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In this episode of the Advanced Selling Podcast, Bill demonstrates hard candy disposal etiquette in front of my son.
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We inspire a fact checker, Doug, to start his own website.
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And we pull a tool from our brand makeover course and teach you how to figure out what you stand for.
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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in sales training podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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And it is a week away from Christmas.
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If you don t know, we re in the studio here and getting ready for the holidays.
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One of my sons is sitting in the room and Bill had a piece of candy in his mouth.
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And before we started recording, he spit it out into his hand and set it on the table, which I thought was a great example.
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For my young son, because I said to Bill, I let my kids do that all the time.
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They always spit their hard candies out after they ve started licking on them, but before they re done.
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Right.
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Instead of right on the table.
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Yeah, that s really, really making me sound like a pig.
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No, you re not a pig at all.
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It s just I know you didn t want to clunk around on the microphone for our listeners.
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So happy early Christmas.
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Yeah, same to you.
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It s going to be Christmas is one of my favorite times.
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You put me in the mood when you were singing.
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I was singing earlier.
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I was singing Sleigh Bells Ring.
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Do you have a favorite Christmas song?
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You don t really like Christmas, do you?
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Oh, I like it.
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I just don t like it in October like I do.
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I like that.
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I like all the classics.
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You know who my favorite Christmas singer is, is Martina McBride.
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Yeah, everybody says that, too.
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She has the Christmas song.
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She s got two or three, and she s just, her voice is just amazing.
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Yeah.
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I always think it s so interesting because so many of those old Christmas classics were from the 30s and 40s, mostly the 40s in the big band era.
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And it s so interesting as we
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get further away from that generation, that music is kind of lost.
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It s kind of the only way the big band stays alive in the younger generation is through Christmas music, because so many of those people and those writers and performers were doing that back then.
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So I m a Christmas music junkie.
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So it d be interesting if our listeners would chime in on that.
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I wonder if we get Christmas music people.
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It s a very divided group.
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I mean, some people are just not fans.
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I have a friend that works at Nordstrom, and she says that there is a gap week.
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I think it s this week.
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And they don t play their normal music, and they don t play Christmas music.
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What do you think the gap music is that kind of gets people kind of into that mode, but nothing about Christmas in it?
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I m going to guess speed metal?
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No?
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Speed metal?
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No.
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Exactly.
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Well, that s typical Nordstrom.
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No, it s Frank Sinatra.
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It s Dean Martin.
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It s that whole groove in the 60s.
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Yeah, crooners, right?
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Yeah.
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The Rat Pack.
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Yeah.
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But she said, people comment on that music more than they ever do the Christmas music or the regular music.
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People love that.
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And it s probably a lot of the age groups.
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It s good feel-good stuff we like.
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Beautiful.
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OK, so by now, our listeners are well aware, and many of you are enrolled in our Personal Brand Makeover course.
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We re thrilled to have you.
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Those of you who haven t done so already, you go to the website personalbrandmakeovercourse.com, personalbrandmakeovercourse.com.
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Great, great way for you to head into 2018 with a massively rebuilt personal brand that will help you be different, stand out, all that stuff.
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So we were inspired to take a little bit from that course and do an episode on it.
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That s what today s is about, right?
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So why don t you tee it up, Bill?
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So there are nine modules in the course.
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And one of the first modules, in fact, module number one, is on your clarity.
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And we believe and have seen, both from the podcast listenership and also from our current clients, that there is a fair amount of, what is it, un-clarity, vagueness, smokiness?
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Lack of clarity.
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Lack of clarity around what is your personal brand?
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Not what are the colors of your logo, not talking about that, but just what do you stand for?
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Who are you?
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What are your values?
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And to us, that s where a lot of it starts.
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And if you look at some of the major brands like Apple and BMW and some of the great brands, they spend a lot of time on what are our values?
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What do we value?
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Do we value speed, comfort, Volvo?
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What does Volvo value?
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Safety.
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They value safety.
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The idea here is to become very conscious, hyper conscious of who you are, what you stand for.
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And so we created this little brand clarity framework tool as part of the course.
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And we want to take one of these elements, which is what do you stand for?
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Pull it out and talk about that a little bit today.
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It gives you some insight into it and also helps you to think about this as you head into the holidays.
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Yeah, this is one of the modules, and this is a framework within the module.
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There are six of these little elements on this framework.
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We re going to pull one, what do you stand for?
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And we re just going to take you through some things that you should do and think about what do you stand for.
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So you want to take a stab and go first?
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Do you want me to?
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Yeah.
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Shall we?
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So the way we define this is what are the attributes that define you?
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So, for example, maybe one of the attributes that defines you is innovation.
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Maybe one is tradition.
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Maybe it s something about ambition.
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Maybe it s something about creativity.
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You ll have to decide.
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In fact, we even give you a way to find out what that is in the course.
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But you ve got to decide, well, what do I really stand for and what do I value?
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I know with myself, I really value innovation.
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I really value new ideas.
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And not necessarily that all of them are good, but I like the idea of looking at something in a different way and finding a different way to do things.
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And so that would be one that I would stand for.
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I stand for innovation.
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And if I m in a role, or if I m working with a client who doesn t want me to innovate, then it might not be a good fit.
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Yes.
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So that s an example of just what are the attributes that you stand for?
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And I just gave you a couple there.
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What do you think about that?
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Yeah, so there are a couple ways to look at this and the tools.
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So when we take you through this in the course, what do you stand for?
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We re talking about listing these in bullet form.
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And I think a good thing to do if you re a listener that you can start the process here is think of the start at the places that are the easiest.
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And then work your way to the more gray areas.
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Because I find when I do this exercise, you get to some where you re like, ah, well.
