0
SPEAKER_02
Hey, everybody, Bill Kasky here.
0
SPEAKER_02
Before we get into today s episode, I want to share with you an upcoming event, March 4th, the Insider Program, which you know Brian and I have continued to invite you to be a part of.
0
SPEAKER_02
We ve got closing in on 100 members right now.
0
SPEAKER_02
Our next event is March 4th.
0
SPEAKER_02
We re going to be talking about the high performance habits.
0
SPEAKER_02
And I also thought it would be nice if you heard from a couple of members.
0
SPEAKER_02
So here s a quick cut from each of two members of the Insider Group on what they get out of this every single month.
0
SPEAKER_02
And if you re interested in joining, make sure you go to advancedsellingpodcast.com slash insider.
0
SPEAKER_01
I m Steve Minucci, based in Nashville, Tennessee.
0
SPEAKER_01
Been in the Insider Program since its inception, well over a year.
0
SPEAKER_01
I really joined just for different insights and things that I could learn in my world.
0
SPEAKER_01
And an added bonus in talking to one of the other members out in California that has led to some business.
0
SPEAKER_01
I never even intended for that to happen, but I like the idea of meeting people from other parts of the world, actually.
0
SPEAKER_01
We have folks all over the world that are part of this program, and so it s really been a great program.
0
SPEAKER_01
I ve really enjoyed it.
0
SPEAKER_00
Hi, I m Scott Snowden.
0
SPEAKER_00
I ve been in the Insider program since the beginning.
0
SPEAKER_00
I did not have a formal sales process.
0
SPEAKER_00
I have one now.
0
SPEAKER_00
That s why I joined.
0
SPEAKER_00
But the real benefit has come from the people that I ve met in the program.
0
SPEAKER_00
All of a sudden, I have other peers and sales professionals that I can collaborate with.
0
SPEAKER_00
It s a wonderful thing to know that you ve instantly got advocates.
0
SPEAKER_00
It s been a huge boost to my effectiveness overall as a sales professional.
0
SPEAKER_03
Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
0
SPEAKER_03
My name is Brian Neal.
0
SPEAKER_03
I m Bill Kasky.
0
SPEAKER_03
Cue s a little delayed.
0
SPEAKER_03
We re out of office today.
0
SPEAKER_03
Celebrating President s Day.
0
SPEAKER_03
Is that what we re doing?
0
SPEAKER_03
What do we do for President s Day, Bill?
0
SPEAKER_03
Well, how do we celebrate president?
0
SPEAKER_03
Are we just honoring all the presidents?
0
SPEAKER_03
Do we have, I know a lot of people buy furniture.
0
SPEAKER_02
There s a lot of sales.
0
SPEAKER_02
Yeah.
0
SPEAKER_02
A lot of sales, a lot of people buy mattresses, a lot of people not working today.
0
SPEAKER_03
So although we are, uh, we never take a break here.
0
SPEAKER_02
That s right.
0
SPEAKER_02
I remember it used to be there was a Washingtons and a Lincolns, and now it s all combined.
0
SPEAKER_02
And it s a big skiing weekend out in Colorado, I presume.
0
SPEAKER_02
Oh, man.
0
SPEAKER_03
We almost went skiing.
0
SPEAKER_03
Did I tell you this?
0
SPEAKER_03
Mm-hmm.
0
SPEAKER_03
Thank God we canceled.
0
SPEAKER_03
Because obviously, you had to work the game last week.
0
SPEAKER_03
So that was a dream come true.
0
SPEAKER_03
And we had too much.
0
SPEAKER_03
I saw some pictures.
0
SPEAKER_03
Oh, what a nightmare.
0
SPEAKER_03
And it would have been my family s first ski trip.
0
SPEAKER_00
Oh, to Denver?
0
SPEAKER_03
Like the line that looked like a Los Angeles highway waiting to get on the ski lifts.
0
SPEAKER_03
Yeah.
0
SPEAKER_03
Wow.
0
SPEAKER_03
It s a rookie weekend for skiing, I think.
