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In this episode of the Advanced Selling Podcast, we listen to our favorite Australian Christmas tune, Bill rants about bad waiter speak, and we debunk and rebuild the account management function.
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Hey, Bill Kasky, back at the Advanced Selling Podcast.
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Do we need to remind you one more time that we are the longest running sales training podcast, and we are creating this exclusively for you, sales professionals, to help you create your own success?
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I m Bill Kasky, as I said.
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I m Brian Neal.
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As he said.
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And we will be your host for today s episode.
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That was ad-libby.
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I like it.
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You can check out the products page
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At the website, advancedsellingpodcast.com, we have an awesome product called All In.
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We ve been touting now for the better part of 13 years.
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Comprehensive training solutions for salespeople.
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It s an audio program.
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It s really good.
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Lots of good comments on that.
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And also, the resource toolkit is available there, too.
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I met a couple of, I ve been traveling a bit the last few weeks.
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I got some travel stories.
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I won t mention them all here, but I ran into some Australian fellows.
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We have hundreds, if not thousand, listeners in Australia.
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And they re just wonderful people.
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We have to go down to Australia somehow, some way, and go do a gig.
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We have for seven years.
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We ve been saying that.
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We ve only been doing the podcast for six.
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We ve been saying it for seven.
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A couple of interesting things that we mentioned in the Christmas show.
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Now, we re in the first of February, so this is a little late.
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But we mentioned something about Christmas down in Australia, and one of our fine listeners
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Sent us a note.
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If you see this, it s from John B. And just talked about what it s like down there in Australia.
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And they do all of the winter-themed Christmas songs.
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But there s a special song, which I thought was really clever, called Six White Boomers.
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I m not saying that correctly.
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Six white.
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I don t want to even do one.
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No, don t even try it.
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Don t do it.
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So that s kind of a cool little bit.
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The six white boomers, Santa Claus uses joeys, which are small kangaroo instead of reindeer, because the reindeer don t like the heat.
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That s the idea, which is, I think, a little clever song.
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And then I learned something else.
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Do you know what they call cotton candy in Australia?
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I learned this on a TV show, actually.
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Sugar Stick?
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No.
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It s actually the original name of the inventor who invented cotton candy called it this first, who was a dentist, by the way.
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Genius.
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Genius.
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You re kidding me.
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And he called it this.
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They changed the name later, but it s stuck in Australia.
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It s called Fairy Floss.
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Fairy Floss.
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Didn t know that, did you?
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See?
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And all my Aussie buddies are going, well, yeah, it s called Fairy Floss.
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It s not cotton candy.
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So that s your Australian useless trivia for today.
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I m done.
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You know, my wife and I were having a discussion the other day because somebody on TV made the statement, yeah, he s really trying to ag us on.
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Oh.
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And the discussion broke out there, is this ag us on or egg?
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I always thought it was egg.
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I used to always think it was egg.
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Egg.
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So it is egg.
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Do you know what it means when you egg somebody on?
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Egg someone on.
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I mean, you know what it means.
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Yeah, of course.
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Yeah, yeah.
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No.
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What does egg mean?
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It s got nothing to do with egg.
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It s E-G-G, but it has to do with the Latin.
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You probably should know this.
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It s a Latin word that means insight, and it s E-G-G-I-T or E-G-G-T-A or something like that.
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Maybe that s it.
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Agit.
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That s how you would say that.
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E-G-G-I-T.
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You would pronounce agit in Latin.
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That s how you d say it.
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E-G-G-I-T.
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So if the trivia game pops up sometime, you ve got that one.
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So that s it for today.
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Thanks for tuning in.
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Appreciate that.
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Did you know that Blue Apron is the number one fresh ingredient and recipe delivery service in the country?
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My mouth is watering crispy about a moon day with quinoa and roasted carrot salad See the way I said that so enjoy it go to blueapron.com Okay, let s actually do a sales topic.
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Shall we let s do uh, this one.
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Uh, we we had some some fun with we re gonna talk about what we re gonna call bill gave it this name account development and
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And I m working on a new client syllabus.
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And we talked about client retention is a big deal.
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A lot of companies have client acquisition teams, and they have client retention teams.
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So we re going to talk to the client retention people.
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And if you re a client acquisition person, if you re a hunter, you probably have farmers that are on your team or nearby.
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Be sure to forward this episode to them, because this is for them.
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And there s some things that you can pick up.
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But Bill came up with this idea of accountant development, which I think is really good, because this is the part that we miss.
