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In this episode of the Advanced Selling Podcast, I come clean on an old bone to pick with Bill involving ABC gum.
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We also come clean on our swag inventory control issues between ASP and Amazon.
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And we talk about really cool ideas to combat sales loneliness.
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Welcome, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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We are here every Monday for your listening enjoyment.
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If you re a new listener, welcome.
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By all means, listen away.
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Binge away.
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We have 700-ish episodes.
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If you don t have the app, download the app.
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The Advanced Selling Podcast app, I think, is the best way to consume this, because the library becomes searchable that way.
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Yes, that s correct.
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We re on all the other places, Spotify and iTunes.
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And then we have a big LinkedIn group.
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So if you re on LinkedIn, go join our LinkedIn group.
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and say hello there.
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So lots of fun stuff, ways for you to get involved.
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And this is very rare.
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So Bill and I have been friends, mentors, partners for a really long time, since June 3rd in 1997.
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Did you know that?
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Wow.
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That s the day I started working with you.
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June 3rd, 1997.
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24 years ago.
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A long time ago.
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Very rare that we get sideways, just like any relationship.
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You have your times.
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Well, I m glad we re publicly airing this.
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Very rare.
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It s a good thing.
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Very rare.
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But I do have a bone, this is a very specific bone to pick.
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After we recorded the podcast on February the 3rd, you know what this is?
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So after we recorded the podcast, I was getting ready in my little studio here for the rest of my day, and I come across this on the effing desk.
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You know what that is?
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A piece of gum?
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That s your gum.
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Yeah.
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It s not my gum.
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I don t chew gum that often.
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I definitely don t chew blue gum.
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It was probably right down here, wasn t it?
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There was gum stuck on my desk.
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And I m like, who the hell put gum on my desk?
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And then I m like, first, I didn t know what, well, here was the worst part, was this book, like is my client book here, was sitting on it.
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So the book was sitting on it.
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I pulled up and it was like, it was pretty stuck.
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I m like,
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What is that?
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Pull it up, and there s gum.
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I m like, who the hell s been chewing gum in the studio?
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Then I was reflecting, like, who s been in here?
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No one s been in here.
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And I m like, wait a second.
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So.
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Well, I m sorry.
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That was, yes.
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I totally forgot.
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No, I can t say no.
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That wasn t me.
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No, no, no.
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I put it right here, because I don t like it when I hear people chewing gum, and I had gum, and I thought I... And you re always very good.
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You always take it with you.
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You always set it down.
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You always take it with you.
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You need a trash can in here.
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So it becomes my fault.
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I ll get one and put it right there.
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Our listeners just heard that.
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That just became my fault that Bill spit his gum out, and now it s on the back of my little client book here.
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So that was, I forgot.
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Would you like me to polish that off, or did you get it all taken care of?
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The blame is, I was just saying, I thought that was really funny.
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The funny part was me trying to figure out who it was, because it took me a while.
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It took me a day or so.
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I m like, who would be chewing gum in here?
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Well, I ve done that before, and I ve picked it up, but that was one time I didn t.
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But you ve seen me do that before.
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Absolutely.
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Maybe a mint.
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You do it with mints all the time?
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Yeah, but you always pick it up, always.
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You never leave it behind.
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That was just the one time.
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OK, well, guilty as charged.
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Yes, guilty as charged.
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And in the spirit of personal accountability, I will absolutely, I m going to get the biggest fricking trash can ever with your name on it, sit it right behind your stool there.
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Okay, topic today.
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Yeah.
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Topic today is, you know, you and I have our own coaching and consulting and training businesses that we work with sales teams and salespeople.
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And I ve been noticing a trend here over the last two or three months.
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I have an email that I send out, and I will ask people, what are some of the biggest issues you have right now?
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And lead generation is up there, and getting to the right person is up there, and how do you sell virtually and remotely?
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That s up there.
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But there s one that I ve noticed kind of creeps up, and it s creeping up in its importance, and that is the
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Feeling of loneliness and I ll use that as it could be isolation It could be you know, just kind of being in your car or being at home.
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There s this idea I think that people are struggling with it s like we re not having sales meetings.
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We re not having these big conferences Yeah, we re we re not really getting together all that much with clients still although I know it s opening up and
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And I wonder if that has an influence and an impact on our motivation, inspiration, our skills, our attitudes, of course.
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And so I wanted to introduce that and see what you thought of that.
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I think that s a great topic.
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It s a really great topic.
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And so you as a listener, it s funny.
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I think one of the reasons people listen to our podcast is to feel a little less lonely.
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I agree.
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And oftentimes it s when they were driving out and about or they re to and from work or commuting and some of that s gone.
