0
SPEAKER_00
Welcome back to the Advanced Selling Podcast, the longest running sales training podcast.
0
SPEAKER_00
I m Bill Kasky.
0
SPEAKER_00
I m Brian Neal.
0
SPEAKER_00
Very good.
0
SPEAKER_00
You were right on cue, man.
0
SPEAKER_00
You re getting the hang of this, Brian.
0
SPEAKER_01
I m trying.
0
SPEAKER_01
It s all timing.
0
SPEAKER_01
Isn t it though?
0
SPEAKER_00
I know.
0
SPEAKER_00
Radio is all timing.
0
SPEAKER_00
Podcasting is all timing.
0
SPEAKER_00
400,000 episodes and you re getting this thing.
0
SPEAKER_00
So we are glad you ve joined us today.
0
SPEAKER_00
If you are new to the Advanced Selling Podcast, which I know we have hundreds of people each week who are new, go to advancedsellingpodcast.com and there is a section on that site for new listeners.
0
SPEAKER_00
We give you, I think it s our top 10 episodes of all time and good acclimation orientation if you re just joining us.
0
SPEAKER_00
You don t have to go all the way back to number one to get to number
0
SPEAKER_00
You can watch or listen to these 10 that we ve put on the website, and that will kind of acclimate you and get you going.
0
SPEAKER_00
So glad you re here.
0
SPEAKER_00
We love our listeners.
0
SPEAKER_00
Go to LinkedIn and join us on that journey, and let us know who you are, a little bit about you.
0
SPEAKER_00
And also, I forgot to shout out last time to two dudes, Drew and Jay.
0
SPEAKER_00
And I don t know if you ve heard of them.
0
SPEAKER_00
No, they re in the mountain west of this company that I was working with.
0
SPEAKER_00
And they re both avid podcast listeners, Drew and Jay.
0
SPEAKER_00
And I just wanted to say hi to them.
0
SPEAKER_00
Drew was at the event.
0
SPEAKER_00
Talked to him for a minute.
0
SPEAKER_00
Jay was not.
0
SPEAKER_00
But Jay is an avid listener.
0
SPEAKER_00
Hi, Drew.
0
SPEAKER_00
Hi, Jay.
0
SPEAKER_01
Probably caught some snow out west, didn t they, here last May?
0
SPEAKER_01
Snowstorm in Denver.
0
SPEAKER_00
Yeah, they might have.
0
SPEAKER_00
I was in Denver a couple of weeks ago, and it was 80, 85.
0
SPEAKER_00
And Kara, my daughter who lives there, said it was snowing all weekend.
0
SPEAKER_01
Yeah, it was big snows.
0
SPEAKER_01
OK, I ve got a scruples question for you, Bill.
0
SPEAKER_01
This is a what would you do?
0
SPEAKER_01
That show that s on ABC, right?
0
SPEAKER_01
No, we re not going back to Marty.
0
SPEAKER_01
Nope.
0
SPEAKER_01
All done watching bad 80s videos.
0
SPEAKER_01
So I don t know about you, do spring cleaning, like clean out your garage, closets, things like that.
0
SPEAKER_01
And inevitably you fill up a couple of trash bags full of really nice stuff and you take it to Goodwill.
0
SPEAKER_01
And Goodwill s a really great causal thing, provides people s jobs, allows people to get really good things at really affordable prices.
0
SPEAKER_01
So we take things to Goodwill, usually two times a year.
0
SPEAKER_01
So you pull into the Goodwill that I go to, it s a big drive-through area, big boxes, and they re labeled household items, clothing, gear, all this jazz.
0
SPEAKER_01
So I pull in and I go and drop off my household goods, and I plop them into the big box, and I look down, and I see about 30 brand new, a couple brand new, not all in the sleeve, albums that are pristine, like,
0
SPEAKER_01
Bruce Springsteen, Prince, like Wheelhouse.
0
SPEAKER_01
I have a record player, by the way.
0
SPEAKER_01
I love albums.
0
SPEAKER_01
I start flipping through these albums.
0
SPEAKER_01
I m like, oh my gosh, this, these, I would want all of these.
0
SPEAKER_01
You re delivering things you don t want anymore at the same time.
0
SPEAKER_01
I m shuffling through the stuff and I m asking myself.
0
SPEAKER_01
One man s trash is another man s treasure.
0
SPEAKER_01
So I collect, I have really nice old albums.
0
SPEAKER_01
They re really expensive.
