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In this episode of the Advanced Selling Podcast, Bill stumps me cold with a music trivia question, I share my favorite Maya Angelou quote, and we say what not to say.
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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in sales training podcast history.
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My name is Brian Neal.
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And I am Bill Kasky.
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Oh, wait a second.
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I d like to leave a little space now between Bill and Kasky.
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You re slow riding me.
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I m Bill Kasky.
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You did.
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That s kind of what you did.
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You jumped right in.
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Yeah.
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See, I m trying to change.
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I m trying to reinvent myself.
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That s my first step.
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My name is Brian.
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Neil.
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We are here every week for your listening enjoyment.
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Hopefully you learn a little bit while you re enjoying your listening.
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If you re having a big sales meeting, we are taking emails, calls and getting booked up for the fall and also 2019.
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So if you have a sales meeting, you want to make it fun, exciting, enjoyable and memorable for the sales team.
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It s amazing how many salespeople, they go to a sales meeting, and they have a speaker.
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Like, how was the speaker?
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Like, eh.
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He was nice.
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He was OK.
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All the time.
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Telling you, when Bill and I come out to do one of these gigs, they ll be like, that was interesting.
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It was really, really cool.
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So just send us an email, listener at advancedsellingpodcast.com.
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Put in come see us in the subject line there.
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You know, that s the case, though, for trainers, for coaches, for speakers.
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When you ask, well, how was it?
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There s usually kind of the obligatory, no, it was good.
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It was good.
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What d you learn?
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You know, a lot of recap and funny stories.
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That s good stories.
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What was his name?
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I can t remember.
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Was it Jonathan?
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So that happens all the time, but not with us.
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Nope.
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When you say, oh, these guys brought their microphones and headphones.
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That sounds arrogant.
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Well, no, no.
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It s just different.
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It s just different.
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It s not like we re better than everybody else.
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It s just different.
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It s unique.
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Okay, so here is a, I know how much you like music trivia, Brian.
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I love it.
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And this is a song that was somewhat popular in the 70s.
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It wasn t, this is a group that did a lot of stuff.
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Yeah.
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And so I m going to play for you the first 10 seconds.
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Okay.
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See if you can get it.
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Okay.
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And then this song has a unique ending.
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Okay.
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And so you ll not only need to get the song, which again, it may be tough, but you ll also need to remember the ending.
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So here we go.
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We re past 10 seconds, I take it.
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Well, we are now.
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And again, I got nothing.
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I got nothing.
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Yeah, this was one of my favorite songs.
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Was it really?
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And I keep forgetting that it wasn t a mainstream song.
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It was Chicago.
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That s Chicago?
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It was Chicago.
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Oh, wow.
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And I ll play a little bit of the, just after the instrumental, and then we ll go to the end.
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Then I ll know?
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No, but you might have heard it, but you ve never heard this song, have you?
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No.
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Are you optimistic about the way that things
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Now, I can tell Chicago now.
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This is not fair, then.
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No, it s fair.
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So anyway, at the very end, there was a, and some of you, Doug Drozen, fact checker being one, would recognize, if you recognize this song, you know that at the end, it was a really, it was a great ending.
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And you were always, it was one of those endings you re always trying to figure out, well, when s it going to happen?
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And so.
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We can make it happen.
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Let s see, let s try.
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We can make it happen.
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Yeah.
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We can make it happen.
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We can make it happen.
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That s how it ends.
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Oh, does it really?
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So there s like seven or eight, seven or eight stanzas of the, we can make it happen.
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But when you re in high school, this is cool because you re trying to figure out, well, when is it?
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And that was how it ends.
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That s great.
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Isn t that great?
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That s difficult for a DJ to nail a hook on that.
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But you kind of get a countdown.
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You can kind of tell from the record, can t you?
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Yeah.
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Anyway, so I m sorry I stumped you there, because that was a little obscure.
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Well, it s good.
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Things I noticed, so things I noticed as a listener and a purveyor, not purveyor, a connoisseur of music is, you know, it s 70s, because the tom hits on the drum make the snares rattle.
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You know how a tom head goes do-do-do-do-do on the drums?
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Yeah.
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You ll hear the snares rattle in 70s songs.
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Oh, really?
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Because they couldn t get all that noise out of there.
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Couldn t get all... You know what I mean?
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It s like... Couldn t take it out.
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A little bit on each of those heads.
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And now it doesn t.
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On the toms, which... Never would have known the tom cat made the snare rattle.
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I love that.
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No, that s a great tune.
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What s it called?
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We can make it happen.
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They reminded me of, in the song Magic Carpet Ride by Steppenwolf, you never know when they re coming out of the long instrumental version.