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Now they still listen, which we re really thankful for.
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But that s a very real thing.
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And stereotyping, broad stereotype here, most salespeople tend to be on the extroverted side of the scale and the introverted, not all but most.
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And they feed off the energy of the interactions with humans.
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And that s all been taken away.
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And Zoom doesn t cut it, just doesn t cut it for the same thing.
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And then I think they look around and say, where can I be part of something?
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And based on what state you re in, you know,
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If you re in California, you re like still in the bomb shelter, right?
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The bunker.
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And you can t come out and you can t go to... My sister and brother-in-law, they haven t been to a restaurant yet.
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Are they in California?
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They re in Chicago.
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Or Illinois, yeah, I know.
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For a year, whatever, a year plus, you know?
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Which we re having them down, we re gonna go out to dinner with them, but I m afraid to take them to dinner.
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Because they re going to see what s going on here in Indiana.
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There ain t no COVID, man.
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Yeah, we went to dinner the other night, by the way, up at Anthony s in Cornwall.
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Oh, yeah.
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Yeah, there was a restaurant here in Indiana.
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It s a really nice restaurant.
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Did you sit outside?
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No, they didn t have it open just yet.
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Oh, OK.
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But it was packed.
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And everyone was sitting by each other.
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It was actually kind of refreshing to see that.
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Cornwall is wide open.
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It s wide open, where Bill lives.
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Yeah, it s good.
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So anyway.
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I think it s a really, really important topic.
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And I think people, they re not in conscious denial.
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I don t think people have an awareness of how much it s impacting all the things you just said.
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You said something that I thought was awesome too.
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It impacts your attitude and energy.
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It also impacts your skill.
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because I think that starts to rise up and get in the way of what you do and your behaviors and activities, because you re grasping, you know, a little desperate, even grasping for interaction.
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So you get a little more needy, a little more, you know, talk to me, will someone please talk to me, interact with me, that sort of thing is going on.
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So that s a really, really good topic.
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Also, I think that you do a fair amount of coaching, where you get somebody on the phone, you talk about their issues.
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That s really important.
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For you sales professionals who are extroverts and who do derive energy from people, you need to find somebody who s walking through deals with you, coaching you on deals, just listening.
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It could be somebody you just call up and say, hey, listen to me rant for five minutes.
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Just the idea of getting that out to another human being will inspire you.
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And I can t tell you how many times in the last year we ve had coaching sessions with people, and they say, oh, man, I feel so much better.
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And I might have given them something, or I might not have.
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But the better they feel comes from just being in association with another human being.
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Yes.
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Talking about things that are important to you, not just the weather and sports and COVID and lockdowns and all that crap that we re exhausted talking about.
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Yes.
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But what are some topics that are really important to you, like vision, goals, aspirations?
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Find somebody in your life that can help you with those things.
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Yes, no doubt.
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And so I would love to hear a couple of ideas on what to do.
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How do I combat the loneliness?
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Some tactical things to do.
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And I have a couple of little thoughts here that I d like to run by you.
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Maybe get a couple of years, too.
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So the question, then, is how, if you feel this way, what do I do?
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Yeah, what do I do?
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What do I do?
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Yeah.
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Can I go first?
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We talked about this at the Insider, our program that we have.
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We talked about this idea of, from a selling standpoint, being the hub, the hub of a wheel, and being one that invites people to events.
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I think you really need to take inventory of your, the people in your life that you can interact with live because, and this gets into like your, you know, if you re vaccinated and your, your tolerance for everything, that s whatever, whatever s your deal is your deal.
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I m just giving you permission space to do that.
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Um, but there are some people that most people are not just like literally walking around like boy in a bubble.
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I don t remember Boy in the Bubble.
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See, most of our listeners won t.
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That s too sad.
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You need to Google Boy in the Bubble with John Travolta, one of the all-star performances, Boy in the Bubble.
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The kid had an immune disease, couldn t come out of his room.
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Boy in the Bubble.
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So most people have people to interact with.
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You ve got to find your list of people who are comfortable being around other people and make the list.
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Most people don t have that list made.
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I m thinking of a client of mine named Zach, who is really struggling with this topic.
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And I was one of the first people I said, I m, I m good, man.
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Like, you know, I ve had COVID I m very comfortable come over.
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He s like, can I come over?
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I m like, absolutely.
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So now for his one-to-ones, he comes to our office here and he just loves it.
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He s like, I can t tell you how much this means to me that you let us come in.
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That s exactly what we re talking about.
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Yeah.
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Yeah.
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And people, the problem is Zach didn t know what
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He didn t know how to figure that out.
