0
SPEAKER_02
In this episode of the Advanced Selling Podcast, we likely split the audience debating the skill of one of my favorite bands, Tom Petty and the Heartbreakers.
0
SPEAKER_02
We acknowledge the comeback of a useful bathroom tool, and we dip into the co-video mailbag and take a question from Brian in Colorado about how to handle the dreaded, can I get a card and a brochure and call you later, objection.
0
SPEAKER_01
Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in the history of sales training podcast.
0
SPEAKER_01
I m Bill Kasky.
0
SPEAKER_01
Brian Neal here.
0
SPEAKER_01
And we come to you every week, usually Monday, almost always Monday.
0
SPEAKER_01
Always Monday.
0
SPEAKER_01
Always release.
0
SPEAKER_01
And have some fun and talk about selling and achievement and mental game mindset, as well as sales strategy.
0
SPEAKER_01
Oh, that s right.
0
SPEAKER_01
We have to say mental game.
0
SPEAKER_01
That s right.
0
SPEAKER_01
So welcome.
0
SPEAKER_01
For those of you who have listened for a long, long time, and I know we have thousands of those people, we really want to tell you how much we appreciate your listenership, and also I know you pass the podcast on to your friends and colleagues, and we appreciate that a lot.
0
SPEAKER_01
Yeah, very, very much.
0
SPEAKER_01
For the new listeners, we can t say that.
0
SPEAKER_02
Well, they ll get there.
0
SPEAKER_02
It s mesmerizing, it s a big word to me, how often we get new listeners.
0
SPEAKER_02
And they just keep coming, and they re on board, a nice steady clip.
0
SPEAKER_02
If you re a new listener, things to check out, the website, advancedsellingpodcast.com, products page.
0
SPEAKER_02
There s a thing called All In there that all of you need to go buy.
0
SPEAKER_02
It s really, really useful.
0
SPEAKER_02
You heard our friend Brady, listener Brady, talk about that a few weeks ago.
0
SPEAKER_02
And then also, you ll need to go to the LinkedIn group.
0
SPEAKER_02
We have a LinkedIn group where a lot of people chit-chat about sales things and share strategies.
0
SPEAKER_02
And they re listeners, too, so they can talk about silly things they hear on the podcast.
0
SPEAKER_02
So that s advancedsellingpodcast.com slash LinkedIn.
0
SPEAKER_02
Or if you just go to LinkedIn groups and search for the Advanced Selling Podcast, you ll find it there.
0
SPEAKER_01
Good.
0
SPEAKER_01
We had Fred, was it Frederick Magnusson on here a couple of weeks ago and he asked a really good question and it was really great.
0
SPEAKER_01
He sent us a little thank you video.
0
SPEAKER_01
He did.
0
SPEAKER_01
After he hurt himself on the air and so we appreciate that.
0
SPEAKER_01
We re not going to play that but it was a very, very nice gesture on Frederick s part.
0
SPEAKER_01
He was close.
0
SPEAKER_01
You re welcome.
0
SPEAKER_01
It was legal.
0
SPEAKER_01
Oh yeah.
0
SPEAKER_01
No, no, we re not.
0
SPEAKER_01
That s not why we re going to play it.
0
SPEAKER_01
No, no, no.
0
SPEAKER_02
That s right.
0
SPEAKER_02
I was I have a quick question for you.
0
SPEAKER_02
This is a scruples question.
0
SPEAKER_02
I didn t know what to do I was waiting I was at an airport, you know Airport can cause a lot of stress and people and especially when you re traveling with young kids And there was a younger couple I d say probably in their late 20s with two young kids I m guessing the kids were probably six and three little boy little girl really cute the mom
0
SPEAKER_02
She wasn t beating her kids, but she was cursing at her kids to the point where I wanted to say something.
0
SPEAKER_02
At what point do you step in?
0
SPEAKER_02
There was no physical, but she was like MF to her kids.
0
SPEAKER_02
Are you serious?
0
SPEAKER_02
Yeah, absolutely.
0
SPEAKER_02
I couldn t believe it.
0
SPEAKER_02
Cut the F this, that, and you.
0
SPEAKER_02
Six and three?
0
SPEAKER_02
Six and three.
0
SPEAKER_02
It was unbelievable.
0
SPEAKER_01
Yeah, so it s really bothersome.
0
SPEAKER_01
You can say that s terrible, and it is, but you re not the parent.
0
SPEAKER_02
I m not the parent.
0
SPEAKER_02
That s not my, you know.
