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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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I m Brian Neal.
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I m Bill Kasky.
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And I am in the audio penalty box today.
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I am in trouble.
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I put you there.
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I put you there.
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I am.
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I ll go there myself.
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I m on a teeny little old school headphone microphone.
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because my fancy microphone, this is the good and the bad story.
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My two sons, one s a sophomore in high school, one is an eighth grader, were inspired to start a podcast.
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So I, of course, supported that decision and cut them loose in my studio.
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And they recorded three or four podcasts.
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Their podcast is called Who s Right?
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They argue like brothers about NFL things, like, you know, who s the best quarterback in the draft?
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And they do, they argue anyway, and say they record that.
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And they jack up all of my chords.
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So they do that too.
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So that s the risk of having your teenage sons.
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So I m looking at you here with your thousand dollar microphone.
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It s literally like having a Lamborghini without an engine.
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Just sitting right there.
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It s beautiful.
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It really makes the studio look nice though.
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Don t need to plug it in.
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Sounds like arguing about who s right.
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It sounds like Mike, an addition of the Mike and Mike show, the old Mike and Mike show.
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Better though, they re brothers.
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So it s even more a little more intense.
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I ll let our listeners know when who s right releases and keep you know, it s really really good for you know, I think I m proud of them for doing it s great.
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That s a it s a great story.
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I mean, I mean, you know, you can either sit and play video games the whole time you re off school or
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and do something creative, start a podcast.
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I think that s just, that s a touch of brilliance there.
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That s great.
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And we, we talk about that with our listeners all the time.
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How many times we ve given our listeners the idea like, Hey, you should start a podcast.
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You should start a podcast.
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And our listeners always hear that.
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And very few of them say, Hey, I think you guys are right.
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I should do that.
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And meanwhile, my two teenage sons, you know, aged 14 and 15 are making it happen.
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So there s a little inspiration maybe from the Neil teenage boys for those listening today.
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So that s good.
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Yeah.
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So a couple of things before we get into our topic which is Brian and I have huddled a little bit and said we want to share with you some of our impressions of what we think might change in the future about not just about sales but about a lot of things given the disruption but we have something that we re doing if you re on our email list you may have already gotten an email about this we re going to do another Zoom Q&A session
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on Friday, April the 17th.
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And if you re listening to this prior to the 17th of April, 2020, then please join us.
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You can go to advancedsellingpodcast.com and at the very top, there s a yellow strip that has the link on it to sign up.
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Mm hmm.
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And then that we re going to be talking about a new program coming up to that s a little tease there for that.
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We ll let everybody know what that is, where you can actually get access to Bill and I for coaching, like you never have before.
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So that s really, really exciting and fun.
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So about this for a while, and we re going to make a while eight or nine years.
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That s what the old pandemic did, right?
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It spurred innovation.
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Let s drop all the buzzwords.
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All right.
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So we do, we do want you to register for the free webinar on Friday the 17th.
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It s at noon Eastern till I think 1245 and you will get a chance to send in your questions.
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We did this last time, got a lot of great questions.
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We didn t get a chance to handle them all.
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We ll probably start with a couple of those that we didn t get to last time.
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Some things have changed.
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I feel like every day we re getting a day closer to getting back into the world again.
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And so we want you to send us your questions so that we can handle those.
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Yep.
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Beautiful.
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Beautiful.
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And what s the title?
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We re titling it The New Beginning.
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What are we titling it?
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Well, we said we were going to The Beginning of the End.
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The Way We Were?
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Is that what it was?
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Now there s an old school song.
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the way we were.
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That s a carpenter.
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Bradley Cooper.
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Wasn t that, uh, Oh, that was a star is born.
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Yeah.
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Yeah.
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Yeah.
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Different one.
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Same, same genre.
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We were the new Gaga.
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So that s gonna be a lot of fun.
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We had about 150 people plus on the last one.
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We plan to have probably a couple hundred on this one.
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So
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Hope you all can join us for zoom live on Friday, April the 17th.
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Yep, go to the website.
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You can also check in the LinkedIn group.
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We ve also posted this in the LinkedIn group.
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Yeah.
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Yeah.
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The microphone working by then do you think I ll either have that or I ll have one less kid.
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One of the two or two have to figure out which one of them is responsible.
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Yeah.
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But that ll be easy to find that out.
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No problems.
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Yes, exactly.
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So we want to share with you some of our thoughts as we look at the disruption that we re in right now and starting to come out of.
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We trust, we all hope and trust, but there will be some changes.
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And we ve talked about it a little bit from the standpoint of what s going to change in the sales process, what s going to change in terms of how you connect with customers and prospects.
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We haven t gone deep into that, but we ve given you some thoughts.
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But we thought today we d talk a little bit about
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some macro changes that we think will happen in the overall economy over the next couple of years that will impact you.
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It might impact your sales process or it might.
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So we wanted to just give you some of our thoughts.
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And I think this is you mentioned this bill, which I thought would be a lot of fun.
