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In this episode of the Advanced Selling Podcast, we announce our January 2019 theme sponsored by our friends at Covideo, we talk about wordsmithing some of your favorite animal sayings, and Bill and I take the rose by the thorns and teach you a process for a great post-holiday re-entry.
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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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My name is Brian Neal.
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Me, Bill Kasky.
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We are here every week for your listening enjoyment.
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We welcome new listeners every week.
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We had someone who said, I just found you.
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He s listening to episodes back from 2007.
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I wonder if our voices sound different, Bill, 2007.
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I bet they do.
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I doubt it.
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If you are new, be sure to go to the LinkedIn group.
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You go to advancedsellingpodcast.com slash LinkedIn.
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Or just go to LinkedIn and search for Advanced Selling, the Advanced Selling podcast.
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You ll see 10,000 of your fellow listeners there chit-chatting about all things sales.
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It s really, really cool.
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You know, Brian, I must tell you, I know today is your birthday.
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It is.
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And the reason I know, that s because you came in and said, hey, guess what?
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Today is my birthday.
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I love birthdays.
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So happy birthday.
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Thank you.
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You are close.
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I m close.
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You re getting close.
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Yeah, I was telling you before the show that I ve got a group of about nine high school friends that still text all the time, every day, every day.
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We re all turning 50 next year.
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Every day?
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They text every day?
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It s insane.
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Believe me.
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These are some guys with some big jobs, too.
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I m not going to mention their names and their companies.
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But we said, when we get to 50, we re saying that s the back nine of life.
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And so I m 49 today.
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And so if you kind of do the math, that s like my last putt before the turn.
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It is.
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Right?
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It is.
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So I got to go to the clubhouse, get a beer and a hot dog.
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And wait, Ted.
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Wait for a year.
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Exactly.
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It s good.
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Thank you for saying that.
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Well, we also had a 13th advanced selling podcast birthday this year, and nobody said anything to us about it.
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So in September, we celebrated our 13th year on the air, if that s what it s still considered.
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It is.
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And we just want to thank all of our listeners.
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I know it kind of got biased.
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We were going to do a big celebration, bring all of our listeners into Indianapolis and do some kind of a race around the Indy 500.
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The budget wasn t quite there for that.
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But we do.
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We thank you for sticking with us.
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We had some tough times there.
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Sticking with us?
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Some tough times.
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We had one day when the recorder wouldn t work, and Bill was all mad at Travis.
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It was a rough, rough month.
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We had a lot of days where we thought we were recording and we didn t.
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But we persevered through those very difficult times.
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So anyway, so in kind of an honor of that we want to do a mailbag month in January Yep, so what that means is here.
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We are nearing Christmas the holidays 2018, but we want to do a mailbag month in January and so what that means for you is we we ve got probably three or four or five maybe that we ve kind of Chambered here in the last month and plus our email was out for three months so we didn t get too much from you, but if you
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either have emailed us a question and we have not answered it, maybe it got lost, or if you have a question for us, make sure over the next week or two you send us an email to listener at advancedsellingpodcast.com with a question.
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You can make it as difficult or as easy.
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You can just stroke our egos.
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It doesn t really matter.
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Just we want to hear from you and we will be reading all of these.
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We will never read your last name, only your first name.
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Unless you tell us to.
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Unless you tell us to.
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And remember, our good friends at CoVideos sponsor our mailbags.
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So if you haven t done so already, go to advancedsellingpodcast.com slash CoVideos, C-O-V-I-D-E-O.
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They have a wonderful, wonderful platform that allows you to send personalized videos to your customers.
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It really makes you stand out.
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Lots of our listeners are actually on.
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Of all the ad partners we ve had, lots of our friends, by far and away the most people have taken advantage of CoVideos platform there.
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Go check them out.
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But either way, you had a little highlight there, Bill?
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I do.
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Maybe a couple of the names and questions.
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I do have several.
