0
SPEAKER_00
Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
0
SPEAKER_00
I m Brian Neal.
0
SPEAKER_00
I m Bill Kasky.
0
SPEAKER_00
Cue s a little bit delayed there, isn t it?
0
SPEAKER_00
With the remoteness.
0
SPEAKER_00
Not too shabby, though.
0
SPEAKER_00
Hey, we re here every week for your listening enjoyment.
0
SPEAKER_00
Hopefully we have been keeping you company through the whole situation.
0
SPEAKER_00
I air quote situation.
0
SPEAKER_00
I don t like to call it anything like too much.
0
SPEAKER_00
I don t like to call it an epidemic or a pandemic.
0
SPEAKER_00
That word pandemic is just like a slavery word, isn t it?
0
SPEAKER_00
I like to call it a crisis.
0
SPEAKER_00
It s not a crisis, you know.
0
SPEAKER_01
To me, it s a disruption.
0
SPEAKER_01
It s a disruption.
0
SPEAKER_00
If it were a crisis, I wouldn t be in my really nice house on a really fancy computer talking to you remotely, recording a podcast for hundreds of thousands of people.
0
SPEAKER_00
That doesn t happen in a crisis, in my opinion.
0
SPEAKER_00
Does that make sense?
0
SPEAKER_00
Crisis, I don t like that.
0
SPEAKER_00
Situation is an interesting word.
0
SPEAKER_00
So go ahead.
0
SPEAKER_01
I said on Twitter the other day and got all sorts of hate for it.
0
SPEAKER_01
I said, you know, whoever came up with the name coronavirus was a genius.
0
SPEAKER_01
Because if you d have called it corona flu, I don t think we d be having this.
0
SPEAKER_01
But a virus is kind of mysterious and it s here.
0
SPEAKER_01
And then we start referring to it as it.
0
SPEAKER_01
See habit.
0
SPEAKER_00
See habit.
0
SPEAKER_00
See a carrier.
0
SPEAKER_00
Got it.
0
SPEAKER_00
Oh yeah.
0
SPEAKER_00
This is, so these are, you know, we re in the situation that we re in.
0
SPEAKER_00
Everybody knows what we re in.
0
SPEAKER_00
We don t need to like rehash that part of it though.
0
SPEAKER_00
So Bill and I, as we always do, try to bring you ideas and outside perspectives and things that can help you in your sales life.
0
SPEAKER_00
So we re hoping that as you listen to these episodes, these things are helping you.
0
SPEAKER_00
in current times and the situation that we re all in right now.
0
SPEAKER_00
We did the episode last time about things to get out of, ways to get out of it.
0
SPEAKER_00
So we were planning for the end, the beginning of the end, which is kind of a unique little play on words, because it s a really good beginning of the end.
0
SPEAKER_00
And today, what we thought about was, what have we learned as we reflect back?
0
SPEAKER_00
And it sounds like the thing s over, and it s not over, but it s a great little exercise.
0
SPEAKER_00
As Bill brought the topic up, I thought, that s a really good thing for all of us to do.
0
SPEAKER_00
Let s do that.
0
SPEAKER_00
It s halftime.
0
SPEAKER_00
In your world, Brian, this is halftime.
0
SPEAKER_00
It is.
0
SPEAKER_00
You know, you kind of reevaluate.
0
SPEAKER_00
I mean, in my world, when you re in a game of the National Football League, halftime is 12 minutes, so you have a chance to run in, go to the bathroom, and run back out.
0
SPEAKER_00
It s not a lot of time.
0
SPEAKER_00
It s not a lot of reflection.
0
SPEAKER_00
No, not a lot of reflection.
0
SPEAKER_00
But you do kind of sit and go, okay, you know, how are we doing, that sort of stuff.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
You take inventory, you hear say they talk about making coaching adjustments and stuff like that.
0
SPEAKER_00
So this may be a time where people make some adjustments in the middle of the situation.
0
SPEAKER_00
Okay, here s where I m at right now.
0
SPEAKER_00
So well, everybody knows how to work from home.
