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Hey, welcome back to the Advanced Selling Podcast, the longest running sales training podcast.
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And we are in the middle of a coronavirus disruption.
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And I m glad to have with me on the phone.
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I m on the phone.
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See, I sound like a guest because I m on my phone.
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It sounds like you re on the phone.
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Still on my bad headphones.
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We are doing a remote recording, of course, because we re afraid of each other and being in the same room with each other.
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You know what we do?
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We do.
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When we record, we sit six feet apart.
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I know.
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I think our listeners would argue that the Advanced Selling Podcast is an essential business.
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I think they would argue that.
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And I d love for all of you to chime in listening to this.
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If you think we re an essential business, give us a little like on iTunes or wherever you go there.
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put in the LinkedIn group, whatever.
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That s right.
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ASP essential ASP essential.
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Let s do it.
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I love it.
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I love it.
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I love it.
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Yeah, well, we we think it is.
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That s why we re continuing to record because we love doing it.
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I love helping you.
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We get a lot of emails and connections on LinkedIn saying the same thing.
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So we appreciate all those.
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Oh, sure.
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You want to talk about the web, the zoom webinar?
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Yeah, we are.
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So we re so we know because people consume podcasts differently.
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For those of you who consume week of so we re recording Monday, April 13.
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This Friday, April 17 2020.
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At noon Eastern Time, Bill and I are doing a coaching session to help you
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get ready for the opening of the country.
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That s what we re calling.
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You ve heard it from the president a bunch like we need to open our country.
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I got to open our country.
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Well, guess what?
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Our country is going to get opened sooner than we can all hope and or believe.
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And so we re going to talk to you Friday and start to tee up what you need to be doing now to get ready for the opening of the country, because
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if you wait until the country is open to get ready, you re already behind.
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And so we want to see you.
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You go to our website, advancedsellingpodcast.com.
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There s a big yellow banner at the top.
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That s where you can go and register.
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You can also look on Bill Kasky s LinkedIn feed, Brian Neal s LinkedIn feed, or in the LinkedIn group, that all those places have the registration for it.
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The cost is zero, still a give for us.
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We ve been giving the old podcast away for 10 years there.
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So for that one particular, no cost to you.
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But we love for you, your sales team, spread it around to your friends, helping you get ready for the opening of the country, because there s some things you have to be doing now.
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And that s what we re going to talk about on Friday.
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If you are on our email list, you probably have already seen and there s a link there that kind of lays out the process and everything.
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But if you are not on our email list for some weird reason, go to advanced selling podcast dot com.
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Yeah.
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All right.
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Okay.
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Also, we had one a couple of weeks ago and we had a really nice outpouring of questions on it.
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And there were a couple of questions we didn t get to that we want to talk about today.
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And if you ve registered, then you probably got an email back and we want your questions for tomorrow.
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But these are kind of carry over leftover questions from last time.
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So Brian, do you have, why don t you do the first one and we ll
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tag team.
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I do.
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So the first one we re going to talk about, we talked about a few of these, we re not going to go through those again.
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But if you we re going to do a very similar thing this coming Friday.
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So same format.
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Here is what I thought is a really good question.
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Should individuals and companies try to maintain their existing sales strategy as much as possible or take time to create a new one?
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Should individuals and companies try to maintain their existing sales strategy as much as possible or take time to create a new one?
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Question.
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What do you think about that one, Mr. Colorblind?
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Well, it s in black and white, so I... It s in black and white.
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It can hang.
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Thank you.
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Thank you, Questioner.
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Thank you.
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Thank you, person.
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I don t have, I don t have who sent the question in.
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I ll take a stab.
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Can I take a stab?
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Well, of course, I knew.
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Exactly.
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It s a trainer trick.
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I always tell people transfer, when you get stuck in front of the room, all you do is like, you know, it s a good question.
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Let me ask the room.
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What do you guys think?
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Yeah, it s a great when you don t know the answer.
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So first of all, let s pull back for a second.
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I think you should always be retooling your sales strategy.
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Always.
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Now, I don t think you should be scrapping it and starting over.
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But I think you should kind
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constantly be retooling, whether there is a pandemic or a flood or a fire or a death or anything bad in your life or whatever, all the bad things, you should always be retooling
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your sales strategy always.
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In my side hustle business, refereeing football in the NFL, there s not a team coach or player that isn t constantly retooling their process and their strategy constantly.
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They re never sitting still saying, Yeah, well, this has worked for me for 15 years, I m going to keep doing it.
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None of them, not even the ones that you know, that went a whole bunch of Super Bowl championships.
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None of them do that.