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If we do have some sort of kind of
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OCD oriented person who s really, you know, big on listening to things like this and holding us accountable If we could have someone on April the 13th 2021 shoot us a note back and remind us of what we said to see if we are Because we will not check that on our own.
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We will we will not we will forget we ll forget there was even a pandemic We had a pandemic last year, huh?
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That s how non-ocd we are totally
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Okay, you want to start?
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Yeah, I ll start.
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I ve got a handful of these and I want to make sure that
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Okay here s one thing I believe will change and that is if nothing else this pandemic and this disruption has caused me to think and hopefully a lot of us to think that we have to be marshals of our own domains whether that s income, health, financial, world information.
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It seems like we ve abdicated responsibility to the media and to
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doctors and to so called experts to, to help us make sense of things.
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And I think they ve let us down.
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I really do think they ve let us down.
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And they ve let us down out of the probably not intention to let us down, but they ve let us down because everybody has a different take on this based on what s in their best interest.
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So if you hear a doctor talk about the pandemic and how we need vaccines, and then you find out, well, wait a minute, he or she is connected to the pharmaceutical industry, then you start to say, well, wait a minute, is the information I was getting really unbiased?
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And
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I don t want to get into the politics of it, but I think the bottom line is we ve got to be marshals of our own domains.
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We have to do the research ourselves.
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We have to understand the health consequences of being overweight or not being healthy or having hypertension or being on autoimmune drugs.
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We have to understand that because we re not going to get that information from other people.
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And so I think that s a big part of personal responsibility is just understanding that we are responsible for ourselves.
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Financially and every other way, we better act like it.
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Love it.
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You re in charge of you.
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Yeah.
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Love it.
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Yeah.
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One thing I think will change within a year, where you work won t matter, where you work won t.
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And this whole idea of, well, do you work from home?
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Do you work at the office?
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Do you work at Starbucks or your outside, inside all that baloney?
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I think that s going to all meld together and it won t matter.
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And this is a thing I ve been saying, everyone s like, well, work from home strategies, work from work from here.
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I ve been saying just work, like I don t care where you are, just do your stuff, do your job, take care of it, it ll all work out.
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So I think that the lines that exist right now, well, I m a work from home one day a week, those lines will be blurred.
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I think it ll be as long as you just work, just get your shit done.
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And that ll that ll be it.
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Yeah.
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So how do you think that will affect salespeople?
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Or is that just generally everybody?
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I think across the board, it ll affect everybody.
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So because right now we have a strong delineation, well, this is an inside sales job, or an outside sales job, or this is a work from home sale, or whatever.
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And I think that s the part that s going to kind of, it s, it s still going to be there, but it s not going to be as
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harshly defined as it is right now.
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And so the, yeah, if you re an quote unquote, outside salesperson, all that means is the way all that s going to mean in the future is just how you generally interact with people versus it being this like kind of hard line.
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So I don t think where you work is going to matter.
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Yeah, that s excellent.
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I agree.
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I think our relationship with China and supply chains coming from China will change.
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And, and that s not a judgment on whether they should or not.
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I just feel like there s a lot of, I don t know, animosity or frustration that a lot of these viruses start in that part of the
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world.
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And I think that Amazon will eventually be forced to say where a product is made, they might already, but I don t think they do.
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And I think there s going to be a, and I know for our international audiences, this may or may not feel right to you.
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But I think there s going to be a emphasis on, I don t even think it s going to be by American, I think it s going to be by non China.
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And it could be India, it could be Middle East, it could be any different place, but I think there s going to be that.
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And I may be wrong, but I think there s so much frustration with how this all came down.
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So if your supply chain is in China,
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And you start to get resistance from your prospects and clients.
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Hey, look, we you got to figure out, do I want to hold the line and say, nope, we re going to go China?
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That s all we re going to do.
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Or are you going to find different supply chains that might be interesting for entrepreneurs today?
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Could be good for a local.
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Absolutely.
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Manufacturing for sure.
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Yeah.
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Okay.
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This is a little more closer to tactical, but I think it s really important.
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What s going to change a year from now.
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Efficiency is going to win everything.
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Efficiency is going to win everything.
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Sales, not sales, manufacturing, anything.
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So you as a salesperson, as a listener of our show have to be extremely concise and efficient with your messaging and your process more than ever.
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What is your cut out there a little bit you said concise and concise and efficient Concise and efficient with your messaging and your process So as we go through the next year and we re gonna talk about this a little bit on the webinar on Friday on the zoom I should say not webinar about what to do next.
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We re gonna talk a little bit about this how to really really hone in your message hone in your process Process creation is something that s so important that I ve taken several of my clients through I know you have to bill that
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In the future, efficiency is gonna win.
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The process has to get as efficient as it possibly can.
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And it s weird to think, there s a rule, I said this to my IT clients and they all know what it is.
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What s the rule where the size of a micro, the capacity of a microchip doubles every year or every?
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Moore s law?
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Is that what it is?