0
SPEAKER_00
Like we talked, I joke, you know, everybody knows to brush their teeth and get up and do yoga and pray, self-care.
0
SPEAKER_00
All that stuff, we re good there.
0
SPEAKER_00
Everyone else had to use Zoom now.
0
SPEAKER_00
So everyone s familiar with Zoom.
0
SPEAKER_00
So we re good.
0
SPEAKER_00
Now we just got to go to work.
0
SPEAKER_00
Just got to work.
0
SPEAKER_00
So that s what we re talking about today.
0
SPEAKER_00
Now, good, though, to reflect on ourselves and say, what have we learned?
0
SPEAKER_00
What have we taken away?
0
SPEAKER_00
So I wrote down four things here, things that I ve learned during the situation.
0
SPEAKER_00
Got four things, Bill?
0
SPEAKER_00
Yeah, I ll go first.
0
SPEAKER_00
Yeah, go ahead.
0
SPEAKER_00
Sure.
0
SPEAKER_00
These are personal, by the way, right?
0
SPEAKER_00
These are our personal learning.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
You can, yeah, we can disagree.
0
SPEAKER_01
This, this is not agree or disagree.
0
SPEAKER_01
This is just more what we ve learned because you come at things in a slightly different way than I do and vice versa.
0
SPEAKER_01
So the first thing I ve learned, I think, is to, is to vet the information
0
SPEAKER_01
that I get online, on the news, is to really vet it.
0
SPEAKER_01
And if it sounds too good to be true, it probably is.
0
SPEAKER_01
And if it sounds too dire to be true, it probably is.
0
SPEAKER_01
And I think that we should all have learned that.
0
SPEAKER_01
And no matter how it comes out and turns out, we ve got to pay a lot more attention to what we let into our brain.
0
SPEAKER_01
I say, I tell the story that about three Mondays ago, I heard two doctors, one doctor said 6 million people were going to die from it.
0
SPEAKER_01
And the doctor in the next hour on the same station said, this will be over by May.
0
SPEAKER_01
And so that just tells me that they don t know, because this is opposite end of the spectrum.
0
SPEAKER_01
So the point is there, I think we just got to have a really good filter for what do you believe when you hear, even if it s from a prospect.
0
SPEAKER_01
If they say, look, Brian, I m really not interested right now.
0
SPEAKER_01
We re not buying anything like that.
0
SPEAKER_01
That doesn t necessarily mean they re not.
0
SPEAKER_01
It s just a moment in time.
0
SPEAKER_01
So vet the news.
0
SPEAKER_00
Just vet it.
0
SPEAKER_00
That s really, really good.
0
SPEAKER_00
Really good.
0
SPEAKER_00
Yeah, and great sales application there too, because it s true.
0
SPEAKER_00
We need to vet.
0
SPEAKER_00
That s what we call, you know, we use the word vetting questions a lot in our work.
0
SPEAKER_00
And that s what those are there for us to figure out if there s, you know, if the person is right and if what we re hearing is accurate, it makes sense.
0
SPEAKER_00
First thing I wrote down was very personal for me, is I realized more than I thought I did, I have a need for human connection, like physical in the room human connection.
0
SPEAKER_00
And I ve always fancied myself as kind of a lone wolf, a cowboy, I always talk about, I just drive around and drop it out of clients.
0
SPEAKER_00
When I ve sat in front of the computer here with the green light on staring at the green light for eight hours and get massive headache, I realized that I have a need for human connection that I didn t think I had, which is a good thing.
0
SPEAKER_00
So I ve got to make sure that the temptation is to say,
0
SPEAKER_00
Well, hell, we could do all of our business virtually.
0
SPEAKER_00
We just proved it.
0
SPEAKER_00
Let s cancel our lease.
0
SPEAKER_00
Let s do all of our work right here in the computer.
0
SPEAKER_00
And I ve realized that while that s really good and very scalable and all that other good stuff, I still have a need to go face to face, eyeballs to eyeballs in a room with people.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
And maybe a part of your business could be that way.
