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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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I am Bill Kasky.
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I am Brian Neal.
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And we are so happy and pleased and proud to be with you today.
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We have awesome listeners.
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We just did a post here a couple of weeks ago where I asked you for just any kind of topic because we are celebrating our 17th
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Wedding anniversary now our 17th anniversary of doing the podcast this month in September We started in 2000 ought six and we re still I love you said ought six still here.
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That s fantastic What a ride it s been huh 17 years.
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I talked about us today with one of my clients said if you want to see
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If there s anything I m learning about when I m getting older of like magic secrets to life, it s consistency, man.
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And I said, Bill and I have done one episode for 17 years.
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And then there was this kind of a, this is like a group of about 25 different salespeople from different companies.
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I m like, a couple of you came from the pocket.
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Then I start, then one guy goes, I came from the podcast.
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So did I. I m like, see, I, you know,
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Yep.
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And it s just from consistency.
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I mean, that s really what it is.
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I m not saying our show isn t very good, but you know.
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No, but it s, you know, that s a long time.
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I mean, that s true.
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That s a thousand plus episodes.
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That s a lot to ask.
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And it s only because, like we said before, we enjoy each other s company.
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We enjoy doing it.
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I learn from you.
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Hopefully you learn from me.
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So it s not just us spitting out data and counsel.
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We learn from each other.
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I had a client yesterday who was talking about posting and posting LinkedIn video.
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And I said, look, you can t look at the mentions and the comments and the shares and the views.
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You have to say, every time I do one of these, I get better at communicating, whether it s communicating value or just communicating to a camera or communicating to you or to our listeners.
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I think we all just get better when we create content.
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And you don t have to do 1,000 episodes to get better.
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But you have to do some, and I do think that s kind of a byproduct of all this.
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I love the idea of that.
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We should be really good by now.
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You d think.
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Really?
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We should get some good equipment, finally.
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That s right.
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That s right.
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Well, it s awesome.
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And I m so happy and so proud, and I love working with you, and love doing the podcast, love our listeners, all that jazz.
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So in the spirit of that, we do the little rant, kind of the upfront part.
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So before we get into our topic, our topic is going to be about,
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old sales techniques, tactics, things that still work today.
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Okay, let s get into that topic here in a second.
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Here are a couple of, I m watching the news, paying attention, you know, just like, you know, flipping them, like, interesting things that newswriters are saying just makes me think here.
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So what, this one was about a shooting, but you know, we got a lot of shootings in our country.
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Good, right?
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Okay.
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And as a newsreader gets done with the story, it says,
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uh, the uh, the police to the police, uh, spokesman said that um, Some sort of argument led to the shooting and i m thinking when did what?
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What what leads to a shooting that isn t an argument like hey, dude, what s up?
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Not much you having a good day I m, like no no kidding like I don t want to i m trying not to cuss but i m like really
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some sort of argument.
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Now, of course, there s some tragic things where people just walk in and start shooting, but yeah, that s rare.
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That s 99% of the shootings.
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You know, I would think with some sort of argument, very generic term, they re very, you know, very technical police work there.
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Apparently some sort of argument led to the shooting.
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Yeah.
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I m also, I m also thinking that usually some sort of substance to something.
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Yes.
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No, no, I ve heard about I d never watched it.
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Yeah, it s yeah.
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Now there s a new one out that talks about how alcohol leads to the argument and the argument leads to the shooting.
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Yeah, that s a good one.
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But a lot of people, they have these groups like, oh, no, I don t think he did it.
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And then you start to look at the family structure of this guy.
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Oh, wow.
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And you start to look at the family structure of this guy.
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And you start to look at the family structure of this guy.
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And you start to look at the family structure of this guy.
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And you start to look at the family structure of this guy.
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And these are cousins marrying cousins.
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It s sad.
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We watched the first two episodes last night.
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I said to my wife, I can t watch anymore.
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It s depressing.
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And they never mentioned alcohol, but there was always like this, yeah, they sat around and had a few beers.
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No, they sat around and had a lot of shots.
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Yeah, had a lot of beers.
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A lot of beers.
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There s a, so here s another, another news read that I thought was interesting.
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So the entire company, United Airlines, a hundred percent of their flights got shut down for like 24 hours.
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Right.
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And as the news reporters sharing this, they say some sort of computer glitch caused the system wide shutdown.
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I m like, is it really a glitch if it shuts down 1400 airplanes?
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just 20,000 people.
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It s not really a glitch.
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How about some sort of computer massive failure, or some sort of computer meltdown?
