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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast, podcast history.
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This is Bill Kasky.
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I m back and I m alive.
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I m not dead anymore.
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Brian Neal.
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Welcome, Bill.
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Non-Malaise Bill.
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Hey, welcome.
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How you doing?
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Morning show guy.
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I feel great today.
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Just had some shots of espresso that tastes like battery acid.
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Seriously?
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You got battery acid?
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Pardon me?
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Your shots were bad, the espresso shots?
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Oh, I m just kidding.
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I m just kidding.
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Sometimes they do.
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Sometimes shots of espressos take really better.
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Anyway, we are really glad that you have joined us today.
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I know, we know that we have a lot of people who join us every week.
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We release every Monday.
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For those of you who are fairly new to the listening audience, you can go to advancedsellingpodcast.com.
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Lots of good stuff there.
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In fact, there s top 20 episodes.
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So if you want to start with the 20 most popular episodes, that s a good place to go.
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We have that, don t we?
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20 most popular.
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We do.
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20 most popular.
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We need to update that.
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It s a little hard to tell in podcasting, but anyway, you have something.
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I do.
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So this is, we re going to start, Bill and I might start a new podcast when we re done with this selling thing called Who Designed This?
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Who Designed This?
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And it s kind of an architectural podcast about flaws in design that we noticed.
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And Bill, I was at an airport the other day and I walked in to use the restroom in the men s room and there are stalls and there are urinals.
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That s just a common thing, right?
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The corner, there are two urinals next to each other that are configured in a corner that virtually make it impossible for two humans to stand there at the same time.
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And I took a picture.
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I m not sure we can put that picture up, but I don t know if we ll show the audience this perpendicular right next to each other.
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They re literally in there.
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It s at a corner.
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They re not parallel.
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They re perpendicular and they re kind of shoved in a corner.
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So if you re one person is using one urinal, the other person is using one next to you, kind of like your hips would basically be next to each other.
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Just a very awkward thing.
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I think, you know, for people that would use a women s stall or a stall for men, it s kind of like having two stalls in the same stall sort of thing.
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It s just, you know, with the knees touching, it s just a really odd, odd thing.
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Who thought that was in the design?
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I m wondering if there s like a urinal count code that they have to get, they have to get a certain count in there.
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So they wedge one in there in the corner.
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It was very, very strange.
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And it s sort of like the one creates a gate to the other where you can t get through without like,
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you know, having personal contact with the other person.
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I don t know.
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Just a weird.
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So I think what we should be looking for things like this, the who designed this.
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I forgot.
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I saw a tweet the other day, and this is not meant to be political, but it might sound that way, is from podcast movement.
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Podcast movement is a large exposition.
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Yeah, I think it would be cool.
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I think it s in New York, not sure.
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Anyway, it s a big event for all podcasters and wannabe podcasters.
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And Daily Wire, Ben Shapiro and the Daily Wire were one of the booth, one of the, not presenters, but exhibitors.
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And Podcast Movement came out with a tweet a few days later, or the next day, and said, we are so sorry that we have triggered people at Podcast Movement by having Ben Shapiro and Daily Wire at the first booth.
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And if we would have thought through it, we were totally wrong in having that, because we didn t realize what a controversy.
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And the people just laid into them, basically saying,
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Wait a minute, podcasting is an alternative media where people can get their voices out.
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It s like freedom of the voice.
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You re not controlled by this media network or multimedia.
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This is a free.
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And it s like you sold him the booth.
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And whether you like that or not, I would say if Michael Moore would have been there and he s got this massive podcast, I would have sat with him for an hour and said, how do you do that, man?
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I want to work with Nate as a podcaster, not what you re talking about more than podcasting, which is what that podcast show is about.
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That s right.
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Monetizing podcasts.
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Yeah.
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And it was like the very opposite of what podcasting and any kind of alternative media is about is independent thought, free thinking, not harassed.
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And boy, the people just came down on those like 20,000.
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These aren t podcasters saying this.
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He s just general population.
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Like, what are you doing?
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What are you talking about?
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He bought a booth.
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Can t he even show up at his own booth?
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No.
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Maybe if you put them in between the urinals here.
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Exactly.
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Yeah, that s what I d like a wedge in between the perfect spot for him in between the urinals.
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Oh, geez.
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That s funny, isn t it?
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Uh, okay.
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So today s topic is, uh, inspired by some, uh, traveling I ve done preseason is very intense time for the, uh, people that are, uh, in and associated with, uh, professional football here in the United States.