0
SPEAKER_01
It doesn t have to all be one way or another, but you do.
0
SPEAKER_01
You need, and I think I do to an extent, probably not to the extent you do, but we need socialization.
0
SPEAKER_01
And I had a LinkedIn message the other day.
0
SPEAKER_01
I shot a LinkedIn video and I had a guy comment and he said that exact thing.
0
SPEAKER_01
He says, what are you telling salespeople who are people people
0
SPEAKER_01
What are you telling them to get their socialization when the order is don t go out of your house, which I still don t think that s the order.
0
SPEAKER_01
But yeah, it s a big deal.
0
SPEAKER_01
Yes.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
I have one here that certainty is an illusion.
0
SPEAKER_01
And it came from I was talking to somebody about a week ago.
0
SPEAKER_01
We were talking about how life was back in January.
0
SPEAKER_01
It was before the
0
SPEAKER_01
Everything happened and I said, you know, we went to work every day in January and every day for the last several years Certain we knew we were gonna be okay at the end of the day.
0
SPEAKER_01
Yeah, but that was an illusion Yeah, we were certain on that day and those days strung together But at some point we woke up and we weren t certain of our future and so part of this to me is the embracing of uncertainty and the knowing that we don t know and
0
SPEAKER_01
It s all an illusion.
0
SPEAKER_01
It s, you know, certainty is a social, it s a construct that we ve created where you say, if we do this and this and this, then this is going to happen.
0
SPEAKER_01
Well, let s do it again today and do it again today.
0
SPEAKER_01
And then at some point, and that s why I think a lot of people are just overwhelmed by this and, you know, suicide rates are starting to climb a bit in certain areas.
0
SPEAKER_01
Because we crave certainty.
0
SPEAKER_01
And when it goes away, when the bottom falls out, it s like, what the hell just happened?
0
SPEAKER_01
We don t know what to do.
0
SPEAKER_00
Yes.
0
SPEAKER_00
That s great.
0
SPEAKER_00
That s really, really good.
0
SPEAKER_00
And very, very, very true.
0
SPEAKER_00
It s so funny.
0
SPEAKER_00
I ve got one related to that next.
0
SPEAKER_00
So I used to sell for Procter & Gamble.
0
SPEAKER_00
And one of the iconic brands of P&G is Ivory Soap.
0
SPEAKER_00
And one of the little claims when I was learning to sell back in the 90s was that ivory soap was 99 and 44 100th percent pure.
0
SPEAKER_00
That was one of their little things, 99 and 44 100th percent pure.
0
SPEAKER_00
I still don t know what that means or anyone cares, but that s great.
0
SPEAKER_00
So I ve taken that little percentage and I ve written down that my resistance.
0
SPEAKER_00
So my own personal resistance around business model growth, things like that.
0
SPEAKER_00
my resistance is 99 and 44 100% internal in my own brain.
0
SPEAKER_00
Because a lot of things that I ve been talking about doing for years and years and years, I am now at a place where I can do and in some cases have to do which is deliver remote work when I used to say in my own mind, like now I need the people connection, like I said earlier, which I do.
0
SPEAKER_00
But I m realizing now I can do a lot of the work that I do like this on, you know, in your office, my office and have a just about as good as experience for the client on the other side of that.
0
SPEAKER_00
And so what that s telling me is that the resistance is within me.
0
SPEAKER_00
So if you re looking at growth of things that are, you know, even when you look at, you know, like the stuff that we re pulling off just in the country,
0
SPEAKER_00
between sterilizing the masks.
0
SPEAKER_00
And everyone s like, well, that s really hard.
0
SPEAKER_00
You can t do it.
0
SPEAKER_00
Next thing you know, this company in Ohio fears out how to do it.
0
SPEAKER_00
Dyson, the guy in England, invents a respirator in like five days.
0
SPEAKER_00
And the things, I mean, so I think where was it, where was the resistance to all that stuff?
0
SPEAKER_00
It had to be either with an internal within us or within systems and processes, both of which can be done.
0
SPEAKER_00
But it s, it s interesting to me.
