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Welcome, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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My name is Bill Kasky.
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Here every week for your listening enjoyment.
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Glad that you re here.
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Firing through our 17th year.
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Would it be our 18th year?
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I was confused with this.
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So if you start on December 1st in 2000, then it s December 1st in 2019.
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Are you in your 20th year or your 19th year?
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Well, it s kind of like the this Thursday, next Thursday.
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Oh, God.
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Oh my gosh.
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Don t get me started on that one.
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You know, I have that with as my kids and mostly my daughter.
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She gets, she can t get it.
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It s female.
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Is it?
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I m like, it s not that difficult.
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Is it?
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Whatever week you re in is this.
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And the week after that is next.
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What am I missing?
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Am I, I m on, I m right.
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Yes, I agree.
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Whatever week we re in, then whatever day that s not today is this.
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But the explaining of it is usually, the explaining of it is usually met with, yeah, but, but still.
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But still.
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But still what?
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We ll disagree to disagree.
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How about that?
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Oh my gosh.
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Oh, this is such a good, we didn t even plan for this one.
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So, so if I have a game, so my kids play in a game, uh, this weekend, so that are on Friday and the date is today s October 23rd on Friday, October 27th.
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So they play a game this Friday.
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That s correct.
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Thank you.
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Thank you.
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If the game,
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that they play was on November 3rd, they would have a game next Friday.
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That s correct.
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You with me?
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I mean, what am I missing?
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Well, then there s the thing like if it s Monday.
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Yeah.
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And if you re talking about something that s going to happen Tuesday that a week from tomorrow.
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Yeah.
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It would be next.
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It would be next 100% because you re not there because you re not you re not to this Tuesday.
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So it s always next.
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Yes, it s just not difficult.
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Oh, what a great that s a great little side roof.
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Okay, so I ve got another thing that I ve noticed here.
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Okay.
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And I like to I like to look at things through the eyes of is this a relic?
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Or is this something that s modern and I was at the gym the other day and I saw
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A guy in the locker room, pull out a brush.
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You know, you don t see brushes.
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I mean, you do for women with long hair.
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But not in the men s room.
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It s more of a product thing now than it is a brush thing.
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Yeah, you just use your hands, right?
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product in your hand.
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Tussle it up and put some product.
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Oh, that s so funny.
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Oh, I, I go ahead.
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I hadn t, I hadn t seen a guy and this guy didn t, he had hair like you and I mean, uh, you know, a little bit, but he was like digging.
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I think it was more of a massage treatment for him.
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He was like rough, roughly brushing his hair.
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I m like, man, it s, it s done.
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It s aggressive chief.
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You re good.
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You look great, man.
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going to tear your scalp off, right?
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Third degree burns, second degree burn on your forehead there.
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Uh, that s so funny.
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Cause I, you know, in the eighties, I mean, ever, I don t know about you.
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I brush my hair.
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It was a very special brush.
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I asked for my mom always that it was had little squishy thing.
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You could press it down.
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You know what I mean?
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And then it had a little, like almost like the little ball on the top at the very top.
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Yeah.
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So it wasn t too, and boy, you sit there and get in the belly feather back.
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But yeah, I think that s a relic.
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Here s another relic.
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I went out to the mailbox today to put a letter in and I raised the flag.
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It s like, what day do you ever get no mail?
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Do you ever deal where there s nothing in the mailbox?
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Of course not.
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That s a thing.
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My wife is significantly younger.
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I ll say significantly.
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She s 12 and a half, almost 13 years younger.
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She loves the mail.
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I haven t looked at the mailbox, put a letter in the mailbox for 15 years.
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No, nothing for me.
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He goes, she comes in and opens all the mail.
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She sorts it on the counter.
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just doesn t want to miss anything.
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She opens everything and reads it.
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I m like, what are you doing?
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Well, I just, you know, I don t want to miss anything.
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I m like, it s junk mail.
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Yeah.
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But well, it s, you know, it s from our homeowners association.
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I m like, they re worthless anyway.
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Anyway, that s funny.
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That s a relic.
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This would be a great little, cause we re getting younger listeners now.
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Gen Z millennial.
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It ll be interesting.
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At some point, the Gen Z s won t even know why there s a red flag on the
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Oh, no.
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I bet you.
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I bet if I asked my kids, do you all know what this is?
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They would go, no, no, I have no idea.
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But I also bet that they will never make mailboxes without red flags.
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Why would they?
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That s just part of the deal, isn t it?
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Yeah.
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So funny.
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That s a good one.
