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Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in podcasting history.
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My name is Brian Neal.
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I m Bill Kasky.
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We are remote today.
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Bill s in one of his favorite not work from home spots.
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Bill, you are where again today?
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You cannot tell anybody where I am.
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Oh, I can t tell.
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Oh, nevermind.
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Oh, never.
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My fault.
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podcast code is my podcast secret code i ll keep it that way anonymity here yes i m my bad i will do that and then i m in my uh office slash studio um but i finally got like the good mic hooked up so hopefully we re getting some good audio sound good brian you sound likewise thanks yeah you said that a couple times i m starting to feel good about myself
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which I ve needed.
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I ve been kind of feeling a little soft lately.
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This episode, by the way, if you re not a member of our LinkedIn tribe, please go there, go to LinkedIn, look for the Advanced Link Podcast group.
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We have a huge group there, 11, almost close to 12,000 people there.
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And we put ideas and posts and things up there.
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Also, if you re not a member of our email list, you need to do that.
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We ve not talked about that.
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If you go to ultimatepregame.com,
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put your email list in there.
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We ll give you something for that, a really cool little pre-game, pre-sale checklist thing you ll get for that.
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And then we ll communicate with you via email, talk to you about updates and little things we re doing with the podcast here.
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So become a group member of that.
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Bill, today s episode we believe is going out Monday, August 17th, I believe.
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So we re not recording it on the same day, but there s something that I will have done that you have done in the past that I d love your advice as a dad on.
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or your experiences, I will have on Friday dropped my oldest and only daughter off at college.
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Oh, man.
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And I was already I m a crier.
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I m just on that.
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I m the biggest crier in our family, as a matter of fact.
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And I was actually crying at work.
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There s no crying at work.
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But I was texting her back and forth with some stuff the other day.
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And I m sitting.
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I m going to do it again.
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And I m like, and I started crying at work.
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Oh, yeah.
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You know, what you do, it s so emotional.
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And I ve been kind of, you know, you re going through these things.
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I ve been kind of a jerk, kind of short with people.
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I m like, what is wrong with me?
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And I m sad.
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My baby daughter s leaving.
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So do you have any advice for me as you send your daughter off into the world of college and grown upness?
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Where s she going?
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Indiana University, which is a whole hour and a half away.
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I ve heard of it.
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She s not going on a mission trip or anything like that to Israel or anything, you know?
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No, but here s what I found, is that I was a little emotional before she went.
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If I can remember, that was a few years ago.
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She s 50 now, so it was about 30 years ago.
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Now she s 26.
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But what I remember is when we got home from taking her, and she was crying.
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It was an empty feeling, and her room, you know, just...
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I thought about her, I smelled her, I heard her, and she wasn t there to talk to.
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And that was the hardest.
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So I had to keep myself busy for like three or four days.
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I had a bunch of stuff to do, and I just remembered I got to bury my head, and then everything takes care of itself.
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And it does, because they re in good shape.
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But there s an emotional miss when you get home when she s just not there.
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Plus, it s your daughter.
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It s your only daughter.
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And that s a big thing.
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Yeah.
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That s, that s interesting.
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You say that I ll, I ll prepare, I ll, I ll schedule my calendar accordingly.
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Cause I know I m going to do that.
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You know, there s going to be those times when you re walking around the house, looking at a room, you know, like, Oh,
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And she probably doesn t have a phone, so there s no way you re going to be able to talk to her.
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No, that s the problem.
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We re so disconnected these days.
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I mean, it s going to be really tough.
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She shares a rotary phone with her suite mates in the dorm.
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Of course.
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Oh, no, wait, that was me.
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Never mind.
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Yeah, it s not like today.
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See you at Christmas, hon.
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Exactly.
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Call us if you need us.
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I ll send you one care package in the next three months full of Pringles and Doritos.
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Well, you ll start to find more reasons to go to IU.
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Oh, you know what?
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I love, you know, it s not just visiting her.
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I love that campus.
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I just, no, I went there.
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Exactly.
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I just like walking the campus now.
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I mean, it just so happens she s there.
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Yeah.
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You ll start to have another good time in Bloomington.
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Yeah, which is, I didn t think about that.
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So yeah, both of us, both of our daughters will have gone to the college that we went to, too.
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Yeah, that s true.
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Right?
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That s a cool story.
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I like that.
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You know, we get, and we appreciate all the different pitches to have people appear on our show.
