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Welcome, everybody, to the Advanced Selling Podcast.
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My name is Brian Neal.
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I m Bill Kasky.
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And we are coming to you midweek after take three of the intro.
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I ve only been doing this for 15 years, and I couldn t get the intro out.
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That s brutal.
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Hey, midweek episode.
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This is new for us, right?
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A little tease, doesn t it?
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I m out of my comfort zone.
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The day we re sending this out, I think the day we re sending this out, I m going to be in Denver.
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I think I m going to be reffing the Broncos Chiefs game.
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So if you get this in the morning, you re watching Thursday Night Football, I ll pull on my ear.
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I ll pull on my ear like a Carol Burnett.
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As if.
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Yeah.
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Because you always know where the cameras are.
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And I m only telling the podcast listeners that, exactly.
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Oh, yeah.
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But we wanted to take some time.
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We ve got a new project that we re super excited about, which is why we re doing this midweek episode-ish mini episode.
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What do they call those?
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Micro episode?
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Micro, yeah.
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Something like that.
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Microsodes.
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Microsode.
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All around the subject of doing live deal work.
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And what Bill and I wanted to do today was just tell you a little bit, because this is one of the programs we do for our existing live clients all the time.
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And everyone always says it s the most valuable thing
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that anyone ever does for any sales team.
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And we absolutely love it.
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And so we just want to share with you a little bit some thoughts about that, and then tell you about this program we have called the Dealwork Studio.
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Yeah, you can learn more about that.
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Just go to advancedsellingpodcast.com.
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And up in the upper banner, there is a little button that says Dealwork Studio.
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Click on that, and then it walks you through kind of what it looks like.
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But you know, Brian, you were saying that it s really critical.
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Starting this business again, and I was doing one-day events, which I you and I both do.
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Yep I think the one-day event deal work studio would probably bring more value than trying to teach modules and teach situations and teach scenarios because Everybody has deals that aren t where they want them to be.
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Yes
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Yes.
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And that s the way you have to look at this.
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It s not just generic training.
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It s do you have deals that aren t where you want them to be in the process?
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They re not closing fast enough.
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They re not advancing fast enough.
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Or do you have situations that you run into all the time?
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Yes.
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Can t get to the right person.
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Don t know how to generate leads.
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All those things.
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Whatever the scenario is to us, that s deal coaching.
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Yes.
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Yeah, and I know if you re a salesperson, you re listening to this, you think, man, I d love to do this with Bill and Brian.
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You ve got to forward this to your sales manager, your sales leader.
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And if you re a sales leader, all you got to do is go to the website, vansellingpodcast.com, go click on that little deal coaching studio button, and we ll be in touch.
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We sent one email out one time, and we got bombarded with people who wanted to do this.
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So that s telling us, hey, this is a good thing.
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The other thing that s fun for me, this is the most fun I have.
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When I m working with clients, and I love what we do, Bill and I, we re literally lucky we re the type of people that don t really have jobs.
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We just love what we do so much.
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Of all the things I love about it, this is my favorite thing to do.
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Because it s a double whammy.
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I get help on a deal that can turn into money and help me towards my commission, my quota, my numbers, and my quarterly, all that jazz.
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And I learn what to do in the future in a similar situation.
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So we ve got 10 slots.
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I would say nearly half are filled.
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Correct.
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And we re going to do this between now, when you re listening to this, and the end of December.
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Now, the fact is that the last two weeks of December, it s kind of a weird time.
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So really, we only have about 45 to 60 days to get these in.
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So if you re interested, go to advancedsellingpodcast.com.
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Click on the button.
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It walks you through it.
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The way it works is you ll fill out a quick survey.
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And Stephanie from our office will be in touch with you to set up like a 15, 20-minute call, work out all the details, logistics, and then you decide whether you want to do it or not.
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And they re all transcribed.
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So we re going to spend an hour with you.
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And every tip that we have, every strategy is recorded and then transcribed.
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And all your team will get a transcription of it.
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So that way, nothing gets lost.
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The other thing you get, just like a value-added bonus on this, is that Stephanie s last name is Neil, and I m married to her.
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So then you can ask her personal questions about Brian and Bill a little bit and see what the real scoop is behind the curtains.
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She probably knows a little bit more about you.
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This is true.
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This is true.
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And just to kind of solidify this thing, I was in, I think, you do this deal coaching all the time.
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And we were talking about before this,
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What are some examples, things?
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And they happen all the time, but this just happened last week.
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Fairly newish client for me.
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So three months into an engagement, I got through all the 101 stuff and those modular things that you were talking about earlier.
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We got to this deal coaching and it was amazing to me.
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Here s what one of the most beneficial things of doing a deal coaching session is this.
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When you have a group of people, meaning me or Bill and or your team, because when we do this, it s really a team effort to with an objective viewpoint, an objective vision of a deal.
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They will see things that you cannot see.
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And I m telling you, you think you see everything in your deals, and you don t.
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None of us do.
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And what popped up in this particular session was this woman came with a problem.
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She was trying to get this guy to call her back, and he wasn t calling her back.
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As we talked more through it, what we realized was her problem wasn t getting this guy to call her back.
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Her problem was she was talking to the entire approach to this person was wrong.
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It wasn t about getting this guy to call her back.
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It was about figuring out who all is influencing.
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She had no idea on decision process there.
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And so had she gone down the path even with her manager and said, hey, manager, how do I get Bill to call me back?
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They would have worked on the wrong problem.
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That s right.
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80% of the time, we ll work on the wrong problem.
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Correct.
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And one of the greatest things that pops out of this coaching session just happened.
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And then if you would have seen her face, she would have been like, oh my gosh.
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I never, ever would have seen that without this process.
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And now she s working.
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Now it s new.
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It literally was last week.
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I ll check in with her this week, maybe, when I m there next, to figure out what happened.
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So a lot of times, what you re saying here, and I agree, is that you can become so close to an issue that you miss the obvious things.
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And when somebody, it doesn t have to be Brian or I, but somebody else shows up from the outside who has knowledge of how things work,
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You can get great insight.
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And we all have blind spots.
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We just all have them.
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And that s why we have coaches in our lives, because we have blind spots that need to be, the light needs to be shown on them.
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And it s the same with you.
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So if you re interested in having Brian or I do a deal coaching session with you, they are one hour in length.
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You can go to advancedsellingpodcast.com, click on the button in the banner, and we can t wait to talk to you about it.
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And that s for your team.
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That s for your team.
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Yeah, this is an individual, because it s really, really beneficial to do with the entire team.
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So shoot us an email.
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You get to talk to Steph.
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I mean, it could be for an individual.
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It depends on how big your deals are.
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That s right.
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But yeah, it could be.
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But yeah, it s primarily carved for teams.
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There s a comma in the fee.
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There s a comma in the fee.
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Now, if you re an individual, you want to write that check, then good for you.
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Good for you.
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But it s four digits.
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It is four digits and a comma.
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Correct.
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All right.
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All right.
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See you next time.
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Bye.