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In this episode of the Advanced Selling Podcast, have you ever been shot by a BB gun?
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Yeah, me too.
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I ll tell you the terrifying story.
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And in this episode, we talk about how to be like Mike.
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Not that Mike.
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Mike, my client, who still, after 30 years of a fantastic sales career, is committed to being as good as he can be.
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We ll tell you how to be like Mike.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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I m Bill Kasky.
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Brian Neal here.
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Glad to have you with me today, Brian.
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Glad to be on your show, Bill.
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Welcome to your studio.
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We also, yeah, crisis averted.
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We almost did the greatest podcast episode in podcast history and didn t have the recording button on.
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We ve done that before.
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We have done that before.
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Anyway, so we ve never done this before.
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We ve never done that.
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I didn t know where to go with it.
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A little weird.
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A little weird.
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So a couple of things, a couple of show notes before we begin.
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Yeah, please.
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If you are not yet a member of the advanced selling podcast insider, cabal, we ll call it.
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What is a cabal?
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It s a group.
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Oh, is it?
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Cohort.
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Oh, cohort.
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Yeah.
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But is cabal like an English word?
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It sounds like a- I don t know.
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I don t think it s negative, though.
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Cabal?
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I don t think it s negative.
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Cabal?
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Yeah.
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OK.
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We ll call it a cohort, if you like it.
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I like cohort.
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I understand cohort, yeah.
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Every month for one hour and 15 minutes, we come together, and all of our clients come, and we coach.
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And we work on certain topics, very specific topics.
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And in October, we re working on personal productivity and the tools that accompany that.
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And we can t wait for you to join.
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If you haven t joined yet, make sure you go to advancedsellingpodcast.com slash insider.
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A lot of information there.
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I think there s a video there as well.
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If you re a little skeptical, I think that video will help you rest assured that this is a really good investment every month.
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So make sure you go there.
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Time and money is so worth it.
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I m telling you.
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Be part of the group.
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It s really fun.
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We love it.
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So I had something that happened, you know, we always try to lead with something humorous, and I don t know if this is humorous or not, but I was, Saturday morning, it was beautiful here in the Midwest, and it was like 65 degrees, it was just one of those picture-perfect, clear mornings, eight o clock, guess where I was?
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At Starbucks.
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Of course.
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And I saw a guy in a Jeep drive up.
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He was probably 40, and he had a bandana on his head, which is so Jeepish.
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The top was off, and it was bandana, and I didn t see if he had any tattoos.
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He didn t look like a bandana-wearing fellow, but he had a bandana, and it was remarkably loud, and it was like he wanted people to see this bandana.
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It wasn t just like an old T-shirt or something.
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And my question is,
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My question is, when does a guy like that start to say to his partner, spouse, hey, you know what?
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Starting tomorrow, I m going to start wearing bandanas.
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Or is it something that just has happened from the time he was 16 and he gets married and his wife or partner says, oh yeah, yeah, he wears bandanas.
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He always says, I ve known him.
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Yes.
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As opposed to, no, he just started that last week.
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This is a great question.
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And another kind of a similar question is, when you re getting ready in the morning, everyone s getting ready, and you re picking your clothes out, and you ve got a t-shirt, shorts, you re going for a drive,
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Do you go, what do you do?
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Do you go, you know what sounds like a good idea?
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I m going to go wear a bandana.
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I m going to grab, you got a baseball hat.
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You can go with nothing.
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We re going to go bandana today, because that s what I m going for.
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And then, so are you trying to hold your hair back?
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Yeah.
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Right?
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Are you trying to be cool?
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Yeah, all right.
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And a lot of the Harley riders wear bandanas, I think, to keep their hair in their helmet.
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It helps it from pulling out and stuff like that.
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I m not saying it s not useful or functional.
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I m saying, at what point does a person say, effective today, I m the bandana dude.
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Yeah.
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And then I love your statement of the spouse or significant other describing their husband or spouse or significant other to others by saying, you might have noticed him driving around in a Jeep with a bandana on.
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If you see a guy, mid-40s, no tattoos, in a Jeep with a bandana on, that s my guy.
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That s my husband.
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That s my guy.
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That s really, really good.
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Did he have his foot hanging off the Jeep?
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He did not.
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Because that s a thing, too.
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He was turning a corner.
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I always wonder about that.
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People that drive Jeeps and they hang their foot out on the left, like, what s the point, too?