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Yeah, some some sort of computer catastrophe caused the system wide shut down.
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It s not like, whoopsie daisy.
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Oh, shoot.
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I m sorry.
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I unplugged that.
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That s my bad.
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Yeah.
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We sent him to runway three instead of four, but it just couldn t be him.
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Yeah, whoopsie-daisy.
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Oh, that, I m sorry.
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We figured it out.
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Yeah, TJ actually only turned the six strip off when he was making, it always shuts off when he does the microwave in the break room.
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Sorry about that little glitch.
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Carry on, planes.
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I m like, what are we doing?
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Anywho, there s more, but I ll stop there.
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That s good.
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Okay, topic today.
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Yep, so I said, we re going to talk a little bit about like maybe some old school things that work.
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This is inspired.
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Our sales team is working to sell something and we re it s like a sponsorship event thing so as a deadline to it we re a little behind so we said let s just pick it up a notch so we re.
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Get a little bit you know doing what we teach trying to be more assertive out marketplace and.
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we ve been doing a lot of stuff like most people do through email, right?
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So you email someone, you ll exchange, maybe you don t, follow up, maybe send, and then maybe like a video or something.
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So we re doing our normal stuff.
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And, you know, we got some, we re still have some gaps to close.
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So one of our sales team had the great idea to actually pick up the phone and call somebody.
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And they called the person, and the person answered, and they had about a 20-minute conversation and closed the contract literally within an hour.
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And this person said, what a great reminder that some of the old school stuff that we used to do still works.
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And so it just got me thinking, what are some things that we ve been doing this a long time, 17 years, that we always taught and maybe it s not cool to say that anymore.
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It s not cool to say, pick up the phone.
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You know, it s cool to say like, you know, use a, you know, automated.
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Yeah.
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You know, we get too clever.
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Yeah.
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Too clever.
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So, so I just thought we, we talk a little bit and this is a good reminder for, for our listeners and some of you, you know, the old school doesn t apply because you haven t been in sales more than six, eight, 10 years, but I d love to hear your thoughts on, on what have we gotten away from?
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What s the lost art here?
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Oh, I ve got one, and you ve got that one.
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Do you want to go deeper into the call?
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This is not a cold call, necessarily.
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No, no, no.
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Because these people have been acquainted with you.
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Yes.
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Yes, this would be a friend of the firm, so to speak.
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Yeah.
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But there were kind of two parts to it.
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Number one is just picking up the phone and calling the person s cell phone.
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I think sometimes people have a hesitation, even though they have someone in their contacts, their cell phone.
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Well, that s a little intrusive.
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I don t want to.
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So what are you supposed to call them, the landline?
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Like, we got to get rid of it.
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There is no landline anymore.
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There s no home phone.
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The only phone is the mobile phone.
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So if you have someone s mobile phone number, most people do, and you re stuck or whatever, pick up the phone and just call them.
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And I think part of the problem here, and I think this is a little generational, I think people are afraid that the other person is going to answer.
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I do, too.
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I think they re afraid they re going to answer.
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And what do I say when they answer?
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Are they going to tell me no to my face now?
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Am I going to stumble and stammer?
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Yeah, it s a lot easier to get no response on email.
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It s a lot easier on your ego than have somebody tell you no to your face.
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But I think that you just said it, too.
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It s like, well, let s get clear on the tone, on the message, on what is the purpose of this outreach.
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I m not going to call it cold outreach, because it s not.
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But what s the purpose of it?
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And as long as you re detached,
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from the outcome, that call is going to be fine.
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Yes.
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Even if they say no, you re not, you re not wanting, you re not, the trick is not to seek anything.
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You re just really making a connection to see if this person is interested in this thing that you have.
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They may or may not be, but it s still good.
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Yeah.
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So the, I guess the messaging also is important when we do make those calls.
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And I know the person that made this call was in that frame of mind, even though we re pushing for a deadline, we re not in a desperate, like, we re totally fine.
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Cash wise, it s great event.
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It s just like, we got a space, like, you know, shame on us if we don t give someone the opportunity to be in front of this really awesome audience of buyers.
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And that s the mode shooter.
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was in and they did a deal.
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And they got super creative really quick on, you know, like a little bit of cash, a little contingency.
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Like, yeah, let s do it.
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Done.
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I just, I was, I was really impressed by it.
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Yeah.
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Yeah.
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Here s another one that I think we missed too.
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And this probably is a result of, you know, the pandemic is, is,
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just get out there just show up in the game be in the game and and the game might be volunteering at a church board or or you know networking events okay but but still maybe you go to a couple of those i went to a event the other night for a
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I ve watched you on video or I ve watched your YouTube channel.
