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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast, podcast history.
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I m Bill Kasky.
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Brian Neal over here.
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We love our listeners.
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And we get emails constantly.
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We get, if you are not a part of our LinkedIn group, go to advancedsellingpodcast.com slash LinkedIn.
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We ll make sure we put all these links in the show notes.
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But go join our group.
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We re, I don t know, 12, 13,000 strong.
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Get some really good commentary from some of the programming that we do.
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And we love to be in touch with you.
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So connect with us there.
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You likey.
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Tell me about your shirt, Bill.
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Well, my shirt, which you can t see because my camera is still busted, but it says, no sheep in my circle.
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And it s got a picture of a sheep.
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It s a large white lettering, so you can t miss it.
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And I bought it after I saw a guy named Jimmy Levy wear it.
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Jimmy Levy was on American Idol.
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He didn t win, but he s a soul.
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beautiful voice.
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And he s worked on his voice a lot since he was on Idol.
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And he s got a couple of records out.
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It s a soothing, it s a soulful sound, just really good.
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But he had the shirt on.
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And I thought, I wonder what that means.
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He didn t go into detail about it.
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But I said, I like the idea.
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I like the idea of don t be a sheep.
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Yeah, and I think it s easy for us to default to sheep and this is this wasn t a political commentary at all It s just a shirt.
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So I bought it on public teas wore it first day.
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I wore it i m coming out of starbucks
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And there s a lady going in, and she takes one look at my shirt and says, hey, I like your t-shirt.
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I said, oh, thanks.
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She goes, where d you get it?
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And I said, just an online public tease called Public Tease.
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And I saw a guy wore it, and I kind of liked the message.
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I said, what do you think it means?
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And she goes, well, it means that you are a black sheep in your family and that there were no other black sheeps in the family.
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They were all white sheeps.
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And because you were a black sheep, you got out of the family and you have prospered as the black sheep.
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I almost feel like she was surprised by my question.
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So she s stream of consciousness.
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And you re just kind of work making it up as she goes.
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But I m like, Okay, yeah, I said no, but that s a very creative.
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And then by that time, she had gone in and I didn t have to tell her.
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But I thought it meant but I m like, okay, you know, I m like, okay, I m like, I m like, I m like, I m like, I m like, I m like, I m like, I m like, I m like,
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I thought that s pretty, yeah, so no sheep in my circle.
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I like the thought of it because I think we can default to just conforming.
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And I don t think that s helpful.
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You think of the people who are the leaders of today, they have not conformed.
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They have gone on their own separate path.
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The opposite.
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I saw, this will tie into our topic, I saw this morning, I got fed a copy of the video of Steve Jobs in a press conference, not the Super Bowl ad, but in a press conference announcing McIntosh, the McIntosh person who appeared in 1984.
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And he had gone through the history of computing and stuff.
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He talked about Xerox was a technology in the 60s that IBM passed on.
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And IBM said that personal computing wouldn t work.
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And then he introduced Macintosh.
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And I m like, what that brought me to, this ties into the thing.
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is Steve Jobs is, he s passed away, obviously, was such a great storyteller.
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Nothing he talked about, it was so interesting, if you watch this video, he s in a suit, it s a press conference, and he starts off, so they go up there, he goes, hi, I m Steve Jobs, I m the CEO and founder of Apple Computers.
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And he pauses, and he goes, in 1960,
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There was a technology invented that allowed, you just started telling a story, you had no idea where it was going.
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But I m like- Thanks for being here, everybody.
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We re really excited, we re gonna start a new product launch.
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Totally, like nothing close to that.
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He didn t talk about bits, pixels, participles, anything, you know what I mean?
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Nothing, a little grammar into the tech.
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So nothing.
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He told a story and then showed that, remember the commercial?
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The Macintosh commercial where all the people were chained in 1984.
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They re all sheep, exactly.
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And then that woman throws that sledgehammer and busts it open, and everyone is free.
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And they were sheep, and they were, and they re not.
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And he s been a contrarian his whole career that way.
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And that to me, so if you look at, this is tying in where we re talking about back to basics.
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If you study, watch Apple, I just got fed a thing about its stock and its history.
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It has never wavered from that concept.
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You still have products that aren t about products.
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They re about feelings and about storytelling and about making people s lives connect better, be more enjoyable, be more expressive.
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They re not about computing capacity at all.
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And I m like, man, they re still living their truth that he was in, gosh, he must ve been 28 or something back then, 84.
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But he set the stage.
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And I think what we can learn from that is he made big bets on his instincts.
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And he didn t shy away.
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He didn t talk himself out of some things.
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But he talked himself into, if he had an idea that rang true for him, he went with it.
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He prototyped it.
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And he tried it.
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And I m sure he tried a lot of things that didn t work.
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But he probably never said, oh, we can never do that.
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bad.
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You know, no jobs.
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I can t do that.
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Never.
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No, no.
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And even in the evolution of everything, he stuck.
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And this was kind of the episode we want to talk about, like, what is what s still the same.
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We talk about what s new and different.
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And Bill and I, we pull ourselves out to be innovative and forward thinking, you know, with personal branding and using chat GPT and selling and automation and LinkedIn navigator and dah, dah, dah, dah, dah.
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But what hasn t changed?
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Because their world, Apple s world, has changed dramatically since Macintosh came out, yet the core essence is still the same.
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They make products that make people s lives better, and it s all about how they feel.
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So what in selling for you hasn t changed in the 30 or 40 years you ve been in the profession?
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Well, I did a LinkedIn video the other day where I cited a coach that I had when I first got into business.
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And I was, I got into a certain business, this business, and I was really struggling with prospecting.
