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In this episode of the Advance Selling Podcast, we share our disdain for a ridiculous American tradition that needs to be canceled.
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I take five days to answer one of Bill s questions while he declares it talk like a pirate day.
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Yeah, it was one of those days in the studio.
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And we share the questions our clients ask us the most and give you the answers.
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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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I m Bill Kasky.
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We are here every week for your listening enjoyment.
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Tis the season, it s springtime, isn t it?
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We re recording this on the spring forward day.
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And I ve got just a question.
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Why in the hell do we do daylight savings?
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I have no idea.
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Why do we do daylight savings?
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Does the whole world do it or just the United States?
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I don t even know.
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Does the world do it?
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I don t think so.
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We have listeners all over the world.
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Someone tell me daylight savings is the dumbest thing.
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I understand maybe why we did it.
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Well, Indiana was one of three states, Arizona, Hawaii, and Indiana, that never used to change.
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Correct.
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And we re in Indiana, and we were proud of that.
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This is so dumb.
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And now we got sucked into changing.
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Because we re like, oh, we re going to be hip.
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We re going to change our clocks.
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Why are we changing the clocks?
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Because everybody else is.
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Like, that s a great mentality.
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And the excuse always was, well, you know, New York and Chicago is central, and New York s east, and we re right in the middle, and we have to change.
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Well, you re still not going to be on the same time as those, so.
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What are we saving, actually?
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This is a physics question.
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We re not really saving anything.
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All we re doing is changing what time it is during the day.
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We re not saving any daylight, right?
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The same amount of daylight, no matter what you do.
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It s just when you start, when you stop.
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So dumb.
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So dumb.
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And then you have these articles that come out on Sunday morning.
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You know, this whole spring forward takes people s sleep away.
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Oh, it does.
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And it affects them for 72 hours afterwards.
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Heart attack spike.
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Are you kidding me?
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Are you kidding me?
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People sit in front of their frickin  TV for four hours a night.
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You think they re going to miss an hour somewhere?
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Oh my gosh.
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So hey, if you re not part of our Insider program, go to the website, advancedsellingpodcast.com.
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Go to the Insider.
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Become a member.
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We d love to have you there.
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We re there the first Friday of every month.
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We re live in that deal.
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It s a live coaching session with me and Bill.
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And for what you pay for what you get, there s nothing like it.
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And we talk about things other than daylight savings time.
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We re in there, so.
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We leave that for our free audience.
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Okay, you ve been on Clubhouse a few times.
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A few times.
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And I have too, and it s interesting.
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There are some really good rooms that are called rooms where the topic is a specific topic, and they always promote the topic.
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And I took a screenshot of several of these topics, so I m going to ask you about them because they are a little confusing to me.
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These are clubhouse topics, room topics.
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These are clubhouse room topics.
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And I m supposed to figure out what s in them.
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Okay.
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That s right.
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Here s number one.
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Ready.
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Double D s with unskilled worker discussing NFTs.
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Okay.
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I m assuming that person, it s their name.
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Donald Davidson, is that Double D s?
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Donald Davidson?
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Well, you re right.
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Double D s refers to the host s name.
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Yeah, thank you.
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I figured that, hopefully.
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Yeah, unskilled workers.
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Double D s with unskilled workers discussing NFTs.
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So unskilled workers would be people that, for whatever, don t have some sort of accreditation degree, apprenticeship, or whatever.
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Maybe some independent artists, but a lot of those people
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Trained but maybe some aren t I don t know and they re discussing NFTs Yeah, so tell me about NFTs.
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Tell me everything, you know about NFTs in less than five seconds non fungible token What I love more than anything is the word fungible
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What does fungible mean?
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It means it can or can t be transferred.
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We looked it up.
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It just basically means it can be transferred.
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And this asset is fungible with that one means they re totally replaceable.
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They re substitutable.
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So COVID is fungible?
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COVID is fungible.
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Yes.
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Oh, yay, yay.
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OK.
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That was good.
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Don t bring up COVID.