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And let s get together sometime.
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You just if you re in if you show up physically show up, you re going to be able to do it.
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You re going to be able to do it.
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You re going to be able to do it.
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You re going to be able to do it.
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You ll be surprised at who you meet, who you see that you haven t seen in 10 years, because nobody showed up there for three or four years.
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And now it s time to go back and show up.
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So I just call it get in the game.
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Just get in the physical game.
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And it s good for your soul, first off, because you re around people.
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And you don t have to go to these events hoping and thinking, I m going to collect seven business cards.
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You just go and be yourself.
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And it s amazing what shows up.
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I m picturing you, I m sure you were a starter most of your basketball career, but I m picturing you get in the game, like the tear off sweats.
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Did you have those?
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Like coach collars down, points down, Kasky, tear off sweats running the game.
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I love the visual of that getting the game.
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And I wore my basketball uniform to this event, too, the other night.
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What number were you in college, by the way?
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32.
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I was 32.
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You were 32?
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I didn t know that.
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Yeah, and that turned some heads, too.
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Still fits, that s the good news.
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It does fit.
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It does fit.
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No, I didn t.
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But yeah, just so don t be afraid to reach out personally on a phone.
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And now if it s a cold, cold call where they don t even know who you are, that is a little tougher.
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And I don t know.
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The thing is that we know enough people
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And our listeners know enough people.
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Just look through your contact list and say, you know what?
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I haven t talked to Brian in three years.
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I m going to pick up the phone and call him.
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And if it goes to voicemail, that s fine.
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Then it does.
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Use voicemail.
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Say, look, we haven t talked in a couple of years.
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I ve just thumbed through my contacts and realized that.
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Give me a call sometimes.
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And they do.
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They call back.
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And put yourself in the shoes.
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Now, aside from someone you had a bad relationship with or something went wrong, but if you ve got someone from your past that reaches out out of the blue,
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You know, if I hadn t talked to Bill for, you know, we worked together and then we hadn t talked for, you know, six, eight, 10 years.
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I said, Hey man, it sounds crazy.
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We haven t talked forever.
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I was just going through some contacts and I m like, I haven t talked to Bill Kasky forever.
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So I thought I d drop you a line.
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Love to hop on phone, catch up, tell you what s going on, see where you re at and say hi.
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People feel good about being talked about, don t they?
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That s right.
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So you re listening to this as a salesperson.
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Think of all of the former customers that you dealt with where you had a good relationship with and you haven t talked to them.
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for six months, eight months, two years, whatever, just call him.
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Call him.
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And just, you know, hey, be a blast in the past.
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I love that messaging.
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Blast in the past has been so long since we ve talked to Brian Neal from, you know, selling podcasts.
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Like, oh my gosh, Brian.
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And if you re still leery about that, or if the person is maybe far enough back that they won t know who you are, but you still are an acquaintance, you can also send an email.
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But don t send an email blast that s got corporate jargon in it.
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I mean, make the email.
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And I know that email isn t necessarily old school, but it s getting there.
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Just email them with a friendly, something human, not a blast from your marketing department.
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And the same thing could apply.
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It s like, hey, Bob, haven t talked to you for a while.
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Hope all is well.
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Here s my calendar in case you want to jump on a call.
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I d love to catch up.
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I have no, you know, no.
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Agenda.
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No agenda, right?
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You can use email and still do an old school, just catch up call, blast from the past call.
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I like blast from the past.
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I m telling you, people love to be thought about.
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They just do.
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Yeah.
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And my last one, I m going to kind of combine two here, because it is a two-way street here.
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I think part of the lost art of we used to do, but I m not saying we were always really good at this, but we used to do better at this than we have, than I think we do now.
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is asking for help from other people.
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Just simply saying, hey, Bill, can I ask you for a favor?
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Or hey, Bill, I need some help with something.
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Or I m looking for some connection help.
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Physically, outside, like when you re doing what Bill said and you re in the room, do that.
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You can do that via email.
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But to say, hey, I ve got a connection favor to ask.
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And just give people space to say no, but man, just got to ask for that.
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And then this is the best part.
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This is the karmic boomerang.
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Always, always, always.
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It just came from a lunch.
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It was kind of like financial private equity dude.
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He said, how can I help you?
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Which I appreciated.
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Here s the trick that lost art is you have to have an answer.
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You got to have an answer for when someone says, how can I help you?
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I said, here s a way.
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Here s something I need some help and some advice on from the world you come in.