0
SPEAKER_02
And maybe you should be.
0
SPEAKER_02
No, so yeah, no, I just.
0
SPEAKER_02
Oh, that s hard.
0
SPEAKER_02
It s really, really difficult.
0
SPEAKER_02
I just didn t know what to do, so I just said a little prayer for the kids.
0
SPEAKER_01
That s how I handle that.
0
SPEAKER_02
And they ll be, you know, just hopefully that they ll get through a lot.
0
SPEAKER_01
Because that s not a good situation to be in.
0
SPEAKER_02
No, probably not.
0
SPEAKER_01
I think if it goes to physical, then I think you could,
0
SPEAKER_01
you either should step in or have somebody else step in.
0
SPEAKER_01
But it s still, what s the difference?
0
SPEAKER_01
Physical, it s even worse.
0
SPEAKER_01
It s even worse the way it is.
0
SPEAKER_02
It s probably worse, yeah, correct, to some degree.
0
SPEAKER_02
So that was kind of interesting.
0
SPEAKER_01
So there s an uplifting thought.
0
SPEAKER_01
Very uplifting, right.
0
SPEAKER_01
Thanks for your story.
0
SPEAKER_02
Everyone just changed the channel.
0
SPEAKER_02
What the hell?
0
SPEAKER_01
These stories are so funny in this one.
0
SPEAKER_01
It came out of nowhere.
0
SPEAKER_02
No, it just got me thinking.
0
SPEAKER_02
I didn t know what to do, and I didn t say anything.
0
SPEAKER_02
I thought, should I have said something?
0
SPEAKER_02
So anyhow.
0
SPEAKER_02
But you did.
0
SPEAKER_02
You said something to me.
0
SPEAKER_02
I just said something to 150,000 people who are salespeople who are all looking for this person.
0
SPEAKER_00
I ve got her name, by the way, and her cell phone number.
0
SPEAKER_00
I looked over her shoulder.
0
SPEAKER_02
Why don t you check that?
0
SPEAKER_02
Yeah, so we are dipping into the Co-Video mailbag.
0
SPEAKER_02
If you re a salesperson, you use email to prospect, follow up, send prospects proposals and things like that.
0
SPEAKER_02
And you re looking to stand out, which we hear that all the time.
0
SPEAKER_02
Bill and I say, how do I stand out?
0
SPEAKER_02
How do I be memorable?
0
SPEAKER_02
You got to check out our partners at Co-Video.
0
SPEAKER_02
Co-Video uses the power of authentic personalized video to make a huge, massive impact.
0
SPEAKER_02
Super simple to use, you just record your video from your phone, and your video is actually sent with a click of a button in the body of the email.
0
SPEAKER_02
Good friends of ours, local company here in Indianapolis, and as a partner of ASP, they ve got a special trial deal set up.
0
SPEAKER_02
You need to go to advancedsellingpodcast.com slash covideo, it s C-O-V-I-D-E-O, so go to advancedsellingpodcast.com.
0
SPEAKER_02
to advancedsellingpodcast.com, then slash covideo, C-O-V-I-D-E-O.
0
SPEAKER_02
This is one of the best tools that we have found for salespeople to use to stand out, and you gotta go check them out.
0
SPEAKER_02
And there are mailbag sponsors now, too, so.
0
SPEAKER_00
Good.
0
SPEAKER_00
All right, so here s the mailbag from Brian.
0
SPEAKER_00
Hi, Bill and Brian.
0
SPEAKER_00
My name is Brian, and I live in Denver, Colorado.
0
SPEAKER_00
I want to start by saying thank you for doing this podcast.
0
SPEAKER_00
It s been a valuable resource in my fledgling sales career.
0
SPEAKER_00
The purpose of my call today is to inquire about a strategy to overcome what I suspect is a common lead generation objection.
0
SPEAKER_00
While I m speaking with prospects, brochures are clearly visible.
0
SPEAKER_00
After what seems to be a productive conversation, and I go for the close, which in this case is setting an appointment, I find that a common response is for a prospect to ask for a card or take a brochure with the intention of calling later.
0
SPEAKER_00
What can I say or ask to overcome this objection?
0
SPEAKER_00
Additionally, is there anything I can do to prevent prospects from taking inaction when they seem ready to take the next step?
0
SPEAKER_00
Again, thank you for everything that you do.
0
SPEAKER_00
Thank you, Brian.
0
SPEAKER_02
I wonder if he s Brian with a Y or an I. I didn t look.
0
SPEAKER_02
I don t know.