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Like, you know, why don t they ride around with their door open?
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Exactly.
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If you lean too far to the left, you re just going to tap it like you re on a motorcycle and just keep you upright, whatever.
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You know, there s a wave of, well, I had a Jeep.
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Jen has a Jeep now.
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Sorry.
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There s a Jeep wave.
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Did you know that?
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No.
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There s a Jeep wave.
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Jeep owners, I didn t know this until I had a Jeep, just like Harley, the motorcycle, you know, you have a wave.
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There s a Jeep wave.
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So you re driving down and you see a Jeep, you just a little, it s a subtle, it s a cool.
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Very subtle.
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It s like bandana cool.
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You know, it s like, Jeep, yeah, me too.
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I bet this dude, yeah, I bet he had the wave down too.
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Jeep wave.
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I m wondering if he went to Costco, had no intention at all of buying a bandana or even wearing it, and he saw 10 bandanas for like a buck 50.
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Now some people will do that because it s such a bargain.
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I was at, okay, I ll tell you the story next time.
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It was a Costco story.
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Okay.
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I love it.
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Bandana.
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We re not talking about bandanas.
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Here s what we re talking about.
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We re talking about your personal growth and commitment to your personal growth.
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This is inspired by a client of mine.
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His name is Mike.
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We were having kind of a wrap-up discussion at the end of a session.
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And we started talking about generations.
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We have a young person.
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She s like, what generation am I?
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You re Gen Z. We re millennial.
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I m Gen X. And I said, me and Mike are Gen X. Mike goes, I m not Gen X. I m Baby Boomer.
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I said, you re a baby boomer?
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He goes, yeah.
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I go, how old are you?
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He goes, I m 62.
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And the whole room was like, you re 62?
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And this guy looks.
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This is the guy that owns the company?
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No, no, no.
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He s a salesperson.
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Oh, OK.
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This guy s a salesperson.
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30-year-plus salesperson.
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He s like, I ve been selling for 30 years.
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Here s what struck me, though.
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Mike s been a client for a while, over a year.
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He is the most engaged.
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practice, learn, grow, try to improve himself, person, always looking for an edge, another thing, of anyone in the class.
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And he s the oldest dude there.
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And this isn t an age thing.
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This is an attitudinal thing.
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And I thought, I told some friends of mine, I said today, with friends, clients, and friends, I said, be like Mike.
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And I told them the same story.
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Be like, I want you to be like Mike now.
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That s an old take from a Wheaties commercial.
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Is it?
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Or is it?
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Be like, no, Gatorade.
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Oh.
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Yeah, be like Michael Jordan.
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Be like Michael Jordan.
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Well, let s talk about, in this case, let s talk about your commitment to personal growth.
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And let s just riff a little bit on those of you listening, what Bill and I see, where there are people like that, there are people on the other end who are very closed and closed-minded, and there are people in the middle.
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And then what do we see people do or not do that they should be doing relative to their own personal growth, specifically as sales professionals?
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Let s kick that one around a little bit.
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That s a great topic.
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You know, when you mentioned Michael Jordan, it reminded me of the, what was the Netflix doc that, Michael Jordan is a US American basketball player, and he s won like five or six, seven championships.
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Arguably one of the best players of all time.
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He was amazing, got cut in, I don t know, 10th grade, 11th grade, and just kept working and working and working.
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And Phil Jackson, who was his coach during that run in Chicago, said, there s one thing nobody knows about Michael Jordan, he has no ego.
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And when he says, when you see him out and you see him wearing all his stuff and everything, that s not ego.
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That s just, he s proud of what he s accomplished.
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He said, when he s on the basketball court, when he s in practice, there is no ego.
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He is one of the most coachable people.
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He just, he takes in information.
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It doesn t mean he does something with everything he takes in, but he s all ears from the coaching staff.
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And I thought, you know, that s an example of self-improvement.
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So, so important.
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And you re telling me that didn t help him in 20 years?
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Was it the dance?
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Is that what that show s called?
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The dance, yeah.
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I ve not watched it all the way through.
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I kind of don t want to ruin my picture.
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I heard there s some things in there that like clouds your view of that team and that time period.
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I don t know.
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I m so tired of the whole, well, 30 years ago.
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30 years ago, things were different.
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Times have changed.
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Right.
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Come on.
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OK.
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So what do you know?