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It just sort of accidentally came up.
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But I think it s a great thing to do first, to make a list of people, who you can even just ask, say, hey, are you comfortable meeting live face-to-face?
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And get the list down, so now you ve got your go-to.
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I think a lot of people are struggling.
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They re like, I don t even know who to call.
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And then it feels like it s a personal question.
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Like all of a sudden, I got my first vaccine shaming, I felt a little bit, you know what I m saying?
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Like, have you gotten vaccinated yet?
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Because you know, I m of age.
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I m like, not yet, but I m planning on it.
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And I m like, and it s none of your business either.
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But anyway, thanks for asking.
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What happened to HIPAA laws?
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Have they kind of gone out there?
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Are you thinking about not?
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I m like, we re at a baseball game, man.
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Like, what are we doing here?
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You know, a little league baseball.
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Anyway, sidebar.
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But I think you need to make your list.
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Make your list of people who are comfortable being in a room with other humans.
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Are you an anti-vaxxer?
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I m not an anti-vaxxer.
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It s like, how do you know?
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Because I agree.
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I ve said that to people, too.
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And I get, I feel that.
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I know.
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I m getting my vaccine.
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Have you had yours?
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No.
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Well, what s going on?
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Well, you can t get in.
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You re certainly old enough, for God s sakes.
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No, I just, well, what s wrong?
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Are you, are you, hey, just leave me alone.
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I ve had it.
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I m OK.
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I m good.
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What s another thing someone can do?
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Yeah, well, you had an idea there of reaching out to people.
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Is the idea there to reach out to several people or just one at a time?
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Yeah, that s a really good question.
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I don t know.
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Let me think about that.
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My first thought was one at a time.
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I mean, start one at a time.
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Yeah, yeah.
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So someone that s comfortable going to get coffee or breakfast with.
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And then if that can expand, that s good.
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The more I m thinking about it out loud, like my client, Zach, I would love if he found a couple of people
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that we re in the same boat he is, I m like, you guys can use our office, just come on over, because we love to have energy in the office, too.
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And so now you ve got a small group, that feels good.
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Yeah, that s what I was going to say, is find a small group of people, and I would say no more than four total.
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So you and three other people who get to get
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on a periodic basis, and you can call it a mastermind or whatever you want to call it.
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You don t have to give it a name.
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It s four people coming together and talking about the issues of the day.
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And I m not talking political issues, the issues of COVID, the issues of how do you find people at home, all those issues that we re wrestling with.
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Find a group and also set some goals.
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I mean, there s lots online about how to run a mastermind group.
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I bet you could make five phone calls and have three or four people almost instantly because people are all looking for this.
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And this has less to do with COVID and shutdown and more to do with just the human element of being in a small group of people who are rooting for each other and encouraging each other.
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Oh, I love that.
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I have an idea.
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Ready?
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But I didn t ask you permission to do this.
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I think we should challenge our listeners to start, because we have podcast listeners all over the place, all over the world.
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And if you re in a local place, go to the LinkedIn group.
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So if you re in Austin, Texas, you re a podcast listener, start with a podcast group.
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It s kind of fun, right?
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Get people together that listen to the podcast, and you guys go have a beer.
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I bet there s 100 people in Austin, Texas.
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There could be 25 groups of four people.
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Easy.
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25 groups of four.
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And go do that.
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And then let us know.
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Then we ve got to give them something.
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I don t know what we ll give them.
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Some swag or something.
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We don t really have, do we have stickers?
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Stickers.
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That s a callback.
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That s our bottom of the barrel there.
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Well, we ve got some, we ve got some binders, but we have no idea where, where they are.
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So we have a inventory control problems here at the advanced.
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We ve got 300 of them sitting somewhere between here and Chicago.
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We have like an Amazon slot somewhere that s full of ASP binders and stickers.
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Beautiful journals.
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We just can t get, well, we put it behind PPE, and then we got lost in the shuffle, I think, at some point.
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Brian s point is really good.
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Find somebody on the LinkedIn group that is in your, and that way at least you have something in common.
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Now, you can go to your friends and neighbors, but as Jim Rohn always said, that you are the average of the five people you spend the most time with.
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So find people who lever you up a little bit.
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They don t have to be 10x your income level.
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Just people who are at or above your level
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sophistication and, you know, excellence and competence.
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Yep.
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And start a group.
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Yep.
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You gotta do that.
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And I think that s an awesome idea.
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And we will, here s what we will do, we will shout out to the people who do that.
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That s a good idea.
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And we might even have you on the podcast.
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That s what we should do.
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Because... We should have one.
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We want to hear how it s going.