0
SPEAKER_02
It s an I. It s an I. That s OK.
0
SPEAKER_02
We ll let that be.
0
SPEAKER_02
It s the good kind.
0
SPEAKER_02
It is a good kind.
0
SPEAKER_02
I m the unkind.
0
SPEAKER_02
I m a Y. Yeah, what do you think of Brian s question?
0
SPEAKER_02
It s a really, really good question.
0
SPEAKER_02
And it s interesting.
0
SPEAKER_02
People always want to know.
0
SPEAKER_02
How old do you think Brian was?
0
28.
0
SPEAKER_01
OK.
0
47.
0
SPEAKER_01
I d say 27.
0
SPEAKER_01
No, I don t know.
0
SPEAKER_01
He s 82.
0
SPEAKER_01
You re not supposed to ask that question of how old are you, but I just wondered.
0
SPEAKER_01
I thought he was in his 20s probably.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
First sales job.
0
SPEAKER_01
I would think so.
0
SPEAKER_01
Maybe second.
0
SPEAKER_02
Yeah.
0
SPEAKER_02
Denver s a great town.
0
SPEAKER_02
By the way, sidebar, I m going to a bucket list venue.
0
SPEAKER_02
Did I tell you this?
0
SPEAKER_02
I m going to see Tom Petty at Red Rocks.
0
SPEAKER_02
Oh, really?
0
SPEAKER_02
In about a week.
0
SPEAKER_02
A week from today.
0
SPEAKER_02
Okay.
0
SPEAKER_02
Yeah.
0
SPEAKER_02
You know, Red Rocks is like this.
0
SPEAKER_01
Oh, yeah.
0
SPEAKER_01
Oh, absolutely.
0
SPEAKER_01
So it was a bucket list thing.
0
SPEAKER_01
I ve seen a lot of videos of these.
0
SPEAKER_02
And Tom Petty is a great concert to go to.
0
SPEAKER_02
Why would you waste it on Tom Petty, though?
0
SPEAKER_02
Well, I just love Tom Petty.
0
SPEAKER_02
He s a great, safe concert.
0
SPEAKER_02
Really, really good.
0
SPEAKER_02
So you re gonna make some enemies that you just said, right?
0
SPEAKER_02
That would be an interesting thing.
0
SPEAKER_02
We need to put up a poll in the LinkedIn group.
0
SPEAKER_02
Tom Petty, yes or no.
0
SPEAKER_01
I put Tom, I know this is gonna really make people mad.
0
SPEAKER_01
So here we go.
0
SPEAKER_01
I put Tom Petty and Journey in the same.
0
SPEAKER_01
Yeah, but Journey is like, oh, how long can we listen to Journey s three songs, five songs?
0
SPEAKER_01
I mean, come on.
0
SPEAKER_01
And they don t even sound the same now.
0
SPEAKER_02
Oh man.
0
SPEAKER_02
Well, that s a separate podcast for that one.
0
SPEAKER_02
We d have to debate that one a little bit.
0
SPEAKER_02
Let s get back to the action here.
0
SPEAKER_02
Brian s call.
0
SPEAKER_02
So everyone, when they ask a question like this, I think, looks for a magic bullet.
0
SPEAKER_02
They look for the phrase or statement that they can use every time in that situation that gets them out of it.
0
SPEAKER_02
And unfortunately, that s not the kind of advice we give here in the Advanced Selling Podcast.
0
SPEAKER_02
I don t think.
0
SPEAKER_02
It s not that.
0
SPEAKER_02
It s not that.
0
SPEAKER_02
So I m guessing you did the same thing, Bill.
0
SPEAKER_02
I m going to turn the mirror on Brian.
0
SPEAKER_02
And I think we need to coach him a little bit on some things to do or say.
0
SPEAKER_02
So the first thing I wrote down is you ask yourself.
0
SPEAKER_02
I m guessing you have this on your card.
0
SPEAKER_02
We haven t looked yet.
0
SPEAKER_02
Brian has to ask himself, what is he doing or saying that s causing the people to ask for the brochure or his card?
0
SPEAKER_02
And so instead of looking at- Was this at a trade show, or did you get that this was just a face-to-face meeting?
0
SPEAKER_01
I got it was at a meeting, kind of a face-to-face.
0
SPEAKER_02
Maybe it was a drop-in.
0
SPEAKER_01
Okay.
0
SPEAKER_02
And so we have to look back first and ask ourselves, what are we doing or saying that s causing the person to say, well, let me have a brochure and a card, and I ll take a look and get back with you.