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I m sorry.
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OK, well, that s not it.
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That s not all.
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OK, yeah, keep it going.
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Here we go.
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More rooms.
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More rooms.
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Guess the room.
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Bill and Brian.
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Here s one.
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What s the scoop?
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The cat litter conundrum.
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I don t know why I get notified on these things.
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I thought when I went into Clubhouse, I said what topics, like podcasting and digital courses.
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But what s the scoop?
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The cat litter conundrum.
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What s the conundrum there?
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I don t have a cat, I m not a cat person, but what is the conundrum?
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We ve been using cat litter boxes since the 40s, I think, right?
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So what s the conundrum?
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We invite you to listen and lend your experiences on the S-H-T-T-Y experience of all things litter box.
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So this is, I thought it was a reference to something.
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No, it s actually about a reference.
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Is this really a room?
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Yeah.
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Oh my gosh, it was a bunch of people in it.
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All right, here s another one.
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Keep going, yep.
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It s a fun game.
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Here s one.
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Sex in space!
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Exclamation point, exclamation point.
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90 minutes.
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Sex in space.
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90 minutes.
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Well, I don t know what that means.
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I think that refers to how long the room is.
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I was going to have a bad joke there, but that s not really part of our show, is it?
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That s not part of our brand.
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So one thing, no, it s not.
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One thing is, why am I getting these?
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And the other is, what the hell is it?
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And I m sure they re doing it to kind of tease, like, oh, people will see that.
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And I m looking at it.
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I mean, I can t get my thoughts off of that litter box.
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Yeah, that s a big one.
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Said no one ever.
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Should you purchase a vehicle in your business name, the Hustler Club?
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We re going to talk about that for two hours.
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Yeah, but how do you talk about that topic for two hours?
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That s actually a good one.
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Because I m in that mode right now.
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Because if you buy a truck that weighs over 6,000 pounds and you get a section 179 expense, you can deduct the whole thing the first year.
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So you re looking to save taxes.
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See, that might be what they re talking about in there.
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That might be worth it.
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Now, the litter box deal, you re not going to see me for two hours in the litter box deal or for two seconds.
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On some of these rooms, I would like to get it down to 10 minutes, though.
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So should I buy a car using the company name?
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That is probably a much shorter conversation.
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It s like when I watch Dateline or 20-20.
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It s a two-hour episode that easily could fit in 30 minutes.
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Yes, for sure.
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Always.
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It s always that.
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Yeah, for sure.
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All right, so topic.
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Let s go to you said in the prep, why don t we
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share the number one or number two most asked questions we get from our clients with our listeners and answer them.
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And so that s what we re going to do.
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I think we both have two written down.
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It s really hard to come up with one.
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And I really did this in a here and now version.
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So what am I being asked over and over right now?
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And I had two things.
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They re actually kind of related.
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So it s kind of like a one and a half.
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But we re going to share those questions with you and our answers.
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Now, the good thing is I have the question I get asked a lot.
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You get my answer, but you also get Bill s answer, and vice versa.
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This will be good.
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You know, as I thought about this, I prefaced it by saying we can talk about anything.
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It could be talk about how coaching works, or how training should work, or what s the future of training.
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Or it could be content questions, like specific issues in the sales cycle.
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And my two were specific issues in the sales cycle.
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I don t know if yours worked.
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No, a little more and more behavioral.
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Okay.
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Far away.
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You go first.
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Oh, me go first.
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Okay, here we go.
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I get asked this all the time.
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I m a relationship-oriented salesperson, and I can t go see people.
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I can t go to networking events.
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I can t do as much connecting these days.
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How do I develop relationships remotely?
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How do I develop?
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And this is different than remote selling.
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So the question I get here has more around networking, connecting, and finding new people to interact with than it does actually like, OK, how to do the demo remotely and that other stuff.
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How do I develop relationships remotely is a question I get asked a lot.
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You want me to go or do you want to take a stab at it?
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Yeah, let me take a stab at it.