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Number one, how do I become an Instagram model?
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That was one.
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I think it was addressed to you.
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Here s one.
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I just found your podcast about two weeks ago.
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Currently listening to an episode from June.
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He s very specific.
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June 4th, 2007.
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There we go.
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So he s 11 years ago.
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He wants to know about government.
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He sells government contracting consulting services to small business.
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His obstacle is he can t find the pain.
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He can t find the problem that people have.
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So we ll address that.
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Let s see.
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We haven t done a, he wants to know, this person wants to know more about mindset.
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He goes, you talk about that, but I haven t heard anything recently.
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I d like to have a whole episode devoted to mindset, which I like.
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Here s one, he says, this is from Recon, or Reon, I m not sure.
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He is traveling somewhere between Turkey and Serbia when he wrote this.
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And he said, well done, guys.
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You say video is potentially a good medium to add to your LinkedIn.
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Would you mind talking more about that, especially on LinkedIn?
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And talk about that.
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And then, really, I m a new listener, digging your podcast.
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and talks about a brand new product he s struggling with.
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So you can see there s a wide variety of email questions.
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So get yours in, listen to an advanced selling podcast, and we will do a special month of January.
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Can t wait for that.
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Bill, we re a very open show here.
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We try to stay away from political, controversial topics.
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That s not really our shtick.
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This one s on the edge of that, though, and I just couldn t help.
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And some of you listeners may have heard this before.
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And we do a lot about with language around here on the podcast.
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And this is really more about the language than it is the philosophy behind this.
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So you got to kind of stick with me.
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But PETA, the group for animals there, right?
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PETA, the People for the Ethical Treatment of Animals, I believe that sounds like.
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Yes, that s right.
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That s correct.
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It says that phrases like, bring home the bacon, are comparable to racism and homophobia.
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This is an article from CNN, so I m just reading this.
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It says meat-based idioms, which those are three words I never thought I d ever string together into words.
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Meat-based idioms like flogging a dead horse or taking the bull by the horns can be compared with homophobic and racist language, according to PETA.
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OK, let me ask you a question.
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Please.
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I ve heard of taking the bull by the horns.
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I ve never heard of the term flogging a dead horse.
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I haven t either.
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I haven t either.
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But it s just interesting.
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These people believe, which it s great.
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So some of this language can trivialize cruelty to animals.
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And they think that that is a bad thing.
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And they want people to appreciate animals.
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So we should stop saying things.
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So we ve got a couple alternatives here.
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Bill, you ready for this?
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I m ready for this.
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So first, instead of saying, bring home the bacon, we re going to say, bring home the bagel.
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Now, is that offensive?
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I don t know.
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All right.
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Let s see.
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Instead of saying, kill two birds with one stone, we re going to say... This is a good one.
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Feed two birds with one scone.
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It s just brilliant, isn t it?
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Oh my gosh.
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There s one more.
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Instead of being the guinea pig, you say instead, why don t you be the test tube?
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Which I m like, wait a minute, what?
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That s what they say.
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So that s, you know, the people have their- They ve given their voice.
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The also, fair enough.
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But I just thought it was interesting that the play on language.
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I just love the idea of feeding two birds with one scone.
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Now I want to know from the bird lovers.
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Now, will that damage their GI tract?
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I don t think birds should be eating scones.
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They can t be good for birds.
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Can t be, it s carbs.
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No, but I just thought that was very, very funny.
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And the other thing I thought was,
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Take a bull by the horns is offensive.
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So my question then is, and I challenge anyone to this, take a video of yourself taking a bull by the horns and you tell me who s offended afterwards and who wins that fight.
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I think the bull s going to win that one.
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Here s a contest.
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OK.
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Careful.
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I want you, I want everybody in our listening audience,
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the next time they have a sales call where they believe that one of those, I like the bird.
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Oh, yeah, the bird one.
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Kill two birds with one stone.
