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In this episode of the Advanced Selling Podcast, I come clean on a massive Mother s Day mistake.
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We reminisce about the old press hard and the third copy s mine closing technique.
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Some of you youngsters will have to look that one up.
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And we talk about what s been our favorite question we ve been asked in the last few weeks on all these live Zoom calls.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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I am one of your hosts, Bill Kasky.
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I m the other host, Brian Neal.
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We love having you here, man.
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We really do.
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The last couple of months have been kind of strange for all of us, I think.
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And we ve all been under an odd kind of pressure.
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And it s like we ve said, we re all
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We re all quick, we re all fast race cars, and we re waiting for that green flag to drop.
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And it s getting ready to drop, and it s dropping, dropping slowly.
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Not like the Indy 500, not like the gates that rise at Kentucky Derby, but they re coming.
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The gates are going up, the flag s going down, everything s going to be OK.
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Go slow.
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Did you have, when you were in junior high and elementary school, the title role of a student called Flag Boy?
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Mm-mm.
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We had that.
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Isn t that crazy?
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So these two guys, these two kids would get, I don t know if it s selected or how they did it, but they were the ones in charge of raising and lowering the flag every day at the elementary school.
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But it was called flag boys.
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I m like, why wasn t there a girl?
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There should be flag boys.
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This is back in the,
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80s, of course.
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Back in the misogynistic days.
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I m telling you what.
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I m telling you what.
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So this is a midweek release.
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May 14th is the day you re going to hear this.
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We have a planned live Zoom session free of charge tomorrow for all of you listeners to hop on.
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It s been really fun.
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We did one at noon several weeks ago.
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Then we did a little cocktails and Cohibas one.
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two weeks ago, and then we re doing this one again at noon, noon Eastern time, 12 to 1245-ish, and we re gonna take questions just like we have been.
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It s been really valuable, and I will say a big thank you to our listeners.
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I ve found lots of comfort in our listeners.
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It s just so great to get people that are like-minded around, that we know you take time to your day to listen to us and to support what we re doing here, and we re very thankful of that, and it makes me feel really good, which is why I love giving back a little bit with this deal.
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I also think there s a, there s a value in breaking away from the media and from all the attention and the disruption and the, you know, I can call it bad news, new, just all the news and coming into a group of like-minded pros who want to get better.
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Yes.
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And that s the thing about podcast listeners is if you didn t want to get better, you wouldn t be a listener and therefore you wouldn t be on our webinars or in our insider program.
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So,
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I echo that, Brian.
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We love it.
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Yeah.
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And so this is a time state usually in podcasts, time stamp, because people listen on their own.
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But if you re listening today on the release, which we hope you do, you know tomorrow would be May the 15th.
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and what will be on the Zoom call at noon to one of you just go register on our website for that.
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I have a, you remember the book, In Search of Excellence, back in the 80s?
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Really good business book, In Search of Excellence.
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There s a chapter in there called Stick to the Knitting.
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Stick to the Knitting is one of the author s recommendations, which basically says if you re, you know, whatever you do, so Procter & Gamble makes consumer goods, do that.
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Don t go try to make automobiles, stick to the knitting.
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Well, I didn t do that for Mother s Day this year for my wife.
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And I m usually a really good gift getter.
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She would say this.
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I like to plan trips and fun things to do.
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And I get her really nice, thoughtful things and really good.
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You heard of the book, The Five Love Languages?
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Mm-hmm.
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Yep.
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Mm-hmm.
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So one of her love languages is not acts of service.
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When someone does something for her, it doesn t make her feel loved.
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Quality time, which I m really good at, and gifts, and all that stuff.
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So I decided, while she was at her mother s for a visit, I would clean out our garage, which she s been talking about for a long time.
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Active service.
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Active service.
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So me and my son, Sam, we, and I am not a manual labor guy at all.
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I hate manual labor.
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I m not good at it.
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But got going, and we cleaned the garage.
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It s COVID free.
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It s COVID free.