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So the first answer is you should always be doing this has nothing to do with that.
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It s unrelated, you should always be
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uh retooling now that take the time to create a new one is the one the part of the question i want to hang on here create a new one i don t know that you need to create a new one in terms of like let s scrap the whole thing some businesses have had to do that because of the business that they re in the the most notable ones we all hear of
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are the people that make gin and vodka who have switched over to making hand sanitizer.
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That s a full-on shift.
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That s temporary, though.
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That s just temporary.
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And part of it s like out of the goodness of their heart to help the country and that other stuff.
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So I don t think you should create a new one.
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I do think you should look and say, what have I learned from this whole event that s positive, that has taught me something that I can then blow up and carry on down the road, if that makes sense.
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So for instance, would be in our world, if we ve gotten, if Bill and I have gotten all of a sudden pretty good at doing Zoom meetings, and we re realizing we can recreate a pretty good experience, maybe not as good as live, but closer than we thought, now we can say, hey, I could actually do virtual training on Zoom.
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You know, that s an example.
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Or maybe that wasn t my strategy six weeks ago, now it is.
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But it doesn t mean I ve scrapped all of our content.
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We haven t changed the whole way we think about all of this stuff.
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It s not a wholesale change.
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Yeah, the way I read this was not should I create a new business, but should I create a new strategy?
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Is that is that the way I m reading that?
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Yeah.
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Yep.
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Yeah, I had a couple things.
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I agree with all of yours, too.
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And I had a couple ad ads here.
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One is, I think we have to
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As we re looking at retooling, reinventing, as you say, we always have to be doing that.
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But if you re not doing it today for the next six months or the next year or even the next 30 days, then I think you re missing an opportunity to reinvent appropriately.
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And that is, what does the market need?
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What does the market need today?
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And I think we have to be careful about, and I ve heard this in the last two weeks, you know what, nobody s buying.
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You know, my customers are kind of out of business right now.
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They re all closed up.
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Well, that s not really true.
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We don t really know that.
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And yeah, of course, if you re in the if you sell to cruise lines, probably going to have a tough six months.
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But then again, I saw where cruise line bookings for 2021 or 2021 were off the charts high because people expect it to be over then they want to go out, they ve got money to spend.
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So some of this might be short lived, but I think you have to say what does my market need during these times?
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Number two,
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I think you have to consume thought leaders.
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You have to look at what are the experts saying about how businesses will change.
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Don t take everything they say for granted and don t take it as truth, but put a lot of things into your brain and start to say, you know, I like what Tom Peter said.
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I really like what Brian Neal said, but man, I really liked what Bill Kask said.
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Don t say that, don t say that.
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But listen to some thought leaders in your world, in your industry, listen to Brian and I, listen to others, and start to create a plan based on what you re hearing.
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If somebody says, you know what, all the banks are going to fail, and you say, banks aren t going to fail, that ain t going to happen, then don t worry about that one.
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You ve got to use your judgment.
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But I would say put as many thought leaders in your ear as you can right now, listen, consume, and then make your own conclusions.
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Love it.
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Uh, make your own conclusions on that.
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Make your own conclusions.
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Yeah.
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By and everything you hear at all.
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No, I think we ve learned, we ve learned that the last few months.
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Uh, and the third thing I think you have to make sure you pay attention to as you re doing your next plan, six month plan, let s just say, is there s going to be severe economic scrutiny, scrutiny, scrutiny, scrutiny to, to what gets bought.
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It was an alien slip scrutiny.
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Bye-bye.
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So there s going to be a lot of scrutiny when a company gets ready to spend money.
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And it was this way back in the crash of 2008.
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And it wasn t that they didn t.
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It s that every expense was scrutinized through the filter of this.
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Is this going to make us money?
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Is this going to save us money?
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Is this going to be economically beneficial for us?
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Or are we just buying it because we buy it every year?
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I think there s going to be a lot more scrutiny.
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So for you as a sales professional, you ve got to make sure that your sales process
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is true to that and is congruent with that.
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And if you don t have a part in your sales process where you talk about the economic value of what you sell, you re going to be shunned because people are going to say, well, you know what, they want 100 grand for that and I m not able to make the connection between what it s
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going to save us or make us, so we re just not going to do it.
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So you had better get really sharp on your sales process, especially that little section of economics.
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I would also add, I just read a LinkedIn post from, there s a guy named David Duke here in Indianapolis, Indiana, that is part of a really cool startup.
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I disavow, I disavow David Duke.
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That wrong guy.
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That s right.
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We talked about him.
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Oh, we did.
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That s right.
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Another David Duke.
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This one s a little younger, a little more put together.