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But you can tell by the bass line.
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The bass line walks you down to when they come back in like, I m not.
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Let s get that next time.
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I want to hear that.
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It goes, do, do, do, do.
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Because I love that song.
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OK, topic today.
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Brian and I were talking in our pre-show conversation, which lasted up to three hours on this one, is what should we not say?
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What are some things that maybe we say that we shouldn t be saying, or maybe things you ve heard sales professionals or sales amateurs say, or just anyone in the customer relationship game?
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So you ve got a few.
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This is going to be a fairly short episode, but we thought we d
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give you a few things, and maybe we can laugh about some of these things, and maybe we can cry.
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I don t know.
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I don t know.
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And if you re listening, you might say some of these things.
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So if you do that, you re like, oh, my gosh.
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I m guilty.
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They caught me.
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As I was writing, I m guilty.
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Yeah.
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I actually say all these things.
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That s why I put it on there.
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I m trying to change.
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I m trying to grow, Bill.
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I m trying to be a listener, right?
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Teacher and a student all at the same time.
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Here we go.
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Ready?
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Let me talk to my boss.
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Let me talk to my boss.
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I don t think this is the salesperson.
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Oh, OK.
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This is the salesperson saying to the customer after getting asked a question, let me talk to my boss.
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Because once you say, let me talk to my boss, these days the customer is going to go, why don t you let me talk to your boss?
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And they know you ve stripped your power, that sort of thing.
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Even if you have to go talk to your boss, you can just say, let me think about it.
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I need to think about that a little bit.
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I need to put pen to paper.
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I m not quite sure.
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Let me do some thinking about that and get an answer back to you by tomorrow.
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And then set a clear future.
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That s good.
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That s good.
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I like that.
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Let me talk to my boss.
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Don t say that.
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Okay, I m going to role play here with you.
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Oh, please.
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So Brian, I m the prospect.
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Okay.
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I m the salesperson.
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You re the prospect.
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And I ve just asked you a question.
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Let s say you ve invited me in.
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And I ve just asked you a question that I want to find out what your problem is.
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So tell me, Brian, what, you know, you invited me in because you had some interest in the ABC product, but tell me what s, what s going on around here that would cause you to be interested in this product?
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What are some of the problems or issues you re facing?
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Well, I can t get, we ve had some outages IT-wise that we were down over the weekend a little bit.
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And every time we re down, I ve got to call people.
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I m paying double overtime for that sort of thing.
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OK, great.
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Great.
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Great.
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Great.
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Great.
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Why do we say great when someone has just shared that they have a fricking problem?
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Oh, great.
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Oh, good.
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Awesome.
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Brilliant.
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Awesome.
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Brilliant.
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Great.
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Fantastic.
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Oh, good.
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You went very long with it.
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I was.
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I was waiting for you to say something back.
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I m like, where are we going here?
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Improving.
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No, but you handled it.
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It was perfect.
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But yeah, so if somebody just shares with you a problem they are emotionally invested in solving, don t say, great.
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It s not what they want to hear.
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And I know you re thinking, it s great for me because I may have a chance to sell something.
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That s funny.
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We do that, don t we?
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When they re saying their problems are big.
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Oh, that s good.
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Oh, that s good.
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Very good.
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I love people that have deadly problems like this.
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Really, that bad?
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You were here on the weekends?
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Oh, good.
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Good.
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Great.
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Yeah.
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It s funny.
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You were a stud.
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Never say, oh, I can discount that for you.
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We can take something off of there.
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Remember Chris Werthwein s little story about that?
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It s one of our old clients, Bill s client, that was going to buy something.
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And this software program was like $75,000.
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And he had a guy come in, and it was like $50,000 or something.
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And Chris was like, whoa, wow.
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And the guy s like, oh, don t worry.
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I can take something off of that.
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Yeah, he took $20,000 off.
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And then Chris is like, whoa.
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That s not.
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It was lower anyway.
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So yeah, don t say, oh, I can discount that.
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We ve got a program.
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Just don t use that language to people.
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That s good.
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All right.
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I can come off the top a little bit on that.
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Well, we can sharpen our pencil.
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Yeah.
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Yeah, we can look at some things.
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I mean, we re open.
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We re open to talking.
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Okay, here s one where you it s a first call you landed the appointment.
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Yeah, you re in front of the prospect And you ve exchanged your pleasantries and now it s time to start you say to them Brian, thanks for letting me come in today.
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Yes
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or thanks for agreeing to see me.
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Yes.
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What it does is it puts you in the one down position.
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Totally.
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And it just de-positions you.
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Totally.
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It de-platforms you, as we say.
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So you re on the platform.
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You got the position.
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You got the authority.
