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In this episode of the Advanced Selling Podcast, I lament about the most expensive brunch I ever ate, Bill and I, both non-golfers, tell two golf stories, and we give you a success hack complete with an assignment you re all required to do.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast.
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I m one of your co-hosts, Bill Kasky.
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I m the other co-host, Brian Neal.
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Brian, I want to welcome you back.
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Hey, glad to be here.
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You re a big golfer, aren t you?
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Hey, I m not a big golfer.
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I just said we stayed at a really nice, you know where Half Moon Bay is?
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like California and San Francisco.
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Oh my gosh.
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Everyone thinks it s in Jamaica.
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I guess there s a half moon Bay.
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Oh really?
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But we stayed at a really nice place and it s on a golf course and I ve never wished I liked golf more than staying.
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This place was, it s on the ocean, on the Pacific ocean, gorgeous, you know, like breezy.
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I m like, Oh my gosh.
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I will say, though, so we stayed with Marriott Points.
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This is not a lot of cash out of hand, but it was a really nice place.
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We got a brunch.
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We went to this lower-level restaurant first, and they were serving lunch, and we wanted breakfast.
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Like, well, a brunch is open in the nicer restaurant.
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We re like, cool.
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That s why I bet.
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So rule number one, no menu, no prices.
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Could be an issue.
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Let me guess sit down go ahead eat off the chart good.
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I mean Ridiculous sushi crab legs shrimp everything homemade gourmet pastry did it I get the bill just me and my wife Stephanie how much?
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190 per person what it was three hundred and sixty dollars
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Exactly.
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I opened the thing and I m not and I m going to spend money on a good meal and everything else.
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I got, you know, not at all.
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And that s a thing I love.
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I love those experiences.
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I cracked it open.
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I m like, oh my God, I go to stuff.
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I m like, how much you think it was?
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She s she goes.
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I was thinking it might be 50, but now they re a person.
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Now that I think it might be a little more, but I m like, no.
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Oh my God.
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It was worth it, but that s a thing, right?
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10 years from now, you will not remember one thing you had, but you ll remember how much it was.
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Exactly right.
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It was a great experience, a wonderful experience.
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Well, I know that we both wish we were golfers.
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I wish I was a golfer.
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Conditionally, for sure.
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And I might turn into a golfer at some point.
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But I saw a story the other day that there was an LPGA golfer who might have seen this.
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They were actually playing in a tournament in southern Indiana at French Lick as an LPGA tour stop.
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And she got a little penalty.
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She got a penalty because her caddy was lined up behind her when she putted, which I didn t know that was all right.
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I thought the caddy is all over the green, looking at all the creases and everything.
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So I didn t know it was a penalty.
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Turns out, she did this like 15 times.
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And she did it the previous day.
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She got a 58-stroke penalty.
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Now, don t you have to be a pretty good golfer to come back from 50 years ago?
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I wonder, would she finish second?
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It s been a second.
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And plus, the story of her story was that she hadn t played on the tour for like three or four years, and she was trying to make a comeback.
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Wouldn t that kind of do you in?
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It s like, you know what?
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On second thought.
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Or you d say, come on, guys.
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I m 48 years old.
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I mean, I m trying to come back.
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The thing about golf that drives me nuts, so here s what happens in golf.
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And of course, most listeners may or may not know that I referee football on TV and stuff.
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In golf, people, this is a thing, where people watch, fans are watching the golf tournament, and they see a violation, and they actually have called in and turned people in for this thing.
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And I m thinking, what if we did that in the NFL?
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And how do you know?
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How do you know where to call?
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Totally, exactly.
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It s crazy.
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I think they, I think they just changed the rules to where they re actually now not allowing fan input to help rule the poor golfers.
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Remember that time when there was a bird chirping in the background of the masters and somebody called in and said, that s not a native bird.
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No, no, that a blindhearted Sparrow would not be chirping that way.
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But wouldn t you have a little
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I guess you d have to have awesome self-esteem to make that call to say, look, there s a burden.
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I can hear it.
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Just the whole process.
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I m like saying, honey, give me the phone.
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Give me the phone.
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I need to call the PGA.
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Jim Nassar, please.
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Do you hear that?
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Hang on.
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Let s hear that.
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If you don t know what we re talking about, Google 2000, I don t know, masters bird sounds.
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Bird s chirping.
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And what this guy on that was watching found that the bird s chirping was a recording of a bird that wasn t native to Atlanta or to Georgia, mid-Georgia.
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Yes.
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So you ve got to have pretty good self-esteem.
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It just makes you scratch your head, doesn t it?
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And these people, they do that kind of stuff, and they have enough money to buy cable television.
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I just don t.
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I just don t get it all.
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Anyway, there s that.