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He, um, he, um,
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People don t run when he walks in a room people don t run people are listening like what are they talking about?
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Then they re gonna Google David Duke They re gonna find a young kid from Indianapolis with a startup company and called medicine X and they re gonna find the other David Duke Bill s talking about But he forwarded something today on LinkedIn, I can t find it right here at my fingertips.
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I don t think I can That was really great.
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Essentially.
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It was talking about a
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for lack of a better term, justifying or defending the spend of your product with a customer.
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So in other words, if you sell software, and if your software is under scrutiny, like Bill was saying, which it will be, does your main point of contact have enough good evidence to defend the position to keep your software when he or she gets asked by their CEO, CFO, or whatever?
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Or even if you re selling to the CFO, does the CFO have enough, you know, and, or if you re talking to the CEO, do you have enough information, quantitative and qualitative info that will help you defend your position to say, you need to keep this on board and keep our software going.
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That s a great thing for salespeople to get good at right now.
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Economic evidence.
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Economic evidence.
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So that s to save, that s to save a client once it gets to renewal.
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And it s also to generate a new client because
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at some point, the money gets tight.
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And, you know, personally, I think
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Everybody says, I think we re going to head into a recession.
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What are you talking about?
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We re already in one.
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We are in a recession right now.
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Yeah, yeah, for sure.
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And the question is, it will probably end up being a depression or somewhere in between a recession or depression.
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And again, lots of millionaires and billionaires were created starting in depressions and recessions.
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So this is not a bad thing.
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It s just you ve got to change your habits.
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You ve got to tighten up your skills a little bit so that you can sell during these times.
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It s also funny how people say, like, we re in a recession.
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Like, OK.
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Like, thanks for telling me.
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Like, it doesn t matter.
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It just doesn t matter.
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You just have to worry about your deal your customers and doing what we ve always taught you on this podcast is to think about with good intention helping your clients and customers in whatever way, shape or form you can and trading money for that and believing in abundance because it s still there even air quotes recession.
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All that means is we ve gone backwards for two quarters.
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That s right.
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And that that s kind of an opinion, debatable opinion that people think, like, well, maybe it s three quarters.
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Maybe it s one quarter.
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Yeah, yeah.
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No, you can get all hung up in the in the yes, words around it.
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But here s the deal.
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And maybe we can end on this.
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And if you have a thought to is, we are all
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communicating and selling things that are valuable for our market.
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And valuable means that either solves a problem that they have, it avoids a future problem, or it gets them to a new future.
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There s really three reasons people buy in B2B.
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So if you keep that in mind, the problems haven t gone away, they ve probably become worse.
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The goals, people still have visions and goals.
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They haven t abolished all those.
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And people still want to save money, want to earn money.
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So if your product fits in with one of those three, which I think it almost always will, then don t worry about what we call it.
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Let s just go out and let s get our basics better.
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Let s work on our principles, our foundation, and let s prosper through this thing.
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Yep.
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That s it.
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Because people do.
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That s what people, in fact, the vast majority of people do.
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They just do.
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Yeah, because it forces you to look to rethink your business.
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That s what we think about that in anything.
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And I know it s hard for people that are hearing this.
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Some of you listening, you re like, you ve lost your job or you ve gotten furloughed or whatever you want to call it.
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And you re like, oh, that sucks.
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And I get it.
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It sucks.
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It does.
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And even with unemployment rates, you re like, oh, my God, the unemployment rate was shot up to 30%.
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No one says the employment rate is 70%.
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Seven out of 10 people have a job.
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So that s pretty good in anything.
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You know what I mean?
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70% past completion, 70% batting average.
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70% of people like my food.
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It s really, really good.
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Really good.
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And so we have to keep things in perspective here that keeps going.
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It just does.
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Sounds good.
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So make sure you join us go to advanced selling podcast.com upper section.
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There s a link to the webinar the zoom webinar we re doing on Friday, April 17 2020.
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So if you get this and hear this before then make sure you re on it with us.
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We re shooting for 200 people.
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We had a great time last time we re gonna do even better this time.
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We just had the ASP zoom room.
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We got new carpet and wall hangs.
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wall treatment.
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Oh, we did.
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Window treatment, sorry.
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Yeah.
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In the Zoom room.
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That s what we re calling it, the ASP Zoom room, baby.
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Are we going to use the Zoom green screen photos?
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Have you done that yet?
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I tried for some reason, and it says my Mac software is not up to date, but it is.
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So I don t know what the deal is with that.
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Oh.
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So now I just might have to go old.
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Yeah.
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All right.
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See you on Friday.
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Bye.
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See you, bye.