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Since you had the question, I ll start with the answer.
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Or an answer, not the answer.
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Yeah, so the question then is, this is assuming you cannot go see people.
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Is that the premise?
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That there s not as much face-to-face?
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Yeah, so people that would normally go to networking events or connector meetings, or they would go visit customers and things like that, they can t do any of that anymore, or way less than they could before.
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How do they do that now?
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And for some people, for the extroverts, it s like really psychologically bothering them.
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They feel very isolated.
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They need human interaction.
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They re not getting it.
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Well, I mean, we talked about it last episode.
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I think video is an answer to that.
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Can you be in front of these people, and can they be in front of you visually, digitally, without being there physically, whether that s a Zoom call or StreamYard or just a Skype, what do you call it, just a FaceTime call?
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Can we substitute that?
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It s not an entire substitution, but at least it s something where you can see
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eyes and see facial expressions.
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I think also audio is a really good substitute for that too and instead of just texting somebody, why don t you do a recorded message on your phone and text them the recorded message and you can even get creative with that.
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Put some music behind it.
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I probably wouldn t do that for every voicemail I left.
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But I think there s some creative things you can do that is not the same, but it s pretty damn close.
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That s really good.
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I love the audio idea.
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We were just talking about that the other day.
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Everyone s like, video, video, video.
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I m like, well, audio is still pretty good, right?
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Exactly.
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Even a voice.
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Like you said, a voice memo, a text, or an email.
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Instead of typing an email, just record it on your iPhone and send the voice memo over.
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Because then you get voice inflection.
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You get a little personality in there.
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The tone will come through.
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I m going to start doing that more.
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That s a really good idea.
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I love that.
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I ve been telling people I ve been using this little,
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Cheeky phrase, I m calling it hub selling.
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So hub means that you be the hub of a wheel.
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You be the hub of a wheel.
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And when it comes to trying to create events, instead of you waiting for the light to go green, where you can go out, then you need to be the creator of these events yourself.
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And the easy ones to do are to get family and friends together, or maybe co-workers.
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Everyone s sort of done with the whole virtual happy hour deal, right?
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We ve had enough of those.
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Yeah.
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There are other things you can do, though.
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You can invite speakers to come in.
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You could host an event where it s just a free for all, kind of like everyone poses a question in the chat room, like we re doing here, and then everyone goes around and answers the question.
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Just think creatively about bringing people together.
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And that ll give the best fix that you can get.
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But you re the hub.
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The trick is everyone s waiting for other people to do this.
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And you can t wait.
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You ve got to be the hub.
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You be the invitor, not the invitee.
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That s what I say.
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You know I was just thinking that s a great idea because you could actually let s say you sell
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Dental equipment.
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Dental equipment and two dentists?
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Sure.
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And you could find a dentist who is not in your territory, maybe in LA or New York, who is a leader in some kind of technology or really good at something.
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Dentists from here might show up on a panel discussion digitally to hear somebody who s outside the territory because everybody s an expert if they re more than 60 miles away from you.
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But think outside the box.
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Instead of you host, you can host it, but you don t have to always be the premier contact person.
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You re the guest, you re the host.
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Just what you said, master of ceremonies.
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And the questions come from the audience.
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So you don t have to think of the questions either.
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And then the person who s your expert answers them.
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You re just the middle of it.
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But you re the hub.
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You re the hub of that wheel.
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And almost every expert, unless they re paid a lot of money to be an expert, if they re an expert dentist, they would love to do it.
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They would love to.
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They get a lot of value out of it.
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They get very flattered, yep.
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Okay, here s my first one here, is how do we best command a premium?
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We are a premium provider of services or products, and sometimes we get dropped down into commodity pricing, and we re just the same as everybody else, and people don t see our uniqueness, so they say, well, you re just the same as the other company, and we re not going to pay you 2% more.
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So it s that whole, how do we command a premium by characterizing and communicating our unique value to the world?
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I have to answer that now?
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You have to answer that.
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OK.
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We can cut out some dead air here if you want.