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I love the no ego thing.
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So some things that I think everyone should look at from a personal development standpoint.
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Now, you re a listener to the Advanced Selling Podcast.
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So you re already in this boat.
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And I m talking to our listeners, too.
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By you.
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You, too.
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But thank you for validating.
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I do love airplanes.
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And then what everyone, though, should look to do is you re looking for, and this is a little cliche, everyone s like, oh, I got my one little nugget or my little thing from listening to the episode.
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I think everyone should document those little things in a place.
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So I had a guy tell me the other day, which I really liked, he said, you know, everyone wants a silver bullet.
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And there s no such thing as a silver bullet, but there are such thing as silver BBs.
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And if you re from the Midwest and you shot a BB gun, you know what that is.
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If you re not from the Midwest, that s like a pellet gun.
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It shoots little BBs.
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And you can go out and shoot birds and family members, cousins you don t like.
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Exactly.
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That s what we did in the country, didn t we, in Indiana?
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Yeah.
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Have you ever gotten shot by a BB gun?
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No.
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I have.
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Yeah.
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By a friend of mine, which is a typical Indiana story.
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Did it hurt?
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Oh, my god.
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It s awful.
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It hurts so bad.
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I was in fourth grade.
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My buddy shot me in the leg with a BB gun.
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I m kidding.
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Scott Hendrickson.
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Oh my God, it was awful.
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Anyway, it was terrible.
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I got chased by a chicken.
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It was awful.
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I digress.
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He might be dead.
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I m not sure he has his stuff together in fourth grade.
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He went to shooting real guns in eighth grade.
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No, but the silver BB there is to catalog these little things in the same place.
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So you have this little running list of things you can do.
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It s a great idea.
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in my football world.
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So I had this long list I ve been putting together for a long time that s little bitty things that I do, like pre-snap things, things that I think about, little physical things I snap this little rubber band on my hand thing.
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All these little bitty things that I ve put together over the years, usually from making a mistake.
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That s where a lot of them have come from.
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And then some from trying to avoid a mistake.
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And I think if you create, those things become little habits, little bitty habits along the way.
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And they become almost like a pilot s checklist.
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And most people don t carry this around.
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Like, I can write my, for my football world, I can write mine out, you know, real quick.
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For our sales life, you know, we ve got, you know, I can fill up a whiteboard with these things.
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But you that are listening, can you do that?
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Can you fill up a whiteboard, you know, on the spot, on the moment, saying, write up your sales philosophy, tactical things.
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Like a bullet pointed list or numeric list.
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Things I always do.
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I always go to LinkedIn first.
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I always open my sales call with a story.
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I always ask the following five questions.
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I always talk about economics.
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I never leave without a clear feature.
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Whatever.
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Can you do that?
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If you can t do that, I want you to be able to get to do that.
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I think that s a little silver BB for you.
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I like the silver BB concept.
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Isn t that great?
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I stole that from a guy.
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I m so sorry you got shot by a BB.
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It was awful.
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It was awful.
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I m not kidding.
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It was awful.
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I like that.
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When I look at high achievers in pretty much any profession, whether it s singing, and I don t work with singers and professional artists, but I work with salespeople who arguably are some of the top performers, I find that there is, I drew this graph here, there s the work and skills of the work, like how do I ask the right question and how do I start a meeting, what you just went through, stories and all.
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But then there s a whole,
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covey of skills and practices around the work that I think are every bit as important.
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Like, how do you set goals?
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How do you manage projects?
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How do you manage a goal when you have it?
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Do you have a process for, no, I ve got to, here s where I am, here s where I want to be, here s exactly how I m going to get there.
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Stillness and mindfulness and meditation or whatever you want to call that, where you sit still in a room and allow your thoughts to escape so that you can be present with the prospect.
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All those things, and when I listen to podcasts, I listen to Michael Gervais  podcast called Finding Mastery, and he s a coach for the Seattle Seahawks, and he does a lot of Olympic volleyball.
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He s a professional, he s a sports therapist, but he does high-level stuff.
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All of his material, very little of it is about how do you get in the blocks for the run.
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And how do you jump on sand?
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It s never about that.
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It s always about how do you prepare?
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How do you prepare mentally?
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What is your goal setting process?
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What does your support team look like?
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What do you do the day of the game?
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What do you do after the game?
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And I always feel like, well, salespeople really are performance artists.
