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Listen closely, people.
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In this episode of the Advanced Selling Podcast, we share breaking ooze that will chag Bill s life.
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Now listen to the episode and you ll figure out what I meant by that.
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Also, I offer a lawn chair visual that you will want to forget.
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And we share some of our beliefs and ask you to check your own beliefs and see how well they line up.
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Welcome, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in sales training podcast history.
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I m Brian Neal.
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I m Bill Kasky.
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And we are here every week for your listening enjoyment and your personal growth.
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We re glad you re here.
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I was in my studio at home last night, Bill, and my kids just about have it down, the old intro.
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Do they?
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Yeah, my seventh-grade son thinks he s got it just about down.
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Not quite.
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Now, we ve got a surprise for our listeners next week.
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Yeah, we do.
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Is it next week?
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OK, next week.
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Yeah, that s next week.
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We re going to be doing a little surprise from one of Brian s friends.
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Yeah, one of my friends.
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He s a former friend.
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He s a really excited former friend.
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I m going to be their former friend when I call him out.
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That s true.
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And we just got some breaking news, by the way.
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Bill, didn t we?
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We get breaking news.
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We do have some breaking news.
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But before we do that, I want to tell you and tell our listeners that today s podcast is brought to all of us by PandaDoc.
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If you need help creating beautiful sales proposals, visit PandaDoc.com forward slash ASP to download your free copy of Elements of a Winning Sales Proposal and also Outreach.io.
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You can go to Outreach.io slash ASP to learn more about how to make your sales team a revenue driving building
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a machine.
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So that s outreach.io slash ASP.
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You were having a very frustrated moment before we came on and turned the mics on on air, weren t you?
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I m much calmer now that I know what we know.
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You are.
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Well, about a month ago, I noticed that on my MacBook Pro, the N key didn t work so well.
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I would have to tap it a couple of times.
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Like November, N. Yeah, when you type it a couple of times then,
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Then it goes in, in, in, in, in.
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So, okay, so then you re erasing.
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So this whole notion of a key being stuck, it doesn t sound like much to you in the third world.
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It doesn t sound like much, N keys stuck.
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But do you know how many words have N in them?
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Most of them.
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Most, almost, I think every one.
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Give me one that doesn t.
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It s one.
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Bill, okay, Bill doesn t.
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It s one of the, you know, on Wheel of Fortune,
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It s one of the five letters they give you, right?
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R-S-T-L-N-N-E.
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That s true.
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There s a reason for that.
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There s a reason.
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It s on almost all words.
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It s good.
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And so I was hammering away while Brian was trying to record some things.
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And I was hammering.
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And now it s to the point where I have to literally get a pickaxe and jam it to get the end to work.
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And I just found out.
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You re dropping some curse words, too, over there.
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I was.
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I don t usually do that.
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No.
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Before we went on the air you might have even heard it in the lead-up Travis found out that my keyboard is good for an update So I get a brand new keyboard recall fix that problem recall.
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It s good.
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So Travis goes and takes your computer in lunch right over to the Apple Store said the genius bar.
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He ll never leave but
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Congratulations.
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Thank you.
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That was your pet peeve?
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That was my pet peeve.
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I don t know if I can top that one.
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In keys that don t work.
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In keys that don t work.
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What is yours?
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Well, mine s going on right now and it s a little controversial because they re, um, so I m a fan of growing cities and things like we live in Indianapolis, Indiana, and they re putting in a new bus line, a dedicated bus line to help people get from the Northern suburbs to downtown, which I think is wonderful.
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We have a bus system that runs around most of that area.
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It doesn t cover it all the way.
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But they re tearing up a very, very wonderful street with lots of restaurants on it.
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It s heavily traveled and it s right by my house.
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And they re basically taking one out of two lanes and making a dedicated bus lane.
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They ve got the entire.
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a street torn up and I just, I m going to go out there and sit in a lawn chair, like a 1970s lawn chair.
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You know what I m talking about with the little final straps?
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Exactly.
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And I m going to count how many people are on this bus for a year.
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There better be a lot of people.