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I would just type down the question, command premium question mark.
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OK, so Brian and I are back.
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We just took lunch.
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And he had a chance to think about his question.
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It s Friday now.
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Brian s had four days to think about this.
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So this question I always think about starts with you as an individual.
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And so you have to first check in with how believable you are relative to the premium that you charge.
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So in other words, do you believe that whatever you re selling is worth what you re selling it for?
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You have to start there.
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And just because it s the price that your leader or your company has chosen doesn t mean that you believe it s worth it.
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And everyone s got to do that.
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And if you start to find yourself getting chipped away out by competitive stuff and thinking, man, this is so hard because we re at $5,000, and they re at $3,500, and this is hard, and this is hard, that tells me you ve got a belief problem that you don t think you re worth it.
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I like to coach people, and this is hard to get to, to say,
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If you re at $5,000, so you sell dental equipment, and your dental chair s $5,000, your competitor s $3,500, your attitude is, my client, my company won t let me sell this for more than $5,000.
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I think it s worth $8,000.
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But they make me sell it for $5,000 just to stay competitive, because it s worth $8,000.
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Easy.
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If you have that kind of attitude, that will come through in your language and your behavior.
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If you don t, the opposite will happen.
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Oh, yeah, I know.
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It s tough.
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And you try to self the gap.
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You try to feature function the difference and defend it and all that jazz versus just owning the fact internally there s no doubt in your mind that you re worth every penny.
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the product is.
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And then the second answer I have there is you have to see value in your role in the process also.
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And that they pay a premium to get you.
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And if you don t think they pay a premium to get you, then you re dead on arrival.
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You don t need you anymore.
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So you ve got to think, what do they get from me?
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Expertise, knowledge, sharing, pushback, challenge.
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They get those things from you, that s worth something too.
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I think that second one is huge.
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I was going to say that it s hard to sell a premium product without a premium process.
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And the premium process is not just you flinging quotes out when somebody calls.
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A premium process is where you walk them through, you guide them, you ask questions, you understand the context, blah, blah, blah.
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That s premium process stuff.
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So every company I know who has a premium solution does something premium in the process to get to the solution.
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But I think that whole idea of what s the value of the sales professional is, and we ve talked about this probably ad nauseum on this podcast, but in the context of premium, are you a premium product?
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There we go, premium persona.
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Are you premium?
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I mean, do people really, when you walk into their office, do they say, who the hell is that?
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Or do they say, oh, there s Brian Neal.
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He hosts the Advanced Selling Podcast.
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No, I m serious.
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I mean, that happens to us.
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We get calls from people who want us to come in and do work with them, and it s because of this.
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And so I think you ve got to,
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embrace your premium brand, your personal premium brand, and when you do, I think it becomes a lot easier for people to say, you know what, these kind of look alike, but Brian Neal s my guy because he s done this, and I know he s not going to let us down.
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I believe in him, and that s a whole lot more than just the belief in the product.
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We should write a book, Premium Process, Premium Persona.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
That s good.
1
SPEAKER_01
Yeah.
1
SPEAKER_00
Equals premium.
1
SPEAKER_01
Yeah, premium results.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
Premium results.
1
SPEAKER_01
Not to be confused with premium gasoline from 1978.
1
SPEAKER_01
Go ahead and fill her up with premium.
1
SPEAKER_01
Remember that?
1
SPEAKER_01
Is it still called premium?
1
SPEAKER_00
Is gas still called premium of the 93?
1
SPEAKER_01
It s like required.
1
SPEAKER_01
Your car requires the premium?
1
SPEAKER_01
My car says it requires, but I don t put it in there.
1
SPEAKER_00
See, I do.
1
SPEAKER_01
My kid just asked me that.
1
SPEAKER_01
I m teaching William to drive right now.
1
SPEAKER_01
And he asked me, he said, would your car not work if you put the lower level gas in?
1
SPEAKER_01
I said, I don t know.
1
SPEAKER_00
I m not going to try.