0
SPEAKER_01
I mean, you go get Bruce Springsteen born in the USA, you re going to pay 35, 40 bucks.
0
SPEAKER_01
It was, there was a one brand new in the shrink wrap from like when we bought them back in the day.
0
SPEAKER_01
So I m starting in my head going, you know, these haven t like been through the process yet.
0
SPEAKER_01
Clearly someone doesn t want them.
0
SPEAKER_01
I do.
0
SPEAKER_01
What s the problem?
0
SPEAKER_01
I m a donator.
0
SPEAKER_01
There s no big deal here.
0
SPEAKER_01
Then I m thinking, I guarantee there s cameras all over this place at the Goodwill.
0
SPEAKER_01
Like I could just see me, you know, NFL referee busted for looting at the Goodwill.
0
SPEAKER_01
I m like, what do I do with this?
0
SPEAKER_01
And I literally, I sat there for a few minutes and there s, you know, there s no cars behind me.
0
SPEAKER_01
And I m like, I don t know what to do.
0
SPEAKER_01
I literally don t know what to do.
0
SPEAKER_01
And then I left them.
0
SPEAKER_01
I did not take the albums, but gosh, I wanted to so badly.
0
SPEAKER_01
Yes.
0
SPEAKER_00
And then I, and again, I have, I can have a really active, um, like nonsense mindset come upon me.
0
SPEAKER_00
Then I started picturing, I, I like, you know, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I, I,
0
SPEAKER_01
picture me, I m just going to take this one.
0
SPEAKER_01
And I pull out all of a sudden, these alarms go off, these cops come out, like, freeze, what are you doing?
0
SPEAKER_01
I m like, I better not.
0
SPEAKER_01
So someone should go to the Goodwill in Indianapolis, Indiana on Keystone Avenue.
0
SPEAKER_01
And why don t you go back and see how much they owe you?
0
SPEAKER_01
Maybe they re not sitting there.
0
SPEAKER_01
Yeah, exactly.
0
SPEAKER_01
Good point.
0
SPEAKER_01
I didn t think about that to go back yet.
0
SPEAKER_01
So anyways, so I think I passed my scruples test.
0
SPEAKER_01
Yeah, I think it was.
0
SPEAKER_01
But I think it was really tempting.
0
SPEAKER_01
really tempting.
0
SPEAKER_01
Yeah, who the hell you got to be living under a rock if you don t realize you got right, like so much value in albums these days, because albums are really making a comeback really hard to find.
0
SPEAKER_00
You know, I don t know, but someone or you might have gotten that home and then realize the dude had a shrink wrap machine and he was throwing all sorts of crap out scratch numbers.
0
SPEAKER_01
Yeah, yeah.
0
SPEAKER_01
Born in the USA is all scratched up.
0
SPEAKER_01
Bonk, bonk, bonk, bonk.
0
SPEAKER_01
That was my imitation of a-.
0
SPEAKER_00
Yeah, that s good.
0
SPEAKER_01
That s a good- Born in the USA.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
That s a good scruples test.
0
SPEAKER_00
Well, I m glad you passed it.
0
SPEAKER_00
Thank you very much.
0
SPEAKER_01
Hard validation, but boy, it was on there.
0
SPEAKER_01
So let s go topic.
0
SPEAKER_01
Session two of the bridge to the offer topic.
0
SPEAKER_01
We talked a little bit last time about some of the mistakes we see our clients make.
0
SPEAKER_01
Gave you some ideas on how to fix those.
0
SPEAKER_01
And we worked through a process.
0
SPEAKER_01
So we ve had a sales call.
0
SPEAKER_01
We found some motive.
0
SPEAKER_01
And some issues, we ve highlighted those in what we heard, three-point bullet list, and we did our transition statement.
0
SPEAKER_01
Now we re going to talk about framing up our offer.
0
SPEAKER_01
How do we frame up our offer in a way that doesn t diminish all the stuff we ve just done before?
0
SPEAKER_01
You want to go, I wrote one thing on my board so far.
0
SPEAKER_00
Yeah, this is an interesting topic, because it s not something that sales professionals usually deal with.
0
SPEAKER_00
It s more of a marketing kind of question.
0
SPEAKER_00
Like, how do we frame our product?
0
SPEAKER_00
Well, so here s some thoughts.
0
SPEAKER_00
Number one.
0
SPEAKER_00
I think you start your offer with the transformation or the end result that most people come to you wanting.