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You know that we don t have that many people.
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We have a few and we re kind of picky about who we have.
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And typically when we get an email, it s a PR firm.
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It s not really very,
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emotional, it s not very personal, it s all blank.
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And sometimes the font of the first paragraph is different because they say, I really like your program.
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You and Brian do a great job.
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Well, we know that s the thing that s written.
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And then the others are in a Times Roman font.
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But we got one the other day that the subject line was, hey, their team advances selling.
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We still have never, and I know the people who send those things do not listen to the show.
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Correct.
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But if you want to get on our show and you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a, you re a
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a wizard, you got wives, you re a good person, send us a video, send us an audio, send us something that looks different than the other 30 emails we get a month that say exactly the same thing.
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It s unbelievable, isn t it?
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It s just unbelievable how much of that we get people asking to be on the show.
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And even people that, which I think is funny, sometimes we ll get people that we actually know or have had on before.
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They ve clearly hired a PR firm because they ve got a book or something.
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And I m like, look, we already know that.
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The guy you re talking about is, air quotes, a friend of the show.
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We ve already had him on.
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We know him.
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And it s not the person s fault.
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They re hiring a firm to do that.
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But I think the firms could stand to, you know, look at their, their scenarios, the process.
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Yeah.
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And say, you know, let s, let s don t be so broad with this thing and be a little thoughtful.
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So that s funny advances.
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So welcome to the advances selling team.
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By the way, speaking of, you know, we love the fact that you re fans of our show of the advances selling team show here and loyal listeners and we re inviting you as you hear now every episode for you to come and be a member of our newest and
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funnest and greatest group, the ASP Insider.
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It s a group coaching program where we meet monthly.
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We re going to coach on super relevant topics to help you both, you know, grow the business and the income and more importantly, grow yourself as a person.
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Tuition is $47 a month.
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You can also join and just pay a full year s tuition and get a really nice
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A little discount on that thing.
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You get all the back episodes.
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Everything s recorded.
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You get to meet some fellow listeners across the country.
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Little subgroups are starting to pop up.
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And we really, really want to see as many of you there as you can as loyal listeners.
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And we go deep on subjects.
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You think you get some good stuff out of the podcast, you should go to the insider.
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We ve got already some really good examples, too, of people taking what we ve taught and turning it into closed deals, which happened way sooner than I thought was going to happen.
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But it s already happened in the first couple of months on multiple fronts.
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So here s what I want you to do.
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Go to advancedsellingpodcast.com slash insider advancedsellingpodcast.com slash insider.
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Okay, topic today.
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We have been talking a lot about lead generation and personal branding and things like that.
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And we really haven t talked in a while about closing, conversion, whatever you want to call that activity of moving people through the funnel.
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And we thought it would be good since we re kind of heading into the second half of the year.
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And there s some ambient noise behind me here.
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So sorry about that.
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I hear them.
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I m not going to say where you are, but I hear the ambient noise.
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Those people are members too.
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You should be able to guess where I am.
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But we want to talk about that today a little bit.
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And so take some notes.
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These are some ideas that we have.
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And I think what s interesting about this is that you and I approach this a little bit differently, I think.
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And I think they re both good, and they re both relevant.
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But I think you re going to get a little bit of Brian s philosophy, a little bit of mine today, which might be a little different.
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The philosophy, I think, is still the same.
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But the tactics and strategies are slightly different.
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off different.
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Yeah, as we put this topic out in our prep, so we ve been prepping for this topic probably for four months.
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Oh wait, no, we prep for about 10 minutes before the show, like we always do.
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When we prep for it, though, because we re teaching it, I told Bill, I said,
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This is this is what my personal theme is going to be both for our own firm and for our clients firms Which is we re gonna be hyper focused literally for the next five months on getting everything As best we can closed and put through the funnel and when I say closed that we always start with that the definition of closed for Us as a decision a yes or no and try to clean out purgatory with no maybe so we re gonna hyper focus
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focused, really, really great topic today, in my opinion, and I m looking forward to talking about it.
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Thanks for having me on, Bill.
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I feel like a guest.
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Yeah, no problem.
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Glad to have you.
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How can people reach you if they want to talk to you?
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You go to advancedsellingpodcast.com slash insider advancessellingteam.com.
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We need to buy that now.
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What are you thinking about?
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So when you re coaching this to your clients, and you re kind of starting, someone says, Bill, we need to help close what s in the funnel.