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What a great little, yeah.
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Relic or not relic.
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That s a good one.
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So we d love to hear from you.
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Do you have any relics?
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Maybe that s a good t-shirt.
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Don t be a relic.
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Don t be a relic.
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Relic or not relic.
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I m a relic.
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Because we don t want to be a relic.
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We want to be modern and we want to reinvent ourselves.
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Yeah, correct.
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Don t be a relic with a plaid sports coat and striped pants.
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And some relics are cool, which they d call those.
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Um, what do they call those?
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They call those a retro retro.
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Oh, retro or vintage would be a better word.
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Vintage is a cool relic, right?
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It s a vintage record player vintage.
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So we ve got two, we ve got two vintage relics, the brush and the small box flight.
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So CPO, do you have a CPO in college?
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Yeah.
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High school.
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Yeah.
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And I ve seen him.
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I ve seen him also today and they re not the same.
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No, they re not quite the same.
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We should probably talk about some sales stuff.
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Yeah, let s do.
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So here s a topic that I m always looking for topics that are sales adjacent, not just always, what do you say when you first meet somebody?
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I mean, I think those things are all good.
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And we do that virtually 90% of our episodes.
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But I m always on the lookout for,
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The idea is around achievement, around personal achievement, sales achievement, income growth.
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And I know that you work with a ton of people, as do I. And sometimes I wonder if you and I are up against a headwind that s almost impossible to navigate around.
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And that is the idea of the invisible pull
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that we run up against when somebody has a lot of upside potential.
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One of our clients has a lot of upside potential, and we work with them, and we coach them, and we train them, and they do very little with it.
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And it s easy to blame them and say, look, I m giving you all the best stuff, and look at your associates here.
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They re skyrocketing with their business, and you re
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And I m wondering how much of that is an invisible pull that our friends and family and any kind of anchors that we have in our lives, metaphorical anchors, that are responsible for that lack of growth or that lack.
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And I m looking at myself here, too.
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This is not me on the perch looking down at people at all.
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I m always looking at where am I holding myself back maybe because of external influences.
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So I want to see what you think about that.
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Yeah.
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First, it s a phenomenal topic.
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And so the easy answer for me is absolutely.
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Do we have invisible?
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And here s what I love about the way you brought this up today, because most people don t bring this up this way, is the invisible, the word invisible.
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I think some people look at it, they think it s super easy.
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It s very clear.
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Like, oh, well, yeah, this way because of that, or they ve got a bad territory.
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It s like this external.
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But this is a much deeper thing.
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So first of all, I 100% agree that there s invisible forces on all of us that are either pulling on us or holding us back.
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Or in some cases, those invisible forces might be pushing us, too.
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Like, I m trying to move myself out of this.
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And so it s a real interesting thing to think about.
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I think the first thing for me is, and I know when you teed this up in the pre-show, the two-hour long pre-show meeting we had, in that one, we had, you said, this is very typical for me, but we go into a group, there s 10 salespeople, two of them tend to draw our coaching and internalize it, and they tend to outperform.
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the other eight.
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And what is up with the other eight?
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Nick Saban, who s a football coach at Alabama, has a great record as a college football coach, has a saying, I m gonna paraphrase it.
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Average performers can t stand to be around high performers, and high performers can t stand to be around average performers.
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Because average people are intimidated by the high-performing people, and the high-performing people get annoyed that the average people want to stay there.
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And isn t it?
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I thought this is really, really true, isn t it?
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And then, and so now you re on the sales team, you know, and the, you know, sale, the dream for any VP of sales is to have an entire team of high performers.
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And I don t know that that s a reality.
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And in sales, sometimes I m like, okay, you can,
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It s okay to be average if that s what you choose, right?
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If the math works and you re working in a territory and you re a steady Eddie climbing person and you re making decent income, you re okay.
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As long as you don t sit there at any one point in time and go, oh yeah, I want to be that bill.
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I want to make a million dollars.
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And you and I both hear that.
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And you re like, no, you don t.
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You don t.
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You re saying that because you think that s what you re supposed to say.
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But you don t.
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Because you ve shown no propensity to want to learn and grow and change things.
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My biggest
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Definition of the invisible thing when I look at myself, like you said we look at ourselves and look at each Our stuff is the attachment to the old way the comfort and the attachment to the way that I ve done it in the past Yeah is the biggest magnet or that s the inertia that pulls me back in I get wrote routine Comfortable I know what I m doing and the moment I change something.
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It s very uncomfortable.
