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Welcome back to the Advanced Selling Podcast, the longest-running sales training podcast, the longest-running virtual sales training podcast.
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Now, I am one of your hosts, Bill Kasky.
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I m the other host, remote Brian Neal.
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And we are pleased that you re with us.
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We are pleased every week you re with us.
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We re going on a two-episode-per-week little cadence here and have for the last couple of weeks.
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Don t know when we re going to end it.
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probably be another week or so.
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We want to continue to give you value and we know that times are tough.
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I mean this is difficult for salespeople.
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Brian and I did a webinar here with our listeners and if you didn t get a chance to watch it or listen to it, we re going to take a couple of questions that we didn t answer today.
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But
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We gave the example.
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I said that a lot of times you look at the metaphor.
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Brian used racing, car racing, and qualification as a metaphor.
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I use the metaphor of the horse race, of the thoroughbred.
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And we salespeople are all thoroughbreds.
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We love to race.
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We love to hunt.
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We re out and about.
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We re doing deals, and we re talking, and we re prospecting.
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We re out and about.
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And you tell a horse now, you can t go out.
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You ve got to go out and graze in the field for about two or three months.
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And don t lose your edge, by the way, Thoroughbred, because we re going to come back and we re going to race you again.
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So don t you dare lose your edge.
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And for a salesperson, it s like, well, what is it?
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I mean, because you can t lose your edge in times like this.
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And you can start engaging in bad habits and you can start getting a little soft and you can start not working on your skills.
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And of course, we re all about the opposite of that, which is continue to work on your skills, continue to write, continue to produce content, continue to talk to clients so that when it turns, you re ready
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to race again.
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I love it.
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That s a great analogy.
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I grew up in a horse racing family too.
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Like not that we attended horse races a lot when I was a kid.
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Did you wear the hat?
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Did you wear the hat?
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No.
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Well, my grandpa s, you know, it s probably a bad thing.
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They probably went there too much and spent too much money.
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It s not really a good thing.
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But nonetheless, I didn t know that I was just good.
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They re fun watching the horses and yelling for him and stuff.
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And I was a little kid, but that s a great metaphor that we re, we re not, we, um, it s not stud feed time yet.
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You know what I mean?
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We re not out breeding.
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We re built to move.
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Human beings, we re all built to move.
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And when someone says, don t move, it s really hard.
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Yep.
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We re gonna talk about the Insider, too.
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It s a new program we just launched.
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For years, people said, how do I get coaching from Bill and Brian?
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You never could before.
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the fees were too big for the companies.
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Now you can and it s the ASP insider it is taken off our community has come together.
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It s great.
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We price it so that you can afford it yourself.
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It s a great investment yourself over an annual time.
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It s just it s really, really well worth the community that you re going to get in the coaching you re going to get from me and Bill specifically, you go to advanced learning podcast.com slash insider, make sure you put that slash insider there you get all the details of it.
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And we joke that you can t bury that on your expense report, then you need to find another job.
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It s a deal loser.
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So basically, I did mention last time, things I was done with.
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But I have another add on.
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So we ve got lots of famous people, stars, musicians, people that are coming at pro athletes are coming on our screens everywhere and saying, you can do this, man, just stay home.
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You guys can do it.
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We re in this together.
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They say that.
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I think they should add something to the screen when they do that.
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I think they should add their net worth and their bank balance statement, just their bank balance statement.
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So if I m whoever I am, so I m Alicia keys and I have my net worth is 48 million and my current Merrill Lynch statement, this is my cash and cash equivalents is 14.2 million.
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We can do this together.
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Yeah.
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And have them take a picture of their, of their pad too.
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I mean, Gordon was talking about how he s really bummed out and you look at his past, like a $12 million estate and it s like, which is great.
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I mean, I got, we got Bill and I both have nice pads too.
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We do.
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Okay.
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And it s like, but there s some contextualizing to go on.
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I think I just picture, you know, my friend who s a server, you know, who s paycheck to paycheck and, or, or,
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boyfriend s a barber.