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I literally just started.
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It s an ongoing client.
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They do kind of like one-off sorts of things.
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Their VPSL is called, I need to do like five sessions on closing what s in the funnel.
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Just call.
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We just finished session three.
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When you get that call, where does your brain go as a coach?
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You know, as you re thinking about it, are you thinking like, what s the problem?
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What s, are you getting the answer or the solution?
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Just, I m curious to know where your thought process heads first.
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Boy, it s a good question.
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No, it s a good question.
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I m looking at a document that I m considering publishing, and it s called Closing Begins at the Beginning.
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And I think sometimes we put so much emphasis on the language in the 11th hour.
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11th hour language is like, OK, what s it going to take to get this off the street?
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What s it going to take to get action to get a decision?
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And I feel like
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Well, if we ve not done things properly through the process, that becomes a lot of burden on this perfect language that we re trying to communicate to get somebody to buy.
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And so I think there s a fair amount of upfront work that has to go into it.
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So that s where my mind goes is, are we doing all the things in the process that make closing organic and easy?
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And most of the time we re not, most of the time people I see are not doing, there s a lot of unchecked boxes.
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You didn t ask me, but I think you should publish that.
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So there s one vote.
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That s a great, great topic or a great title to, um, closing begins in the beginning.
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Um, what, what goes through your mind when you hear it?
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Um, I, I, my, my, uh, initially I want to go to, um,
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the why on all of them.
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So why is this deal stalled, stuck, that sort of thing?
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How did I get here is where my brain goes.
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So if I m going to go coach a group of salespeople, my first thing I want to try to understand is how do we get here in the first place?
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And it s not necessarily to speak to what you re talking about of going back to the beginning, but it helps me to decide where to take it now.
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That s the first place is how did we get here?
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I also, and I think you would agree, and I think we both do this really naturally, but sometimes we do it so naturally it seems like it s on accident or a pass-through and it s really on purpose.
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Bill and I always start with the energy.
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We always start in that thinking philosophy.
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We can t say those words, Bill, by the way.
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The words we re not allowed to say, we can t say them.
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I ve got a funny story about that.
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The person who said, we can t say the word we can t say.
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He came up in a training session.
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One of my clients is doing a book reading, by the way, they re podcast listeners, I think, or they are now.
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They re doing a book study on that guy s book.
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So I had to tell that story.
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And if we were allowed to say it, I could promote the book and sell a bunch of books, but now I won t because he won t let us use those words.
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So there s that.
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I wish I could be a toxic environment for you.
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It could be very, there s a callback.
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I love it.
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Episode.
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Yeah.
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So, um, so I, so we always start there also to understand what s the energy, because what I find is when people have a funnel that s in there kind of working through it and they re saying, we help need to help close these things, their energies are off.
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Their energies are what you just said.
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They re getting desperate.
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What can I do?
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What can I say to get this over the finish line?
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We hear those sorts of things.
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Get this over the goal line, all these analogies and stuff.
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And I always also, that s my first step in this process is I ve got to go to the energy.
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I ve got to go to the philosophy and the energy that the sales team is carrying with them to reset that before I get into tactics.
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That was the first step for me.
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So maybe we go through, I ve got a few things written down here that I think people tend to miss, and that, and that it causes a closing problem.
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And, you know, I was doing some research the other day, and it s hard to, it s hard to determine what the average closing percentage is in business to business selling.
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And a lot of it depends on do you have a relationship with them or not, there s a lot of variables, but as best I can tell, it s, it s well less than 20%.
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The 20% of the deals you close, you open, you close.
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And that just seems like a colossal waste of time if 80% of my effort is showing me nothing.
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So I do think there s more things than just what we re going to talk about today, but we ll give you a few.
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Yeah.
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Yeah.
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Well, let me comment on that last one.
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Cause this is something I want to talk about when it comes to closing.
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Let me, let me, let me check.
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I m going to check this thing.
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So there s no Bill and I are doing these inside jokes today.
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People like, who the hell are they talking about?
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There s a mystery author and a mystery book and a guy named Chet.
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It s not the same guy.
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No, it s not.
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Um,
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is, is it okay?
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So, and again, all this gets back to semantics of how you measure closing percentage.
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But part of me thinks, that s only bad, it depends on when the deal goes to no, or lost.
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In other words, if I start 10 conversations,
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And I figure out after one 30 minute call that eight of them were not going to be a good fit for and I stopped the process right there and close the other two.