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And she came home and was not happy.
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In fact, not happy, not upset, but she knew, like, oh, you kind of did this for me.
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And there were some things that I moved around that maybe she didn t want moved around or put certain places where she didn t want them.
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So I learned a valuable lesson there.
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Stick to the knitting.
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I am done with acts of service gifts for the rest of my life.
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Well, with her.
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With her, totally, exactly.
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Yeah, yeah, yeah.
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So that s a good lesson for all the guys out there.
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You got to know who you re with and know what your gifts are, know what you re good at and what you re not good at.
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What is yours?
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Mine s physical touch.
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Okay.
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That s my thing.
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So I could, you know, I get my head rubbed or, you know, that s great.
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And then, um, that s my number one.
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And then, then, um, um, words of affirmation is number two.
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Okay.
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So doing a good job.
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Words of affirmation are number one for me.
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My daughter Kara is, uh,
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time.
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She s like number one, far and away.
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It s just time.
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And as I look back, it s like, yeah, of course.
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I mean, she just wants to be around and hang out with people.
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It s a great thing.
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If you ve ever done Five Languages of Love, you get freebies online.
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Yeah.
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OK.
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Topic.
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We re going to talk about what we ve been in a lot of Zoom calls, a lot of trainings here lately, and gotten a lot of questions from our listeners.
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And it s what we re going to do tomorrow on the live Zoom call with you.
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So we want to talk about today what s been our favorite best question and a little bit about why.
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So I know I ve got one.
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You ve got one, Bill.
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And let s just kick these around a little bit.
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Yeah, I think we talked in a pre-show about how you talked about the value of the answer starts in the question and how we frame it how we think about it and I ve heard also I can t remember who who I heard this from but the answer to your problem is always within the question that s great and if you but if you aren t
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specific and explain the question and the background and the narrative, you never get to the answer.
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So if I m having trouble with lead generation, and I say to Brian, hey, coach, I want to generate more leads.
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How do I do it?
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Well, that s not a good enough question, because the answer is not in that question.
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But if I said, look, Brian, I ve tried this, and I ve tried that, and this works a little bit, but this doesn t, and I ve tried this, and you know what?
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I ve never thought about this, but I don t know.
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What do you think?
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Then the answer becomes in the questions really great love that so one of my favorites was The gentleman I can t remember his name who wanted to generate more leads and he was very specific about the kind of work he does and
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Yep, and another person on the call said well, here s what I do I m a security analyst and when I go in and do a complimentary Security assessment that takes me just a couple of hours to do I end up closing 60 to 70 percent of those deals and if I don t do a security assessment and just propose I close 10% 15% I can t remember his exact number.
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So if he s listening and
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He ll call me out on the numbers But the point is he closed four times more higher percentage four or five times more When he did this assessment for free now, he probably could charge for it But he decided that it was a whole lot better to do that than to spend three hours on a proposal that went nowhere Love that
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And I know I keep talking about this.
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That s the value of being around other people to get those ideas, give the space to have those ideas come out, which is another great thing that happens on some of these Zoom calls.
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And it happens on all of them.
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All of our training sessions is good stuff comes out.
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Yeah.
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So my favorite question that I have gotten recently is, and our friend from, he was from Germany, right?
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But he wasn t German.
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Talk about the complex deal, where he had something go and his buyers left.
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So I m making the question generic, is how do I navigate through a complex deal with multiple decision makers?
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One of my favorite things to kick around, the reason it s my favorite question is because almost all of us have it now.
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Almost always there are multiple layers of deciding and processes that go on.
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And almost always we never get to them all.
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And so to me, it s a real good challenge to talk about the process that we take people through.
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And I like the idea in our world to teach people to fish versus giving them the fish.
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And I think this question, more than others, forces people to examine their process and go, where did I go?
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Where could I have gone?
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Where should I go?
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Versus, oh, just call them and say this.
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It s just not going to sound too complex.
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And it s very challenging, very, very challenging.