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And they re wonderful people.
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They re working their asses off.
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And then they hear some, you know, famous musician person get on there and say, you can do this.
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We re with you.
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And there are 1000 square foot thing with a $200 million net worth.
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And then Jack Dorsey, who founded Twitter, didn t he give like a billion dollars?
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Didn t he write a check for an amazing amount for, I don t know where it went to, where it went, wouldn t go, wouldn t went to sound like it was Mindiana, didn t it?
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But he ponied up, he ponied up.
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That s what I m talking about, Jack.
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Get the checkbook out, man.
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I love it.
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OK, we are going to take some questions from one of the people that was on our free Zoom call.
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We might have another one of those in the works.
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Stay tuned for that.
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But so he asked us some questions that kind of revolve around person to person in face selling.
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So you ask us three things.
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What is our outlook on in-person sales meetings?
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After this goes away, do we foresee a prolonged delay to scheduling in-person sales meetings?
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And third, what are some good strategies to adapt, to adopt and adapt to be best prepared for virtual sewing?
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Yeah, so let s just riff that a little bit.
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So riff, okay.
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What s the future of in-person sales meetings?
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I have no idea.
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I don t think anybody knows.
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I have no idea.
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I agree.
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I know.
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That wouldn t have been my question.
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I think sometimes when we re in a state of not knowing which we are, and you can call it crisis, chaos, disruption, whatever, you just have to put one foot in front of the other.
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And you just have to, it s almost like you re making your way through a dark forest.
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You re not going to run because you re going to run into a tree, but you re kind of feeling your way.
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And I think that s where we are right now.
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I m not going to put a date out there because I don t believe, and this may be a little negative, I don t believe things are just going to bounce back like it never happened in three months.
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I think this is going to be a long, hard road ahead.
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You re going to see a lot of wreckage, a lot of businesses that think they can make it, and they just can t.
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And you re going to see a lot of people who you thought were really good, and they get let go because they re not or their companies can t handle them.
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So there s a lot of upheaval in the market.
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So I wouldn t, I wouldn t worry about when that s going to happen.
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Your second question, I think is more relevant about virtual.
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I m not dissing your first one, although it probably sounds like I wouldn t, I wouldn t worry about that, man.
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I just it s one foot in front of the others one day at a time, one day at a time.
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Well, use some logic here on this.
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And you play this kind of these all these binary what if games.
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So what if it goes back to how it was, you already know how to do that, hopefully, if that s what you re if you re an outside salesperson.
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And if it doesn t go back, let s go the other way.
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Totally.
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Like there s never another inside sales meeting ever.
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So we know how to do that now too, because we re all doing it via zoom and probably in the middles where we re going to land.
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There may be fewer in some cases, there may be more than other cases.
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There may be people that work through zoom and they go, I hate working through zoom.
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I want to see, I want eyeballs in my, I want to see the people that I m dealing with.
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And so people are going to go, you know, we do the whole thing through.
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And so I think the best word and it s later, he s got a great word in here that I think is great.
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Um, Bo Eason,
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Friend of the show who does a lot of storytelling coaching and personal development work Talks about this.
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I think he got it from a biologist.
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Who s the guy who did all the research down that that island down there?
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Charles Darwin Darwin this might have come from Darwin have to fact-check fact checker Doug check me on this if Darwin said this essentially
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The human species number one gift is adaptability, our ability to adapt to anything.
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And he means from a biological standpoint, from a temperature.
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So that to me, if you say, you know, what do we anticipate?
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I m going to lean on my ability to adapt.
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And that s all I m going to worry about, because we have an incredible ability to adapt to situations.
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It s it s mind boggling, which is why the human species has thrived and thrived for so long.
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So that which doesn t kill us, make us makes us stronger.
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I don t know.
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niche, niche.
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Oh, niche.
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Yeah, like with a zk.
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That guy, Neil niche.
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Here s here s an addition to that is I think it
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You know, we talk about, well, we got to get back and see people.