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It better be like, you know, the Japanese buses where they re smashing people in.
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It better look like that or I m going to, I m going to blow a gasket.
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It s just the traffic and everything.
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My daughter got in a car accident, not blaming that.
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Well, it s a narrow road, four lanes.
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Are they taking parking off?
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Everything.
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You got to drive down there.
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See, I tell you to drive down there, but I would never tell my worst enemy because it s so torn up and it s so bad.
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And the restaurants and the bars and things are along that.
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Man.
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killing me.
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So I hope I m I hope I m wrong.
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I hope the thing is packed.
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I hope we have to build another one that there are so many people.
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Let s shut the whole street down if it works.
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I hope so.
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Let me see if I understand your commitment that every day you re going to be out there.
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Yep.
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Sleep, rain, snow.
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I m going to be and I don t have tell me what cut off block.
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Sorry.
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54th in college in Indianapolis, Indiana.
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I ll have cut off jean shorts and no shirt on.
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And I ll have a trucker hat, and I ll have a cigarette.
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And I don t smoke, but I ll have a cigarette hanging out of my mouth.
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Travis, can you get some video working?
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That won t happen.
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We can do a time lapse for the whole year, see how quick it is.
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I m telling you.
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All right.
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Topic today is a little bit different.
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And, you know, we ve talked on here a lot about personal branding.
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We ve had some programs that we ve run.
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We ve, uh, we talked a little bit with Brian Gray about that.
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There s just been a lot of, and it seems like every time we have an episode about it, people really like it.
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And one of the things I was reading the other day about personal branding was to be really effective at branding yourself.
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You have to know what, what do you believe in?
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So for example, the advanced selling podcast, we have a brand.
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And we ve really never talked about, what do we believe in about the world as it concerns our listeners?
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And so we want to go through a handful of those today.
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Number one, it forced us to think, well, what do we believe about sales, about achievement, about our listeners, about your potential as a listener?
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And so it helped us to kind of crystallize some of that.
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So we want to share with you a handful each.
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Yeah, this is, I think, in the preparation for this topic, this was a very, very good, thoughtful topic.
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So before we get into our suggestions, I ve got three, you have four over there.
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Before we get there, I want to tell you about a little message from our friends at outreach.io.
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You can check them out at outreach.io slash advanced selling podcast, outreach.io slash advanced selling podcast to chat with them and receive a free copy of their new book.
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That s outreach.io forward slash advanced selling podcast.
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Good, so you want to go first on yours?
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I will.
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And we kind of bantered about this a little bit.
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I want to make sure I did the exercise right.
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But we just said, let s just go for it and see what we get.
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So these are things that I believe about the market.
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I believe about all of us in sales.
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And so you, the listener, will listen and say, yeah, I think I have that belief.
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Or you might hear this and go, boy, I don t have that belief, but I probably should.
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That would be kind of a takeaway from this one.
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First one I wrote down, I got a little thoughtful in these, I think, is that I believe everybody wants to make a difference.
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I believe everybody wants to make a difference.
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And I don t mean that necessarily like that everyone wants to save the world or clean up the oceans or keep straws out of the sea turtles  noses and all those causal things.
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I m talking about just in general.
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You just want to make a difference.
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It could be a difference in your territory.
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It could be a difference in your
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family s income.
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It could be a difference in your customer s quarter.
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It doesn t matter.
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But everybody wants to think and believe they re doing a good job and making a difference.
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And I believe that to be true.
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And I think sometimes we get that whole idea of making a difference gets clouded in the pressure of things that don t align with that.
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And so I don t feel like I m making a difference if I don t make my number or if I
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have a really hard stretch quota or something like that.
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So I encourage everyone, you can make a difference all day, every day, in little bitty ways.
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Whether or not your numbers on your scoreboard show it, that doesn t matter.
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That ll take care of itself over time.
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But if you run around the countryside trying to make a difference with the individuals you re speaking with, you will win in the end.
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That s really good, and probably a topic that warrants its own episode, really.
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That s a big topic.
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I wrote down, as you were talking, I wrote down, we all want to contribute.
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We want to contribute our wisdom, our expertise, our stories, ourselves, our time.