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I didn t like the whole cold call, reach out to a thousand people a month.
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And it was like, Oh God, that sounds awful.
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It still sounds awful for me, even though I know some of my clients that s, that s the preferred,
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method, but I never liked it.
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I don t know whether my self-image was damaged, or I just never liked it.
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And I don t think many people do, but very few people admit it, because I m, again, self-image.
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I don t care about you.
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So I had a coach that said, Bill, why do you think you prospect?
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And I said, well, why do we prospect?
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We prospect, and we make these calls so that we can grow our business.
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He said, that s why you think we do it?
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I said, yeah, that s why we do it.
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What are you talking about?
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It s all we talk about.
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He goes, well, if I ve given you that impression, that is dead wrong.
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He said, we don t prospect for us.
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We prospect for the people who have problems that we can solve.
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That s why I want you to go out and make these calls.
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He said, if somebody doesn t have a problem and you can t solve it, move on.
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We re doing this as a gesture of service to people.
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We re making these calls.
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And at first, I thought,
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Oh, god, this guy s a little bit.
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He s on some good stuff.
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But that has stuck with me.
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Because whenever I feel like, oh, I don t want to shoot a video, or I don t want to make cold calls, but if I did, I always think, wait a minute.
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That s my ego.
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That s me.
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I m saying no.
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I m saying no to the person before they can say no to me.
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And that doesn t seem right.
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And so that has always stuck with me.
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Is that a basic skill?
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Yeah, I think it kind of is.
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I think it is.
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But then what s the mindset around it was very, that really changed how I looked at business.
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Yes.
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You have to go out there.
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You just can t.
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Because even if you say, like, well, you have marketing-generated leads or marketing-qualified leads, marketing is going out there.
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Somebody s got to go out there.
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You re not going to sit in your basement with a product, don t tell anyone, don t post it, don t share with anybody, and people are going to come by.
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It s not going to happen.
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Got to go out there.
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That s a great fundamental thing.
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I love the switch of the mentality of that, too.
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It s all for them.
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For me, something that has always been there and always will be, and I ll couple it like you did, Bill, too, is
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The best people in sales, I don t care what methodology you subscribe to, whatever, have to listen closely.
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You have to listen.
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You also have to hear what people are saying and filter it with good intention.
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You have to hear what people are saying.
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saying, not because I was like, we need to be better to listeners.
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By the way, Bill, in a class, isn t it true that the people when they are doing the, well, what I do is in our classes, they want to tell us about listening, talk for 45 minutes about how to be a good listener.
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Yeah.
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It s funny, isn t it?
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Yeah.
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Always happens.
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Exactly right.
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Always so funny.
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I ll tell you, I ll tell you what we need.
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Let me, let me talk about it.
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I ll go on a rampage here, but we need to be better to listeners.
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I m telling, I go out so many times, I m talking and I m saying, and I just got to listen.
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I got to tune in.
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You know, I m like,
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Yeah.
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Okay.
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That s true.
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But listening with the good intention to hear what s going on, and then prescribe whatever it takes, meaning I can help you, I can t help you, I ve got someone that I know that can, here s a connection, here s some advice, whatever.
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But really, really tuning into that, I think, is a really good thing.
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Yeah, that s good.
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I mean, that just never goes away.
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Never goes away.
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Ever.
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And even in your own organization, if you have internal meetings, think about how many times people are just taking turns talking.
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Nobody s really listening and hearing.
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How many times have you been in an internal meeting and someone stops you after you ve said something and say, now, wait a minute.
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When you say that, tell me more about that.
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That s interesting.
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Tell me more.
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Never.
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No.
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Never.
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Wait and talk.
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Wait and talk.
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And if you talk...
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If you talk a lot while you re describing something, people are not going to ask you, tell me more about that, because they don t want to withstand another 17-minute monologue.
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Totally.
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If you re a man of a few words, people will say, well, tell me more, because they know they re going to get it straight.
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So I like that.
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I think that s a basic, basic, never going to go away relationships of any kind.
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We go out there, prospect, listen with good intention, done.
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I think that s a good place to end this.
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I think we could come up with 17 other things, but I think those two things are, man, if you just do those and really, you know, kind of immerse yourself in the thinking about those two things, it could change.
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It could change everything.
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Love it.
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We may get complicated too often, don t we?
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We do.
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Let s see.
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If you haven t joined Insider, go do that.
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By all means, you talk about this and other good stuff, the income thing from last episode.
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I encourage the first Friday of every month, just sign up.
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It ll be the best investment you ve ever made, I promise you.
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Live coaching from my friend Bill.
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And join the LinkedIn group.
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If you re not in there, go in there and post some stuff up.
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13,000 people in LinkedIn group.
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It s a great group.
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So yeah, if you ve got a topic or an episode, a suggestion, we haven t done this in a while.
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Send us an email.
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Listener at advancedsellingpodcast.com.
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We ve not solicited input from our listeners.
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Let us know.
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Just shoot us an email for anything.
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Just say hi or something.
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We ll read it on the air.
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If you want to be famous, tell your friends you re on a podcast.
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Listener at advancedsellingpodcast.com.
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Shoot us any note, shoot us a question, a comment, a deal you re working on, anything at all.
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Open phones.
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Listener at advancedsellingpodcast.com.
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We d love to hear from you.
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And if you want to record a message to us, you can send it there too, because we will accept audio message.
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You can do video, but that probably wouldn t work, but you can do audio and not only get your name on, get your voice on.
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Just make sure if you do that, you use a Shure SM7B microphone with a- You re only $400.
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64 digit bit recording.
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No, I m kidding.
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Okay.
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No, you re not.
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I m not kidding.
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See you next time.
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Bye.
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Bye.