0
SPEAKER_00
I m exploring it personally.
0
SPEAKER_01
It s, it s very... Don t you think there, a lot of that is,
0
SPEAKER_01
you know, for you and for me, things are moving along pretty well.
0
SPEAKER_01
You need to be doing more online, Bill and Brian.
0
SPEAKER_01
Yeah, but you know, things are, and so we use the excuse, no, it s not going to replace face to face.
0
SPEAKER_01
And then at some point, we say, Oh, shoot.
0
SPEAKER_01
Yep.
0
SPEAKER_01
We re almost
1
SPEAKER_00
to make that explicit.
1
SPEAKER_00
We now we don t have a choice now.
1
SPEAKER_00
It s like, and that s when we get busy and we get it done.
1
SPEAKER_00
Absolutely.
1
SPEAKER_00
So it s a little necessity is the mother.
1
SPEAKER_01
It is for sure.
1
SPEAKER_00
Yeah, I had the same I had almost the exact same thing there for my third one is, you know, the, the, the world has been been giving us clues for the last few years, video, virtual, zoom, microphones, podcasting, think about how many clues we ve gotten.
1
SPEAKER_00
And we don t take them.
1
SPEAKER_00
Right.
1
SPEAKER_00
We don t take them.
1
SPEAKER_00
You and I have taken a few.
1
SPEAKER_00
I mean, the podcast is an outgrowth of that.
1
SPEAKER_00
I think we ve done a pretty good job.
1
SPEAKER_00
But we didn t take all the clues and cues.
1
SPEAKER_00
And some people didn t take any of them.
1
SPEAKER_00
Right.
1
SPEAKER_00
So now, when when you have to do a virtual meeting, people like, well, how, how the hell do I do that?
1
SPEAKER_00
And it s, you know, but if you re
1
SPEAKER_00
If you re moving along and you re not really challenging yourself, then you re not going to see the clues because they re just you re oblivious to them.
1
SPEAKER_00
Yes.
1
SPEAKER_01
It s interesting.
1
SPEAKER_01
I wonder how many of these salespeople who ve been listening to our messaging for years and years and years about the things we re talking about, like doing video, getting comfortable in the mic and the camera are going saying to themselves, man, I wish I would have listened to Bill and Brian four or five years ago when I first heard this.
1
SPEAKER_01
If they bought the personal branding course or they didn t, I wish they would have because they would have learned how to do all this stuff.
1
SPEAKER_01
Um, and so it doesn t matter what the subject or it doesn t matter that was the Austin did or anybody else, but that s a very real thing.
1
SPEAKER_00
I had a coaching call the other day with a young lady who I ve been after.
1
SPEAKER_00
She s really smart, got a great voice, great camera presence.
1
SPEAKER_00
I mean, she s really, but she s not doing anything.
1
SPEAKER_00
And I said, you really need to do an audio.
1
SPEAKER_00
Just do like a five minute clip where you re talking about, because her business can actually bring value during these times.
1
SPEAKER_00
And her answer was, I don t like the way I sound on audio.
1
SPEAKER_01
Yeah.
1
SPEAKER_00
And I said, Carolyn, that is not an excuse.
1
SPEAKER_00
I mean, that is an excuse.
1
SPEAKER_00
That is not a good answer.
1
SPEAKER_00
You got anything else?
1
SPEAKER_00
What else you got for me in there?
1
SPEAKER_00
Because that ain t going to do it.
1
SPEAKER_00
I m not going to fall for that right now.
1
SPEAKER_00
So people are dying in the streets, but you re not giving them what they need because you don t like yourself on audio.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
You don t sound like yourself.
1
SPEAKER_01
Because your ears are on your own head and your sound of your voice reverberates in your skull.
1
SPEAKER_01
It s impossible.
1
SPEAKER_01
You do not sound like you.
1
SPEAKER_01
which is so funny.
1
SPEAKER_00
It s just but once you and you admit this, we ve been doing this a long time, and we ve got some experience in radio.
1
SPEAKER_00
But at some point, you don t even you don t even think that you don t say, Well, that, geez, that doesn t sound like me.