1
SPEAKER_01
But I did say, this is where I get my knowledge, NASCAR drivers, they all say it doesn t matter.
1
SPEAKER_01
Actually, NASCAR drivers say it don t matter.
1
SPEAKER_00
It don t matter.
1
SPEAKER_00
It don t matter.
1
SPEAKER_01
And they drive some really fancy cars.
1
SPEAKER_00
All right, your second question.
1
SPEAKER_01
Yes, my second question is, very tactically,
1
SPEAKER_01
What should I be posting or saying on LinkedIn?
1
SPEAKER_01
I get asked that all the time.
1
SPEAKER_01
What should I be saying or posting on LinkedIn?
1
SPEAKER_01
You have until Tuesday.
1
SPEAKER_01
since I took till Friday.
1
SPEAKER_00
OK, you re good.
1
SPEAKER_00
What should I be posting on LinkedIn?
1
SPEAKER_01
Or saying, yep.
1
SPEAKER_00
Or saying, OK.
1
SPEAKER_00
Yep.
1
SPEAKER_00
That s a great question and one that I m always interested in and kind of wrestling with.
1
SPEAKER_00
What should I be posting?
1
SPEAKER_01
Is it talk like a pirate day?
1
SPEAKER_00
What should I be wrestling?
1
SPEAKER_00
I m wrestling a pirate.
1
SPEAKER_00
That s what I was doing.
1
SPEAKER_00
What should I be posting?
1
SPEAKER_00
Oh, here s the new trend, I think, is not teaching something.
1
SPEAKER_00
It s not posting things where you re teaching somebody because people don t need to be taught one more thing.
1
SPEAKER_00
It s more, how are you helping them shift their thinking?
1
SPEAKER_00
you re thinking about, like if you re a digital marketing company, and most of your customers or your audience thinks about digital marketing in some way that you think is wrong, and you have a shift in consciousness from what they are thinking to how they should be, that s the kind of post to be putting up there, because then it causes people to say, well, geez, am I thinking about this in the right way, versus, oh my God, I got to write that down, there were seven tactics there, and three hacks, and four language,
1
SPEAKER_00
that people just don t do that.
1
SPEAKER_00
So I think making people think differently is probably a good way to begin.
2
SPEAKER_00
Do I answer my own question now?
2
SPEAKER_01
Yeah, go ahead.
2
SPEAKER_00
It s a, like Bill was talking, it s a very broad answer.
2
SPEAKER_00
Like it s, but here s the, the easiest thing to do is to speak authentically.
2
SPEAKER_00
is if you say, what should I be doing or posting or saying on LinkedIn, you should do or say things that you would do or say in real life, like normal.
2
SPEAKER_00
Don t try to be anything different.
2
SPEAKER_00
Don t try to write something clever.
2
SPEAKER_00
Don t try to write a viral post.
2
SPEAKER_00
Don t let all that crap go.
2
SPEAKER_00
And you just talk like you.
2
SPEAKER_00
You ask a question like yourself.
2
SPEAKER_00
You post an interesting thing that you found or a book that you re reading.
2
SPEAKER_00
And if you re really serious, as a human, be really serious.
2
SPEAKER_00
If you re funny and loose, be funny and loose.
2
SPEAKER_00
But you just got to be your authentic self.
2
SPEAKER_00
Otherwise, you re going to get you ll get found out real fast.
2
SPEAKER_00
You get found out really fast.
2
SPEAKER_00
If you if you watch what Bill and I post on LinkedIn and then come hang in the studio.
2
SPEAKER_00
It s going to be kind of disappointing, because there s not a lot of difference.
2
SPEAKER_00
You re going to see exactly what you see here and there, for sure.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
I think you re right there.
2
SPEAKER_01
And I think that if you re shooting video, when the camera goes on, it s hard not to appear as something different than you.
2
SPEAKER_00
Yeah, totally.
2
SPEAKER_01
It takes work to just be yourself.
2
SPEAKER_01
And it s almost like you need a little down, or need a little Xanax, or whatever.