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And I love that we have tools now that can help us navigate through this.
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Bill had a great example of this on two podcasts ago, I think now, or one podcast ago, or maybe it s the one next Monday.
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In the last few, they re recording these all in order.
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Either way, you re going to hear it.
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It s about doing a video.
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It s about your client that calls on homeowners associations.
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who can t get to the homeowners association meeting, which is very common.
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I ve had a client in the same business and it was always a problem, who does videos.
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I m like, that is brilliant.
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Then I m thinking, why don t we all do that in all these deals?
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We always talk about coaching our sponsor.
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So our sponsor internally in the deal we were talking about on the insider call was, okay, my guy s all for it.
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He needs to take it to X, Y, Z people.
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When we say, well, tell him to say this and coach him and talk to him.
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I m like, why don t we make a video for him just to go press play?
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That was genius.
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The answers like that come out of these complex processes.
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Which we didn t talk about that.
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We did not talk about that, no.
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I ve never talked about that, ever.
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That s genius.
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Every time it should be done.
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Every time.
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Every time.
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I ve got one right now.
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And the point there is that, and back to him, I can t remember, I wish we could remember his name.
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I can see him.
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But we also don t have permission, so we got to be careful there.
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But when you have a complex deal, it s never a one-liner.
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You don t come to Brian or I and say, hey, I got this deal.
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What should I say?
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It s really more about backing up, as you said, Brian, from the deal and saying, OK, what s the lay of the land here?
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What kind of resources can we pull into play?
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What kind of video?
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What kind of audio?
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What kind of CEO of our company?
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What are all the possibilities?
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And once we know the possibilities, then we can select the right strategy.
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And I think what we do sometimes is we go down the cow path.
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The same thing.
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Well, you know what?
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We ve got to press harder.
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Press hard, the third copy s yours.
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What about if we tell them the deal at the end of the month expires at the end of the month?
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Oh, come on.
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We ve all heard that before.
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I wonder if the millennial crew knows what press hard in the third copies mind.
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That s a great quiz.
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Probably there s a great video going around about some gen Z kids trying to figure out how to work a rotary phone.
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They plug it in.
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They said, there you go.
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And they re trying to figure out.
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So to get a hold of one of your friends right there.
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It s fantastic.
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That s awesome.
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So press hard.
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What is it?
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Yeah.
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Press hard.
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Third copies, man.
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Well, that s the old carbon copy.
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It is what and so what if the third copy, where did the other two go?
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That s what I always wanted.
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HR.
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Right.
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Finance.
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One stays with the customer, and you have this third copy you re keeping.
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Where does the third copy go?
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Who knows?
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Well, back in the carbon days, unless you had the perfect pen, the third copy didn t ever register anything.
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Oh, my gosh.
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Those were the days.
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You had to literally get a signature and have the person make sure that they pressed really hard.
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Exactly.
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So you had proof that they signed it.
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And you d sit on their pen.
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No, it s not hard enough, sir.
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We re going to have to pump, pump, pump.
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My first district manager had the same pen
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his whole career for 30 years at Procter & Gamble.
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And he told me a big story about it, how much business he had signed with this pen.
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And seriously, it was like millions and millions and millions of dollars that he had.
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It was crazy.
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People hung on to pens back then.
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They did.
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And there were shops that you could go in and buy like $100 pens and Montblanc and all this.
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Nowadays, if I have to sign something with a pen, I m like, have you guys not heard of DocuSign?
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Why do I have to use the pen?
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We could have done this online.
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Why did I have to come in?
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It s very funny.
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It s like your story at the store.
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What, do I have to touch this?
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What the?
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All right, hopefully we will see you tomorrow on our live Zoom calling.
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Go to the website advancedsellingpodcast.com and register there.
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We re also adding folks to our insider program.
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We re up in the 60 people range.
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It s a really great group and we d love to have you a part of that so you can meet the other members and get direct coaching from me and Bill at minimum once a month.
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That s it.
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See you next time.
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Bye.
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Bye.