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I don t like that So I run back to the old way
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Yeah, so that s a great, I mean, you ve given a lot of jumping off points here.
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That s the best one, because a lot of what we are teaching our clients, you and I collectively, separately, but in the same vein, is new way, is new way stuff.
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And it doesn t have to be like radical new way.
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It could be something so simple.
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And some of us would say, well, that s nothing.
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That s just tweaking the grip when I stand up to the ball.
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Or other people s like, oh my god, are you serious?
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You mean to say that?
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Are you kidding me?
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I could never.
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We think of it as a tweak, and other people think of it as a life-changing event.
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Yes, totally.
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Yes.
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And so maybe that s one of the questions that we can ask ourselves.
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I m always looking also for what can we share with people as a suggestion to take action on this dilemma, if you have it.
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And that is, where are you bothered by the new way?
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AI is an example of that.
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You and I have talked about, should we be talking about AI?
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And I looked at Forbes.
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I looked at the top 10 business trends on Forbes the other day, and AI is in three of them.
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I m starting to use it more.
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I find it useful.
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But my clients aren t using it, most of them, because they don t know how or don t know how it fits.
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And so that s an example of a new way.
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And unless you re really going to say, look, I m going to devote three hours of my time to studying AI and how I can use it in my business, you re probably just not going to use it.
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No.
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No, and I think the reason then you won t study it is you ll justify, you ll find what you re looking for.
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Well, what I m reading about is people don t really know.
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You can t really trust it yet.
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It s not fully baked.
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And I m just going to say, those are all just justifications to not explore it and start to use it as it goes.
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OK, here s another thing that you said that I want to go back to, because I think it was really important.
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And that is this idea of choosing, choosing to be average, or choosing to be above average, or choosing to be a million dollar producer.
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And is that choice a conscious choice, or is it a default choice?
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Do I say to myself, well, you know what?
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No, I m good.
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I m good with 200 grand.
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I don t need to be in the 800 grand
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And I always want to know, OK, well, how did you arrive at that?
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And so is this something you ve been contemplating for years?
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Or did it just happen spur of the moment when I asked you the question and you just answered because it s like, shit, it sounds like $800,000.
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I ve got to work four times harder to make $800,000.
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And of course, that s not true.
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But it s not true.
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But the whole idea of, are we really choosing, or are we defaulting to a choice that is kind of made in the context of being pulled back and this invisible pull, invisible hand?
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I think it s both.
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And here s why I think it s both.
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At some point, the person who s comfortable at $200 grand was making $40.
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True.
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And so as they grew and made different choices, they chose to get to a certain place where they said, OK, done choosing.
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I m good here where I m at.
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And again, there s no good or bad in this.
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That s right.
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Choose to make 200 grand or two million, don t care.
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It s whatever the choice is.
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So I think the first is to say,
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At some point, you chose to climb, and then you stopped.
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You said, OK, the craziest example, not craziest, but you see the movie Forrest Gump.
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Forrest Gump s a brilliant movie, and the scene where Tom Hanks is running.
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And he s running, and he s running, and he s running.
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He grows this big beard.
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He runs for years.
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He just runs across the country for years.
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And then I don t remember the exact line, but he says, and then one day, I just decided to stop.
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And he just stopped.
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And one day, I stopped.
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He just stopped running.
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He just chose to stop running.
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How far he would didn t matter.
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Wayne Dyer talks about this in some of his talks.
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And he would go for a run on the beach.
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And people would ask him, how far are you running?
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He s like, I have no idea.
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I m just going to run until I don t want to run anymore.
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Yeah.
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And so I think that s a thing to think about is be cool with stopping but choosing to stop.
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You re like, I m 200 grand.
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I m good.
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I m good.
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Yeah.
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And also, I think there s this
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a new wave of motivation that is hitting, which is it s not all about radical materialism.
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It s not all about getting to the next level and sacrificing your family and your time and your personal well-being and your workouts.
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It s not about that anymore.
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And it kind of was for a long time, and maybe still is for the 20-somethings.
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I look at my life and my income, and I m not motivated to work 16 hours a day.
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I m just not.
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I m not in that space.
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But I also admire people who are, because I like, yeah, I was there once.
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That s cool.
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Not today.
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So that whole idea of choice.
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And I don t think there s anything wrong with choosing.
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You know what?
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I m going to stay where I am right now.
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But I may re-choose a year from now to say, I m going to bolster this thing.
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I m going to rise a level.
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And to me, that s part of just we re personal agents of our own destiny.
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And so the ability to choose now and say, I m good with $200K.