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So if you ve put together a group in Austin and you have four people, let s jump on a call together and we ll talk about it.
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We ll promote you.
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We ll promote your business.
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We ll come to your house.
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We ll roll out the red carpet.
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My God, we will be a PR agency.
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I have a client that actually calls on one of their customers as Publishers Clearinghouse.
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You know, the people that drive around.
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Is that what that sounded like?
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Well, a little bit and then, but it would be kind of fun.
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And I feel bad for publishers clearing house because everyone that does business with them thinks they re going to like, like I got an idea for the proposal.
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Let s bring in a big check.
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Let s make it a really big six foot check.
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We ll bring them in with balloons and everything.
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That ll make a stand out.
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I m like, I m sure no one s ever done that to PCH.
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That s funny.
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That s a great idea.
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So we re going to have hundreds of little four-person Vanselling podcasts, masterminds groups all over the world.
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We actually have a couple that spit out of our program Insider already.
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Yeah, that s right.
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That s right.
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The coolest thing, I was talking to one of the people that are in one of the subgroups.
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One of the subgroups, the people are from all over the world.
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There s like one of the guys in Germany, one of the guys in England, and the two people in the States, or one person in the States, I think is really cool.
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They re all from different businesses, I think.
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Totally, totally.
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But they all have a lot in common, which is they re all in the service business.
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So there s another element I want to bring up about getting and connecting with people.
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I also think it s important for you, when you re in these small groups and trying to find your way here, is to ask other people what they re doing for the same fix.
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Because the people that are going to say yes to you likely are going, please, God, yes, can we get together?
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Absolutely.
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And then just talk very openly to say, hey, be OK with a little vulnerability here to say, I ve been really struggling with not meeting with people live.
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Me too.
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SPEAKER_01
What have you done?
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And grab ideas from other people.
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I think sometimes we re either ashamed or embarrassed or we don t want to bring that up.
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And I think you got to bring it up.
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That s why I give my client, Zach, I ve talked about him a few times here.
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He just like led with it.
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He s like, man, I am really, really struggling.
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Like almost like depressing, it seemed like.
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He didn t say that s my word, but he s like, I got, I m on a funk, boom, you know.
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SPEAKER_00
But like you said, Brian, the typical attributes of a sales professional or anybody in business is outgoing, extrovert, sucks energy from people, delivers energy back to people.
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And if we don t even acknowledge
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That this has had an effect.
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We re kidding ourselves.
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We just stick our head in the sand.
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So absolutely So our recommendation is find some people around you It could either be more formal like a mastermind or just reaching out casually for you know Lunches the people who are willing and open to doing that go to our LinkedIn group if you re in a city just contact some people come up with a nice invitation and and just see because I bet if you inquire you ll find the openness to be really high and
1
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And then we re going to pick a couple.
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Those would be really fun.
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SPEAKER_00
Yeah.
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Highlight them and spotlight them and put them on the show.
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SPEAKER_00
That d be really, really fun.
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SPEAKER_00
So you ve got to communicate with us.
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SPEAKER_00
Listener at advancedsellingpodcast.com.
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SPEAKER_00
So if you put together a group, and we ll put that in the show notes, too.
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SPEAKER_00
But if you put together a group, let us know.
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And you can give your group a name.
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SPEAKER_00
The Mavericks, the Austin Mavericks.
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Why don t we keep using Austin?
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It s taken Dallas.
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Well, there s a lot of sales people in Austin.
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That s right, yeah.
1
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Mavericks would not be good.
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No, you could do that.
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ESF, ask Mark Cuban, which I saw.
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His daughter s really famous on TikTok.
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I don t know if you know this or not.
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He does dances with her.
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It s really cute.
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His daughter s probably a teenager.
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She s in her, or maybe in college.
1
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He s like gone gray all of a sudden.
1
SPEAKER_01
Really?
1
SPEAKER_01
But he s not on Shark Tank.
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SPEAKER_01
He s not gray on Shark Tank, but in this TikTok, he was gray.
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SPEAKER_01
I m like, what s happening here?
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I don t know.
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Covering it up a little bit.
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It s all right.
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I m all for it.
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All right, make sure you go to advancedsellingpodcast.com slash insider.
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If you want a group of like-minded people to grow with, we meet once a month, 70, 75 of us.
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And we also do some breakout rooms like Brian was talking about.
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So if you re interested in that, it s a nominal $47 a month fee.
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It s very easy to do.
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Once a month, we meet.
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A lot of coaching from Brian and I. Go to advancedsellingpodcast.com slash insider.
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See you there.
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SPEAKER_00
See you next time.
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Bye.
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Bye.