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All right, so our topic today.
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This came up in a training session.
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Bill and I do lots of coaching with clients, mostly here in Indianapolis.
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But then we ll go out to see some of you podcast listeners.
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You often go to our website and hit the little Come See Us button, and then we ll come see you.
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And so it happens in lots of different places.
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One of the greatest things, the most fulfilling things, I should say, of what we do is when we do our work, and then you revisit a client or get a note from someone that says, hey,
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I tried what we talked about.
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I did exactly what you said.
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And I got these phenomenal results.
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It was outstanding.
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And I just had this happen.
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And I thought, there s a little asterisk that goes along with this one.
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So in this case, this young woman, salesperson, first job out of college, DePaul grad, super smart.
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And I said, you need to do a LinkedIn video.
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She s like, I m like, I m telling you, you just do a LinkedIn video, tag some people, trust me, you ll get a little action sales-wise, and it s a good thing to do.
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So she did it.
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Now, she got good lucky, but she got lucky.
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Do I know her?
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You don t.
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No.
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She got four demos of her products set up from one LinkedIn video, closed one, and I think is about to close a second out of the four.
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And it took her maybe four minutes to do this LinkedIn video.
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She s like, oh my God, I was so excited, it was so great.
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Here s the asterisk.
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Has she done it again?
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I don t think so.
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She may have.
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Yeah.
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So part of the thing is, do Bill and I have things that we know work?
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Yes, we do.
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I just gave you an example of mine.
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Doing LinkedIn videos on the regular, they work.
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It works to get you in conversations.
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It works to brand expose.
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We have a product called Personal Brand Makeover that you can buy on our website that does all this for you, blows your brain up.
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It works, no questions asked.
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What works even better is to do it again, and again, and again.
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and then to do it at scale, at scale, at scale.
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So I want to talk about that a little bit.
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If you had an experience like that, Bill, where you ve had things that you know that work, and then things that you see people do and try, and it works, and then they don t do it again a little bit.
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Yeah, I definitely have that.
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I also have the one where a person has an issue and maybe we talk about something really deep.
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Like one of my favorite things to teach is this concept of I don t know.
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And the concept of I don t know is you have to enter, a salesperson has to enter the relationship with a potential client, prospect, suspect from the standpoint of I don t know.
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I don t know what you do.
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I don t know if this can be a fit.
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I don t know if I can bring value.
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I don t know.
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I don t know.
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I don t know.
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And the idea with that is not to play one down.
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It s not to do some kind of a, there s a lot of training out there that says, you know, you ve got to be not OK intentionally.
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No, this is about, you really don t know.
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You don t know what they re going through.
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You don t know what their circumstances are.
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So I gave this idea to one of my clients.
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And about three months passed.
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And we hadn t talked because it s in a group coaching.
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And one day I said, hey, I said, Bob, it seemed like a couple of months ago we talked about this.
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How is that going?
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He goes, oh, it s great.
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I ve booked like 10 appointments and I ve closed five sales.
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And I m like, were you not going to say anything?
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Right.
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And it wasn t, I mean, yes, I wanted to know that because I like the stroke.
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But also, he has 10 people who are colleagues of his.
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Was he not going to say, hey, guys, I just found this thing that worked?
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And of course, he wasn t because he wants to keep to himself.
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But I thought that was interesting.
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It s like, you just earned $100,000 extra this year if you keep doing it.
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When were you going to let me know?
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Christmas card or Thanksgiving card?
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Maybe not.
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Depends.
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But I like your point there is that we don t double down.
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No, we don t.
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Why don t we?
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It s such an interesting human thing.
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You know what I mean?
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I think the podcast, what we ve done here over the last 13, 14 years is we ve done weekly episodes.
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We have.
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And we went through a time where we decided to bump that up, to double down on it, because we said, jeez, if we have this much success once a week, would we have that much more?
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Yeah.
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And we did.
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It was a little hard to tell with podcast numbers how much success, but we had more listeners.
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And we stopped it.
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And that s an example of, well, did we give it long enough for it to work?
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And did we have any kind of evidentiary data that said, no, we not only need to do twice a week, we need to do every day, or whatever.
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We didn t double down.
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And I think that s a problem.
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Is evidentiary a word?
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It s a big word.
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Evidentiary data.
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I like that.
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Travis is looking it up to see.
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Because I always give you credit.
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See, of course, Bill s not going to say a word that s not a word.
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It s a good use of the word.
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that word that s it seems like a evidentiary repetitive because data and evidence is that that s kind of the same thing evidentiary data it was really good though came out I m just curious I had I was intentional about this
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So this is a good- Don t you always like it when somebody asks a question?
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No, I know the answer, but Travis may not.
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Go ahead.
