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Welcome, everybody, to the Advanced Selling Podcast, the longest-running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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And I am the guest today on the podcast.
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It s a callback from last episode, but I m also the opener.
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So here every week for your listening enjoyment.
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If you are not part of the Advanced Selling Podcast Insider, today s your day.
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Please go to advancedsellingpodcast.com slash insider.
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Join up.
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Topics, I guarantee, a one-month topic will pay for your entire year s tuition.
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Go listen to get direct live coaching from my friend Bill Caskey.
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And I think this podcast will release the first week in March, maybe the 27th of February.
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So it s still time to get in on the March.
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I think it s March the 3rd, whatever that Friday is.
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So yeah, make sure you join us.
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It s a good group.
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I got a call the other day from a listener, Mike.
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He doesn t give me
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authority to use his name, he probably wouldn t care.
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Mike B. from Charlotte, North Carolina.
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He said, Bill, I get a lot of direct messages and emails, cold emails, from people trying to sell me stuff.
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He goes, I get probably 10, and he s a VP, high level, 10 a week.
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He said, I want you to write me an email so that I can send them to the Advanced Selling Podcast to learn how to do outreach right.
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Oh, God.
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That s a great idea.
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So we re going to put the email that I sent him in the show notes this week.
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And if you get a lot of calls, we would love it if you just put in your SIG line, just copy and paste in your SIG line.
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And I think it says something like, thanks for your call.
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Not interested at this moment, but one thing we work with our people on is how to do better outreach.
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Here s an episode or whatever I put in there.
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I think it s great.
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We will put that in the show.
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We re going to get our listeners from the salespeople who are not listeners that are calling our clients and not doing the best of jobs.
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Correct?
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Exactly.
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We re here.
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Got a big heart.
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We have a big heart, too.
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It s very, very nice.
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Mike B. I thought you said Mike D. That s the guy from the Beastie Boys.
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You said Mike B, like Bravo B. That s great.
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OK, we re going to do a little quick.
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This is going to be a quick episode today.
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Old school, new school stuff.
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We were talking a little bit, kind of joking about some old school
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technique-y things from the long ago 80s, 90s, 2000s, and maybe talk about why they don t work anymore, or what makes it either cringy, and maybe what the modern version of some of these ideas is.
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So I wrote down a couple things on my whiteboard to jog my memory.
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Is this only closes or is it phrases that... Anything.
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Yeah, we got a couple.
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Here we go.
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Anything that s old, kind of an old idea.
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And what s the new version of that, like old school, new school?
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OK, I got a couple.
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So we ve talked about a couple of these, but I think some are new.
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So I ll go first.
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OK, go ahead.
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Sure.
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OK, this is not a close, but this is one of Brian s favorites.
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Oh, Jesus.
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Favorites, I know.
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Is the feel-felt-found.
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Oh.
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Well, a lot of people feel that way.
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And we have felt the same.
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And so what we ve found is blah, blah, blah, blah, blah.
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I don t think it s a bad framework, but don t do feel, felt, found.
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Figure out another way to converse in the prospect discussion other than that, because they ve heard that all before.
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It s like, oh, God.
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Even worse when you insert their name in the middle of that.
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So I understand that you feel that way.
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And Bill, what I found is, now I sound like a newsreader.
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Bad, bad, bad.
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People ask me all the time, Brian?
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Tell me about that, guys.
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No, they don t ask you all the time, and they don t use your name, so it s all right.
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All right, here s one.
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Always assume the sale.
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Always assume the sale.
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Always assume close.
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Always assume yes.
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Assume the sale.
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Go after it.
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Positivity will reject that, right?
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I don t think you should assume anything.
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I think you should have neutral expectations in all things in your life.
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You ll live a much more free life if you have no expectations of anything.
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That s right.
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I just think that s the way to be.
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And so all I assume is that I want to be present with the person I m speaking with.
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And I assume that I m going to be tuned into that with good intention and a high level of empathy and some expertise and let it go where it goes.
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Don t assume the sale.
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Don t assume the close.
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It just yucks it up.
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It just creates, you know, our mind is our most valuable asset, how we think about things.
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And when you start assuming that, you immediately take up space in the dialogue that could be used for them to tell you what their problems are.
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And that s a more optimum or where they re going, what their goals are.
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So that s a more optimum mindset.
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I expect to show up, I expect to be present, I expect to serve best I can, I expect to listen and be curious, but beyond that, I don t know what s going to happen.
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How would you, why would you even?
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And sometimes I think we expect a $20,000 sale and we step over the $100,000 sale because we fought too quick to.
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Yeah.
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And some of the sales we don t want.
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True.
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You don t want them all, so.
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OK, here s one.
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Wouldn t you agree, Brian, that it s a little manipulative?
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I think the new version of that might be something like, earlier you said x. I m wondering if that is just based on experience, or whether you ve read that.
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I just think the I m wondering is a better way to get into that.
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Wouldn t you agree?
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I think you can make that work.
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One of my old clients, and he hired me to help, and then he wanted to help more than I did.
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You know what I mean by that?
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He used to talk about logic trap.
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I think we should employ a logic trap here.
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What?
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Logic trap.
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Literally, it s like, wouldn t you agree, Bill?