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But what if the people that you used to see are not in the office?
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Because you may used to, you know, become accustomed to going to see the CEO, CFO, but now the CFO got canned or is no longer with the company.
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And the new CFO is from Tampa, or she s from Tampa.
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So how are you going to work that?
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You re going to have to know how to do virtual because a lot of companies are going to be a lot of real estate, a lot of commercial real estate for sale.
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Agree to that companies are gonna say we don t need all the cubicles and all the lights and all the space we worked at home and we did fine and So you may find your clients are not there to even show up and see anymore.
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Yeah.
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Yep Now what about strategies to get ready for virtual selling?
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He says what are some good strategies to adopt and adapt to be best prepared?
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for virtual selling.
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It s the old adopt-adapt dilemma, asks Jake.
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That old Jake.
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I have.
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So I ll tell you what I ve got written down on here.
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The first thing I wrote down was skill building.
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And Bill talked about this with a thoroughbred example, which I thought was great.
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And this is what we need to do.
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What s great about these tools that we re using.
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So Zoom, Microsoft Teams, GoToMeeting, pick whichever those one of those platforms you re using.
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You can practice every one of these things with your sales team or with a friend or whomever picks somebody or with your spouse or your kid.
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And I don t think people we know that salespeople have an aversion to practice bill.
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And I know that when we do training, people don t like to practice roleplay, whatever you want to call it.
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You have to practice this remote virtual stuff.
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you have to get in and use the tool because there is nothing worse.
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I ve got a rule in our firm.
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We have a rule.
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The technology will never get in the way of the content.
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That s a rule for us.
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And I was on a deal the other day and we were right at the edge of the, we were like at minute five, we were starting at three and it was three Oh five.
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And I called a timeout.
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I m like, timeout, we re going voice only.
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Turn the videos off, screw it, let s get in the way now.
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So you d never let the technology get in the way of the content or the experience.
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So that s a rule we have.
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And then you have, I have a five minute rule.
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That s when that, if we re jacking around with the technology and it s minute six, you know, too late.
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So practice, practice this thing.
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And I m talking about all the functions.
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If you re gonna toggle between a PowerPoint and Zoom, you have to practice that transition, both verbally and technologically, the buttons that you re pushing.
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So that s a thing I would I would highly and the last thing this comes from rough the refereeing business a little bit, you need to plan for the cluster F. Okay, you need to plan for when things go wrong, because this stuff goes wrong, and it s a horrible experience.
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So you need to say, Okay, what if when I like this is a thing sometimes with zoom, when you go to screen share the screen freezes,
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You need to practice what you re going to say and what you re going to do when you flip to your slides and the screen freezes.
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You have to practice what goes wrong.
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And we do that in referee and we practice what if a fellow official gets hurt?
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What if we have six fouls on a play?
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We have a process that we follow.
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So I would practice that also.
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Yeah, I like that.
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I like this.
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Skill build.
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I was on a call Saturday, some fraternity brothers and I got together on a virtual call.
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And one of my fraternity brothers was CEO of FTD Flores for a while.
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And he s now in the investment world.
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And he teaches a class at Kellogg Business School in Chicago.
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And two things.
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Number one, he said, the whole virtual education thing is going to be really hard.
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He said, everybody thinks, well, let s go virtual.
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But the teacher doesn t understand it.
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The students don t understand it.
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Are you going to have, I mean, there s just a lot, like you said, Brian, there s a lot, lot more to it.
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So you got to practice.
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Second thing he said, he goes,
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He said his boss, who s at this big investment company, he goes, he demands that we always wear a jacket and an open collar shirt when we re online.
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He says, if you think you can show up in an old yellow, pitted out white t-shirt and think you re going to command the respect from the people on the phone, he said, I don t care what they have on.
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You re a pro.
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You dress like a fricking pro.
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Yeah.
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And Rob is that way anyway.
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He didn t need to tell Rob that, but he says, all of our company, we re, we re getting ready.