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And you walk in and say, hey, thanks so much.
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I was begging for the last six months to get in here.
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And you finally allowed me.
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I owe you one.
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Tip of the hat to you, sir.
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That s right.
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So don t say that.
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No.
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Instead say, you know, I have no idea how you wound up on my calendar.
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What do you got?
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Because I m in a hurry here.
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What are we doing?
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Yeah, something in lieu of that, just something.
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I m glad we were able to get together.
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I m glad we were able to make this work today.
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I enjoy meeting new people.
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I m real interested to learn about
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businesses and things.
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It s just something I just geek out on.
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So that s really good.
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Thank you so much for having us in today.
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OK, you re in the sales call.
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You re at the end.
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It s gone OK enough to put a proposal together or take another step.
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You say, Bill, it s been a great conversation today.
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How about I put some things together and shoot them over Friday?
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OK, if I give you a call next week?
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Don t say that.
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Don t ever say that.
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You know where I m going.
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You listeners know I m crazy about this clear future stuff.
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Yeah, yeah.
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Because everyone s going to say yes to that.
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And then you re going to send something over into the abyss.
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I ll look at it this weekend.
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Oh, for sure.
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Yeah, yeah, yeah.
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Because I ve got nothing else to do.
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Because that s where I spend my weekends.
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Right.
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Yeah.
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Because I was in here with the overtime IT guys, right?
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Yeah, don t say, is it OK if I call you next week?
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Get your calendar out instead of follow-up meeting while you re sitting there so you re not chasing people around.
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What do you think about the, I ll send you some thoughts on Friday.
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Opposed to that?
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It depends.
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As long as there s a clear future date set, I m OK with an in-between, a little bit looser.
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So you re sending the proposal?
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It depends on what stage you re in.
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Could be some thoughts, options.
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And it depends on the size.
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Yeah, yeah.
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Okay, all right.
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Here s one that I know we hear about a lot, and we know not to do this, but sometimes our ego overtakes us in the moment.
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Yes.
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Is that enough of a lead up?
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That s good, I like it.
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Good lead up.
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And that is downgrading, downplaying, talking bad about your competition, or about another vendor, even if it s somebody who s not your competition.
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I think anytime you have something bad to say about someone else in your industry, you just don t say it.
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No.
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And maybe it could have been that you were with the company.
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I know this happens a lot where I moved from ABC to DEF, and ABC treated me badly, and they re a bad company.
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But if you re with DEF and competing now, you don t have to bring them.
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You can say, look, I was with ABC for seven years, had a great time.
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I decided to move for a lot of different reasons.
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And I have nothing but good things to say about them, but let s talk about your deal.
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That s really good.
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There s a quote I heard from Maya Angelou.
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Am I saying that right, Angelo?
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I think so.
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And she says, there s a light in everyone.
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And your job is to find the light in everyone.
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And so if you re ever mad at someone.
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You re in my competition.
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Exactly.
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You re in my competition.
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You re an Uber driver.
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Someone that s annoying you at work.
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You ve gone too far.
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You ve taken us too far.
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If you get frustrated with another human, flip that switch in your brain and say, I ve got to find the light.
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That s my little thing I do now.
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Find the light.
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Find the light.
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I ve got annoying people next to me or whatever.
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There s a light in everybody.
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I know.
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Right now.
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No, no, no.
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No, we re good.
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In this room.
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In this room.
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You got to search hard.
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OK, next one.
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Ready?
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I heard a saying that I really like, and I think it was E.E.
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Cummings, who always had little e, little e, Cummings.
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Correct.
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Yes.
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Which I think was brilliant.
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He used to introduce himself as E.E.
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Cummings.
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He did.
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He did.
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I think he had some periods underneath the e, or behind the e. But anyway, he said something about,
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Be nice to people because they re all fighting a battle you know nothing about.
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Oh, I love that.
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That s great.
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It s something like that.
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It s true, too, isn t it?
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You just don t know.
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When someone s a jerk, you don t know what battles they re fighting.
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No, you don t.
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And so I like your find the light.
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OK, my next one to never say.
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And we ve had clients that we ve heard this in the training room.
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So Bill.
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Can I ask you a couple of questions here?
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That s OK to say.
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Don t say this, though.
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So what keeps you up at night, Bill?
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Oh, God.
1
SPEAKER_01
What keeps you up at night, Bill?
1
SPEAKER_01
What keeps me up at night is bad Mexican food and cheap tequila.
1
SPEAKER_01
Tom, what keeps you up at night?
1
SPEAKER_01
Late coffee.
1
SPEAKER_01
Exactly.
1
SPEAKER_00
A late kick coffee.
1
SPEAKER_01
That s just old.