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We all use that.
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Everybody says it really fast.
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You kill two birds with one stone.
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So what I want you to do is I want you to turn your recorder on your phone on, put it in your pocket, and I want you to use Brian s new one.
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That s not Brian s, but feed two birds with one scone in a sales call.
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And I want you to record the reaction that your customer or your prospect has to that.
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They re going to go, what did you say?
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What did you say?
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I said, feed two birds with one scone.
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Or they ll say nothing, and you know they re not even listening to you, no matter what you say.
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And they re a handsome man.
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And so what we re going to do, you re going to record this, and you re going to send it in to a listener at Advanced Selling Podcasts, the exact reaction of your customer.
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And we re going to put it on and see how absolutely silly this is.
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We should contact our friends at gong.io who record all these calls and have some inside salespeople use this, and so we can play the recording.
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So if you re on Gong, you know what that is.
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It s a great tool.
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Maybe record it and send it in.
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What a great idea.
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That s great.
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Okey dokey, then.
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Should we go to our topic?
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We knew that this was a safe topic, because I saw a stat the other day that said 78% of people in the world think this has gone too far.
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Just a little bit.
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I think it has.
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I m just still waiting for someone to go out to the really nice bull and pet it on its horns really quickly, like you pretty little bull.
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That was my bull impersonation.
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I think the kill two birds with one stone is probably the most commonly used.
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Yes.
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Okay.
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Anyway, so let s move on to the topic today.
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Since we re entering the holiday season, Brian has a really good topic idea.
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So why don t you share it with us?
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Thank you, Bill.
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I don t know that we ve ever done this topic.
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And this is one of the things when you have 13 years of history, you have to keep coming
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coming up with new ideas, which we always try to do and do a pretty good job of.
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This one, though, was inspired by my own reactions to coming off of a little holiday, specifically the Thanksgiving break holiday.
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And that was about a five-day jaunt away from work and kind of shutting the shop down.
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And I know I ve done this my whole life.
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Whenever I go on a vacation, so a spring break, a vacation, Christmas holiday especially, because I tend to take off about two weeks over the holidays.
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The night before I go back to work, and I love what I do, and my job is just fun and invigorating.
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What Bill and I do is really great.
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I get anxiety.
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I get anxious about the return and the re-entry.
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And so today, I want to talk about re-entry after vacation for salespeople, because I think everyone struggles with this.
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And there s so much to it.
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That is difficult when you come back from a vacation.
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You re physically off sometimes because you ve been either laying around, lounging around, maybe not taking care of your body as well.
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Your energy s off.
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Your mind s not sharp like it s been because you ve just been away for a bit.
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And it just takes some time for people to get going again.
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And I don t know if anyone else has anxiousness.
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I have the anxiousness.
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So I really thought about this topic of how can I reduce the anxiety that I might feel the night before I go back.
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So Bill and I are going to give you a few tips and ideas on how to make your re-entry from this Christmas break and this holiday the best it can be.
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Then you can apply it to any break throughout the rest of your life.
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Well, I ve got a couple, but I will tell you, I ll be as vulnerable as I can be here in front of the world.
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I m not good at this.
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So one thing that I like about this topic is I m going to do these things that I ve written down, and I want to hear what you ve written down, because I think I can work on this.
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So this is not just us lecturing someone about, well, I ve mastered this.
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This is really for all of us, including both of us, because I know you struggle with it.
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I do.
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One thing that I m going to do that I think would help is create a very detailed plan for January.
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So when I hit January 1st, I ve got my month laid out.
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Not crazy busy, but just like I would any other month, because I think it s easier not to do that because you re kind of looking forward to the holidays and Christmas and time off.
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But I think we need to do a better job of planning the month of January so that when Sunday night or Monday or whenever, we get the plan out and we have a place to go and things to do instead of kind of wandering around saying, OK, well, is anybody back this week?
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Let s see.