0
SPEAKER_03
Yeah.
0
SPEAKER_02
Hey, I had a question for you.
0
SPEAKER_02
You ve got several children.
0
SPEAKER_02
You ve got four kids.
0
SPEAKER_02
Five.
0
SPEAKER_02
You have five?
0
SPEAKER_02
Well, I have a bonus kid now.
0
SPEAKER_02
Oh, you ve got five.
0
SPEAKER_02
OK, you ve got five kids.
0
SPEAKER_02
OK.
0
SPEAKER_02
And they range in ages from, what, 18 down to 19, 20?
0
SPEAKER_02
19 down to 11.
0
SPEAKER_02
Down to 11.
0
SPEAKER_02
OK.
0
SPEAKER_02
Yeah.
0
SPEAKER_02
And I m sure that there are times where they say things to you where you re like, huh?
0
SPEAKER_02
What?
0
SPEAKER_02
Where did you get that?
0
SPEAKER_02
Or how did you come up with that?
0
SPEAKER_02
And sometimes those things are just funny.
0
SPEAKER_02
And most of the time, they re funny.
0
SPEAKER_02
And they re quizzical.
0
SPEAKER_02
It s like you re bewildered by it.
0
SPEAKER_02
Well, I had one the other day, and I m not sure if this falls into the category of my sophomoric humor or falls into the category of an old saying said by a young person.
0
SPEAKER_02
But I was talking to my daughter, Kara, who s out in Denver, and she s looking to buy a home, she and her new husband.
0
SPEAKER_02
And so they met with the realtor, and they did the whole thing where they ask her what kind of price range and bedrooms and all that stuff.
0
SPEAKER_02
And she was telling me that they had a good meeting.
0
SPEAKER_02
I said, well, what s the next step here?
0
SPEAKER_02
What s the next step?
0
SPEAKER_02
And she goes, well, she goes and puts her feelers out.
0
SPEAKER_02
I said, huh?
0
SPEAKER_02
She s going to put her feelers out.
0
SPEAKER_02
And I said, what does that mean?
0
SPEAKER_02
And I knew what it meant.
0
SPEAKER_02
But I said, what does that mean?
0
SPEAKER_02
She goes, yeah, she s going to go out.
0
SPEAKER_02
I said, I know what it means.
0
SPEAKER_02
Why are you using that term?
0
SPEAKER_02
You re 27 years old.
0
SPEAKER_02
And I know Kara, so that makes it funnier for me that that s something that she clearly heard.
0
SPEAKER_02
Exactly.
0
SPEAKER_02
She goes, well, I m just an old soul.
0
SPEAKER_02
And I know what it means, and it s been around for a while.
0
SPEAKER_02
But is there something odd about the feelers thing?
0
SPEAKER_02
It s just my weird sense of humor.
0
SPEAKER_02
And then after we got off the phone and she chided me for making fun of her, I looked to see when was that term first used.
0
SPEAKER_02
Oh, good.
0
SPEAKER_02
I thought it was like 1950s, 60s, early 1800s.
0
SPEAKER_02
So this is 200 years old.
0
SPEAKER_02
And I don t know what it means, but I just think it s funny.
0
SPEAKER_03
Feelers out.
0
SPEAKER_03
Back in the days when they were still making their own soap at home, back in those days.
0
SPEAKER_03
Could be.
0
SPEAKER_03
And it s funny to hear, again, because I know Kara, that s likely a repeated word from maybe someone else.
0
SPEAKER_03
She said, OK, next step.
0
SPEAKER_03
The realtor said that, right?
0
SPEAKER_02
I suspect she did, yeah.
0
SPEAKER_03
Yeah.
0
SPEAKER_03
Yeah.
0
SPEAKER_03
My stepson is the master of that.
0
SPEAKER_03
He has a very, very old person s vocabulary and it s mostly qualifying language.
0
SPEAKER_03
So he s 11 and he ll say things like, like, well, we ll, you know, um, what did you end up doing?
0
SPEAKER_03
They re like, well, we went to the mall and coincidentally, my grandparents were there too.