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So if that were the case, wouldn t you agree that?
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And would you also believe if that were the case and that were the case, so you should buy the whole thing, right?
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It s like, what are we doing here, man?
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Yeah, if you have to put the word trap into a strategy.
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Yeah, we re trapping people.
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And if we re going to be authentic and open, let s just say that.
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Say, FYI, part of why I m doing this, I m trying to trap you into saying yes.
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I just wanted to let you know that.
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Yeah, that would be even better.
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Now, here s one that s a little more modern that I think has lost its, it s just been overused.
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And I m going to say the word pain.
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I think the word pain has run its course.
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The word pain, ask anybody, has a connotation of negativity.
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Is pain good or bad?
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100% of the people are going to go, bad.
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Someone might go, well, it s bad, but it s an indicator that there s a problem, so maybe it s good that way.
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But for the most part, I d much rather understand core motive.
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I want to understand core motive of an individual or a company, and I want to understand what s driving someone at a deeper level.
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And then it may be and oftentimes is positive.
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Maybe and oftentimes is positive.
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This concept of I m gonna rip them open and take them down the pain funnel and I m like, well, nobody wants to do that.
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Nobody wants to do it and nobody does it well.
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Even professional salesperson, they don t do it well.
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You can see them coming a mile away.
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So yeah, I agree.
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I think that s right.
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I think that
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I think if you understand that people will be running away from what s not right towards something that seems more right, there s always movement.
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And whether you call what they re running away from pain or dilemmas or problems or circumstances or uncomfortable, whatever, and they re running to a more desired destination.
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I think that is okay to think about, but I would never say the word pain
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in a meeting because nobody because it s not and pain point is even worse.
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Yeah, right, right.
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That s where I m going.
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Yeah, you know, I find their pain points, pain points, the hurt here s hurt here s hurt there.
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Yeah, we probe a little bit around.
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Um, I ve got one last one here and it s, it s the impending event.
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Clothes probably comes from a category of closing moves.
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You know, like you said earlier, the puppy dog clothes or you said it on the last one.
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Yeah.
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Yeah.
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Ben Franklin.
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The impending event, you know, the price goes up next week or I m only going to be able to honor this order for 30 days.
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I think there is legitimacy to sometimes you have, you can t honor an order a year out, but make it real.
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And, and even say, look, you know, let s, I d like to get a go no go here by the end of the month because I ve got some other avenues I m pursuing some other clients and I want to give you full attendance.
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I mean, there s, there s reasons that there s an impending event.
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But I wouldn t do price goes up or I need to have an answer because my boss told me to or whatever.
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I know.
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Can I wrap with one more?
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Absolutely.
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I m going to be in your area.
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I m going to be in your area.
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I had another one.
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This is kind of the same line.
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But I ll tell you that the core of these things, I m going to be in your area is one.
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A false deadline, someone told me in a training, because their first call with me is like, well, I gave him a false deadline.
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So what all of those things are is lying.
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That s 100% they re lying.
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Do not lie to people.
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It will never serve you.
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Ever will it serve you.
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It can only do you
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harm.
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And so don t lie and say you re going to be in the area.
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Now, if you want to, if you re really going to be in the area, then say you re going to be in the area because you know, if you re going to Columbus, Ohio, say I m going to be in Columbus, Ohio on Tuesday already.
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Don t wait for them to call you and say you re going to be in Columbus when you re not and then hope they say yes and then go to Columbus, Ohio.
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But you can just say, hey, I want to come to Columbus, Ohio.
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Yeah, I m thinking about coming.
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Yeah, if I did come, would you be able to meet me?
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Just say the truth.
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It s just so much easier that way, you know?
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It is funny how full of manipulation the prior trainers and coaches have taught us.
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They ve instructed us.
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And we think nothing of it.
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And I m like you.
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I think that it sends out bad karma. 100%.
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You know, if I m lying from the first time I talk to them, what kind of relationship is that built on?
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Right out of the gate, the first time.
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Yeah, I m going to be married.
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And you don t need to.
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And it s better for them if you don t.
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So there s no downside to not lying yet.
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It s been kind of infused, and we ve been immersed in that.
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Totally.
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This is a fun one.
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I love this.
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I could do this all day.
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Debunking.
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OK, all right.
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If you re not a member of our LinkedIn group, make sure you go to advancedsellingpodcast.com slash LinkedIn.
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And if you haven t visited our site lately, if you re a new listener, we ve got the top 25 episodes.
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So if you don t want to start 16 years ago and you want to start with the top 10 or 12 in terms of downloads, go to advancedsellingpodcast.com, and it s all there.
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You know what people should do?
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And they should listen to the first episode, then the last, then the second, then the one before last, then the third, and they should meet in the middle and say, wouldn t that be fun?
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Simply, the only reason to do that is to hear how our voices have changed and evolved over the years.
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The big microphone windscreen that you used to look.
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First comment we ever got in the podcast 16 years ago was, that s a ridiculously huge microphone.
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That was the first comment we ever got from a listener on YouTube.
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Wasn t it the windscreen?
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It was the windscreen.
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It was.
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It covered my face.
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What kind of wind are you throwing off there, Brian?
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It requires a windscreen.
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All right.
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All right.
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See you next time.
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Bye.