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And what did you say?
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You said this topic sits in the back of the theater.
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Yeah, to me, all the front theater topics are all the new business acquisition, new logos, hunting.
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And these are the farming.
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But they re not just farming in terms of keeping clients happy.
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It s growing the client.
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Because how many times have we found where, jeez, if you would just do a better job of growing your existing clients, you wouldn t need a lot of new sales.
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So I like this topic.
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Yeah, so we thought we d do a couple of different role plays to show you what it sounds like now, and then we ll give you some ideas on how to make it different.
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So Bill, why don t you go first?
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So you re my account manager, and I buy from you regularly.
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And I ll be your little buyer person.
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OK.
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Yep.
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Ring ring.
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SPEAKER_01
Yep.
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Hello.
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This is Brian.
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Hey, Brian.
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How are you?
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SPEAKER_00
I m good.
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SPEAKER_00
How you doing?
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SPEAKER_00
Good.
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SPEAKER_00
It s good to talk to you.
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SPEAKER_00
Who is this again?
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SPEAKER_00
Oh, I m sorry.
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This is Bill Kasky with Kasky Products.
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SPEAKER_00
Oh, hey, Bill.
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Yeah.
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How you doing?
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I m your account manager.
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I think you probably know that.
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SPEAKER_00
Yep.
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And hey, how you doing?
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SPEAKER_00
I m good.
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SPEAKER_00
Thanks.
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SPEAKER_00
Did I already say that?
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SPEAKER_00
Yeah.
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SPEAKER_00
Okay.
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SPEAKER_00
Well, I m excited as heck to be honest.
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I can tell.
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Hey, let me tell you why I m calling.
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First off, I wanted to thank you.
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I wanted to thank you for all the business you ve done in the past couple of years.
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You ve been a really good client, an A client, and we really appreciate that.
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Oh, good.
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SPEAKER_00
Yeah, you guys do a great job.
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Okay, so let me tell you why I m calling today.
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I have a new product that I want to share with you, and I think it s terrific.
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SPEAKER_00
Oh, good.
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I think it s one of the coolest, innovative, most valuable products that I ve seen us create.
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I wanted to show it to you, because I think you could use lots of them.
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Yeah, that s great, Tim.
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Why don t you send over?
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Tim, I m Bill.
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Exactly.
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I did that on purpose.
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Oh, good.
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Why don t you send it over via email, and then I ll take a look at it.
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SPEAKER_00
Oh, OK.
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SPEAKER_01
But anyways, thanks for calling.
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I ve got to run.
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Thanks a bunch.
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SPEAKER_00
See you later.
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SPEAKER_00
OK.
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SPEAKER_00
OK.
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So that s one way it goes when you are a little too perky.
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A little too perky.
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SPEAKER_01
Yeah.
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So let s do this one.
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And this will be you beat me up, and I sell straws.
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We ve got straws here and there.
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OK.
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You re not particular about what you sell, are you?
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SPEAKER_00
OK.
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SPEAKER_00
Ring, ring.
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SPEAKER_00
Bill Kasky here, VP of Sales, Marketing, and Account Development.
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SPEAKER_01
Oh, hey, Bill.
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This is Brian Neal from Blind Zebra Straws.
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SPEAKER_01
How are you?
0
SPEAKER_01
Yeah, good, Brian.
0
SPEAKER_01
Hey, good.
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SPEAKER_01
Hey, just calling because it s renewal time and got your contract.
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SPEAKER_01
Really appreciate your business last year and looking forward to continuing into 2017.
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SPEAKER_01
So I ve got the details of the contract all set up and I was going to email it over to you and just take a look at it and sign it.
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SPEAKER_01
We ll be good to go for 2017.
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SPEAKER_00
I thought you were singing a song there.
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SPEAKER_00
Kind of.
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SPEAKER_00
I kind of am.
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SPEAKER_00
You re a little poet.
0
SPEAKER_01
This is the 14th time I ve done this today.
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SPEAKER_00
It s a limerick.
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SPEAKER_01
It is.
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SPEAKER_00
Yeah, it s a haiku.
0
SPEAKER_00
Well, you can send it.
0
SPEAKER_00
Tell me about what s the increase in fee this year?
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SPEAKER_00
Oh, not much at all.
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SPEAKER_01
Just 8% is all.
0
8%?
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SPEAKER_01
Yep.
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SPEAKER_01
So I can send that right over and you can just sign it over.