0
SPEAKER_03
I m like, it s an 11 year old structure.
0
SPEAKER_03
It s like, you know, he s giving a stump speech.
0
SPEAKER_03
So yes, my, my kids so far have not impressed me with anything like that.
0
SPEAKER_03
My four blood kids, but maybe that s a good thing.
0
SPEAKER_03
I don t know.
0
SPEAKER_02
Yeah, that s that s a good that s a good start there.
0
SPEAKER_02
Just throw it throw in a four-syllable word in there.
0
SPEAKER_02
Occasionally probably I ve got it.
0
SPEAKER_02
I ve got it.
0
SPEAKER_03
Yeah, I ll have to write some things down He says things all the time like that and stuff and I just laugh I m like what 10 year old 11 year old says things like hey, they pick that stuff up You know, you know where you got it.
0
SPEAKER_03
He got it from your wife little parents.
0
SPEAKER_03
Yes, totally an adult somewhere.
0
SPEAKER_03
I
0
SPEAKER_03
Okay, let s go topic today.
0
SPEAKER_03
Um, we are going to, this was inspired by a post on LinkedIn I saw, um, from our man Keenan.
0
SPEAKER_03
So Keenan, we interviewed a few weeks ago and he put up just one little phrase and he said, uh, if you do a demo before you do discovery, that s akin to, that s my word, not him.
0
SPEAKER_03
Stay in the theme, Bill.
0
SPEAKER_03
You like that?
0
SPEAKER_03
Akin to a doctor committing malpractice.
0
SPEAKER_03
Like it was just a no.
0
SPEAKER_03
And it just got me thinking, uh, about our own rules and boundaries that we have and how strong they are, where they are.
0
SPEAKER_03
And then you talked to Bill about, well, what s cause you, you said you also follow someone who talked about this having rules, but the problem is no one s telling people how to come up with the rules.
0
SPEAKER_03
You re right.
0
SPEAKER_03
Except for the advanced selling podcast.
0
SPEAKER_03
Cause we are, we re going to tell you today, give you some structure.
0
SPEAKER_03
on how to come up with your own operating rules for your sales life so that you can better handle these situations that come your way.
0
SPEAKER_03
When someone says, I don t have time to do discovery, but I d love to see your product.
0
SPEAKER_03
Let s just hop on.
0
SPEAKER_03
I ll go ahead and take the demo.
0
SPEAKER_03
We re so wired to think that s a good thing.
0
SPEAKER_03
And it s so hard to get demos.
0
SPEAKER_03
Like, well, why wouldn t I do that?
0
SPEAKER_03
Right.
0
SPEAKER_03
Or I ll do discovery during the demo or whatnot.
0
SPEAKER_02
Yeah, that s always a good.
0
SPEAKER_02
I ll do it after.
0
SPEAKER_02
I ll do it after the demo.
0
SPEAKER_02
Yeah, yeah.
0
SPEAKER_03
I ll go ahead and show it to them.
0
SPEAKER_03
I m just going to, I m just going to let their whistle.
0
SPEAKER_03
Yeah, here we are.
0
SPEAKER_03
All the good sayings are coming out from the 1800s.
0
SPEAKER_03
Just going to put my best foot forward.
0
SPEAKER_03
Well, a bird in the hand is better than two in the bush.
0
SPEAKER_03
Let s go.
0
SPEAKER_03
This sounds like NPR all of a sudden.
0
SPEAKER_02
So maybe what we do here is we help people with some categories.
0
SPEAKER_02
Like prospecting might be a category where you have certain rules.
0
SPEAKER_02
Managing the sales process might be a category.
0
SPEAKER_02
Yeah.
0
SPEAKER_02
Follow up might be a category.
0
SPEAKER_02
I mean, you might have some different areas.
0
SPEAKER_02
So why don t we maybe make a goal of everybody listening come up with three things, three rules that from this point forward you will live by.
0
SPEAKER_02
These are.
0
SPEAKER_02
Love it.
0
SPEAKER_02
These are your first name and last name rules.