0
SPEAKER_02
So that to me is where my first line of questioning is.
0
SPEAKER_01
Well, that would be a negative thing, wouldn t it?
0
SPEAKER_01
I mean, if somebody were really compelled and interested in Brian s goodies, they wouldn t ask for a brochure.
0
SPEAKER_01
Isn t that the put-off?
0
SPEAKER_01
Isn t that the thing that- Completely.
0
SPEAKER_01
So you re saying find out what he s saying just before that and not say it Exactly.
0
SPEAKER_02
Yeah, or ask a different question.
0
SPEAKER_02
Yes, exactly.
0
SPEAKER_02
Exactly.
0
SPEAKER_02
What are you it s like when people say how can I get him to call me back?
0
SPEAKER_02
I said you got a first examine What are you doing or saying did it s causing to not call you back.
0
SPEAKER_02
Look at your own stuff first Yeah, so I d say no brochures take your brochures out of your said same thing out of your business invisible
0
SPEAKER_01
Yeah, and if it s something useful like an article or a white paper or a case study or something the customer can do something with, yes.
0
SPEAKER_01
But brochures, I hate brochures.
0
SPEAKER_01
We ve got to get out of this brochure game.
0
SPEAKER_01
Same.
0
SPEAKER_01
I know.
0
SPEAKER_01
Journey, Tom Petty, and brochures.
0
SPEAKER_01
We gotta stop listening to Journey, right?
0
SPEAKER_01
It s not even the real singer, right?
0
SPEAKER_01
No, I just think that, so anyway, that.
0
SPEAKER_01
And then the second thing, and Brian probably gonna mention this too, is that this whole idea of how do you get someone?
0
SPEAKER_01
How do you get someone to not shop?
0
SPEAKER_01
How do you get someone to not think about it?
0
SPEAKER_01
People are going to do what people are going to do.
0
SPEAKER_01
And I think what we ve got to do, Brian, is we ve got to work on our upfront messaging.
0
SPEAKER_01
And how well are you communicating your message?
1
SPEAKER_00
message of the kind of solutions that your products or services bring to a guy like to your customer.
1
SPEAKER_00
And if you re not, then you can t blame them for wanting a brochure and wanting to think it over.
1
SPEAKER_00
I just think you got to go back upstream and say, what am I doing that s causing this problem to happen?
1
SPEAKER_00
And I think that s why he asked us.
1
SPEAKER_00
I think he s examining that.
1
SPEAKER_00
I would agree.
1
SPEAKER_00
Hang on real quick.
1
SPEAKER_00
Keep talking.
1
SPEAKER_00
I m going to run across the studio and get something.
1
SPEAKER_00
Okay, all right.
1
SPEAKER_00
The other thing I think is the whole, and this kind of goes back to go for the close, I go for the close and the close is the appointment.
1
SPEAKER_00
And I want to be careful of that too.
1
SPEAKER_00
I think we ve got to have, Brian s back now.
1
SPEAKER_00
I m back, I m back, sorry.
1
SPEAKER_00
Is this idea of a customer mission, what is our mission for the customer and is our mission for doing business customer focused?
1
SPEAKER_00
And a lot of times I find it s not.
1
SPEAKER_00
I find our mission is more about us and what we can do and how we can achieve and how much we can make.
1
SPEAKER_00
And I think that s OK.
1
SPEAKER_00
That may be one side of mission.
1
SPEAKER_00
But I think the other side is, what are you doing in your business that s good for customers?
1
SPEAKER_00
Operate from that standpoint.
1
SPEAKER_00
You don t have to go for the clothes You don t have to worry about whether someone s gonna shop you or not I just think they re going to feel that mission that you re on and they re going to want to have you join them on their journey Yeah, but if you can t identify the mission you re on they re going to shop it around and all that really good.
1
SPEAKER_00
I like
1
SPEAKER_01
So I stepped away from the microphone for a small minute.
1
SPEAKER_01
I went and grabbed a copy of your book, Bill, Same Game, New Rules.
1
SPEAKER_01
So if anyone s listening to this podcast, which I know about 150,000 of you do every week, at least, and you don t have a copy of Bill s book, Same Game, New Rules, you need to go do that right away.
1
SPEAKER_01
Why are you laughing?
1
SPEAKER_01
This is a joke.
1
SPEAKER_01
Throwing the numbers out.
1
SPEAKER_00
That s OK.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
Oh, that s well, I mean, you know, it s true.
1
SPEAKER_01
Something like that.
1
SPEAKER_01
It s close.