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Well, this is really not a full week.
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People are not back.
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I think you ve got to plan it.
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That s great.
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You just won up to my number one.
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I put start now with a planned week back calendar, which is essentially that first week back.
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Just make sure that first week is planned, but yours is even better.
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Make sure the whole month is planned out with meetings and schedules and things like that, and you ve got it going.
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Me like.
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Yeah.
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Well, before we get to that next point, Brian, the holidays are right around the corner.
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You know they are, and I know how you hated Halloween, but I also know how you love Christmas.
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One of our great sponsors, CardsDirect.com Greeting Cards.
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It s great marketing.
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It s easily trackable.
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You can see how sending a seasonal greeting card can increase your year-over-year profits by inviting prospects to take action.
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Yes, we live in a digital age, but customers and associates are craving something more personal.
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Greeting cards are tangible, friendly, and memorable, and they leave a longer-lasting impression than just digital.
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As a sales professional, you can do greeting card marketing in conjunction with digital marketing.
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It s a welcoming, personal way of keeping in touch.
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Cards Direct offers greeting cards for a new era.
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They are custom.
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They can be branded with your logo, photos, company colors, and anything you want.
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You can personalize the interior messaging.
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Upload signatures right into the cards, and CardsDirect.com will even address and stamp the envelopes for you.
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Can cards provide a sustainable ROI?
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Yes, and if you want proof, go to CardsDirect.com slash ASP.
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And by the way, while you re there, order some cards of your own and get a 25% discount.
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CardsDirect.com forward slash ASP.
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OK, my next tip is start with easy meetings.
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Start the early week back with easy meetings.
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So what that means, easy meetings are things like connector meetings, maybe some planning meetings, things like that, versus starting the week back after a two-week break with a massively important sales presentation at 8 AM.
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Because you just may not be back by then.
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I wrote down maybe some really good ongoing client relationships that can even feel just like a check-in, like a, hey, let s just catch up from the new year, see how the holidays were, that sort of thing.
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Just give yourself some time to get back in the groove with some easy meetings going in versus this aggressive, let s get out, start, I m going to pound out 50 cold calls first day back sort of thing.
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I just don t think that s the best approach.
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Because you re not in the right frame of mind for that anyway, probably.
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No, exactly.
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And neither are they.
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They re neither.
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Correct.
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Yes.
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That s good.
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That s good.
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Easy first, get into the groove.
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I ve got one here, I don t know when this would occur, so I ll get your opinion on this, but I think, let s just say the week between Christmas and New Year s, which is always that really dead man s, how can I use that?
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Oh, Peter s okay, it s dead man.
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It s that week, it s the abyss week.
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Yes.
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And so here is my, what I m going to do this year, and my recommendation is up your workouts.
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Ah, that s good.
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So if you work out three days a week, or if you lift 20 pounds in an exercise, just up it.
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And I think that whole idea, we re not eating well, we re probably not taking care of ourselves during those days, but there s no reason from a time standpoint you can t go to the gym and spend an extra 20 minutes.
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Yes.
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And I go three days a week for an hour, and then I do some work on the off days at home.
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I m going to up that, because I want to be in really good physical shape, because I also think that helps mentally.
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Yes, no doubt.
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If you re in shape.
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And so I m going to do that in between the week.
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And you can start it now, but at least that week before.
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That way, when you hit January 1, you re fit.
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There s no doubt.
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And there s lots of research that correlates the release of those, triggering those hormones.
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Mind-body, yeah, absolutely.
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Yeah, the stuff.
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When you re working out, the release is good for your brain.
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It s good.
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Absolutely.
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This is stolen directly from the coaching program that I m a member of.
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So I m a member of a coaching program called Strategic Coach.
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a gentleman named Dan Sullivan.
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And one of the things he taught me was this theory of a buffer day.
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A buffer day is a day where you spend 80% to 85% of the day, so the vast majority of the day, doing things that are working on your business, not in it.