0
SPEAKER_02
My rules.
0
SPEAKER_02
This is how I do it.
0
SPEAKER_02
This is how we do things.
0
SPEAKER_02
This is how we roll.
0
SPEAKER_03
This is the ASP me way.
0
SPEAKER_03
That s how you do you.
0
SPEAKER_03
This is how you do you.
0
SPEAKER_03
And we want to make these rules.
0
SPEAKER_03
These become guiding principles.
0
SPEAKER_03
So when people say things like, well, you do this, they say, I don t do that.
0
SPEAKER_03
It s not part of my process.
0
SPEAKER_03
We are, at our company, going through this process called EOS, Entrepreneur Operating System.
0
SPEAKER_03
And we have our first meeting on Friday.
0
SPEAKER_03
They are so buttoned up with their processes, they sent us a diagram on how to set the room up.
0
SPEAKER_03
It s a three-person meeting.
0
SPEAKER_03
I m like, we could sit at a picnic table.
0
SPEAKER_03
It will be fine.
0
SPEAKER_03
But the facilitator is like, no, this is how the room needs to be set up.
0
SPEAKER_03
Three-person, you two sit here, assigned seats.
0
SPEAKER_03
I m like, this is so great.
0
SPEAKER_03
Because if I say, I don t really like that, he s like, sorry, we have a process.
0
SPEAKER_03
This is how it works.
0
SPEAKER_03
And there s a reason why it s really great.
0
SPEAKER_02
Well, that s the thing if there s no reason why then it becomes he becomes a nuisance But if he explains the philosophy of it, here s why we do it in a simple manner.
0
SPEAKER_03
You re like, oh, okay I got it makes sense.
0
SPEAKER_02
Yeah, and it should be good for all of us right for the problem.
0
SPEAKER_03
So Uh, okay.
0
SPEAKER_03
Let s see.
0
SPEAKER_03
Do you want to uh, kick us off here?
0
SPEAKER_03
You want me to kick us off?
0
SPEAKER_03
Well
1
SPEAKER_01
Well, so you want to do prospecting and new business development first?
1
SPEAKER_01
Yeah, I ve got one for prospecting.
1
SPEAKER_01
Okay, I ve got one too.
1
SPEAKER_01
Okay.
1
SPEAKER_01
So, yeah, I think that at some point we have to commit to what is our behavior that we re going to do on a
1
SPEAKER_01
on a frequent basis, whether it s reaching out on LinkedIn, whether it s cold calling, whether it s showing up at networking events.
1
SPEAKER_01
And so I think you have to say, what is my one, no option?
1
SPEAKER_01
I don t have any latitude here on this particular behavior.
1
SPEAKER_01
You can say every day or every week.
1
SPEAKER_01
I think every day is a good way to begin.
1
SPEAKER_01
And maybe it s reaching out to one person who s in your LinkedIn group or follows you on LinkedIn and just
1
SPEAKER_01
check in with them, or it came across your name, I saw your name, does it make sense for us to talk?
1
SPEAKER_01
Whatever that invite is, you have to say, I m going to do this one thing every day.
1
SPEAKER_01
I love it.
1
SPEAKER_01
And you could, again, you could do it by the week, like one of our rules in our
1
SPEAKER_01
in our world is we do this podcast.
1
SPEAKER_01
We do it once a week.
1
SPEAKER_01
It releases once a week.
1
SPEAKER_01
We don t record every week, but we record two or three times a month.
1
SPEAKER_01
So that s a rule.
1
SPEAKER_01
We don t ever say, bah, you know what, screw this month.
1
SPEAKER_01
We re not going to do it this month.
1
SPEAKER_01
Because our rules, our boundaries are, this is what we re committed to.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
Bill s slapping his hands.
1
SPEAKER_00
I am, yeah.
1
SPEAKER_00
Sorry about that.
1
SPEAKER_00
I like that.
1
SPEAKER_00
Coincidentally, my hands call back every time.
1
SPEAKER_00
Interesting point.
1
SPEAKER_00
I wrote down the word one for one.