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SPEAKER_00
8% on $100,000 is $8,000.
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SPEAKER_00
Yeah, well, they re really good straws.
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SPEAKER_00
So what s new this year that you want to keep going?
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SPEAKER_00
It s too painful.
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SPEAKER_00
Okay.
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SPEAKER_01
Okay.
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SPEAKER_00
So what did we learn there?
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SPEAKER_01
Yeah, I think we learned that a couple well, I think we learned lots of things from thinking about this.
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I think there s an there s a, an epidemic of issue here in the in the client retention account management
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mentality, that our number one job is just to keep things.
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And I think that flips into, I just pray they don t go away.
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And I see some of the client retention teams that I ve seen in the past.
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Now, some of the ones I ve worked with are different now, but when I first got there, it was just
1
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Like, just don t screw it up.
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Just hang on and cling on as much as you can.
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Stay out of the way.
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Service them and stuff.
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But account retention and client retention sometimes is more than just customer service.
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Still, it s not.
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We kind of treat it that way.
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And I think that s epidemic throughout most organizations that I see.
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Well, think about the very idea.
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How many times have we heard, well, no, he s a hunter.
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She s a farmer.
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SPEAKER_00
Totally.
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And when you do that, you say, OK, farming, then you re just harvesting.
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You re not really planting anything.
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You re not really out there.
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So even the very nature of how we describe these people is wrong.
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SPEAKER_01
That s brilliant.
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And how many times this happens to me?
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I m sure it happens to you.
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when you go to see the client retention team.
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So you or I get brought in to work with the hunters, and the CEO says, hey, I want you to work with my retention team, too.
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SPEAKER_01
And as soon as we go there, they go, first of all, I m not a salesperson.
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SPEAKER_01
That s not my deal.
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SPEAKER_01
I know you work with them.
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SPEAKER_01
That s not how I m an account manager.
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SPEAKER_01
I don t like the cold calling.
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That s what they say, stuff like that.
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And so to your point, by labeling them, we ve basically sucked it out.
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We ve said, yeah, you re right.
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You re not a salesperson.
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SPEAKER_01
You re not.
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I think that s a problem.
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SPEAKER_00
And then it comes down to, at some point, they re going to have to present a product or a solution that is valuable.
1
SPEAKER_00
And if they don t see themselves that way, how will they present it?
1
SPEAKER_00
Probably not very well.
1
SPEAKER_00
So we each had a couple of things here.
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SPEAKER_00
I ve got one that I think any time you are, like in my case, when I was pitching the new product, I think you have to, A, don t just call out of the blue and expect them to devote 20 minutes to you.
1
SPEAKER_00
So I think even if you have something like a renewal, like you had, Brian, or a new product, I think you need to set an appointment.
1
SPEAKER_00
Say, look, I ve got some things I want to share with you.
1
SPEAKER_00
It won t take that long, but I don t want to interrupt you now.
1
SPEAKER_00
Is there a time in the next couple of weeks where I can, maybe we get online, we do a virtual presentation or something, but it s a devoted, meaningful, purposeful time set aside versus a, hey, how you doing?
1
SPEAKER_00
Hey, while I have you, I just want to ask a question.
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SPEAKER_00
Anyway, that s number one.
1
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Set aside some time.
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Come on.
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I love that.
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I wrote down, because this is also a thing that I think goes on, is the frequency of personal contact needs to be increased.
1
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Now, you re doing it at some level.
1
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Face-to-face.
1
SPEAKER_01
Either face-to-face.
1
SPEAKER_01
face or the phone, one of the two.
1
SPEAKER_01
But here s what I see account management and client retention people doing is they spend a whole bunch of time emailing everybody the whole time and hiding behind the email.
1
SPEAKER_01
And so if they re having a conversation once a quarter, that needs to increase to once a month.
1
SPEAKER_01
If they re having it once a month, it needs to increase to twice a week or every other week, twice a month.
1
SPEAKER_01
Right?
1
SPEAKER_01
So you ve got to look at your account retention, your account management team, and saying, how frequently are they interacting live with the person, not via email?
1
SPEAKER_01
Because that s the only way to learn about some of the things we ll talk about here.
1
SPEAKER_00
Absolutely.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
That s good.
1
SPEAKER_00
That s good.
1
SPEAKER_00
I think whenever you are proposing a new solution, you have to start with some background.
1
SPEAKER_00
Yes.