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We go spend time at training camps and, uh, in meetings and I get to watch players and coaches up close and personal.
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And there was an individual that shall remain nameless.
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It s a very, very, very good player, probably one of the best players at his position, one of the highest paid people.
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And I get to watch him in a very intimate setting with his coaches.
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And the way that he was really inspired me to bring this back to our sales audience.
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And the way he was, he was an amazing, an amazing self-coacher.
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he was able to watch himself on film and on the field and not just critique tiny little things that he was doing, not doing the way that he wanted to or should be, but also was so open and, um, so non-defensive about his position that he would ask the coach after the film session, Hey, in the next, in the next field session, we have, will you watch me with this thing and correct me when I m doing this thing wrong that I don t want to be doing.
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And I m like, how many salespeople, Bill, do you know that do that?
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Almost none.
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Well, probably not too many pro football players or pro athletes do that.
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Some don t, right?
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That seems like the top of the echelon of mindfulness and being aware that there s still another level for him.
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Even after nine years and being the best in the league, he looks back and sees a lot of people catching up to him.
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He s got to stay on the front of that.
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For sure.
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For sure.
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So I d be curious to get your thoughts on how to apply this to salespeople.
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Because I said this in the setup, you might have Bill or me coaching you, like you listen to the podcast.
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You might have your manager coaching a bit.
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But most of your time is spent by yourself.
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Most of your time in sales is spent of you executing your plan and doing your own deal.
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And how do you stay aware enough during those times to coach yourself?
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It s a good little topic to talk about.
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You want to know what I think about this?
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I do.
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Or you probably wouldn t have asked me.
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Non-malaise version.
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I think there is a small percentage of people who are clients of yours, clients of mine, clients of ours, who see personal growth as cool and vitally important to success.
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And there s 90% of the people who don t.
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And so the 90% of the people couldn t imagine themselves going to a goal-setting workshop, or joining ASP Insider, or even listening to a podcast.
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They re not listening to this podcast.
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We know that.
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Truth, yeah.
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But when you look at a sales team of 20 people, only two to five in that group are going to be even, it s even possible for them to get here to this self-reflection self.
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But even though they have to think that it s,
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I don t know how else to say it.
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It s cool.
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That s such a good thing.
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It s just training and coaching hasn t been made cool yet for the masses.
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It has for those elites.
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Not elite in terms of revenue, but those elite few who really are committed to themselves.
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Yes, that s so interesting.
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Because I m thinking of, I m kind of running through some clients of mine, and when they show up to the Zoom room, how they show up.
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And I m thinking, how many of these people show up?
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It s a joke.
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So one of my kids is going through confirmation.
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It s one of the steps in Catholicism that you basically become an adult.
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You make your own choice to carry on your faith journey.
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And one of the big things, because they re sophomores in high school, this is the first time that s sort of like, you don t have to do this because we told you so.
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In the past, when you do first communion, you re in second grade.
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Like, why do all second graders do first communion?
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Because they have to.
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Because their parents make them.
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That s the thing.
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Well, you know, when people come to sales coaching class with Bill Kasky, why are they there?
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If 90% of them there, well, because our boss bought this and our boss wants us to be here versus I can t wait to be here for me.
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I look so forward to this and I bring my openness and my, to your point, Bill, the desire for personal growth.
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That s what I m bringing to class with Bill.
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And I m going to squeeze every ounce of growth I can out of Bill Kasky when I m with him.
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That s a good thing.
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It becomes pretty clear who those people are.
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Crystal.
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You know who they are, probably before they show up, because they re the ones that call you for help, or call your team, or they reach out, or they re happy when they close a deal, so they let you know.
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I mean, there s all sorts of indicators of those people s how they see training and coaching.
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Yeah.
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I was just going to talk about the comfort.
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I was like, why do people do that?
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I think people are afraid.
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to go to a place where they re feeling as they re getting exposed by you.
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as their coach or me as their coach.
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And it s the complete opposite.
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It s the complete opposite.
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We want someone to come out of a shell.
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If we went through 30, 35 years, 20 years, whatever of our coaching work.
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You have the people you re most proud of, you think, boy, my coaching with that person was so impactful to their life, I feel so fulfilled.
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And that s what I want for everyone.
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And yet still, we only get 10% of the clients do that.
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And most of it s because of how they show up.
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So to me, there s an inventory for you to think, you know, how do I show up?
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What I m thinking, what s the, what s the resistance to showing up that way?