1
SPEAKER_00
It s my rule.
1
SPEAKER_00
I go one for one.
1
SPEAKER_00
That means once a day, I reach out to one LinkedIn, uh, prospect once a day, I go one for one, five days a week.
1
SPEAKER_00
The little things like this are so easy once you get them here.
1
SPEAKER_00
And this creates consistency and prospecting.
1
SPEAKER_00
It levels out your ups and downs around your funnel and things like that.
1
SPEAKER_00
There s a lot of good reasons to do.
1
SPEAKER_00
I love that.
1
SPEAKER_00
Similar, I wrote down for my rule.
1
SPEAKER_01
Similarly, is that, similarly, comma?
1
SPEAKER_00
See, now I got, now my vocab brain s not working today, but I ll have to think of a few words.
1
SPEAKER_00
Let me get my thesaurus out.
1
SPEAKER_00
Is it a thesaurus or a thesaurus?
1
SPEAKER_00
I think it s the-saurus, like dinosaur.
1
SPEAKER_00
One of the hardest words to say in the world.
1
SPEAKER_00
Thesaurus, never sounds good.
1
SPEAKER_00
I do this, this would be with another small group, meaning either two, three or four people, what we call a productivity pod and around prospecting once per month.
1
SPEAKER_00
That s a 30 minute get together 30 minutes with you and either one, two or three other people.
1
SPEAKER_00
for 30 minutes you go heads down for 30 minutes once a month and all of you do prospecting at the same time what you ll see here is this great energy comes through that activity you ll also track it if you re doing it with four people in 30 minutes you might do 60 outbound
1
SPEAKER_00
things, right?
1
SPEAKER_00
It could be an email, it could be a phone call, a voicemail, a video, whatever it is.
1
SPEAKER_00
But one prod pod per month, that s my prospecting rule.
1
SPEAKER_00
I never don t do that.
1
SPEAKER_00
One a month, 30 minutes.
1
SPEAKER_00
That s good.
1
SPEAKER_00
That s really good.
1
SPEAKER_00
That right there for everyone listening is it.
1
SPEAKER_00
I mean, geez, we re going to keep going, but good gosh.
1
SPEAKER_00
Give me those two things.
1
SPEAKER_00
Go ahead.
1
SPEAKER_01
So now we move to, so we got prospect, and again, whatever it is for you.
1
SPEAKER_01
It may not be either one of the ones that Brian and I, ours were kind of similar, but what s the one for you?
1
SPEAKER_01
Maybe it s writing an article.
1
SPEAKER_01
Maybe it s connecting with an old client that you haven t heard from for a while.
1
SPEAKER_01
Maybe it s just arbitrarily reaching out to somebody in your database that
1
SPEAKER_01
You re like, I don t know who the heck this is.
1
SPEAKER_01
So whatever it is, it is.
1
SPEAKER_01
Number two area, I think, would be the process itself.
1
SPEAKER_01
So once you have an appointment and it seems like there s a prospect here and you re moving them through the sales process, what are some rules there?
1
SPEAKER_01
So, one rule could be what Kenan talked about, and the whole reason this is a topic today is, I never present until I understand the pain, until I do my adequate discovery on what the problems are, where they re trying to go.
1
SPEAKER_01
That could be a rule.
1
SPEAKER_01
I think that s a really good one.
1
SPEAKER_01
There could be a rule around who you talk to inside a company.
1
SPEAKER_01
Maybe, like Brian and I, our rule is we re probably not talking to a middle sales manager.
1
SPEAKER_01
Not that we don t want to, it s just that that s fairly unhelpful in most companies.
1
SPEAKER_01
So we have to get to, and we want to include them in the conversation, but it s got to be more people.
1
SPEAKER_01
And so that may be another rule of yours is your rule and boundary about who I talk to and who I don t and who needs to be in the room during the discovery.
1
SPEAKER_01
That s great.
1
SPEAKER_00
I wrote down a really specific one, and we do have some stats that support this from our friends at Gong, who are friends of the show, and you ve heard Bill and I with Devin Reed and his team, and they have stats around this.