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And I kind of look at the, do my actions match what I m saying?
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And when they don t, I know I m kind of at my boundary level there.
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And so it might be something like, this is an easy one.
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So this is something like, I would say, in my business, I would say, well, I don t do any,
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business-to-consumer consulting or speaking or training.
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So people that sell to consumers, I don t work with them.
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I just don t.
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It s something I stand for.
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Now, it s not like this political thing, but it s a boundary.
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It s a very clear thing.
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I stand for that.
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That s a real easy one, right?
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Or you say, I don t do business outside of my home state.
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We live in Indiana.
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I don t do business outside of Indiana.
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would be able to, I stand for this, or I don t do that, or something like that.
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That s an easy way to start.
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Then they get more difficult as you go.
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So Bill talked about innovation as being one.
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One of mine is, I stand for growth.
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And so I want to be around people that are constantly growing themselves and growing their business.
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That s a great one.
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I stand for growth.
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So when I sense mediocrity or people like complacency, I ll run from that.
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It s just not my deal.
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And I can t stay in an engagement where I m feeling that way.
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Either way.
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So if a client brings you in and says,
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You know, we haven t done any training for our team in several years, and we really feel like we need to do that.
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And we ve heard your podcast, and we want you to come in.
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And if you say, well, how much do you want to grow?
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And they say, not really interested in growth.
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Does that mean that you shut it down?
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Yes.
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Well, ideally.
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Great question.
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That s the great, the scruples of this is that, am I
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aligned with my personal brand here.
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And the more clear I can be, the better.
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So here s what we hear, Bill.
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We just want to sharpen some skills.
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We want to give them some skills training.
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And you know what else I ll hear?
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This makes my head explode.
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We ve done a lot of hard technical training.
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We want to do some soft skills training.
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Some soft skills training, like teaching them what the hell to say in front of a customer, because that s
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It s not all that important.
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No, they know how to take apart the computer and put it back together.
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But we want some soft skills, like what to actually say to another human drives me nuts.
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You can tell.
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So you can tell I m getting fired up.
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So I stand for that.
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It s true.
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It s what it is.
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So that will be an interesting one.
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Or it could be like, I
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That s kind of the way I look at it.
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I look at it as, how important is your sales team to you?
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And our sales team, yeah, they re important.
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But our marketing team, they re really the ones that generate the leads.
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I can plug any salesperson in.
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Well, that s a problem, because if you don t value your sales team, what the hell are you bringing me in?
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Exactly.
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So another way to find out this thing, because sometimes these things are a little blind to you.
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There s a blind spot.
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And so if I just ask you, what do you stand for?
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It becomes a hard question to answer.
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So here s a suggestion.
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You listen to podcasts.
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You listen to our podcast.
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You probably listen to others.
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You read books.
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You watch videos.
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You go to seminars, whatever.
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And I suspect that occasionally,
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something really pops up for you that you hear.
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And it s not like the whole episode is epic.
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But Brian may say something, or more likely, I will say something.
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Probably.
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They know that.
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That just really strikes you and it resonates with you.
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Write that down.
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Because whenever, I think sometimes we are so overloaded with content that we don t sift through all the,
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Garbage to get to the one thing that really spoke to you.
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So brian talked earlier about what are your attributes?
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That that what do you stand for and what speaks to you?
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And I think this is one way to figure it out.
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It s just listen to what?
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What are you intrigued by what wow?
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you know what, I m really intrigued with this whole Tesla thing.
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I m really interested.
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Does that mean you want to start an electric car company?
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Of course not.
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What is there about it, though?
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And if you dig a little bit deeper there, you can find some things that you stand for that maybe have been out of sight for you for a while.
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That s a really, really good thing to do.
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They re right there.
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We just don t notice them that way.
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That s really good.
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And we all do it.
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I just did it last night.
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I was reading this book on the way home from my game.
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And I m flipping through this book.
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And all of a sudden, there was this one page.
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I m like, oh, man.
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I took a screenshot.
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I sent it to one of my clients.
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I m like, hey, check this out.
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And I didn t even think of it that way.
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This is something I stand for.
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I stand for this.
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And the deal was sales compensation, that I believe sales compensation is massively important, and companies don t spend enough time thinking about it and doing it.
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And so I read this book, and it validated.
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I m like, oh, I m fired up about this.
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That s good.
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That s really, really good.
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Who was it that said, if you don t stand for something, you ll fall for anything?
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Is that a saying?
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If you don t stand for something.
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Is that it, Travis?
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If you don t stand.
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I m going to guess.
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I m going to throw that to Doug Drozen and fact check.
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He said it?
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No, no.
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He ll do an audio check to tell us who said the saying.
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I think Travis is.
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Well, he is too, but it s more fun to have Doug.
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I think we can t wait for Doug.
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Travis can give us the answer.
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We can see if Doug gets the right one.
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I bet he does.
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Say the quote again.
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I was looking.
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I was looking at somebody s LinkedIn the other day.
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And they re a podcast listener.
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I noticed they were linked to Doug Drozen.
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We re putting them all together.
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Doug s got his own web page.
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It s called factcheckerdoug.com.
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He s a $10 million operator.
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He is.
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He makes eight times the money we do because he s got his own factcheckerdoug.com website.
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Go to personalbrandmakeovercourse.com if you want to learn a little bit more about personalbrandmakeovercourse.com.
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Yes, thank you.
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And check out and look at what you stand for.
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Make a list of these things.
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And I think you ll find that you ll come up with the first three or four pretty quickly.
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And then it may take you a while, but list 10 or 12 things that you can always go back and rewind it and take out some things that maybe don t fit so much.
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But anyway, that s it for today.
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Thanks for joining us.
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See you.
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Bye.