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We want to contribute to a cause bigger than ourselves.
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And so that s what you re talking a little bit about there, is making a difference in someone else s life.
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Yes.
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You ve been involved in charities, as have I, and it s nice when someone says to you, hey, you know what?
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What you said last week really made a difference for me.
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And sometimes we don t hear that.
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All we hear is, hey, you re behind on your quota this month.
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Yeah, exactly.
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If we re hearing that message all the time, we ve got to be the custodians of our own mind and beliefs and values and make sure that that gets in.
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That s a good one.
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I like that.
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Hey, before we get to our next one, if you need help creating beautiful sales proposals and quotes, you can call on PandaDoc.
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If you use the ASP acronym, go to pandadoc.com forward slash ASP.
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And while you re there, download your free copy of Elements of a Winning Sales Proposal.
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It s an ebook that
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they actually had, but we suggested if they were going to be a partner of ours that we wanted something to give away to you, the listeners, so that s what they ve decided to do and it s a really good little e-book, pandadoc.com forward slash ASP to get a copy of that.
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I ve got one here, which is a little similar.
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And these do cause you to think a little deeper, I think.
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So that s good.
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There s only one thing between you and exponential success, and that s you.
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And I think sometimes when I say, what s in between you and
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Great success or tripling your income or whatever that success looks like for you I think we will naturally gravitate toward well, I need a better this I need a better that I need a quicker this I need a better Mac I need an end key that doesn t stick.
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I need all these things and really it s all you and I yes So a lot of times on this podcast we will talk about tactics and give you practical advice, but the thing separating
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Between you using it and just hearing it is your courage and commitment and ability to try things So I think this we don t talk about that enough probably which is just we are our own biggest enemies always and if we want to
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dramatically improve our life circumstances or business circumstances.
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We ve got to look inside first, and then look outside.
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Maybe we do need a faster computer.
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But maybe we re jacking it up somehow internally, and we re just not able to live fully and express ourselves fully.
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Yes.
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There s no doubt about that.
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The good thing is, too, you re your own worst enemy.
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You re also your own best ally.
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It flips the other way, too.
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You have the ability and all the tools that you re ready.
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You just got to figure out which side of the fence you want to play on.
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I had someone the other day, and I used to get really pissy about this when I d hear this, but I was demonstrating some work that I teach other people to do.
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And I got lucky on a kind of a connection thing.
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And she said, well, that s easy for you because you re famous.
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And I m like, what are you talking about?
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She goes, well, you do this, you have the podcast, and all these LinkedIn connections.
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I m like, we didn t have anything.
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SPEAKER_00
I didn t have anything.
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Didn t have any of this stuff.
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We didn t have the podcast.
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We didn t have LinkedIn.
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What we did to grow the podcast and LinkedIn tribe was exactly what I was trying to teach her to do from just a different starting place.
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But that s what people want to do.
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They want to make an excuse in their own mind why someone else has something that they don t.
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That s a limiting belief.
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Drives me crazy.
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It s good.
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Yeah.
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So anyway.
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OK, my next one is, I believe you want to be yourself.
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I believe that you want to be yourself.
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And I believe that in most cases, you feel like you can t be yourself, that you have to be someone else and act a certain way because of your role or the way your company wants you to be or things like that.
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And there is no doubt in my mind that once you, and we all play the mask to some degree, all of us do and continue to.
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And we hopefully can chisel away with it over time.
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Once you can be you and just you are who you are and you re not trying to be another person or act like another person or sound like another person or perform like another person,
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You re free.
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You re good to go.
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You have nothing to worry about any longer.
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And it s a really, really hard thing to do.
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And I think in the sales role, we get so much coming at us that tells us to be a certain way.
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You ve got to make this many calls.
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You ve got to do this.
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You ve got to ask for the order.
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You ve got to be this way.
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You ve got to shake hands.
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You ve got to build rapport.
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All this stuff comes in like, well, I ve got to be all this way, a lot of which might not be authentic to who you really are.
1
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So once you learn to let that go and just be you, all the pressure comes off.