1
SPEAKER_00
I wrote down a rule that I always talk economics on the first call.
1
SPEAKER_00
I always talk economics on the first call, is a rule.
1
SPEAKER_00
And what this helps you do, this helps you do two things.
1
SPEAKER_00
One is to manage any questions about that going in.
1
SPEAKER_00
So if someone says, well, can you send me pricing over?
1
SPEAKER_00
No, we do that on the first call.
1
SPEAKER_00
That s one of the subject agenda items.
1
SPEAKER_00
Boom.
1
SPEAKER_00
And then two, it forces you then, because especially if you re in a demo type business where you re showing people stuff and it s cool and fun and you never want to talk about the pricing.
1
SPEAKER_00
We just went through that.
1
SPEAKER_00
My wife and I are talking to a financial company that do some help for our business.
1
SPEAKER_00
And we had an awesome meeting and it was like 60 minutes.
1
SPEAKER_00
And I loved everything this guy had.
1
SPEAKER_00
And he never said how much it was.
1
SPEAKER_00
So I did.
1
SPEAKER_00
So I m like, so how much is it?
1
SPEAKER_00
And he kept talking, talking, talking.
1
SPEAKER_00
And he finally, he talked about how he priced it.
1
SPEAKER_00
Finally, he gave me the price.
1
SPEAKER_00
Now, the price was very digestible, less than I thought it was going to be.
1
SPEAKER_00
So it was great.
1
SPEAKER_00
But that process got me a little, eh.
1
SPEAKER_00
I m like, dude, just come clean, man.
1
SPEAKER_00
You don t need to set it up for me too much.
1
SPEAKER_00
Just give me the number.
1
SPEAKER_00
At some point, we ve got to start somewhere, right?
1
SPEAKER_01
And it could have been that you had your price set at a certain amount, and it was 3x higher.
1
SPEAKER_01
Absolutely.
1
SPEAKER_01
And that would have killed the deal, maybe, because now you re like, well, we re way off.
1
SPEAKER_01
Seth Godin had a post today on his blog where he said he was trying to buy something, and he went through a whole 30 minutes of discovery.
1
SPEAKER_01
And he said he thought this was going to be about a $300 thing, $300 to $500.
1
SPEAKER_01
He got down to the yen, and the guy said, Seth said, what s the price?
1
SPEAKER_01
And he said, $24.95.
1
SPEAKER_01
And Seth goes, $24.95?
1
SPEAKER_01
Is that a month?
1
SPEAKER_01
He goes, no, $2,495.
1
SPEAKER_01
So now he s got two problems.
1
SPEAKER_01
He s 100x more than he, and he s 20x more than what Seth would have thought up front.
1
SPEAKER_01
But then he gave a couple of options about how that should have happened.
1
SPEAKER_01
I didn t like either one of them, but that s OK.
1
SPEAKER_01
What we re talking about here would have resolved that totally.
1
SPEAKER_01
We never would have had this tension of, when s he going to tell me the price?
1
SPEAKER_01
Should I ask the price?
1
SPEAKER_01
Or what s he going to do?
1
SPEAKER_01
Exactly.
1
SPEAKER_01
Exactly.
1
SPEAKER_01
So make a rule around it.
1
SPEAKER_01
It could be pricing.
1
SPEAKER_01
It could be who you talk to.
1
SPEAKER_01
It could be presenting before discovery.
1
SPEAKER_01
I have a rule not to do that.
1
SPEAKER_01
Whatever those things are, we ve given you three or four ideas there.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
It could be I always ask these three questions.
1
SPEAKER_00
Yeah.
1
SPEAKER_00
I ask a strategy question, an emotional question, and every time I have the big three, whatever.
1
SPEAKER_00
There s your rule.
1
SPEAKER_00
Love it.
1
SPEAKER_00
What do you want to do next?
1
SPEAKER_00
Follow-up stuff now?
1
SPEAKER_00
Quickly.
1
SPEAKER_01
Yeah, I think we ve given people enough.