1
SPEAKER_00
And that you can call it context, background, narrative, back story.
1
SPEAKER_00
But make sure that when you are
1
SPEAKER_00
pitching your service that you say, look, let me tell you how this all came to be.
1
SPEAKER_00
About 10 years ago, we were looking for a product that did X, and we couldn t find it, and we couldn t find it.
1
SPEAKER_00
And then last year, we had an inventor come to us, and what we saw, we were amazed with, and so we took the product line.
1
SPEAKER_00
Let me tell you a little bit.
1
SPEAKER_00
So now they have some backstory of it.
1
SPEAKER_00
And it gets back to what we ve talked about in the past, Brian, is this idea of telling a story.
1
SPEAKER_00
And telling a story that allows the customer or prospect to journey with you on that path.
1
SPEAKER_00
And you tell the story, and they ll either be with you or without you.
1
SPEAKER_00
But then at the end, it s not that hard to figure out whether there s anything there or not.
1
SPEAKER_00
No, that s so good.
1
SPEAKER_00
So build a context, build a backdrop.
1
SPEAKER_00
And if you don t know what it is, go ask the inventor, or go ask your sales, your account development manager.
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SPEAKER_00
Go ask somebody who can help you with that story.
1
SPEAKER_01
That s fantastic.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
That rarely, if ever, happens.
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SPEAKER_01
Rarely.
1
SPEAKER_01
Rarely.
1
SPEAKER_01
It s always the product push.
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SPEAKER_01
It s product focused.
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Completely.
1
SPEAKER_01
OK, next.
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Now, this is something, if I were managing a client retention team, or if I were a person and my manager didn t do this, this is something I would laminate in a big poster and stick up on the wall.
1
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And that is, two words, constantly curious.
1
SPEAKER_01
What we tend to do as account managers is we just take kind of what s there for what s there.
1
SPEAKER_01
And we don t delve deeper.
1
SPEAKER_01
We don t understand better.
1
SPEAKER_01
We don t look for changes and trends and ask questions and things like that.
1
SPEAKER_01
So we have to train these account management folks and these account retention folks to be constantly curious.
1
SPEAKER_01
They cannot just sit back and take what s in front of them as God s law.
1
SPEAKER_01
They have to be constantly seeking to understand what s going on, what s different, what s new, unique, that sort of thing.
1
SPEAKER_01
Constantly curious.
1
SPEAKER_00
So give me an example of maybe a question that I, as an account developer, should be asking my clients.
1
SPEAKER_01
Sure.
1
SPEAKER_01
And you usually have to look for things like this.
1
SPEAKER_01
So I might say, so, hey, Bill, we re halfway through the year, and I m making a round of calls to some of my clients.
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SPEAKER_01
And I m curious to know, as we re at the halfway point, what s been the biggest surprise so far?
1
SPEAKER_01
And what s been the biggest, like, eh, that didn t go like we thought it would?
1
SPEAKER_01
Right?
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SPEAKER_01
Biggest surprise.
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SPEAKER_01
problem or something like that.
1
SPEAKER_01
Or it could be so as you look now that we re halfway through, and you look forward to the second half, what s the biggest thing in front of you that you re going?
1
SPEAKER_01
Oh, you re saying you re worried about it could be another question like that.
1
SPEAKER_00
Yep.
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SPEAKER_01
Yeah.
1
SPEAKER_00
So what you just did was you look back?
1
SPEAKER_00
Yes, said what?
1
SPEAKER_00
What was your state of mind about what s happened?
1
SPEAKER_00
You look forward?
1
SPEAKER_00
Yeah.
1
SPEAKER_00
What are you anticipating?
1
SPEAKER_00
Yeah, I like that.
1
SPEAKER_00
I think anytime you can ask somebody about their goals, and this is kind of looking forward, what are your goals for the next quarter, three months, whatever?
1
SPEAKER_00
Yeah.
1
SPEAKER_00
And just start to understand what you re dealing with at this client.
1
SPEAKER_00
Nobody asks those questions.
1
SPEAKER_00
So you as an account developer, start asking those questions.
1
SPEAKER_00
I almost guarantee you something s going to come of that conversation where they say, they just make the connection.
1
SPEAKER_00
Oh, by the way, Brian, you know,
1
SPEAKER_00
You guys showed me this thing a couple years ago.
1
SPEAKER_00
We might want to do it.
1
SPEAKER_00
Can you write a quote on that?
1
SPEAKER_00
Right.