0
SPEAKER_00
So in our business, people come to us, they might want more sales, they do, they want
0
SPEAKER_00
better control of the process they want to achieve at higher levels, but there might also be some deeper meaning issues that they come wanting.
0
SPEAKER_00
And so I think when you start your offer, it s important to have the ideal outcome, generally, the general ideal outcome, like look, typically,
0
SPEAKER_00
Here s our goal, our mission for you whenever we have a new client like you might be.
0
SPEAKER_00
Here s what we re after.
0
SPEAKER_00
Here s our mission.
0
SPEAKER_00
Here s our job.
0
SPEAKER_00
Here s the overarching theme of this work.
0
SPEAKER_00
I think that s a good place to start.
0
SPEAKER_00
Rather than starting with their pain and their problems, I think you go taller, go higher.
0
SPEAKER_01
You have to.
0
SPEAKER_01
And that s what we see.
0
SPEAKER_01
If we see any pullback here, it s pullback into feature function stuff.
0
SPEAKER_01
which just, again, I said it in the setup, it diminishes what you ve done so far.
0
SPEAKER_01
If you ve done a good job of evaluating and getting a problem and opportunity out on the table and some emotional twinge to it, and then you go and start talking about logins and reports and dashboards, it s like, huh?
0
SPEAKER_01
Like we went backwards.
0
SPEAKER_01
So I wrote down, I ve got, no, I just wrote another thing down.
0
SPEAKER_01
First thing I wrote down, I didn t expect to write down, you know when that happens?
0
SPEAKER_01
Okay, wouldn t have expected me to write this down, but I did.
0
SPEAKER_01
If this is true, I would lead with, or consider leading with what you can t do on the list first.
0
SPEAKER_01
It s the elimination drill.
0
SPEAKER_01
So someone might say, we can help with, you know, I ve got a motivation problem, I ve got a CRM systems problem, and I ve got a top of the funnel problem.
0
SPEAKER_01
I m like, okay, so here s what I heard, motivation, CRM, systems, okay.
0
SPEAKER_01
I m gonna hit the CRM thing in the middle first.
0
SPEAKER_01
So I m gonna be super clear, I m not a CRM consulting group.
0
SPEAKER_01
I have some value there, I know them, we use one, but that is for a different person.
0
SPEAKER_01
Now it s simpler.
0
SPEAKER_01
So now I m like, okay, that s off the table.
0
SPEAKER_01
Boom.
0
SPEAKER_01
Versus I think a lot of people try to hit everything.
0
SPEAKER_01
Like, how can I spin CRM into my offer?
0
SPEAKER_01
It really doesn t fit, you know?
0
SPEAKER_01
Because a lot of people would go, well, here s what we do with these programs.
0
SPEAKER_01
And here s the benefit to the CRM that the people will be more bought in and dah, dah, dah.
0
SPEAKER_01
I m like, I don t know if I can.
0
SPEAKER_00
Yeah, we have a guy back in the back who used to be with Salesforce.
0
SPEAKER_00
I think he might be able to offer a few.
0
SPEAKER_00
If you don t do that and don t specialize in it and they have a problem with it, find somebody who does and be willing to just be authentic and be honest.
0
SPEAKER_01
I think salespeople are afraid to do that.
0
SPEAKER_01
I think they try to spin their offer and to hit every possible thing.
0
SPEAKER_00
But see, that s part of the value of having this offer laid out and clear.
0
SPEAKER_00
You don t have to bring other things into it.
0
SPEAKER_00
This is enough.
0
SPEAKER_00
What you do in your core business is enough.
0
SPEAKER_00
You don t need to be spinning and trying to
1
SPEAKER_00
include things and add on, you know, additions to the house.
1
SPEAKER_00
This is your core offer.
1
SPEAKER_00
Yes.
1
SPEAKER_00
Okay, good.
1
SPEAKER_00
I like that.
1
SPEAKER_00
Yep.
1
SPEAKER_00
So making sure upfront that you decline if there s any area you just don t work right out of the gate.
1
SPEAKER_02
I think it builds trust to I think it tells the person the other and I m not looking to do everything and all things for you.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
My second part, once I do the transformation, and then we do the declination of if there s something that you don t work on, I think it s important to talk about the roadblocks to the transformation.
1
SPEAKER_00
So let s suppose that somebody calls us in, and one of the roadblocks to this is that they re afraid their people aren t coachable.
1
SPEAKER_00
Yeah, let s just say that because that would be a that would be a definite roadblock for us.