1
SPEAKER_01
Did I say a week, a month?
1
SPEAKER_01
What did I say?
1
SPEAKER_01
Something.
1
SPEAKER_01
Anyway, this is obviously a joke.
1
SPEAKER_01
OK, so the eight of you that are listening, go get Bill s book.
1
SPEAKER_01
On page 94, you ll see this little grid that talks about the process people go through before they buy something.
1
SPEAKER_01
And it starts from a place of unawareness, then it moves to a place of awareness.
1
SPEAKER_01
Then it moves from awareness, I know who you are, to a place of comprehension, which I now understand what you do.
1
SPEAKER_01
And then to a place of conviction after that, which is I really want to work with you, to action, I buy.
1
SPEAKER_01
And what happens here, Brian, when you re doing this is you re probably vaulting this process too quickly.
1
SPEAKER_01
You re probably moving too quickly from unaware to action too fast.
1
SPEAKER_01
It s going too quickly.
1
SPEAKER_01
A sign that you re going too quickly is when people put the brakes on.
1
SPEAKER_01
That s always a sign you re going too quickly.
1
SPEAKER_01
You re going too fast when people say, let me take a look at the brochure.
1
SPEAKER_01
That s a reflection back to you that you re going too fast.
1
SPEAKER_01
So you use this little grid that Bill s got in his book to slow yourself down a little bit.
1
SPEAKER_01
And so you stay in that first step.
1
SPEAKER_01
easy for me to say, the purpose of the first meeting is to just build a little bit of awareness and some understanding comprehension about what I do and how I do.
1
SPEAKER_01
From there, we ll see if we want to keep exploring.
1
SPEAKER_01
Got that?
1
SPEAKER_01
So that the things that get the appointment for you see what I mean?
1
SPEAKER_01
It s do we want to do we both want to continue to explore after we learn a little bit more?
1
SPEAKER_00
Yeah, okay, I think and I think we all fall into this impatient trap too and Sometimes I think especially up front It sounds like these are these prospects Brian that you re talking about are more up front in the early stages of the process Yes, and I think you just have to be patient
1
SPEAKER_00
Impatient and I know that s not that s not cool.
1
SPEAKER_00
I think our managers and our leaders and our society We somehow think impatience is a virtue.
1
SPEAKER_00
Yes, and I don t think it is I think impatience will cost you a lot of money in sales Maybe not in the next week, but over the course of 10 years It will cost you a ton of money because you ve got to be patient and allow people to go down the journey tell them what the journey is guide them down that journey, but don t
1
SPEAKER_00
Don t feel like you have to push them down the down the path because it doesn t work and when you push what happens they resist they resist Yeah, and when they resist what do they say?
1
SPEAKER_00
Can you have a can you get a brochure?
1
SPEAKER_00
Yep.
1
SPEAKER_00
All right So we ve hammered on that pretty well.
1
SPEAKER_01
That s good.
1
SPEAKER_00
That s good.
1
SPEAKER_01
I think yeah What else you had?
1
SPEAKER_00
So that s all I have for you talking about for Brian.
1
SPEAKER_01
Yeah for Brian Yeah, the other Brian with an eye Brian with an eye
1
SPEAKER_00
That s all I have.
1
SPEAKER_00
Go for the close.
1
SPEAKER_00
I just don t like that.
1
SPEAKER_00
I know that s just your language of go for the close, and you even said, is the next step.
1
SPEAKER_00
But I just don t like that.
1
SPEAKER_00
I just think we re beyond that.
1
SPEAKER_00
It s 2017.
1
SPEAKER_00
We got Journey.
1
SPEAKER_00
We got Tom Cuddy.
1
SPEAKER_01
Here s a couple of phrases for ending this thing, Brian, that you may want to consider putting into your vernacular.
1
SPEAKER_01
You have to put it in your own voice, though.
1
SPEAKER_01
So one way to think about this is, remember, I m vetting them like they re vetting me.
1
SPEAKER_01
At the same time, as I m sitting there, I m asking myself, do I want to continue working with these people?
1
SPEAKER_01
So if I m talking to Bill and I get to the end and I feel good about Bill, I said, hey, you know, this has been good for me to chat so far.
1
SPEAKER_01
I would be interested in continuing the conversation if you would be.
1
SPEAKER_01
If it s a no from your side or whatever, then we can stop.
1
SPEAKER_01
That s easy.
1
SPEAKER_01
But from my standpoint, I would love to get together again.
1
SPEAKER_01
If you re up for it, and you say, hey, let s look at it.