1
SPEAKER_00
Boom.
1
SPEAKER_00
You say, oh, what a coincidence.
1
SPEAKER_00
No, it s not a coincidence.
1
SPEAKER_01
No, it s not funny.
1
SPEAKER_01
Can I say what?
1
SPEAKER_01
Don t ask.
1
SPEAKER_01
Don t ask.
1
SPEAKER_01
Is everything OK?
1
SPEAKER_01
Right.
1
SPEAKER_01
Because you re going to get.
1
SPEAKER_01
Yeah, everything s fine.
1
SPEAKER_01
You get this very loose.
1
SPEAKER_01
I had a guy at a restaurant say, is everything satisfactory?
1
SPEAKER_01
I m like, I don t want to be satisfactory.
1
SPEAKER_01
You want to be good, outstanding, that sort of thing.
1
SPEAKER_01
So just be careful with that.
1
SPEAKER_01
Don t ask a question that begs the answer, yeah, I m fine.
1
SPEAKER_01
That s just the thing.
1
SPEAKER_01
Uh-oh.
1
SPEAKER_01
There s a story there.
1
SPEAKER_00
That s the story laugh.
1
SPEAKER_00
We ve got to do a whole segment and or series of podcasts on stupid questions that waiters and waitresses and managers ask at a restaurant.
1
SPEAKER_00
I concur.
1
SPEAKER_00
I concur.
1
SPEAKER_00
There are a lot of them.
1
SPEAKER_00
Is everything satisfactory?
1
SPEAKER_00
Is everything cooked to your... I think I ve said this before, but it just happened the other night.
1
SPEAKER_00
The use of the word we.
1
SPEAKER_00
Yes.
1
SPEAKER_00
The attendant should never ask, are we having steak tonight?
1
SPEAKER_00
And this person, my wife and I were out at my favorite restaurant.
1
SPEAKER_00
I won t say what it is.
1
SPEAKER_00
Mike, you know what it is.
1
SPEAKER_00
My favorite restaurant.
1
SPEAKER_00
And everything was we.
1
SPEAKER_00
Are we having more tea?
1
SPEAKER_00
Do we like the tea?
1
SPEAKER_00
I was like, come on.
1
SPEAKER_00
Who do you think we are?
1
SPEAKER_00
Do we?
1
SPEAKER_00
Do we?
1
SPEAKER_01
That s very funny.
1
SPEAKER_01
Oh, I got one.
1
SPEAKER_01
Can I say one more?
1
SPEAKER_01
Yeah.
1
SPEAKER_01
You got one more?
1
SPEAKER_01
This is just straight.
1
SPEAKER_01
There s a book called The Challenger Sale that s really popular right now.
1
SPEAKER_01
A lot of people read it.
1
SPEAKER_01
I ve read the summary.
1
SPEAKER_01
I ve not read a cover to cover.
1
SPEAKER_01
The idea there is you tell people things that you observe that they didn t ask for, and with good intent.
1
SPEAKER_01
We would say with good intent, right?
1
SPEAKER_01
And so teach your account management people, your account development people, client retention people,
1
SPEAKER_01
Teach them how to challenge in a healthy manner, to push back to their clients to say, you really need to take a look at this other program, and here s why.
1
SPEAKER_01
Because these things that we ve talked about, I ve asked you this, this is something you should at least consider.
1
SPEAKER_01
If not, you should bring it in and test it for a month.
1
SPEAKER_01
Have them push on that.
1
SPEAKER_01
Don t just say, anything else I can do for you?
1
SPEAKER_01
It s too passive.
1
SPEAKER_01
Yeah, I love that.
1
SPEAKER_01
Be a challenger.
1
SPEAKER_00
I had one more now that I mentioned, now that you did have one more, because I want the last word.
1
SPEAKER_00
Extended version, please.
1
SPEAKER_00
And that is, and we ve kind of talked about it, but I remember our friend Dave Harding used to always have what he would call the annual meeting of the relationship.
1
SPEAKER_00
And that was about having a meeting about how are we doing with you?
1
SPEAKER_00
How are you doing with us?
1
SPEAKER_00
It s a great time to bring up those challenger kinds of things.
1
SPEAKER_00
But it s not, there s nothing on the table other than just deciding how we re doing together.
1
SPEAKER_00
I think you can break that down and have quarterly meetings of the relationship, have a template or an agenda.
1
SPEAKER_00
And it s not just about how are we doing, it s here are the problems we solved.