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And I think this is really good back-to-work activity because it allows you to ease in to work without a lot of pressure and get your mind centered around what you re going to accomplish for the year.
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So activity during a buffer day would include some breakaway planning stuff for you.
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So that s where you might, if you re a salesperson, go grab a Starbucks or somewhere and put some earbuds in.
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Just kind of review your plan, your six-month plan, your weekly plans, your quarterly plans, things like that.
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LinkedIn research.
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SPEAKER_00
where you start to look at upcoming sales meetings you have and getting prepped for them.
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SPEAKER_00
Some call planning activity stuff is really good activity here.
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SPEAKER_00
Route planning, if you re an outside person, is a really good thing to do.
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SPEAKER_00
List building, if you re an inside salesperson.
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SPEAKER_00
All these activities are buffer activities.
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SPEAKER_00
There are things that are working on the business before you go work in it.
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SPEAKER_00
And I think they re great ways to start off the re-entry after a long vacation or a long break.
1
SPEAKER_01
I ve got another one to add to the buffer day that I was just thinking about that I m going to do this year.
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SPEAKER_01
I ve done it in the past, but not in the past couple of years.
1
SPEAKER_01
And that is review the last year.
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SPEAKER_01
And I m not just talking about a year in review, like, what did I do well?
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SPEAKER_01
What did I do well?
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SPEAKER_01
But literally take your calendar out starting January 1st and go through all of your meetings.
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SPEAKER_01
Just scan them all.
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SPEAKER_01
Here s what you re going to find.
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SPEAKER_01
you re going to find 10 to 20 opportunities that you have either forgotten about, neglected, people you said you were going to get back with, people who said call you back.
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SPEAKER_01
You wouldn t believe how important it is to go back to your calendar.
1
SPEAKER_01
If you have a place, I presume you re digital, a place just to go back and look.
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SPEAKER_01
You ll find 10 to 15 things that you can start doing in January.
1
SPEAKER_01
And that is very inspirational, because now you re not starting from scratch on some of those things.
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SPEAKER_01
That s really, really great.
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SPEAKER_01
So go back and look.
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SPEAKER_01
I think you d be shocked at what you can uncover.
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SPEAKER_00
I just think of that myself.
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SPEAKER_00
I know I ve got a couple that I know.
1
SPEAKER_00
Yeah, it just happens, doesn t it sometimes?
1
SPEAKER_00
Yeah, for whatever reason.
1
SPEAKER_00
You had some clear feature dates, and they kind of push bumped or whatever.
1
SPEAKER_00
And you go back and find those are acres of diamonds.
1
SPEAKER_00
Is that the name of it?
1
SPEAKER_00
Acres of diamonds, yeah.
1
SPEAKER_00
Acres of diamonds.
1
SPEAKER_00
Who wrote that?
1
SPEAKER_00
Do you remember?
1
SPEAKER_00
I don t remember the guy s name.
1
SPEAKER_00
Where s Doug when you need him?
1
SPEAKER_00
Sheldon.
1
SPEAKER_00
Ooh.
1
SPEAKER_00
Was it Sheldon?
1
SPEAKER_00
No.
1
SPEAKER_00
Reminds me of the quote from Russell Cromwell.
1
SPEAKER_00
Are you serious?
1
SPEAKER_00
Russell Cromwell.
1
SPEAKER_00
Check it out.
1
SPEAKER_00
Russell Cromwell.
1
SPEAKER_00
No, look at it.
1
SPEAKER_00
Google.
1
SPEAKER_00
Google right there.
1
SPEAKER_00
No.
1
SPEAKER_00
Last one for me on this one.
1
SPEAKER_00
Well, don t let the cat out of the bag.
1
SPEAKER_00
OK.
1
SPEAKER_00
Go ahead.
1
SPEAKER_00
Wouldn t that be good, though, if we let the cat out of the bag?