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It doesn t matter anymore.
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It s good.
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And yet there s a certain vulnerability in that, too.
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Who is the Michael Gervais?
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I think I ve mentioned him on the podcast before.
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He has a business with Pete Carroll, the coach of the Seattle Seahawks.
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And they have a business together.
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And it s an organizational training business that they go into Microsoft and some of these large companies out west.
1
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And one of the first things they talk about is, who are you?
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Who are you really?
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Not just who is the persona or the badge or the armor that you want people to see, but what s deeper?
1
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And he says, until we really understand who these people are that we re in front of, or until they understand, it s hard for you to just say, be yourself.
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I don t know who myself is.
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I really don t.
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Practicing in the corporate world for 20, 30, 40 years.
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And I ve been wearing the suits and the nooses and everything.
1
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And I ve been so conditioned to be a certain way.
1
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What if I don t know who I am?
1
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Right.
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You probably don t.
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I probably don t.
1
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You probably don t.
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And so when you and I come along and say, hey, just be yourself, OK, that would be easy if we knew who we were.
1
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Totally.
1
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That s deep.
1
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It is deep.
1
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Man.
1
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It s way too deep.
1
SPEAKER_00
Need to dim the lights in here, burn some incense.
1
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See, incense has two N s in it.
1
SPEAKER_01
I would never be able to spell that to order it online or search for it.
1
SPEAKER_00
Wait till you hear how I typed my lead in.
1
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I think it s funny.
1
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I hope the listeners do.
1
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Anyway, is it my turn?
1
SPEAKER_00
I think it s my turn.
1
SPEAKER_00
Oh yeah, go please.
1
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I ve got an acronym here, and you know how I love acronyms.
1
SPEAKER_00
Is there an N in it?
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SPEAKER_01
There s not.
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The acronym is N-N-N-O-N.
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Nor is there a vowel.
1
SPEAKER_01
Is there a vowel in it?
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So it s S-C-C-R.
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Sucker.
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Sucker, I like to say.
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And it is a formula that I think each one of our listeners can learn from.
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And my belief is that if you embrace this, things will get better.
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Number one, the S is for skills.
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The C, the first C is for clarity.
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The third C is for confidence.
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So skills lead to clarity, which leads to confidence, which leads to the results.
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And the clarity thing is really, I ve been working with my clients a lot on that, and that whole notion of if we don t have confidence in something in ourselves, or maybe you have confidence when you re making a one-to-one call, but when you stand in front of a group
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Yeah.
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Things change.
1
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It gets a little awkward and anxious.
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If you don t have confidence, it always gets back to clarity.
1
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It doesn t get back to some kind of magical charisma.
1
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Like when I watch you work, Brian, in front of groups, you have a magic and a charisma to you, and you can get up.
1
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Now, I know that also sometimes there s butterflies in your stomach.
1
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Always.
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But you have the ability to do that because you re crystal clear about your message, about what role you play, about who you are and who you aren t.
1
SPEAKER_01
And I think if we have trouble with confidence, a lot of times it gets back to, we re just not clear.
1
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Once we get clear, then even if the clarity is, I don t care if they buy from me or not, I m here to provide a service or generate value, you can be clear about your outcome too.
1
SPEAKER_01
And when we re not clear, I think we get a little tenuous and we get a little trembly.
1
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Yes.
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Stand for it.
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It s just what you stand for.
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Then you don t have to think about it or worry about it anymore.
1
SPEAKER_00
Yeah.
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It just comes from inside.
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Yeah, you don t have to... They ll either be attracted to it or repelled by it.
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Exactly.
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Yes.
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And when everyone s trying to say the right thing at the right time all the time, you re not being yourself and all that other jazz.
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And it blows up in your head.
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What about slide number seven?
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Should that be before eight or after eight?
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Should that be font?
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What font should that be?
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I have a client.
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Also, well, a client and my wife, they re actually doing that today.
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And they re doing a presentation in front of 50 people, a sales call in front of 50 people.
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And she was really nervous about it.
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And one of the reasons is, number one, it s a new slide deck.
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Confidence wasn t there.