1
SPEAKER_00
You just say, Oh, that was Brian and me doing a podcast.
1
SPEAKER_00
And that was what we did.
1
SPEAKER_00
And yeah, and so you want to get to that point, not that you can t improve, or we can improve, but just you have to get past the emotional notion of listening to yourself and thinking, Oh, God, I sound so bad.
1
SPEAKER_00
Brian does sound really bad, but I don t tell him to come out.
1
SPEAKER_01
What s your client s name?
1
SPEAKER_01
Can we say her first name or no?
1
SPEAKER_01
Because I have some advice for her.
1
SPEAKER_00
I said Carolyn, but I m not giving her a first name.
1
SPEAKER_01
We ll say Carolyn.
1
SPEAKER_01
So I have some advice for Carolyn.
1
SPEAKER_01
If you don t like the sound of your own voice, then don t talk.
1
SPEAKER_01
It s like saying, like, I don t like the sound of my own voice.
1
SPEAKER_01
Well, then does everyone else not like the sound of your voice?
1
SPEAKER_01
And if you think it s bad, then maybe you should just save it, save them, do a courtesy and hold your voice.
1
SPEAKER_00
Just don t talk the rest of your life.
1
SPEAKER_00
Every time you talk, it s like,
1
SPEAKER_01
Yeah, fingers on a chalkboard.
1
SPEAKER_01
Yeah, yeah, yeah, yeah, yeah, yeah.
1
SPEAKER_01
OK, I m going to combine.
1
SPEAKER_01
Exactly.
1
SPEAKER_01
Have you heard her voice?
1
SPEAKER_01
Now, there are people that have a voice or people like, oh, my gosh, your voice is very rare.
1
SPEAKER_01
OK, so I have I m going to combine my last two because I as I m reading them, they kind of go together.
1
SPEAKER_01
And they sound a little like stretchy philosophical, but why not?
1
SPEAKER_01
What I ve learned is that anything is possible and nothing matters.
1
SPEAKER_01
Anything is possible and nothing matters.
1
SPEAKER_01
So I want you to think about this.
1
SPEAKER_01
So if you would have said, you know, these are the funny memes going around, you know, that, um, hey, a virus is gonna.
1
SPEAKER_01
you know, start and then it s going to spread and then we re going to shut the economy down.
1
SPEAKER_01
The whole world s going to shut down.
1
SPEAKER_01
We re all going to be stuck at home for three months and there s going to be no major league baseball.
1
SPEAKER_01
None of that.
1
SPEAKER_01
If I would have said that to you six months ago, you d be like, that ll never happen.
1
SPEAKER_01
It s impossible.
1
SPEAKER_01
That s impossible.
1
SPEAKER_01
That ll never happen.
1
SPEAKER_01
And it s happening.
1
SPEAKER_01
Thank God this deal, this virus only has the kind of killing power that it does.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Shelf life.
1
SPEAKER_01
Ebola and stuff.
1
SPEAKER_01
I mean, you get Ebola, you re gone.
1
SPEAKER_01
I mean, it s very rare that people survive that stuff.
1
SPEAKER_01
What if that were this?
1
SPEAKER_01
Like everybody that s catching it dies.
1
SPEAKER_01
So, and that s possible.
1
SPEAKER_01
So now I m going, I was like, holy cow, anything is possible.
1
SPEAKER_01
And in the grand scheme of that, none of this stuff matters.
1
SPEAKER_01
What were the things that we thought mattered when you step back from this thing really don t matter.
1
SPEAKER_01
All the, whatever you have, the stuff, your sales goals, all that stuff.
1
SPEAKER_01
And I m not saying you don t, this isn t like a la la, you just go live in the street, live in a tent or anything like that.
1
SPEAKER_01
But you really have to pull perspective.
1
SPEAKER_01
and think about what does matter.
1
SPEAKER_01
When you, you know, Deepak just went into some, he went into a silent retreat.
1
SPEAKER_01
You see Deepak Chopra did this?