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If we re doing a call, we re doing a sports jacket, not tie, not ties too much, but a sports jacket or sweater or something really.
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So I think you ve got to understand that it is the content, but it s also, how do you, how do you look
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You know, if you wouldn t wear it to an in-person meeting, don t wear it on Zoom.
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That s the trick.
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It stays brand standard.
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Whatever you would wear live, you wear here.
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And then I think we ve all had a little get out of jail free card for our environment.
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But I think also now we need to look at our studio.
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And your studio might be a corner of your house, but you ve got to start to think of it as a studio We just went over did some work at our new office where we re gonna get a bunch of lights and all that jazz It s gonna be the zoom studio and that s where we re gonna do zoom calls Maybe not overproduced because I know sometimes the overproduction makes it feel stiff and stale but definitely like right now we re seeing a lot of people just sitting wherever and there s shit everywhere and
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your space looks cluttered.
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So again, we ve all gotten a little past because it s new to us.
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Now we got to start thinking about it.
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But you re exactly right is find a place in your office that you can call a studio.
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It s a corner.
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It s a set.
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Yes.
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Think of it as a set.
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It doesn t need to be your whole office.
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I got an office here.
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I ve got three different sets.
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And I mainly use this one, but I ve got three different ones.
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So if I want to sit down, if I want to lay down on the couch and
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and drink my bottle, I mean, whatever.
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Smoke my cigar up here in my room.
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All this smoke.
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You re up?
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I thought you were down.
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I thought your studio was downstairs.
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Are you upstairs now?
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No, I m upstairs.
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I m upstairs in a studio.
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In a windowless studio?
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I ve got a window but I ve got it covered because I want to control the light.
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I know you re big on the lights.
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Well, that s a thing like so where I where I am working right now.
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I ve been doing all my zoom calls is here in this little corner.
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It s actually on my piano my piano bench.
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We have these we live in a really old house with some really nice stained glass windows.
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I realized at this time of year, between nine and 10, these stained glass windows project on my computer.
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And I had this aura about me.
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Yes.
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I was trying to move and move around.
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All your calls are nine to 10 now.
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Exactly.
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And so then I warn the people now, like, and it s probably because it s April.
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So when the sun shifts further north, but you got to think about that stuff.
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Cause I m looking, I m going, this is a horrible view.
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Like it s half of the thing is washed out bad customer experience for my customers.
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Yeah.
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So that s the thing.
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So those are some things to think about, as you think about not only the content, the yesterday, or we, this week earlier, we did an episode where we talked about building rapport.
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And I think those things are all important.
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So these are a little bit different, but don t just just practice, as Brian said, get comfortable, get as comfortable on zoom as you are.
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And you know, look at the damn green camera, don t look at the screen, because you re never looking at the person, it s little
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stuff like that that you ll get used to, but you got to practice.
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You do and build a set.
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I love that idea.
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Yeah, everyone that just heard this should build a set in our house and build a set.
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It s little but it s you got to have it lit and get it s good.
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And the third question he had was about what is the ASP future because you ve heard us over the last couple years say if you want us to come see you then go to listen to an advanced selling podcast and send us a note and we ve done that.
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We ve done that a lot over the last
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few years, and we had a couple others booked for this summer that are not going to happen.
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So I kind of assume that the come-see-us business will be over for the rest of the year.
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I m not saying we wouldn t do it, but I just feel like that s kind of where we re.
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And that s why we introduced Insider, because we know there s a lot of people whose manager or company wouldn t invite us in, but they still wanted to get access to us.
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So that s why we want you to take a look at Insider at advancedsellingpodcast.com.
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Four other people.
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We ve been talking about it for 10 years and trying to figure out how to do it, and we just figured it out.
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How about that?
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All right.
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Well, we just did it.
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We figured it out 10 years ago.
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We just did it.
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We sold more complicated in the past.
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We just make it simple.
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Everyone said, hey, thanks.
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All right, gang.
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All right.
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Have a great weekend.
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See you.
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See you next time.
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Bye.