2
SPEAKER_01
little smoke of the you know to just chill because people don t want to be spoken to like they are in a broadcast studio.
2
SPEAKER_01
No at all.
2
SPEAKER_01
And we re I will tell you I m guilty of that sometimes of when the camera goes on I kind of launch into a little bit different version of Bill Kasky and it s all with the intent of helping but I think I could get a lot better at doing things like we do here where I don t feel like we re on here I just feel like we re chatting.
2
SPEAKER_00
Yeah, totally.
2
SPEAKER_00
Yeah, like we said, I mean, it s a very, very what you see is what you get, I think.
2
SPEAKER_01
But when the camera goes on, I think there s a tendency to go one of two ways, either get petrified or try to overdetermine your behavior and get a little more excited than you really are.
2
SPEAKER_00
Which is why I love the idea of documenting.
2
SPEAKER_00
instead of performing.
2
SPEAKER_00
Even now, we ve got a camera on.
2
SPEAKER_00
I just forgot about it until you mentioned it.
2
SPEAKER_00
I m like, oh, there s a camera on over there.
2
SPEAKER_00
Yeah, I see it.
2
SPEAKER_00
Hi.
2
SPEAKER_01
Travis is being very, he s all over this thing.
2
SPEAKER_00
I did have a listener comment.
2
SPEAKER_00
They watched one of our videos, and they were kind of jabbing me.
2
SPEAKER_00
Did I tell you this?
2
SPEAKER_00
Kind of jabbing me, because I take all my notes on my phone.
2
SPEAKER_00
So you re talking, I m writing.
2
SPEAKER_00
He said, I got to give you some feedback.
2
SPEAKER_00
And I m like, yeah.
2
SPEAKER_00
He goes, I watched the video and you were typing stuff on your phone.
2
SPEAKER_00
Like the whole episode, you seem very disinterested.
2
SPEAKER_00
And I m like, well, that s where I like to read the pre-show.
2
SPEAKER_00
I take the notes and stuff.
2
SPEAKER_00
And that s kind of where, you know.
2
SPEAKER_00
I ve always thought that about you.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
You re always on your phone.
2
SPEAKER_00
I don t know.
2
SPEAKER_01
I don t want to say, hey, let me see what you just wrote there.
2
SPEAKER_00
That would be kind of rude.
2
SPEAKER_00
Yeah.
2
SPEAKER_01
Now, I always feel like that s where you do your work.
2
SPEAKER_01
That s where I keep all my notes.
2
SPEAKER_01
I have a number two pencil.
2
SPEAKER_01
You do have a number two pencil.
2
SPEAKER_01
And a card of my to-dos.
2
SPEAKER_00
So I wonder if that was, yeah, if someone saw you writing on your thing with your pencil, that would be the same thing.
2
SPEAKER_00
Yeah, I noticed that you have that tool, that technology tool you got there.
2
SPEAKER_00
That s it, number two.
2
SPEAKER_00
Is that a, yeah.
2
SPEAKER_00
Where are all the number three pencils?
2
SPEAKER_00
Number one pencils, number four pencils?
2
SPEAKER_01
Oh, you don t want a number one pencil.
2
SPEAKER_01
Seriously?
2
SPEAKER_01
No, no.
2
SPEAKER_00
Why?
2
SPEAKER_01
They re too hard.
2
SPEAKER_01
I think they re hard.
2
SPEAKER_00
Oh, is that what it is?
2
SPEAKER_01
They re the hard black.
2
SPEAKER_01
What s a number three?
2
SPEAKER_01
Number three is like coal.
2
SPEAKER_01
It kind of comes apart.
2
SPEAKER_01
All right, so go to advancedsellingpodcast.com, join our LinkedIn group, .com slash LinkedIn, and also check out the Insider, advancedsellingpodcast.com slash Insider.
2
SPEAKER_01
Got a lot of good stuff coming up in the Insider program, so we d love to have you there.
2
SPEAKER_01
All right, bye.