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Yeah, it s a similar thing.
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If you think about your sales process that way, with Moore s law, it s kind of scary.
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You think about it in your mind.
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Is that Neal s law?
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It is.
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It s be Neal s law.
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That s what it is now.
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So then that might mean something like if you have a virtual meeting set up with a prospect,
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that instead of what we used to do is we used to say, well, you know, I ll ask him all the I ll ask her or him all the questions when I get there.
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Maybe one way to do it is to send out a pre agenda questionnaire where they start to engage with some questions.
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So so the meeting becomes more fit.
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Is that kind of what you re talking about across the board?
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Yeah, we were talking about the Moore s law.
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And then we just keep doing that and doing it and doing that.
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Yes.
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One step, one step, one step, trying to remove friction, make it as efficient as possible.
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I think that s going to be really, really important as we go forward in the next year.
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Yeah.
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You know what, as you were saying that, I was thinking that we re always battling momentum or the loss of momentum.
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And when there s too much friction, momentum is the casualty.
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So if it takes me two weeks to get back to you with a proposal, then I m going to, we re going to lose the momentum.
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If we had any, if it takes me five minutes to get back with you, once I understand what we re trying to accomplish, then that momentum will continue.
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So I think it, uh, the friction leads to a loss of velocity and these deals and efficiency helps you to be, uh, to, to reduce the friction.
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Absolutely.
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Massively.
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And that s just going to be so important.
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Um,
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massively important as we go forward.
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Yeah, that s good.
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So here s my last one.
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And oh, it s not my last one, but it s the last one I ll talk about today.
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And that is the, I think we, we will become more of a visual
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society from a sales standpoint.
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In other words, let s say I m doing a virtual meeting and I ve got to use PowerPoints.
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It s really important that those PowerPoint, the messages on them,
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how they tap into the emotion of the consumer are excellent.
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They re well done.
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They re not just something that you saw from back in college when the professor read the bullet points on a PowerPoint.
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I think that anything visual that we put in front of the prospect virtually, it s going to be more important that it hits home, that it checks the boxes, that it speaks emotionally to the prospect, that it looks good.
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And I don t know what to call that other than just I think there s going to be an added importance to the visual components of the sales process.
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Yes.
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Even if it means the first PowerPoint slide is of the process itself.
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And you and I have been preaching on that for years.
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You need to have a document that says, here s here s what we re going to do.
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Here s how it works.
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And that needs to be visually attractive and compelling.
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Absolutely.
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Love that.
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Let s see.
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My last one here, this one maybe goes against the grain a little bit, what everybody s thinking.
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And it might even sound like it goes against the grain of my last one, but I don t think it does.
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Here s what I said.
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I think connections with human beings will override digital connections.
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I think we re going to see a reversion back to conversations more so than people think.
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And what you gotta be careful of when you read my statement here, I didn t say those conversations would always take place in person.
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Because I still think there s gonna be a level of phone, Zoom, that s all gonna stick around.
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But I think we re gonna get out of some of this email banter back and forth.
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Because I think what people are realizing is they can get a lot more done a lot more efficiently talking than they can emailing.
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And this whole idea of, well, my customer prefers to email me, I think that s going to start to go away.
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And we re going to get more efficient in our conversations, which means people are gonna have to learn to use the phone more.
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And they re already having to learn and have to use zoom more.
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But I think that s going to happen.
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And I also think people have learned that human connection is really, really important to all things.
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Yeah, where before it was really fun to just sit and do email all day.
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But when you take out what human connection you had, you didn t realize you had it.
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it causes people a huge gap in their soul.
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That s what I think.
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And so I think that s gonna come back.
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I think we re gonna, connection with humans is gonna override just digital, specifically email in the future.
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And so then the connection with humans, the traditional platform for that was the face to face interaction.
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But there are other platforms that we can use to have to get to the same end, which is connection and rapport, building rapport, understanding people s personalities.
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And that would be video could be audio could be zoom could be all these different platforms.
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Yep.
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I like what Gary Vaynerchuk says.
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He says, I want to be platform agnostic.
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I m not going to be, oh, it s got to be video.
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No, it s got to be whatever it s got to be.
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It s got to be what it should be in a certain situation.
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And if it s not a phone call, maybe it s a FaceTime call, or maybe it s a recorded video, or maybe it s just a phone call.
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Being open to all these other platforms, I think, is critical.
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Absolutely.
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Love that.
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Platform agnostic.
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Doesn t matter at all.
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Human connection is the trick.
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All right.
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Yeah, it s good.
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So once again, we would love to have you join us on Friday, April 17th.
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If you re listening to this prior to that, make sure you go to advancedsellingpodcast.com in the upper strip that takes you right to registration for the Zoom call.
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And it ll be from 12 noon to 1245 Eastern on Friday, April 17th.
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We want to have you there.
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We re going to be talking about how to restart in the new economy.
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Awesome.
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Love it.
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Can t wait to see you Friday.
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See you next time.
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Bye bye.