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I think that s really good.
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Oh, no, I wouldn t count that in the denominator there.
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Yeah, right.
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That s the that s kind of the semantic part.
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But I think some people do they kind of see like, you know, of all the of all the opportunities we open in salesforce.com, we re two out of 10.
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I m like, well, maybe it should be two.
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Maybe that s good.
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As long as you re doing the right to in the most efficient manner.
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Now that where it gets cloudy is when we get, you know, maybe far down the process.
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We spent tons of time and energy, like a couple of my engineering firm clients.
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We ll do lots of engineering, lots of work, get nothing for it and lose a deal to price.
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You know, like that s a loss to you.
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We lost that in the sales process.
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So maybe the way we think about the equation is to say, if you re at the proposal stage, that to me is kind of the threshold that you have to cross.
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You found out enough, it seems like a prospect, and you re at the proposal stage.
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Because we can t counter anything before that, because you may not, yeah.
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That s my thought on where to start.
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Yeah.
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So yeah, so once you go first, I got a couple of things here written down.
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Okay, so here s my first one.
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And this is very, it s unmeasurable.
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It s not a metric.
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And I know that you re going to maybe talk about some metrics.
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This is all about energy, as you said, Brian.
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Who s selling whom?
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And who s selling whom is something you ve got to assess as you go through the process.
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Does it feel like
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You re the one that s carrying the burden of trying to convince them to do business or to solve the problem or to buy, or does it feel like it s congruent?
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They re as interested in solving the problem as you are in having them use you to solve the problem.
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So I think the who s selling whom is totally subjective.
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But I think it would do us well to look at those things when we re in the process.
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It s like, well, wait a minute.
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You know what?
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Now that I think about it, yeah, I ve been kind of selling him.
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I ve been in that chase mode.
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If you re in the chase mode, it s not a good place to be.
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So who s selling whom is the first question I would ask as I m deep into the process.
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And I m guessing you would agree that we see the longer, the further, is it further we get down the process?
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I think it s further.
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Right?
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Further, farther.
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Yeah, farther s distance, further s like, you know, process internal.
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The further we get done in the process, the more we re tempted to chase, or the more that we think we should.
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SPEAKER_00
Like you said, we kind of get, we kind of like, oh, I got to get it, hang on, right?
1
SPEAKER_00
Yeah, very.
1
SPEAKER_00
So like, oh, I can t let it go.
1
SPEAKER_00
Versus staying in that place of let s keep it balanced.
1
SPEAKER_00
Let s keep it together, right?
1
SPEAKER_01
Yeah, that s good.
1
SPEAKER_00
Okay, so here s a here s a commentary first on all CRMs.
1
SPEAKER_00
And I ll tell you why this is important to me.
1
SPEAKER_00
In this, this idea is almost all CRMs, Salesforce, Zoho, subs, CRM, Microsoft CRM, Goldman, all of them, they measure probability of a close by sales stage.
1
SPEAKER_00
And I think that s flawed logic.
1
SPEAKER_00
So what most people do, and this is a huge mistake, they look at the sales funnel.
1
SPEAKER_00
And like when you get to proposal stage or negotiation, or whatever that it s called in your CRM, if it gets to that stage, it s got a 90% chance of closing.
1
SPEAKER_00
And that s not accurate at all, in my opinion.
1
SPEAKER_00
And so you ve got to first look at the criteria that you re using to decide where this thing is.
1
SPEAKER_00
And I m going to give you, I ve got a scorecard that I ve been using.
1
SPEAKER_00
I just created this month and I ve been using it s new that maybe we can get that to the insider group too.
1
SPEAKER_00
But the criteria, they actually, when you apply these criteria, it rearranges and shuffles the funnel around to where deals
2
SPEAKER_01
it s free of sales stage.
2
SPEAKER_01
It has to do with some other metrics that I pulled out and used and gotten from some other places.
2
SPEAKER_01
But you need to first, if you re doing this, in my opinion, you re trying to get the stuff in the middle, you got to figure out what the order of importance is.
2
SPEAKER_01
And it s not just the stuff at the end.
2
SPEAKER_01
because there may be some stuff at the end that s guaranteed gonna close.
2
SPEAKER_01
Like in this model, we call those green deals.
2
SPEAKER_01
And what I find a lot of salespeople do is they ll babysit the green deals across the finish line when they don t need to.