1
SPEAKER_01
We ve given them five or six.
1
SPEAKER_01
So yeah, we ll do follow-up.
1
SPEAKER_00
Yeah, a quick one for me.
1
SPEAKER_00
And I want a better way to say this.
1
SPEAKER_00
I call it the strikes rule.
1
SPEAKER_00
I also read someone on LinkedIn, I don t know who it was, was talking about this.
1
SPEAKER_00
This is stupid.
1
SPEAKER_00
Midwest.
1
SPEAKER_00
You know, when we bump into people in the Midwest, like physically, if we re walking through a crowd, we accidentally bump into someone, or we miss something or drop something, we say the word OPE.
1
SPEAKER_00
O-P-E.
1
SPEAKER_00
Ope.
1
SPEAKER_00
Ope.
1
SPEAKER_00
like, Oh, sorry.
1
SPEAKER_00
It s like, Oh, we do that, right?
1
SPEAKER_00
It s like the Oprah three opens you re out like so they Hey, Bill, I m gonna have to reschedule our meeting.
1
SPEAKER_00
Oh, no, no, no big deal.
1
SPEAKER_00
Okay.
1
SPEAKER_00
But I ve never do that more than three times.
1
SPEAKER_00
Then then the deals killed.
1
SPEAKER_00
So come up with a rule of how many times you ll let the buyer bow out of the process could be two could be one could be four up to you.
1
SPEAKER_00
But you have a rule.
1
SPEAKER_00
So once we get to here, that s right, we re gonna set aside, close it out and be done.
1
SPEAKER_01
Yeah.
1
SPEAKER_01
OK.
1
SPEAKER_01
Enough said there.
1
SPEAKER_01
I mean, sometimes you have to take into account situations at the prospect s business.
1
SPEAKER_01
If they just got sold and they re not getting back with you and CEO, maybe they have other things on their mind.
1
SPEAKER_01
OK?
1
SPEAKER_01
So I think you ve got to make it situational.
1
SPEAKER_01
But there needs to be a rule in play where you say, I ll do this.
1
SPEAKER_01
I ll play this game for a period of time.
1
SPEAKER_01
But at some point, I need to cut bait.
1
SPEAKER_01
And if I m not hearing from you.
1
SPEAKER_01
So that s just a rule.
1
SPEAKER_01
It s just a boundary.
1
SPEAKER_01
Another way to look at that is a boundary.
1
SPEAKER_01
Absolutely.
1
SPEAKER_01
So that gives you some ideas.
1
SPEAKER_01
And come up with two or three.
1
SPEAKER_01
If you want to share them in the LinkedIn group, that would be great.
1
SPEAKER_01
Brian and I will try to comment on them.
1
SPEAKER_01
No promise, but we re in there quite a bit, so we might try to comment.
1
SPEAKER_01
So just come up with three.
1
SPEAKER_01
Write them down.
1
SPEAKER_01
Etch them into your forehead.
1
SPEAKER_01
Tattoo yourself.
1
SPEAKER_01
Tattoo them right on the forehead there, so that way the prospect knows what they are.
1
SPEAKER_00
Let me roll my sleeve up here.
1
SPEAKER_00
I ve got a tattoo sleeve I want to show you.
1
SPEAKER_00
These are my sales rules right here.
1
SPEAKER_00
This is the first one.
1
SPEAKER_00
Never present the other ones in your armpit.
1
SPEAKER_00
That s funny.
1
SPEAKER_00
By the way, is it your birthday?
1
SPEAKER_00
When s your birthday?
1
SPEAKER_01
Birthday is Wednesday.
1
SPEAKER_01
Wednesday.
1
SPEAKER_01
Happy Wednesday.
1
SPEAKER_01
Yep.
1
SPEAKER_01
Great.
1
SPEAKER_00
So anyway.
1
SPEAKER_01
All right.
1
SPEAKER_01
Good job today.
1
SPEAKER_01
The rules.
1
SPEAKER_01
See you.
1
SPEAKER_01
Bye bye.