
SPEAKER_00
Yeah, I was buying.
1
SPEAKER_01
When his calls set up, he would send me, here s what I d like to accomplish today, boom, boom, boom, boom, boom.
1
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The other guy, we just had the phone call.
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The other guy, no follow-up.
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Now, the other guy is probably a good company, and they were a lot more expensive, but they were probably good.
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SPEAKER_01
But I just felt so secure knowing that this guy, if that s the way he s behaving in the sales cycle, hopefully that s the way he, and he has, behaved that way in the delivery cycle.
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So here is something that a lot of salespeople tell me they can t do.
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And I push back on that and say, prove to me that you should delegate things that you re not good at in the sales process and or bring things in that would enhance the experience for the people you re selling to.
1
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For instance, Bill just talked about this.
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So to make this, you might say, well, gosh, I don t have time to write a handwritten note.
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and send a gift, and I m driving around all day, and I got caught.
1
SPEAKER_00
I don t have time for all that.
1
SPEAKER_00
You can find a virtual assistant for $15, $20 that will, as long as you tell them what to do, they will execute that for you.
1
SPEAKER_00
So all you do on that is, if you re bad at follow up or you re not good at sending thank you notes, have someone write the thank you note for you, and you sign it.
1
SPEAKER_00
Have them type it out on a little card, and they put it in front of you, and you sign it, and they take it and put it in the mail.
1
SPEAKER_00
There are virtual assistants that are really inexpensive that you can use.
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SPEAKER_00
So anything like that.
1
SPEAKER_00
delegate that to somebody else, whether it s follow-up, sending some sort of gift, putting together a report to send to people, find places to go give that thing to do to somebody else, and then you just be the conduit to send it to the customer.
1
SPEAKER_00
I love that.
1
SPEAKER_01
And you still have to put your personal touch on it, so you don t want just a form letter sent, but you ll want to dictate something, send it to that person.
1
SPEAKER_00
Or just edit it, get someone to start it.
1
SPEAKER_01
Use outside resources.
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SPEAKER_01
Yeah, it s good.
1
SPEAKER_01
I had one last one here, and that is, I think sometimes we don t, and you talked about it on the plus one with the questions, but we don t go that next step.
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We don t plus things up a little bit.
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I ve got a client in the construction business, and they have become really good at, when they have a major presentation, after they ve had a couple of calls, they have a very distinct process, when it gets back to the presentation, they go to their marketing agency,
1
SPEAKER_01
And they have a customized presentation design for this customer.
1
SPEAKER_01
Not in terms of just slapping their logo on it, but there are pictures of the Prospects office building.
1
SPEAKER_01
They really do it nice.
1
SPEAKER_01
And so when they re making the presentation, the person s like, man, this is who we are.
1
SPEAKER_01
This is us.
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We are the same.
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It s not you versus me.
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We re together in this.
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Each presentation costs probably $1,000 to $1,500, but these deals are lifetime value, could be several million dollars.
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So what the heck s $1,500?
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Why wouldn t you?
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Yeah.
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Last bit for me is when you do little things, my football coach used to tell me when I was in high school, prior preparation prevents poor performance.
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I m not gonna say the other P word, but that s what he used to throw in there.
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Prior preparation, and then we added prior proper preparation prevents poor performance.
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Oh my god, he could go on forever.
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That s a bad, that s a really bad, bad saying.
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You have to lean back a little bit like this.
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Exactly.
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And when you talk about little things and staying out of your own way, one of the little things you can do is spend a lot of time and energy doing proper preparation for the sales call, the sales process, all the way through.
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Way too many of our clients, sometimes I myself am guilty of this,
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where I have just not given any energy or time into preparing for something.
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And I always know I could have done better had I prepped sooner or better.
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Yeah.
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And it shows.
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It totally shows.
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It does for me when I miss.
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I know sometimes when I leave the account or the office, I think, you know what?
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If they don t work with me, I kind of know it s me.
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You get it.
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You do.
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It s not you.
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Yeah, yeah.
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We just didn t do as much as we could early on.
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Okay, so make sure you check out the products page at advancedsellingpodcast.com.
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We have two products there.
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One s called the Resource Toolkit, which is a element of questions and attitudes and language.
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And also there s the all-in product that Brian talked about earlier.
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And if you want to bring us out to a retreat or to a sales meeting, then make sure you email us at listener at advancedsellingpodcast.com.
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Once again,
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A plea for questions.
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Going to be doing a lot of questions here over the next few months, so get us your voice recorded question, or if you re a wimp, you can just email it to us at listener at advancedsellingpodcast.com.
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See you next time.
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Bye.