2
SPEAKER_01
And they ll spend too much time and effort energy walking something over the finish line that s gonna go anyway.
2
SPEAKER_01
And then they ignore something that needs attention and interaction behind it, that then fades away.
2
SPEAKER_01
And so that s one of the things, like a very specific, one of the five criteria that I use before I just talk about that is a clear future date.
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SPEAKER_01
That s an electronically calendared date with me and my prospect that s accepted by them.
2
SPEAKER_01
Anything else is not.
2
SPEAKER_01
So when I am coaching my clients and they ve got a deal at 90% and they don t have a clear future date, I automatically discount that back to 60 or 50.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
You should write a, you should write a booklet called why all CRM suck.
2
SPEAKER_01
I should, shouldn t I?
2
SPEAKER_00
Salesforce would buy a bunch.
2
SPEAKER_01
Oh my gosh.
2
SPEAKER_01
They would.
2
SPEAKER_01
That would be great for our business.
2
SPEAKER_01
It s great for our brand.
2
SPEAKER_01
That s awesome.
2
SPEAKER_01
For the, for the, for the, for the advances selling team.
2
SPEAKER_01
I ll put it under, I ll put it under that brand.
2
SPEAKER_00
We ll go to Fiverr.
2
SPEAKER_00
We ll create a new sub brand.
2
SPEAKER_01
I can t wait for some bot to come up with an advances selling podcast, you know, and it has its own website.
2
SPEAKER_01
It s in a, yeah, like another dimension.
2
SPEAKER_00
But I don t think I don t think they re bad because I mean, they re bad because bad information goes in.
2
SPEAKER_00
And they re not bad inherently.
2
SPEAKER_00
But like you say, the the criteria they re using to assess it to assign a number or probability.
2
SPEAKER_00
That s where the challenge comes in.
2
SPEAKER_00
Because it s all it all tries to be left brain and logical.
2
SPEAKER_01
Yep.
2
SPEAKER_00
And it s just not.
2
SPEAKER_01
Yes.
2
SPEAKER_01
Yeah.
2
SPEAKER_00
So I like the clear future ideas.
2
SPEAKER_00
If there s no clear future on a next step or a next call or a tweaking of the proposal, it s subtract a lot of probability.
2
SPEAKER_01
Absolutely.
2
SPEAKER_01
Huge, huge.
2
SPEAKER_01
And vice versa.
2
SPEAKER_01
If you do that, if you use that logic,
2
SPEAKER_01
Bill, you could call me and say, hey, Brian, could I get a quote for you to come keynote speak at my next national sales meeting?
2
SPEAKER_01
And I go, yeah, I ll fax it over.
2
SPEAKER_01
It s a joke.
2
SPEAKER_01
I ll email it to you right now.
2
SPEAKER_01
So I email you a proposal for me to come speak at your event.
2
SPEAKER_01
I didn t even ask any questions.
2
SPEAKER_01
We didn t talk about fee.
2
SPEAKER_01
Well, on a CRM, proposal sent, that s 90%.
2
SPEAKER_01
That deal s 0%, 10 maybe.
2
SPEAKER_00
So here s one I have that I think is a little bit more
2
SPEAKER_00
a little bit more tangible is.
2
SPEAKER_00
When the prospect pulls the trigger and they decide, yep, I m in, let s go, do they know what s going to happen?
2
SPEAKER_00
Do they know what s going to happen next as part of the delivery or the solution part?
2
SPEAKER_00
Is there a process that you ve elegantly described to them?
2
SPEAKER_00
Or are they just hoping that you have a process that s going to get them to the ideal outcome?
2
SPEAKER_00
I, you know, we always talk about sales process here.
2
SPEAKER_00
And I think that s important too.
2
SPEAKER_00
That s one of my other ones, but I m not going to get into that today.
2
SPEAKER_00
But the solution process, what s, if you decide that you want to work with us, here s what it looks like.
2
SPEAKER_00
Step one, we have a 90 minute meeting.
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SPEAKER_00
Step two, I fly out and take you to dinner.
2
SPEAKER_00
Step three, we play golf at a Scottish golf course.
2
SPEAKER_00
Step four,
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SPEAKER_00
You know, whatever those steps are that are part and parcel and the first steps of the solution.
2
SPEAKER_00
You don t have to do the whole solution process, but at least when they pull the trigger, do they know what s going to happen?
2
SPEAKER_01
I love that.