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I mean, we are all.
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Performers because we are out there trying to do the best we can with what we have and I m wondering if we if we shortchange Those skills around here.
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We immediately go to well, how do you ask the question?
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Yes, and how do you take notes?
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And I feel like man, there s a whole host of things around there before you even get there.
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Yep that you need to have in place That s really really great
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Just that whole area of mindset and preparation and stuff that people just don t practice.
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How do you take notes?
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Yeah, that s it, right?
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How do you organize?
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How do you take notes?
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Yes.
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How many times have you been in a session with an ongoing client of yours, and you bring up something that you talked about, and then you ve got 10 people in the room.
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Three of them take really great notes, and they re going to write where to go.
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The others are sitting there going, oh, man, where s my stuff?
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What did I write down?
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What is he talking about?
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I don t remember.
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What was the website again?
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It s weird.
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And it s so funny how the people that take the notes are usually the highest performers in the room.
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Absolutely.
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Almost always, because they know how to organize their thoughts.
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And I m going to go back for a second here to what you talked about earlier, is this idea of note-taking.
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And so let s say you listen to one of our podcasts.
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And let s say 14 and 1⁄2 minutes of it is awful for you.
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It s just a bunch of, it s just a, but there s 30 seconds that something that Brian says, and I know it s usually Brian that says it.
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30 seconds you say, that s a game changer.
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What you just said about that, I got to get, write that down.
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When you read a book, not all 20 chapters
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But one chapter is going to connect with you.
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You start a list of those things.
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Within a couple of months, you re going to have a list of 20 things.
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And that s going to be your philosophy in many ways.
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That s so true.
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But you have to start.
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And not everything is going to hit.
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But what hits, you ve got to make sure that you can reinforce that.
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That s so good.
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And it can be, I m saying the same thing, but even less, like it can be a sentence in a book.
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Right?
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Yeah.
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It could be a paragraph in a book.
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It could be one phrase from Bill on the podcast.
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Literally one phrase.
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And that s it.
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And that s catalog.
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And that becomes part of who you are.
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Yeah.
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Here s another trait that I see in my friend Mike.
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He always, always, always shows up curious.
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He always shows up curious to everything, not just the sales calls, but in class too.
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And he s wondering, what are other people doing?
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What do I not know?
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What can I learn from these people?
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He s 32 years selling.
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What can I learn from someone who s in her second month selling?
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And there are things.
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There are things.
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And it s amazing.
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That s rare.
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So rare.
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But then when you think about it, I think of people we ve sold to, CEOs, private equity people that have a gajillion dollars.
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That s one trait they all have.
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They are so curious about the world around them, how things work, what they can learn from you.
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And just ask yourself, in a room of people,
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Are you a learner, or are you a teller?
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Are you someone that sits there and wants to see what you can glean from others?
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Or are you someone who wants to tell everybody stuff?
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Prove how smart you are.
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Yes, yes.
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Yeah, that s part of that ego thing, too, that we talked about earlier with Michael Jordan, is the ego causes us to want to be seen, known, applauded for, appreciated.
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And that s when we get into that, well, I need to say something here, and I need to say something smart, and I really don t care what Brian said, even.
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And you hear that sometimes.
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in podcast interviews, the guest will say something profound, at least I think it s profound, it s like, whoa, what did they just say?
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And the host just goes on to the next question.
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SPEAKER_00
So you were, what, you were homeless when you were two?
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Okay, well my next question is, how long have you been a part of the Senate Judiciary Committee?
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I was like, wait a minute, what?
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You were homeless when you were two?
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Really?
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Go back.
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Yes, there s no space.
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Or it flips to them.
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Tim Ferriss is really good at, when he s interviewing somebody, not letting them get away with some kind of little side-off comment.
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He ll say, whoa, whoa, whoa, wait a minute.
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What did you say again?
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Why is that?
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What happened?
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He is a very curious interviewer.
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I think Tim Ferriss is really good.
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Love that.
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If you don t listen to his podcast.
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Love it.
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All right, so yeah, I think the whole self-improvement thing, you know, as you get older,
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You don t know this yet, but you are getting older.
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And I m right there in Mike s generation.
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I think it requires, you almost have to surround yourself with people who are like-minded like that.
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Like, I ve got this group of high achievers that I work with, and some of them are super high achievers, but they re all, but I love being around that group, because it makes me better.