1
SPEAKER_00
If the CEO says, you know, we ve tried things like this before.
1
SPEAKER_00
They re, they re just not coachable.
1
SPEAKER_00
Yeah, then that would be a roadblock.
1
SPEAKER_00
And it might even be so much of a roadblock that we decide that we don t want the engagement, but I m never, I don t want to give up that quickly.
1
SPEAKER_00
We might want to talk about the roadblocks that could occur and how we are going to navigate around them if possible.
1
SPEAKER_00
Because there s always going to be yellow flags, roadblocks, objections, whatever you want to call them.
1
SPEAKER_00
And I think we deal with those head on.
1
SPEAKER_00
Don t let the customer bring them up first.
1
SPEAKER_00
Now, we may not hit them all, but if you have three or four or five common objections, bring them up, talk about them as part of this journey.
1
SPEAKER_00
have to do that.
1
SPEAKER_02
I love that.
1
SPEAKER_02
I love the idea of being unafraid to do that.
1
SPEAKER_02
And so many people are afraid to do that.
1
SPEAKER_02
Well, don t tell them.
1
SPEAKER_02
They might think of that.
1
SPEAKER_02
You know, they re going to think of it.
1
SPEAKER_02
I guarantee you.
1
SPEAKER_02
You re prompting them.
1
SPEAKER_02
And if you can bring it up, and then it is a roadblock, you should talk about it before you get into it.
1
SPEAKER_02
Figure it out before.
1
SPEAKER_02
Once we get into an engagement, you re trading me money, and then it s tough.
1
SPEAKER_02
I wrote down, this takes practice.
1
SPEAKER_02
I talked in the first episode about one of the root causes of this issue is the lack of practice.
1
SPEAKER_02
I wrote down the word connective story.
1
SPEAKER_02
Connective story.
1
SPEAKER_02
I think people really want to hear
1
SPEAKER_02
other stories about other companies and other people that have been through what they re going through.
1
SPEAKER_02
Totally agree.
1
SPEAKER_02
Right?
1
SPEAKER_02
So I wrote down in quotes, this is a little thought starter for you listeners, is this sounds a lot like blank client.
1
SPEAKER_02
So I m going to be talking to Bill.
1
SPEAKER_02
He s telling me these things like, okay,
1
SPEAKER_02
So let me do this.
1
SPEAKER_02
I m going to, I m going to first talk through the three things that I heard, um, make sure I can cover those.
1
SPEAKER_02
And then I do want to put this into context with a story.
1
SPEAKER_02
This sounds a lot like a client that I have in Chicago.
1
SPEAKER_02
It s just like mirrors really closely.
1
SPEAKER_02
So I m gonna tell you that their experience so far and then how, what we did there would help you.
1
SPEAKER_00
connected.
1
SPEAKER_00
Here s something you can even do if you re going to go down that route with this story, is you can make your transformational declaration, this big picture mission, theirs.
1
SPEAKER_00
So let me show you something.
1
SPEAKER_00
This reminds me of Herb in Chicago.
1
SPEAKER_00
And Herb came to us, and here was what you wanted to accomplish, and then put that in there.
1
SPEAKER_00
So now it s like, oh, well, if Herb wants that, I don t know Herb, but yeah, that s kind of what we want to accomplish, too.
1
SPEAKER_00
So you can mix and match these things.
1
SPEAKER_00
That s good.
1
SPEAKER_00
I wonder how many millennials name their kid Herb these days.
1
SPEAKER_00
Well, there was a golfer yesterday in the PGA a couple of weeks ago on the PGA, Webb.
1
SPEAKER_00
Webb?
1
SPEAKER_00
His name was Webb?
1
SPEAKER_00
Yeah, and he s a young guy.
1
SPEAKER_00
Good, you know, Webb.
1
SPEAKER_00
Webster?
1
SPEAKER_00
I don t know.
1
SPEAKER_00
Yeah, Webb.
1
SPEAKER_00
That s like Dutch.
1
SPEAKER_02
Hey, Dutch.
1
SPEAKER_02
Yeah.
1
SPEAKER_02
Well, it s like there s an IndyCar racer named Renus VK.
1
SPEAKER_02
And I looked him up, his parents were at the race the other day, and his parents are named like Voschenklauschenfluschenfluschen, because he s Dutch or something.
1
SPEAKER_02
And I m like, what?
1
SPEAKER_02
And I m like, ah, they just shortened it to V-E-K, and then they spelled it out.
1
SPEAKER_02
I didn t know that.