2
SPEAKER_01
And where can I get that sales deal when we go to a restaurant and play golf in Scotland?
2
SPEAKER_01
I m in that.
2
SPEAKER_01
If I buy something, can I get that?
2
SPEAKER_00
It s a high ticket item.
2
SPEAKER_00
You re probably not going to be able to afford it, Brian.
2
SPEAKER_00
Yes, this is a very fine, high ticket item.
2
SPEAKER_00
And so just, you know, if nothing else, just get a landscape piece of paper and just box it off.
2
SPEAKER_00
Put four or five boxes.
2
SPEAKER_00
Say, what are the first steps?
2
SPEAKER_00
And that way you can articulate that in the process.
2
SPEAKER_00
And then that s what they start to miss out on.
2
SPEAKER_00
If they don t buy from you, they miss out on the solution process.
2
SPEAKER_01
And I love your idea of drawing it.
2
SPEAKER_01
Because then when people see stuff in visual, physical form, even if it s scratched on a piece of paper while you re sitting there, they can see it.
2
SPEAKER_01
And they can visualize like, oh, it s a thing.
2
SPEAKER_01
I also have two.
2
SPEAKER_01
I m only going to say one also.
2
SPEAKER_01
So I ll mention the one I m not going to say, which is no purgatory allowed.
2
SPEAKER_01
Everything in the middle has got to move forward or backward always.
2
SPEAKER_01
Every touch has to move it forward or backward.
2
SPEAKER_01
It can t stay the same.
2
SPEAKER_01
I m not going to talk about that, though.
2
SPEAKER_01
Last thing I m going to suggest, I love it.
2
SPEAKER_01
That ll be in the Insider, and it s really good, I promise, is when you re in that kind of end of the funnel and looking to have things close, and again, closing by defined for me, at least, and for us, I think is a decision, a yes or a no, is you have to change your language from asking
2
SPEAKER_01
to recommending or commanding and commanding that with that kind of energy commanding, but you have to tell people what to do.
2
SPEAKER_01
So instead of saying, let me know, can I answer any questions for you?
2
SPEAKER_01
Instead, you can say, hey, I m going to schedule a time, a 15-minute segment for us to review everything I ve sent you, clear out all any roadblocks, anything that s in the way so we can get to a point where we can set a date for decision.
2
SPEAKER_01
And here s a date I m available.
2
SPEAKER_01
So it s language like, let s do this.
2
SPEAKER_01
Here s what I m going to recommend.
2
SPEAKER_01
I m going to send you dates.
2
SPEAKER_01
When you get in the funnel, you can t be like, uh, let me know if you want to get together.
2
SPEAKER_01
Let me know if you have any questions or would it be okay if we all hopped on a call like that?
2
SPEAKER_01
It s like, we re going to hop on a call.
2
SPEAKER_01
and then let that resistance come back if it s going to.
2
SPEAKER_01
But you need to be the one when you re working deals in the funnel to say, here s what we need to do.
2
SPEAKER_01
Let s book at Lensinken.
2
SPEAKER_01
And you got to do that right now more than ever, you got to do that.
2
SPEAKER_01
And if you re in the in the funnel, my other theory is if you re in that kind of middle to the end of the funnel, the people have liked what they ve seen so far.
2
SPEAKER_01
So this isn t you re not doing this first call pressing people.
2
SPEAKER_01
And so I think that s massively important in so many people.
2
SPEAKER_00
Absolutely.
2
SPEAKER_00
You re really helping them buy or helping them start the process of getting the problem solved.
2
SPEAKER_00
And if you re of no help there, why would they buy from you?
2
SPEAKER_00
Because my last one here, which I don t want to steal your thunder here.
2
SPEAKER_00
So are you done with that one?
2
SPEAKER_00
Yeah, yeah, go ahead.
2
SPEAKER_00
Because this one really fits into that.
2
SPEAKER_00
And, you know, Brian and I have talked in these episodes a lot about how you do anything is how you do everything.
2
SPEAKER_00
And how you usher somebody through the prospect experience is going to be similar to what their perception is of how you ll usher them through the solution experience.
2
SPEAKER_00
So if your prospect experience is clunky, if you re not the guide, if you re not laying the steps out, if you re not on top of things, if you re not following up properly, if you re not setting the clear future, that gives them some kind of perception of the way you ll act when they buy.
2
SPEAKER_01
So true.
2
SPEAKER_00
So we talk about the customer experience.