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It s like, oh, come on, don t be such a snob.
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Snob.
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No, I m asking for Travis.
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A training snob.
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Yeah, no, this would be good for, now, hey, Travis, I want you to listen to what Bill s about to say here.
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Listen up here, Travis.
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It s like the person knows what your answer is going to be.
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Yeah, now, Travis, this will be good for you over here.
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This will be good for you.
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OK, so this is an interesting thing, though.
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So here s the lesson, I think, that you need to take from this, is you need to catalog these little hacks, these little bits of things that work over time, and keep doing them.
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Because I see so often people just switch flavors, switch tries.
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They re just trying to, hey, that worked really well.
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Great.
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Yeah, I think I m going to try it.
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And sometimes it s just because they get bored.
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What have you got for me this week?
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Yeah, so that was good.
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Thanks.
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What else you got?
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And they just keep chasing the new thing.
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And when they do that, they sort of chase this flat line that just sort of hovers down.
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I think the true high-potential people that really succeed in whatever endeavor they re looking at, they catalog, and they keep these little things.
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And then they continue to do them over and over and over, these little hacks.
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I know there s a one little things on the football field, refing.
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There are two little things I learned the last couple of years.
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that have really helped me, and I keep doing them all the time now.
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I didn t do them for 30 years.
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Then I learn them, and they re working.
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I m going to keep doing them, hopefully, for 30 more.
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And I still do things I learned.
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So I just think as you re listening to this, the question to you would be, do you have a catalog of your hacks, things that work like this, like Bill s showing up with the I don t know phrase, or with Brian s doing three LinkedIn videos a week per minimum?
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That s a good topic of how do you go about cataloging those things?
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It s kind of like, well, this is how I do what I do.
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How I do what I do is I always show up and I don t know.
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I always do a LinkedIn video every week and tag people.
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So it s like, this is my method.
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This is how I do what I do.
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That would be a good topic for an episode.
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For sure.
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And you keep the thing growing, too.
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I think people sometimes either get, I think what causes it, like boredom causes it, like, oh, I ve been doing that for so long.
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Now, sometimes what used to work doesn t work anymore.
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So there s a little bit of an art to it.
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But I bet you if we asked a
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Vast majority of our listeners, can you give me your 10 favorite hacks, your 10 five things you do all the time?
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They re going to struggle to come up with something.
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They re going to say, I always do this.
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Now, some will have it.
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They ll go, yep, I do a Monday planner every Monday morning, 8 to 8.30.
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I ve been doing it for 25 years.
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Works for me.
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OK, beautiful.
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Here s the assignment.
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I want you to think about what Brian just said and go back and think about the hacks.
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And I want you to name this list of hacks the blank way.
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And this is like the Neil way, the Caskey way, the Collins way.
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Whatever your last name is, you put it in there.
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And you name this document.
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And you start to list, what do you do, and how do you do it?
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If one of your ways is, every month I post a new LinkedIn video, or every time I make a call I do this, or every time a day starts I do this, I plan every day at four o clock.
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Whatever those hacks are, just come up with your own, this is how I do what I do.
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Can I add to that?
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No, you could also send that to us, and we could learn it and sell it.
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We could sell it to the world for $1,000.
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So you send that to us, which we will do that, yeah.
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We ll give you credit.
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We ll say, this came off of the Collins way.
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That s where this one came from.
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Let s post that up.
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Took a picture of that thing.
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Post it on LinkedIn and tag Bill Kasky and Brian Neal in the Advanced Selling Podcast.
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And just put the pound sign, The Way.
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The Way.
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Yeah.
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Which is a great song.
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See, we re only 70s music, so I m not going to bridge a gap.
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Travi, my millennial guy, The Way is by the band.
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I bet Bill doesn t know.
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I m not even asking him.
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No.
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How does it go?
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Travi should know.
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The children woke up and they started talking.
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Left before the sun came up that day.
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Is that a Christian song?
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In between, nothing was going the way.
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Did the world, can you see the world?
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OK, that s your assignment, too.
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You have to tell me who sings the way, the way by.
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Should I give the answer?
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Yeah, go ahead.
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It s by Fastball.
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Fastball, trying to bring the 90s kids back into the mix here with the music trivia.
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So tag us, do the Neil way, the Caskey way, the whatever.
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Take a picture of it, put it on LinkedIn, tag Brian, Neil, Bill, Caskey, and the Advanced Selling Podcast.
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You can tag all that.
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We ll do a shout out to you.
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And it ll be hashtag the way.
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Yeah.
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And give us at least five things, five things on the list.
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Up to 10, 12, 15, but five at least.
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The way.
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I love it.
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All right.
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Thank you.
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OK, we ll see you next time.
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Bye.
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Bye.