1
SPEAKER_01
Yeah, he went into silence.
1
SPEAKER_01
So he shut all of his social media off and went into just meditating silence, which I know for him is about him getting, connecting to a source, which is all that matters for him.
1
SPEAKER_01
as he s taking inputs that are negative.
1
SPEAKER_01
And then of course he flips back down and goes on Instagram for a live meditation for 2.5 million people.
1
SPEAKER_01
Exactly.
1
SPEAKER_01
You re 10 bucks each, but you, you know what I mean?
1
SPEAKER_01
But so it s just an interesting thing to step back and think about, you know, that, um,
1
SPEAKER_00
Well, okay, here s a question.
1
SPEAKER_00
We may have to cut this out.
1
SPEAKER_00
Why did Deepak start wearing the glasses that he did?
1
SPEAKER_01
I don t know.
1
SPEAKER_01
I don t know.
1
SPEAKER_01
The Bono glasses.
1
SPEAKER_01
That s the only thing I can think of.
1
SPEAKER_01
He has what Bono has.
1
SPEAKER_01
Bono has a real, he has a really bad light problem or some sort.
1
SPEAKER_01
Bono, the leads near view too, has a eye thing.
1
SPEAKER_01
It s really bad from what I know.
1
SPEAKER_00
Okay, I didn t know Deepak.
1
SPEAKER_00
I knew Bono did.
1
SPEAKER_01
Well, I don t know if Deepak does.
1
SPEAKER_01
I don t know if he does.
1
SPEAKER_01
I don t know if he does.
1
SPEAKER_01
He may not.
1
SPEAKER_00
He made lenses that are the problem.
1
SPEAKER_00
It s the it s the frames and he s big.
1
SPEAKER_00
I mean, I m sure they re $30,000 glasses.
1
SPEAKER_01
I m sure I m sure he s connecting to source.
1
SPEAKER_01
He s connecting to source.
1
SPEAKER_01
It s gotta be those are source connection glasses.
1
SPEAKER_01
I
1
SPEAKER_00
I like it.
1
SPEAKER_00
Some of these, some of these Hollywood people are just really beside themselves living in these 10,000 foot mansions with David Geffen takes it.
1
SPEAKER_01
And God love him.
1
SPEAKER_01
I m a capitalist.
1
SPEAKER_01
The guy made his money good for him.
1
SPEAKER_01
But at some point you re like, dude, what s the point?
1
SPEAKER_01
Like, what are you doing here?
1
SPEAKER_01
Nothing good is going to come to you.
1
SPEAKER_01
Taking a picture of a $200 million yacht, hunkered down here in the Maldives.
1
SPEAKER_01
Hope everyone s doing well.
1
SPEAKER_01
plenty of toilet paper here.
1
SPEAKER_01
The old SS whatever.
1
SPEAKER_00
Yeah, my last one here was kind of like your philosophical one.
1
SPEAKER_00
It s all going to be okay.
1
SPEAKER_00
Yeah, it s all it s all going to work out.
1
SPEAKER_00
It does.
1
SPEAKER_00
If it doesn t, it doesn t.
1
SPEAKER_00
And working out if you have a spiritual dimension of your life, maybe working out is staying maybe working out is not
1
SPEAKER_00
But generally, things always work out.
1
SPEAKER_00
And with this disruption, it s all going to be back to normal at some point.
1
SPEAKER_00
And maybe there are some new normals.
1
SPEAKER_00
I know we love that.
1
SPEAKER_00
But generally, this too shall pass, and it s all going to be OK.
1
SPEAKER_00
Always does.
1
SPEAKER_00
And Brian, I m glad you and your family is healthy, and we re healthy here.
1
SPEAKER_00
Yep.
1
SPEAKER_00
We ll be back here in another few days and take it from here and see where we are.
1
SPEAKER_00
Pushes.
1
SPEAKER_00
All right.
1
SPEAKER_00
Cool.
1
SPEAKER_00
See you next time.
1
SPEAKER_01
See you next time.
1
SPEAKER_01
Bye.
1
SPEAKER_01
Bye.