2
SPEAKER_00
I know we ve had a couple episodes on the prospect experience.
2
SPEAKER_00
But this one here is, if people aren t
2
SPEAKER_00
buying and your closing rates too low, check that out.
2
SPEAKER_00
Are you giving people a really good experience or just an average experience?
2
SPEAKER_00
Because somebody will be giving them a good experience.
2
SPEAKER_00
And if it s not you, you may lose deals and you may think it s because of something else and it just has all to do with what experience you re giving them.
2
SPEAKER_01
Absolutely.
2
SPEAKER_01
And I love the idea of, you know, I think people need this.
2
SPEAKER_01
These days, especially, there s so much uncertainty in everything in the world.
2
SPEAKER_01
People need this nudge, press, push, that sort of thing.
2
SPEAKER_01
And if your intention is good, you can go there, my opinion.
2
SPEAKER_01
I mean, some stuff that s been coming out of my mouth recently, I got a couple, you know, perspective clients and I met their sales teams and this is kind of weird, but I m like, you know, I want to get in there.
2
SPEAKER_01
I m really anxious to get my hands on the process and get in with the team because of what I m hearing.
2
SPEAKER_01
I really think I could be helpful.
2
SPEAKER_01
And that s not a move to close the deal.
2
SPEAKER_01
That s real.
2
SPEAKER_01
And I do.
2
SPEAKER_01
And I, yeah.
2
SPEAKER_01
And I think people buy that versus like, well, Hey, you let me know, you know, I m here if you need me.
2
SPEAKER_00
Yeah, I think we confuse detachment with not caring.
2
SPEAKER_00
And we want to be detached to the outcome.
2
SPEAKER_00
But no, you can even preface it by saying, look, I m really looking forward to it.
2
SPEAKER_00
I understand that we re not quite there yet.
2
SPEAKER_00
But once you give me the go-ahead, man, I ve got my sleeves rolled up.
2
SPEAKER_00
I m ready.
2
SPEAKER_01
That s it.
2
SPEAKER_01
I m in, coach.
2
SPEAKER_01
I m ready.
2
SPEAKER_01
Put me in, coach.
2
SPEAKER_01
And they can still say no, but I think that tells them a real declarative statement, like, I m in.
2
SPEAKER_01
If you re in, I m in.
2
SPEAKER_01
Let s go.
2
SPEAKER_01
And I think that s, to me, that s attractive for decisiveness.
2
SPEAKER_01
That s what I want it to be.
2
SPEAKER_01
I want it to be like, OK, I ve made up my mind.
2
SPEAKER_01
I m in.
2
SPEAKER_00
Where are you?
2
SPEAKER_00
There is a part of your and my business, though, that
2
SPEAKER_00
But in our business, it doesn t.
2
SPEAKER_00
If you re in a business where you are a part of the solution process, then I think that s extremely important that you exhibit some kind of excitement about, not in the first place, but in the second place, but in the third place.
2
SPEAKER_00
And I think that s a big part of the solution process.
3
SPEAKER_00
first call, but as you get closer to the end, definitely.
3
SPEAKER_02
Yeah.
3
SPEAKER_02
Yeah.
3
SPEAKER_02
All right.
3
SPEAKER_02
Thanks for, uh, it was good.
3
SPEAKER_02
Another two good episodes.
3
SPEAKER_02
Of course.
3
SPEAKER_02
Uh, don t forget, uh, you re sitting there.
3
SPEAKER_02
I know you re thinking, should I, should I, you should go to advancedsellingpodcast.com slash insider and, uh, join us.
3
SPEAKER_02
We d love to have all of them.
3
SPEAKER_02
We ve got so many great listeners.
3
SPEAKER_02
I know you get a lot of value from the podcast.
3
SPEAKER_02
I m telling you, the people that are in the program will tell you insider it s a, it s that, uh, times a thousand or a million or a billion.
3
SPEAKER_02
Something like that.
3
SPEAKER_02
A gazillion.
3
SPEAKER_02
A gazillion.
3
SPEAKER_02
Great return.
3
SPEAKER_02
So that s it.
3
SPEAKER_02
Go to advancedsellingpodcast.com forward slash insider.
3
SPEAKER_02
We d love to see you on our next insider call.
3
SPEAKER_02
Become part of that group.
3
SPEAKER_02
We ll see you next time.
3
SPEAKER_00
See ya.
3
SPEAKER_02
Bye.