1
SPEAKER_01
Let s grab the counters out and put it down now if you want.
1
SPEAKER_01
Yeah, something like that.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
You can go a different route on that to say, well, so, so far after, you know, talking to you for 25 minutes, there s nothing so far that would make me say I want to opt out at this point.
1
SPEAKER_01
And so I m up for
1
SPEAKER_01
continue the conversation and exploration if you are.
1
SPEAKER_01
So what that s saying is I ve heard nothing that would be a deal stopper for me.
1
SPEAKER_01
I say, yeah, I don t know if I want to, need to, that sort of thing.
1
SPEAKER_01
So there are a couple of ways you can end that to just acknowledge that up front.
1
SPEAKER_01
It is moving to another step.
1
SPEAKER_01
I am a fan of setting a date when you re there.
1
SPEAKER_01
But I m doing it only if I feel real about it.
1
SPEAKER_01
See that?
1
SPEAKER_01
That s not my end goal going in, is to walk away with an appointment.
1
SPEAKER_00
But when I say be more patient, I don t mean let them call you back and set the next appointment.
1
SPEAKER_01
Yeah, right.
1
SPEAKER_00
I mean, be more patient about the process.
1
SPEAKER_00
But at some point, you re going to have to make a decision.
1
SPEAKER_00
Do I want to see?
1
SPEAKER_00
And I like this idea of you ve got to vet them just like they re vetting you, because they are vetting you.
1
SPEAKER_00
Yes.
1
SPEAKER_00
And if you always see yourself as the vet-ed, not the vet-er or the vet-ee.
1
SPEAKER_00
Vet-ee.
1
SPEAKER_00
Not the better then you re going to come up with these, you know, how do I close him?
1
SPEAKER_00
How do I stop him?
1
SPEAKER_00
How do I do this?
1
SPEAKER_00
How do I get him to yeah and stop that because you re you re your time is so valuable You don t have time to waste with people who are not prospects and we do it all the time.
1
SPEAKER_00
We do it every day We waste time with people who are never going to buy and we do it because we re afraid to vet It s really really good if that T sounds French that s a that T speaking of French, you know, what s coming back Tom Petty?
1
SPEAKER_01
You know, what s popular again?
1
SPEAKER_01
No.
1
SPEAKER_01
The bidet.
1
SPEAKER_01
Oh, is it?
1
SPEAKER_01
Look it up.
1
SPEAKER_01
It s coming back.
1
SPEAKER_01
It s there.
1
SPEAKER_00
Look it up.
1
SPEAKER_00
So is the pop collar.
1
SPEAKER_00
That doesn t mean I m going to get one.
1
SPEAKER_00
Oh, it s less than pop collars.
1
SPEAKER_00
I was down in Tampa, Florida this weekend, a little vacation.
1
SPEAKER_00
A lot of pop collars down there.
1
SPEAKER_00
It s happening.
1
SPEAKER_00
It s happening.
1
SPEAKER_00
Stamps.com brings all the services of the U.S.
1
SPEAKER_00
Postal Service right to your fingertips.
1
SPEAKER_00
You can buy and print official postage for any letter, any package, any class of mail using your own computer.
1
SPEAKER_00
It makes it easy.
1
SPEAKER_00
They ll send you a digital scale.
1
SPEAKER_00
It automatically calculates exact postage.
1
SPEAKER_00
Stamps.com will even help you decide the best class of mail based on your need.
1
SPEAKER_00
So no need to lease an expensive postage meter.
1
SPEAKER_00
We use stamps.com here because we ship a lot of packages, both domestic and international.
1
SPEAKER_00
And right now you too can enjoy the stamps service with a special offer that includes a four week trial plus postage and a digital scale without long-term commitment.
1
SPEAKER_00
Go to stamps.com, click on the microphone at the top of the homepage and type in advanced selling.
1
SPEAKER_00
That s stamps.com, enter advanced selling.
1
SPEAKER_00
Stamps.com, never ever go to the post office again.
1
SPEAKER_01
Another good dip into the Covideo mailbag.
1
SPEAKER_01
Again, if you ve not done so already, go to advancedsellingpodcast.com slash Covideo, C-O-V-I-D-E-O.
1
SPEAKER_01
Wonderful tool for you to use to help you stand out.
1
SPEAKER_01
I m telling you, you get this tool going and you talk to the people that use it and we re users here at the podcast and it s just a wonderful, wonderful thing.
1
SPEAKER_01
Good place to go make yourself be a better salesperson.