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And everybody in the group says, yeah, I leave that group, and I m thinking about things in a way I ve never thought of before.
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And so as we get older, sometimes those groups are harder to find.
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They are.
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You have to make them.
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You have to create them.
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You kind of do have to make them.
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And it s probably not your family.
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I don t mean immediate family, but it s probably not your family.
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It s probably not your next door neighbors.
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You find those people who, no matter how old they are, want to go to the next level.
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It s the whole John.
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Wooden thing.
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He was 85 years old, sitting in meetings with what s-his-name.
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You ve heard that story before.
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He s the guy at St.
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Vincent.
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Yes.
1
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Batting.
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SPEAKER_00
Yes.
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Barbsite therapist.
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Chris Carr.
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Chris Carr.
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Chris Carr.
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He went out to UCLA.
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John Wooden, great basketball coach, was 85 years old.
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Shows up at a meeting with a notepad and is asking questions.
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He s 85.
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He ain t doing anything.
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He s not coaching anymore.
1
SPEAKER_00
Right.
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But he brought that learner s mentality to the table and that s probably why he lived to 93 years old and was successful because he was always looking to learn.
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I think that s really, I love this topic.
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I don t think you re ever too old for that.
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Sometimes you just have to look a little harder to find the people who can lever you up.
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Yes.
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And this is, again, we talked about this in the pre-show, this is not an, this isn t one for the old people.
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This isn t a Gen X hayboomer episode.
1
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Because if you re a Gen Z or millennial just starting out, this applies to all of us.
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Because it can go away.
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And some of you don t have it anyway.
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So you need to really conjure up some of these things.
1
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Last thing I m going to say, because we did this in the session that Mike was in, who inspired this topic.
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Don t be too cool to practice.
1
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Do not be too cool to practice.
1
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And this, to me, is a thing people are like, well, I m embarrassed, or it s not real, and all this other baloney.
1
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You said earlier, Bill, sales is a performance sport, and there s not a performance anything.
1
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Broadway just reopened this week.
1
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And I follow all these Broadway people on TikTok.
1
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They ve been in the studio practicing for months to get to the first curtain call that
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first stage opening of opening night since a year and a half, two years, wherever it s been, since COVID hit.
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And they re so excited.
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They just run out there and go.
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And these are 20, 25-year Broadway actors.
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They know what they re doing.
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They practice and practice and practice and practice.
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Do not be too cool to practice.
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SPEAKER_00
Have you ever heard of the Wright Brothers?
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SPEAKER_00
I think I have.
2
SPEAKER_01
They re a local band, not the ones with the plane.
2
SPEAKER_01
Oh, OK.
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I was like, the ones with the plane.
2
SPEAKER_01
No?
2
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Tell me, what did they invent?
2
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Well, they invented the plane.
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Now, the Wright Brothers is a local band.
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And I m sure they re not listeners.
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So I can.
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All right.
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And they appeared at a local town like a, I don t know, it was like a festival kind of thing.
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They have a great following here in town.
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And he started off the set by saying, we have not played for a year, which is true, and we have not practiced for a year.
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And when they started, you knew.
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And that s why Wright Brothers are doing stages in Carmel, Indiana, not at Clues or wherever.
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And they sounded awful.
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The tech was wrong.
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Everything was wrong.
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And I thought, first off, don t tell anybody that, because now we kind of know what s going on.
2
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But why would you not?
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Why would you not practice?
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Do you not enjoy music enough to say, hey, guys, let s get together.
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It s just a couple of hours, Saturday afternoon.
2
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Let s just see if we still got it, you know?
2
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Bands wrote music virtually.
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I mean, you can practice on Zoom if you re a musician.
2
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I mean, you can.
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It s a thing.
2
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OK, hey, if you haven t already joined the LinkedIn group, go do that.
2
SPEAKER_00
That s rule number one and to do number one.
2
SPEAKER_00
To do number two, become an insider.
2
SPEAKER_00
Would you join us?
2
SPEAKER_00
First Friday of every month, live coaching, live like really it s me and Bill live coaching you directly.
2
SPEAKER_00
Great group, really, really great environment, and the cost is
2
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just next to nothing.
2
SPEAKER_00
If you re a professional salesperson make any sort of money.
2
SPEAKER_00
It s worth every single little itty bitty.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
So hope to see you in the insider and we will see you next time.
2
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Bye bye.