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You know, fear, I think is the number one.
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I do too.
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I ll be found out or I ll have to jettison my prior.
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I mean, a lot of it gets back to cognitive bias.
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I ll have to unwind the beliefs that I ve wound up as part of my identity over the years.
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If Brian or Bill say something that I m not comfortable with or causes that challenge of a prior belief, I m not ready for that.
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Oh, no.
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Right?
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Yeah.
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And it s, it s the again, when you watch just like, like, high performance humans and anything selling or football or music or anything.
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They welcome that challenge.
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Yeah.
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And they don t, they don t always agree with it.
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And they don t like lay down and take everything you say.
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But they love the challenge.
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They love the thought, like, how is this going to make me grow, make me better, and that sort of thing.
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Versus, boy, I can t wait till the session s over.
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I hope Bill doesn t call on me.
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Ask yourself when you re in a training session if you re like, boy, this is a nice little break.
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Get an hour break here.
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I don t have to sell right now because I m in coaching session with Bill.
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This is awesome.
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I hope he doesn t call on me, though.
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Think about your mentality when you re going into a coaching session.
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What is it like?
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Versus, I m going to get every little ounce of,
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knowledge and ideas I can from Bill.
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I heard I heard I think it was Dan Sullivan actually who from the strategic coach who said that whenever I go to a webinar seminar to an event I m looking for the one million dollar idea.
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Oh wow.
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And he said that
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There might be a lot of ideas that come my way, but when I leave there, I m going to write down the one thing that could earn me a million dollars.
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Now, it doesn t take much, probably, for him to have one thing to earn a million dollars, because he s got a massive organization, a massive client list.
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But I think the same thing could apply to a salesperson who s entering a training.
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Whether it s ours or not, what s the one thing today
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that if I learn it and execute it and really get good at it, it ll change my world.
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And I guarantee you, there s something.
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There s always something.
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And that s not being arrogant about Brian or I s work.
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I don t care what training you go to, there s something that can change your life.
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But if you re blind to it or you re already belittling it or downplaying it, that won t work in my business.
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You won t get it.
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Yes, you won t.
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And it s not change your life like,
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like one idea goes 180, it s over time.
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Correct.
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So you re one thing from Bill on the podcast and you implement it.
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Is your, are your sales going to triple that day?
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No, they re not.
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But if you keep implementing his tool over time, if you keep making one video a week for 10 years,
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but that s where it pays for itself.
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And I love the idea Dan s $1 million idea for each like, you know, interaction.
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Imagine if you had, you know, 10 of those a year, take two months off, get one a month over 10 years, it s a hundred million.
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That s like, that s the way to think that expansive thinking that way.
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I think a lot of people also, other than, than just seeking their own comfort, they re also looking for validation that what they re doing is right.
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I think people like really look for validation.
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when they listen to coaching, like, oh, yeah, I do that.
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Oh, yeah, Bill and I, you know, we both have clients.
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Like, I don t know if you ve ever seen this on the Zoom.
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They ll give you the eyes.
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You know, you point to your eyes and they re like, oh, Bill, you and me, we are so here.
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It s a monochrome.
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Dude, I get it.
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And underneath that is, I get this, I m not sure everybody else does.
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Yeah.
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We do.
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So people say it like that.
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Like, you ll get this, Bill.
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You ll understand this.
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Yeah.
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We understand this.
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I m not sure the rest of you do.
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I had a manager once who would ask a question in a meeting, and he would always either preempt or at the end of the question, I don t know what that s called, he would say, well, let me ask you a question.
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I know the answer, but I m asking it for some of the other people in the group.
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And I m like, oh my god.
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I know a couple of you that know this, Bill, you probably know this, but yeah, get your seed through us, you can get it.
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Yeah, exactly.
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All right.
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You and I both know, Brian, that this is not- We get this.
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Not everybody gets this.
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If you have not checked us out on LinkedIn, go to advancedsellingpodcast.com.
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Join the LinkedIn group.
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Oh, I didn t finish it.
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Advancedsellingpodcast.com slash LinkedIn.
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Join the group.
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Lots of good conversation there.
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And if you have not asked a question in a while, where have you been?
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Go to listener at advancedsellingpodcast.com.
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Email us there.
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Ask a question.
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We ll put you on.
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You ll be world famous.
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We ll put your name on if you re okay with us saying your name.
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If you re not, we ll just call you Nonami, which is my word for no name.
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I love it.
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All right.
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See you next time.
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Bye.