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So she didn t know.
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She didn t have clarity.
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And number two, she s better one-on-one selling than she is in front of a group.
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And so as she worked through it yesterday, and I talked to her last night this morning, she s good to go now because she s got clarity.
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She s very clear on what she s going to do, what her role is, how she s going to do it.
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Got some help from some team members.
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It s really good.
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But I think that part of that secret, too, is when you re unclear, sometimes you need another human there to help you walk through it.
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Or at least they could not say anything, which I m sure wasn t the case with you.
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I could not say anything.
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Just the idea of having another human there to kind of walk through and listen to me would be very helpful.
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Yes, for sure.
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My last one is I believe that all people want to be relevant in life.
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And if you ve chosen this wonderful profession of selling, you want to maintain your relevance.
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And if you look around and pay attention, it might start to feel like salespeople can quickly become irrelevant and or extinct down the road.
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Now, we had the draft.
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The NFL draft was this weekend.
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And you know what they call the last person drafted in the draft?
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You don t know this?
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No, they call him Mr. Irrelevant.
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And there s a player.
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So there s the last player picked at the end of round six or seven, however many rounds they do these days.
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And that person is called Mr. Irrelevant.
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And they actually give a prize to him and stuff and a t-shirt.
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And they have another Mr. Irrelevant.
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And the odds of making the team, they track that and all that jazz.
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Nobody wants to be Mr. Irrelevant.
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You as a salesperson want to be relevant.
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If you watch what s going on in the marketplace, if you look at all the data that says that the sales process is being shortened because people
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researching before they get to you and all this other jazz, you can start to feel like, well, what role do I play?
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If they ve already made their mind up before I get to me, what role am I playing?
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And then when you take real big thinkers and you think about AI and artificial intelligence getting in the way, there s going to be able, at some point, a computer is going to be able to interact with a buyer and ask questions along the way that doesn t require a human.
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I still believe there has to be, at some point, a human being involved.
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And so I believe you want to stay relevant.
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You have to figure out what that looks like for you.
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What that is, yeah.
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Yeah, you have to bring expertise and value and knowledge outside of what you do, in my opinion, to stay and remain relevant.
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That will never go away.
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That s about you finding things and communicating and translating them in a way that a computer can t.
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that will make you super, super valuable and very relevant to the people that you call on.
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That s good.
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My final one here is a little bit of a curveball.
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It s a little weird.
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And that is, I want you, we want you to believe in our audience that less is more.
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Meaning, less work, fewer number of hours worked, might yield more revenue.
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And you have to have the belief that if I want to grow my income by, let s just say, 50% over the next couple years, whatever the number is for you,
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Working 50% more hours doesn t work.
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It just can t work.
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You ll burn out, or something will give, or something will happen, or there s no hours left.
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SPEAKER_00
So you have to believe that you can work less and get more accomplished.
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And until you believe that, then you will be buying into the old algorithm of, if I want to make 50% more, I ve got to work 50% harder.
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SPEAKER_01
Exactly.
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So I think there s a there s a whole bunch beneath that but I think if you buy into that notion of you know What maybe I can work less and make more or maybe I can work the same and make significantly more if you believe that And I believe that about you.
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I know that it s possible for you I don t I don t know you personally, but I know it s possible because of the number of people that we ve helped do that No, no doubt.
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No doubt
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That s it.
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We hope you enjoyed this episode of the Advanced Selling Podcast.
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Go to the LinkedIn group, LinkedIn.com slash Advanced Selling Podcast, or just search for it in your LinkedIn profile there.
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And we d love to have you there.
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We re closing in on 11,000 members there.
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And Bill and I are going to start to put some banter up there for you.
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So make sure you re part of the LinkedIn group.
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And if you haven t done so already, he wants to come visit you.
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Go to your sales meeting, sales launch.
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anything like that.
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SPEAKER_01
We d love to do that.
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Just send us an email.
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Come see us.
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SPEAKER_01
Put that in the subject line.
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SPEAKER_01
We ll call you and chat through what the details that look like.
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That s it.
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See you next time.
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The event selling podcast.
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Bye.