1
SPEAKER_01
It s seen its day.
1
SPEAKER_01
There was a time and place for that.
1
SPEAKER_01
It s done now.
1
SPEAKER_01
It s just so, you know, just don t say that.
1
SPEAKER_01
It s so salesy.
1
SPEAKER_01
Don t say that.
1
SPEAKER_01
You can get into things that are affecting the business and them and that sort of thing in a different way.
1
SPEAKER_01
Don t say what keeps you up at night.
1
SPEAKER_01
Because for some people, nothing.
1
SPEAKER_00
There s a lot of variations of that one.
1
SPEAKER_00
What has your attention these days, Brian?
1
SPEAKER_00
And that might be a little better.
1
SPEAKER_00
But I think if you re calling on business owners, what are some of your initiatives that you re paying attention to?
1
SPEAKER_00
Be a little less clever about it.
1
SPEAKER_00
Exactly.
1
SPEAKER_00
It s trying too hard.
1
SPEAKER_01
Don t try so hard with that one.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Here s my final one.
1
SPEAKER_00
Don t say, we d really love to work with you, or we d really love to have your business.
1
SPEAKER_00
Yes.
1
SPEAKER_00
And I think by the notion that you re there and in pursuit, that s kind of an understood thing.
1
SPEAKER_00
I do think it s OK to say, in the event we do business, we would really enjoy our work because you guys are good at A, B, and C, and we re pretty good at D, E, and F. And I think the combination of those things would be great.
1
SPEAKER_00
But of course, that s a decision we re all going to have to make at some point.
1
SPEAKER_00
Yes.
1
SPEAKER_00
But I think you can say that without saying, man, we d love to earn your business.
1
SPEAKER_00
We d love to have your business.
1
SPEAKER_00
There d be nothing that would make me happier this year than to get this deal.
1
SPEAKER_00
Yeah, what can we do?
1
SPEAKER_00
What can we do to earn your business?
1
SPEAKER_00
What do we need to do?
1
SPEAKER_00
Don t say that.
1
SPEAKER_00
Come on, let s just do it.
1
SPEAKER_00
There s another one.
1
SPEAKER_00
What do we need to do?
1
SPEAKER_00
Let s just get this thing done, Brian.
1
SPEAKER_00
What do you need?
1
SPEAKER_00
20 off the top?
1
SPEAKER_00
You want me to sharpen my pencil?
1
SPEAKER_00
Let me talk to my boss.
1
SPEAKER_00
Travis, you want to sharpen my pencil?
1
SPEAKER_01
Let me talk to my boss.
1
SPEAKER_01
That was good.
1
SPEAKER_01
That s a good little thing to listen to.
1
SPEAKER_01
Just check yourself, right?
1
SPEAKER_01
That s just a thing to go through and check yourself to say, do I say some of these things?
1
SPEAKER_01
Do I say versions of them?
1
SPEAKER_01
Am I in a blind spot here?
1
SPEAKER_01
Just a really good thing.
1
SPEAKER_01
Good self-assessment.
1
SPEAKER_01
Easy thing to do.
1
SPEAKER_01
I m sure we d come up with a big list of those.
1
SPEAKER_01
We could even do a LinkedIn group.
1
SPEAKER_00
We should.
1
SPEAKER_01
We should.
1
SPEAKER_01
LinkedIn group post.
1
SPEAKER_01
So we ll do that.
1
SPEAKER_01
We ll put a post in LinkedIn to say, what are some things in your experience that salespeople shouldn t say?
1
SPEAKER_01
That d be a really good audience participation exercise.
1
SPEAKER_01
So again, Bill and I are on the road.
1
SPEAKER_01
If you d like us to come visit you, send us an email.
1
SPEAKER_01
Listener at advancedsellingpodcast.com.
1
SPEAKER_01
Put in the subject line, come see us.
1
SPEAKER_01
And we ll get the ball rolling to come to your next sales meeting or sales event.
1
SPEAKER_01
And as you know, we re going to be putting more information in the LinkedIn group.
1
SPEAKER_01
So if you re not a member,
1
SPEAKER_01
Join 9,200-ish of your friends in our LinkedIn group, advancedsellingpodcast.com slash LinkedIn, or just go to LinkedIn and search for Advanced Selling Podcast.
1
SPEAKER_01
That is it.
1
SPEAKER_01
We ll see you next time on the Advanced Selling Podcast.
1
SPEAKER_01
I think it was Chicago Five.
1
SPEAKER_01
It was Chicago Five.
1
SPEAKER_00
I think you re right.
1
SPEAKER_01
See you next time.
1
SPEAKER_01
Bye.
1
SPEAKER_01
Bye.