1
SPEAKER_00
You know, a lot of times our customers don t know what problems we solve.
1
SPEAKER_00
And then it gets down to a price increase, and they say, well, we can buy from you or we can buy from the other guys.
1
SPEAKER_00
The other guys are 20% cheaper.
1
SPEAKER_00
And you re like, wait a minute.
1
SPEAKER_00
Look at all the stuff we ve done for you.
1
SPEAKER_00
So there might be a reason to have, if you re in a business where things change rapidly, a quarterly meeting, and it could be a phone meeting, where we talk about the relationship.
1
SPEAKER_00
And I think good things would come from that.
1
SPEAKER_01
And Motor, annual meeting of the relationship.
1
SPEAKER_01
It s kind of like the airing of grievances on Sine Field.
1
SPEAKER_00
It is.
1
SPEAKER_00
Yeah, a little bit.
1
SPEAKER_00
It s kind of nice.
1
SPEAKER_00
Well, Brian, postage rates have gone up again.
1
SPEAKER_00
That means trips to the post office are an even bigger hassle.
1
SPEAKER_00
And it s so crowded.
1
SPEAKER_00
But thanks to stamps.com.
1
SPEAKER_00
No more worries.
1
SPEAKER_00
Just use stamps.com to automatically calculate and print the correct amount of postage for every letter or package you send.
1
SPEAKER_00
brings all the services of the U.S.
1
SPEAKER_00
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1
SPEAKER_00
You can buy and print official U.S.
1
SPEAKER_00
postage for any letter, any package, any class of mail.
2
SPEAKER_00
mail using your own computer and printer.
2
SPEAKER_00
Stamps.com makes it easy.
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SPEAKER_00
They ll send you a digital scale, automatically calculate exact postage.
2
SPEAKER_00
Stamps.com will even help you decide the best class of mail based on your needs.
2
SPEAKER_00
And, best part, saves you money.
2
SPEAKER_00
They give you postage discounts that you cannot get at the post office, including three cents off every first class stamp.
2
SPEAKER_00
Anything you can do at the post office,
2
SPEAKER_00
could now do from your desk.
2
SPEAKER_00
Right now, use my code ADVANCEDSELLING for this special offer.
2
SPEAKER_00
A four-week trial, which includes postage and a digital scale.
2
SPEAKER_00
So don t wait.
2
SPEAKER_00
Go to stamps.com, click on the microphone at the top of the homepage, type in, of course, ADVANCEDSELLING.
2
SPEAKER_00
Stamps.com, enter ADVANCEDSELLING.
2
SPEAKER_00
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You ll never have to go to the post office again.
2
SPEAKER_00
All right, so that does it for today.
2
SPEAKER_00
If you haven t downloaded a free copy of the Ultimate Pre-Game audio program, do so right now before you do anything else.
2
SPEAKER_00
Just go to ultimatepregame.com to find it.
2
SPEAKER_00
Check out the products page on our site while you re there.
2
SPEAKER_00
Bring us to your meeting sometime in 2017.
2
SPEAKER_00
We demand to be invited out to work with your team.
2
SPEAKER_00
That s a little bit arrogant, but we d love to see you on the road.
2
SPEAKER_00
We re out doing that right now.
2
SPEAKER_00
I m getting ready to go to Houston.
2
SPEAKER_00
You re getting ready to go to Dubai.
2
SPEAKER_00
Where are you going?
2
SPEAKER_00
I m not going to Dubai.
2
SPEAKER_00
Oh, you just came back from Houston.
2
SPEAKER_00
I just came back from Houston.
2
SPEAKER_00
Well, I was actually in Phoenix and then came back to Houston.
2
SPEAKER_00
But that was a podcast listener.
2
SPEAKER_00
It was, yeah.
2
SPEAKER_00
My funeral peeps.
2
SPEAKER_00
Awesome.
2
SPEAKER_00
We ll say hi to them again.
2
SPEAKER_00
Oh, yeah, good.
2
SPEAKER_00
So email us at listener at advancedsellingpodcast.com.
2
SPEAKER_00
to get the conversation started.
2
SPEAKER_00
And we also, we ve got a couple of voicemails coming up in the next couple of weeks.
2
SPEAKER_00
So make sure you send us your question as an audio recording.
2
SPEAKER_00
We ll use it in a future episode.
2
SPEAKER_00
We ll see you next time for the latest episode of the Advanced Selling Podcast.
2
SPEAKER_00
Bye.