1
SPEAKER_00
Unless it s too late.
1
SPEAKER_00
Yeah, you need to let the cat out of the bag.
1
SPEAKER_00
Quickly.
1
SPEAKER_00
Sorry.
1
SPEAKER_00
Send us your, yeah, we should also have a contest.
1
SPEAKER_01
Send us your favorite animal.
1
SPEAKER_01
This is its own.
1
SPEAKER_00
Annihilation story.
1
SPEAKER_00
This is its own podcast.
1
SPEAKER_00
Anywho.
1
SPEAKER_00
Yeah, they re all.
1
SPEAKER_00
Did I mess you up here?
1
SPEAKER_00
You can t remember?
1
SPEAKER_00
Well, don t let the tail wag the dog now, right?
1
SPEAKER_00
The tail s wagging the dog.
1
SPEAKER_00
No, I would binge listen to the
2
SPEAKER_01
That s what I would do.
2
SPEAKER_01
I d binge listen that first day back.
2
SPEAKER_01
Do you?
2
SPEAKER_01
Well, occasionally on airplanes I do.
2
SPEAKER_01
I d binge listen.
2
SPEAKER_01
Yep.
2
SPEAKER_01
One and a half times speed, get through eight or 10 episodes an hour.
2
SPEAKER_01
By the end of the day, your first day back, you ll have about a fifth of the library done.
2
SPEAKER_00
Totally insane.
2
SPEAKER_00
I did listen to one of our shows the other day and I, this is so embarrassing to say.
2
SPEAKER_00
I actually laughed during the show.
2
SPEAKER_01
I mean, Stephanie, I will be on an airplane.
2
SPEAKER_01
How can you laugh?
2
SPEAKER_01
And all of a sudden, I ll start laughing.
2
SPEAKER_01
She s like, what are you laughing at?
2
SPEAKER_01
And I ll just hold up my phone.
2
SPEAKER_01
And it s the Advanced Selling Podcast app.
2
SPEAKER_01
She s like, you re an idiot.
2
SPEAKER_00
We are idiots.
2
SPEAKER_01
I m like, it s funny, though.
2
SPEAKER_01
We re kind of funny.
2
SPEAKER_01
Anywho.
2
SPEAKER_00
And so we want to wish you all a Merry Christmas, Happy Holidays, whatever you celebrate.
2
SPEAKER_00
We hope you have a great time off.
2
SPEAKER_00
If you do, take some time off.
2
SPEAKER_00
Listen to what we said today.
2
SPEAKER_00
Take some notes.
2
SPEAKER_00
Hopefully you ve had some things that you can do so that you re ready to go in 2019.
2
SPEAKER_00
The year where Brian turns 50.
2
SPEAKER_00
It is, isn t it?
2
SPEAKER_00
It s the year.
2
SPEAKER_00
It s the last putt.
2
SPEAKER_00
Actually, it s not the last putt.
2
SPEAKER_00
You re probably on the last hole, because you still do have a year.
2
SPEAKER_01
No, because it s kind of each year, the end of each year is one.
2
SPEAKER_01
See what I mean?
2
SPEAKER_01
Yeah, I see what you mean.
2
SPEAKER_00
Last putt, what are you going to do for a year?
2
SPEAKER_00
Just going to go to the driving range?
2
SPEAKER_00
Keeping your golf analogy, which you never play, so.
2
SPEAKER_01
I don t play, but right now I kind of feel like a fish out of water, so I m going to wrap it up here.
2
SPEAKER_00
So once again, thank you for listening in 2018.
2
SPEAKER_00
We hope we ve brought a little bit of joy and a little bit of knowledge to your life.
2
SPEAKER_00
Probably not much of either, but we have really enjoyed the year.
2
SPEAKER_01
Be happy as a clam.
2
SPEAKER_00
See you next year.
2
SPEAKER_00
See ya.
2
SPEAKER_00
Bye.