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It has to do with aligning with private equity firms and how that, you know, I love some guidance and coaching on that.
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20 minutes.
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Talk, talk, talk, talk.
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Awesome.
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Got to ask for help, and then be ready to answer the question if someone asks you, how can I help you?
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Got to have an answer.
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Law start.
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Here s my last one.
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I like all three of those.
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Here s one.
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And this, you know, this might not be, well, it s pretty old school.
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Remember back in the day, we used to invite people to an executive briefing.
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Oh, God.
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Yeah, we used to.
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mindset of inviting people to something.
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And not a one-to-one breakfast.
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You can do that.
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But create an event that you can then make these calls and invite them to.
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It could be a webinar.
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It could be an online thing.
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It could be a panel discussion.
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It could be a meeting.
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It could be a conference call.
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It could be a meeting.
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It could be a meeting.
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It could be a conference call.
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It could be a meeting.
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It could be a conference call.
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It could be a meeting.
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It could be a conference call.
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It could be a meeting.
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It could be a conference call.
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you know, an event, a physical event where you rent out the Ruth s Chris and have 10 or 12 people there.
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I think we don t invite people to events.
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And whenever I get invited to an event, which I rarely get a personal call inviting, but whenever I do, I go.
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I feel like if that person took the time to call me, as long as it was a legit event, not a, you know, how to use 900 numbers to get rich.
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There s an old school call.
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There s an old school.
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But from my one-bedroom apartment, I ve made on this Google from my one-bedroom apartment 1-900 numbers.
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Yeah, it s clean.
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It s not bad.
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It s Don.
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What s a guy named Don look pretty he like There was a guy passed away Don.
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He passed away by his own accord.
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I believe unfortunately
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because those calls get a lot easier to make if you re inviting somebody to something that s meaningful, uh, versus just, you know, I don t know.
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catch up, and then you re pitching something, which is fine, again.
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But I like having a purpose to invite people to something.
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I think that s a lost art, too.
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I don t think we do nearly enough cold outreach to fill a webinar.
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We don t.
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We should.
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This is a good reminder to do that, because I could probably fill 50 seats of a webinar just calling people from my cell phone whose contact information I have.
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Totally.
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Just inviting them to something.
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Yeah.
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And then double these up.
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Good.
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That s a good episode.
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Yeah.
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So yeah, there s really good ideas in there for you that are, you know, been around a minute.
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Kind of like the cutting edge.
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Just to review, we got pick up the phone and call somebody.
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Yep.
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If you re not able to, if mobile s not working, pick up the phone as long as there s an acquaintance there.
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Two is get in the game.
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Go physically out and be with people.
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Yep.
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What was your third?
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Ask for help.
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Ask for help.
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Be ready to answer the question, what can I do for you?
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How can I help you?
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Yep.
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And then create an event.
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It s, you know, Gary Vaynerchuk always says you can be at somebody else s party or you can host the party.
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And I think we ve got to get back into hosting parties, hosting events.
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I ve got a person in my group, high achiever group, who s a dental guy.
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And he has events in different cities.
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And he calls up people.
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And he also emails.
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But he fills that thing.
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Every quarter, he ll go to Charlotte and have an event, puts 20 people in there.
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It s high leverage, because you re speaking to 20 potential clients.
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It s a little bit of labor.
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I mean, there s a high labor to it, too.
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It s a whole lot better than one person at a time.
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Plus, when you re on stage, you kind of have a little bit more authority there.
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So just think about an event that you could host and invite people to it.
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This is one you listen to on the loop.
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Repeat this one and put these ideas into action.
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I promise you, they will pay for you.
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Absolutely.
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Yeah, they ll pay to you, I should say.
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So if you have a comment or happy birthday, oh, we re going
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to do the next episode, we re going to look at the LinkedIn.
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I did a LinkedIn video where I asked people for topics and we re going to go through that next episode.
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So if you did recommend a topic, make sure you tune in next week and we ll have that for you.
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And if you haven t already gone to the LinkedIn post where I talk about some of the things that we re doing, happy birthday stuff, go to advancedsellingpodcast.com slash LinkedIn.
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It ll take you right to the group.
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Or send us an email listener at advancedsellingpodcast.com.
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Get our email going again.
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Old school, see?
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And send us an audio.
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Send us an audio.
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Oh, it s even better.
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Yeah, happy birthday.
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You can sing to us.
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Happy birthday, Audios.
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We ll say that in the next one, too.
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You can write a poem for us.
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All right.
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All right.
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See you next time.
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Bye.
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Bye.