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But next year, I may wake up and say, not anymore.
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I need more.
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And that s great.
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I love that.
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You always, always, always, always have the freedom to make a different choice or decision the next day to go to the next level or whatever that is, or to stay put or to call it off and say, you know what?
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I m surrendering.
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I m done.
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I m done.
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All those are.
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Did you see Cameron Diaz?
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Is that her name?
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No.
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Gwyneth Paltrow.
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Gwyneth Paltrow.
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Who owns Goop?
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Does Gwyneth Paltrow own Goop?
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It s a Gwyneth Paltrow, right?
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Or Cameron Diaz?
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No, it s Gwyneth Paltrow.
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Did you see what she came out last week in the news?
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She said, when I sell goop, I m going to disappear.
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You will never hear from me again in the public.
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uh arena when i sell goop i m done i she s like i d never ever wanted fame i didn t you know it s fine but it just does nothing for her the money even she said doesn t do anything for her and she s gonna sell goop and disappear we ll see if that really happens and i m like you know what but i hope it does you know you know like she moves away to some you know small town in montana and just lives a life a quiet life um yeah you know kat von d she s a real famous tattoo artist she had a big show
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million followers she actually moved to indiana she moved to southern indiana in this little bitty town on the river down by louisville yep she s super famous in the
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that kind of, you know, edgy LA, lots of famous stars.
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And just like gave it, she s like, I m done.
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I m done.
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She was in a little itty bitty town in a Swiss, uh, Switzerland County done by switch city.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
Yeah.
2
SPEAKER_00
She bought it.
2
SPEAKER_00
She bought this like, like Renaissance retro house, fixed it all up and she just lives there.
2
SPEAKER_01
what you can do, whatever you re going to do from anywhere, at least maybe not tattoo.
2
SPEAKER_00
Dave Chappelle lives outside of Dayton in a little town, you know?
2
SPEAKER_00
So I think all these things kind of, and Dave Chappelle walked away and then walked back, right?
2
SPEAKER_00
He walked away from all this stuff, all this money, if you hear a story, and then he walked back in and he walked back out when he wants.
2
SPEAKER_00
I just love the, where we re landing here and the freedom of choice and, and, and not dealing with the expectation of what I should be doing, um, and having the choice to do whatever I want.
2
SPEAKER_00
in terms of performance or career or money or anything like that.
2
SPEAKER_01
Yeah, and some of you who are listening to us will say, well, but you don t understand.
2
SPEAKER_01
I m in my 40s, and I m doing really well, and I ve got a company, and I m a VP of sales or sales leader, or I m the top salesperson.
2
SPEAKER_01
And OK, and it s not but.
2
SPEAKER_01
It s and are you thriving in that role?
2
SPEAKER_01
I don t mean thriving financially either.
2
SPEAKER_01
Do you can t wait to get to the office, or can t wait to create?
2
SPEAKER_01
Are you in creative mode?
2
SPEAKER_01
Are you thriving?
2
SPEAKER_01
Are you prospering non-financially?
2
SPEAKER_01
And I think for a lot of people, the answer is no.
2
SPEAKER_01
I m not thriving.
2
SPEAKER_01
I m not growing.
2
SPEAKER_01
And I m making good money, and I kind of feel stuck.
2
SPEAKER_01
And so what do I do?
2
SPEAKER_01
Maybe we should go down that path here in subsequent episodes.
2
SPEAKER_00
I would do that, for sure.
2
SPEAKER_00
I like going down the path.
2
SPEAKER_01
All right, well, make sure that you link to us, advancedsellingpodcast.com slash LinkedIn.
2
SPEAKER_01
We ve got 14,000, 15,000 people.
2
SPEAKER_01
We ve built up over the last 17 years.
2
SPEAKER_01
1,000 people a year.
2
SPEAKER_01
And also, check out the advancedsellingpodcast.com slash Insider.
2
SPEAKER_01
We ve got a new program coming up here the first Friday in November.
2
SPEAKER_01
And I m going to be actually shooting a video to talk about what that is.
2
SPEAKER_01
So I think this episode will come out the week of the 25th.
2
SPEAKER_01
So it ll be that Friday.
2
SPEAKER_01
So make sure you check that out.
2
SPEAKER_01
Brian, I m glad you made it through the last 24 hours.
2
SPEAKER_00
Me too.
2
SPEAKER_00
Thanks.
2
SPEAKER_00
I feel loved.
2
SPEAKER_00
Okay.
2
SPEAKER_00
See you next time.
2
SPEAKER_00
Bye.