1
SPEAKER_02
Oh, V-E-K-A-Y.
1
SPEAKER_02
V-E-K-A-Y.
1
SPEAKER_02
I m assuming no one said that, but when you look at his last name, it s literally like 100 characters.
1
SPEAKER_02
Yeah, of course.
1
SPEAKER_00
Sorry, we digress.
1
SPEAKER_00
OK, here s something else that I would put into my offer.
1
SPEAKER_00
And then I want to talk about how to actually display this if you re going to share your screen.
1
SPEAKER_00
I think it s good to say what happens first and second and third.
1
SPEAKER_00
If you decide to engage with us and we go down this journey together, let me share with you what the map looks like.
1
SPEAKER_00
or what the first 30 days, 90 days, first year, whatever it is, looks like.
1
SPEAKER_00
I wouldn t go any more than three to five steps.
1
SPEAKER_00
But people, I think, want to know.
1
SPEAKER_00
That s part of the offer, is how you re going to start and how you re going to introduce some of these concepts or whatever.
1
SPEAKER_00
So I like a timeline of some type.
1
SPEAKER_00
Yeah, same.
1
SPEAKER_02
I love timelines and spectrums.
1
SPEAKER_02
Yeah, so my last thing I wrote on my board here is the word options.
1
SPEAKER_02
I wrote options.
1
SPEAKER_02
I m a big fan of co-creating a program with someone that doesn t mean everything s custom.
1
SPEAKER_02
It means that there are some options, there are different ways to engage.
1
SPEAKER_02
I do what we ve been teaching you, I tell the story, I connect it, I talk about what I can t do, and I m left with these options.
1
SPEAKER_02
So I may have started with five, I ve dwindled that down to essentially two.
1
SPEAKER_02
And I might say of these two options, let s talk through this and decide what you feel most comfortable with.
1
SPEAKER_02
And I ll give my guidance and hopefully we can land on something that works for both of us, you know, tactically and economically.
1
SPEAKER_02
So I think people love choices.
1
SPEAKER_02
I think they love to co-create with salespeople.
1
SPEAKER_02
I do think that.
1
SPEAKER_02
I think it makes people feel a little uncomfortable when you don t give them any choices.
1
SPEAKER_02
I agree.
1
SPEAKER_02
I d say here s the deal, Bill.
1
SPEAKER_02
It s this, you know, it s $15,000 a month and you got to meet me four times a month for two hours.
1
SPEAKER_02
You might go, Oh, can we, is there any wiggle room on any of that stuff?
1
SPEAKER_00
You know what I mean?
1
SPEAKER_00
Sorry.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
No, and that s good.
1
SPEAKER_00
And if you are in a business, cause I m imagining some of our listeners are saying, well, yeah, but I don t really have any options.
1
SPEAKER_00
Create options.
1
SPEAKER_00
Absolutely.
1
SPEAKER_00
Maybe one of the options is they get access to you for an extra meeting a month.
1
SPEAKER_00
Or maybe there s a planning session.
1
SPEAKER_00
It s $10,000 a month.
1
SPEAKER_00
But if you do the planning session, it s $2,500 up front.
1
SPEAKER_00
But that reduces the thing.
1
SPEAKER_00
You ve got to get creative with this stuff.
1
SPEAKER_00
Absolutely.
1
SPEAKER_00
Because at some point, people, and I know that we think that we re far above the infomercial world.
1
SPEAKER_00
But you can take some cues from that.
1
SPEAKER_00
They re very good at saying, here s what you get.
1
SPEAKER_00
If you order in the next five minutes, you get this.
1
SPEAKER_00
If you order in the next two minutes, you get this.
1
SPEAKER_00
And people order because they don t want to miss out on those things.
1
SPEAKER_00
And you might laugh at them and look down on them, but they re the original offer makers.
1
SPEAKER_00
And if we can just learn a little bit, put it into our words, make it professional,
1
SPEAKER_00
I think you can create two or three options of your offer that don t have to be dramatically different.
1
SPEAKER_00
They could just be adding a couple of things.
1
SPEAKER_00
That s it.
1
SPEAKER_02
And everybody, and I love that you said, you got to make your own, you got to make options.
1
SPEAKER_02
I didn t think about the infomercial that, and people watch it, Emeril Lagasse now, he s on every channel.
1
SPEAKER_02
If you flip channels, Emeril Lagasse is selling these pans, he s on every channel, and he does exactly what we re talking about.
1
SPEAKER_02
Starts with a problem, here s an issue, make dinner for my family, here s his pan, he does it, you see the end, he washes it real clean, da-da-da-da-da, and then here comes the offer, right?
1
SPEAKER_02
Da-da-da-da-da, three easy payments.
1
SPEAKER_02
Three easy payments for the low of 20 bucks a month, right?
1
SPEAKER_02
I m 20 a month, right?
1
SPEAKER_00
a recipe book that is right.
1
SPEAKER_00
It s got 25 recipes just for this pan.
1
SPEAKER_02
It won t work in any other pan.
1
SPEAKER_02
Meals for four under $20.
1
SPEAKER_02
I mean, seriously.
1
SPEAKER_02
And again, I like Bill, you say everyone s like, oh, that s dirty and gross and it whatever.
1
SPEAKER_02
And you don t have to do it exactly.
1
SPEAKER_02
It doesn t have to be pitchy.
1
SPEAKER_02
It doesn t have to be an announcer voice.
1
SPEAKER_00
No.
1
SPEAKER_02
Get the concept, not the actual thing itself, right?
1
SPEAKER_02
Get the concept.
1
SPEAKER_00
It works.
1
SPEAKER_00
Billy Mays.
1
SPEAKER_00
Just think Billy Mays.
1
SPEAKER_00
I was a hundreds millionaire, but unfortunately he d God bless him.
1
SPEAKER_02
But anyway, but anyway, yes, we do.
1
SPEAKER_02
Yeah.
1
SPEAKER_02
There s something to be said there.
1
SPEAKER_02
That s interesting.
1
SPEAKER_02
Be a good, good episode.
1
SPEAKER_02
Pull comebacks.
1
SPEAKER_02
Um, some of our favorite Billy makes number Don, uh, Don LaPree, is that his name?
1
SPEAKER_01
how to make for my one bedroom apartment, I made $10,000 a month.
1
SPEAKER_01
Remember that guy?
1
SPEAKER_00
I remember Ron Popeil.
1
SPEAKER_00
Ron Popeil was the original starter.
1
SPEAKER_00
And then the Dollar Shave Club dude.
1
SPEAKER_00
Dollar Shave Club.
1
SPEAKER_00
He s in jail, I think.
1
SPEAKER_00
Teddy Ruxpin.
1
SPEAKER_00
What is it about these guys?
1
SPEAKER_02
No, in jail, I don t know.
1
SPEAKER_02
What about, well, remember the, the slam, the retina.
1
SPEAKER_02
Oh, yeah, yeah.
1
SPEAKER_00
ShamWow, ShamWow.
1
SPEAKER_02
ShamWow, yeah.
1
SPEAKER_02
We could have some fun with that.
1
SPEAKER_02
The Knives guy, Teddy Ruxpin.
1
SPEAKER_02
There s a guy who sold teddy bears.
1
SPEAKER_02
I remember him.
1
SPEAKER_02
Our next deal is hot, hot, hot.
1
SPEAKER_00
Isn t there a Netflix doc on these guys?
1
SPEAKER_00
It seems like I remember that it was called Pitchman or something.
1
SPEAKER_00
There needs to be.
1
SPEAKER_00
Seems like there is.
1
SPEAKER_00
But anyway, the bottom line is we ve given you four or five elements of your offer.
1
SPEAKER_00
And just make sure you can explain it.
1
SPEAKER_00
And if you want to put it on a PowerPoint, that s great.
1
SPEAKER_00
I just use a PDF that I can just go down and share my screen, and it s got everything on it.
1
SPEAKER_00
It s ordered, so it s just super clear.
1
SPEAKER_00
I can write mine on a whiteboard.
2
SPEAKER_00
either here or I did it just a few weeks ago in a sales call.
2
SPEAKER_00
I just said, let me hop on the whiteboard and draw it up.
2
SPEAKER_00
Then I produce a document that looks just like the whiteboard.
2
SPEAKER_00
But then, right?
2
SPEAKER_00
Right.
2
SPEAKER_02
Okay.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
And go to the LinkedIn group.
2
SPEAKER_00
If you re not a member there, go join Insider.
2
SPEAKER_00
Go join Insider.
2
SPEAKER_00
Go join Insider.
2
SPEAKER_00
Greatest bang for the buck in sales coaching in the world, in my opinion.
2
SPEAKER_00
All right.
2
SPEAKER_00
That s it.
2
SPEAKER_01
See you next time.
2
SPEAKER_00
Bye.