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Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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I am one of your hosts, Brian Neal.
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I m Bill Kasky.
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We re here every week for your listening enjoyment.
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Happy 2023.
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We re off to a good start.
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We ve quieted the riots around our absence as we missed a couple episodes there over the holiday break.
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Glad to be back in the groove.
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Huge.
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in the groove.
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And LinkedIn group, I charged you last time with putting something in the LinkedIn group.
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We re going to see the stats.
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If you re able to say no to a opportunity that wants you to say yes, you re the seller.
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So maybe we give that another week and let people populate that.
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And so give them again the assignment.
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So the assignment here is we talked a little bit about is the system rigged against us and what the math says.
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And we think that Bill and I agree that the best thing we can do with opportunities is to be efficient with
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who is ready and who isn t.
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And if you re being efficient, at some point you will come across a customer or client that wants to continue a sales process with you that you don t think is a right fit and you need to say no to them.
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So that you have an open opportunity where the customer wants to continue the process and you say, nope, I m gonna tap out.
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And you say, not gonna work with you.
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I want that, say you did that in the chat.
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Good.
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Let s give it another week and then we ll report back and see, we might even do a shout out.
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I had two things that happened.
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I m going to tell you real, they re both really quick stories, but I had ordered a, I went into my favorite Starbucks, believe it or not.
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And I ordered and I sat down and a guy was watching me.
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He was peering at me, I could see it.
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He came over and said, Bill Caskey.
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I m like, oh, God.
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Yes.
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I said, I should set up shook his hand.
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He goes, I m Chris.
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And he said, I want to thank you for all the content you put out there.
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I listened to the advanced selling podcast.
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And I just appreciate you guys and the content you put out.
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And I said, Okay, I said, How did you know?
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I mean, we don t do video podcasts.
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Oh, right, right.
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You know that.
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And he said, I heard your voice.
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Are you serious?
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When you ordered, I heard your voice.
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And I said, well, I listen to that voice a lot.
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And I kind of knew you were from Indianapolis.
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And so I thought, well, that s really nice.
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His name is Chris.
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I won t give his last name.
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But anyway, Chris is a sales leader.
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And he s a good guy.
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And so I really appreciate that.
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But the second part of the story has to do, it s still with sound.
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I had a prospect that was going to introduce me to the CEO about a couple of weeks ago.
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And this was a VP, and we re looking at doing some work, a little small project.
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And he said, hey, look, I got to tell you something about our CEO.
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He can be kind of a pain.
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And he s going to want to negotiate.
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He s going to, you know, sometimes he s, you know, a little reluctant, resistant.
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Yeah.
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Okay.
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And I don t know about you, but I don t like to hear that stuff up front because it, it makes, it puts me in a different frame of mind as opposed to if he said, Oh, he s all for this.
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He can t wait to start.
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I feel like I show up differently.
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So I don t know.
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I don t agree.
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I don t like to.
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So we got on the phone.
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Jonathan was the CEO, his last one on.
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And I said, hey, Jonathan, I m Bill Caskey.
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Good to meet you.
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He goes, hey, Bill.
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He goes, is that a Shure SMB7 microphone you ve got?
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I said, ah, I said it is.
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How did you know?
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He goes, well, my son is into broadcast and podcasting.
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We just bought him the microphone.
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And I saw it, and I thought, man, I know I ve got the right guy on the phone here, because we just bought it.
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Then we talked about microphones for like a minute.
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I m like, this is over.
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Done.
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It s over.
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Right.
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Deal signed.
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I ll send it over.
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No negotiation.
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There was no negotiation.
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It worked out well.
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But the point there is that you just don t know what kind of affinity you re going to have with somebody.
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We used to say, is that your shark on the wall, or is that your sailfish on the wall?
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But now we say, is that your microphone?
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I ve got a microphone.
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Is that a Shure SMB?
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What is it called?
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SMB7.
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SM7B.
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SM7B.
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Is that what you have?
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That is.
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Yeah.
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And then you can tell him back.
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What happened?
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They re over there.
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They re right on the other, I ve got them on the other desk over here.
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Full studio.
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Just moved.
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We ve moved our company and our studio is not quite up to speed yet.
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But, um, so you can, you could tell him too, as he starts to negotiate, like, uh,
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I, you know, as Bill Kasky, I am the SM7B of sales coaches.
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So you know what that s like, because I m sure he didn t get a discount on his road SM7B.
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I don t know if I did either.
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Maybe not.
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But I just thought it was funny.
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That s great.
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It was a recognition there.
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So anyway, topic today.
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You ve got the topic.
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OK, so I ve got a topic.
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Yeah, something I ve been thinking about.
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And we re in the middle of it.
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So we re in the middle of January.
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And at this point, if you look at all the odds, most people have crashed their New Year s resolutions.
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And this whole debate about New Year s resolutions, why don t people stick to them?
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And everyone s buzzing around about that.
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And they re reflecting and all this jazz.
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And so I m trying to rethink the New Year s resolution for salespeople.
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What is the New Year s resolution?
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What should it be like for sales people?
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And I ve got a couple of different ways to think about it.
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So I want to run those by you, Bill.
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And maybe you and I could reflect on ours and give people an example.
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And for those of you who have already, you know, crapped out on your
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New Year s resolution, this might be a good restart time, a new way to think about it, I think.
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And this was inspired just by when you re in social media and you re watching everyone and their brothers talking about New Year, what are your goals, you re going to conquer the world this year, 23 is your year, da, da, da.
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And it s the same thing every time.
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And then everyone calms down.
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middle of the month, you know, it s cold in the Midwest.
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Yeah.
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Exactly.
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Empty out real fast.
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I talked to my trainer.
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I was like, been busy last two weeks.
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He like rolled his eyes.
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He s like two more weeks.
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It ll be over.
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Yeah.
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Everyone s stopped.
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You know?
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Yeah.
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I heard that it actually increases as we go through January and then February is like, boom, it just stops.
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Yeah.
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Everyone s like, that was a good try.
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It was a good effort.
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Yeah.
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Uh, so, uh, let s rethink that today.
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So I ve got two ways to rethink about the new year s resolution idea.
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The first one I m calling the old year, because we always talk about the new year.
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We don t really talk about the old year when we re doing this game.
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Let s talk about the old year dissolution or the, you know, we re going to, we re going to uncouple things or stop doing things.
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This is something I don t think people do.
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And it s one thing to say, okay, I m going to start eating healthy.
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It s another thing to say, I m going to stop ordering a Venti.
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double macchiato with a gajillion.
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And I m going to instead order a drizzle, a drizzle, which right.
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Yeah.
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Double dress.
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Yeah.
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Double shot to whip.
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No whip to dress all that Starbucks stuff.
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What s down there?
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What s under event?
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Trenti what s in there?
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Light drizz, no drizz.
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What s Venti?
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Well, Venti s the big one.
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What s the next one down?
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Grande.
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Grande, thank you.
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So I m going to stop ordering Venti s.
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I m not going to order Venti s anymore.
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Then you can order a Grande or a smaller one.
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That s a different way to think about it than I m going to, you know, I m going to go no sugar, no carbs.
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It s something you should stop doing.
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Till the end of January.
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Till the end of January.
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Then you can go back up.
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Yeah.
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But that s an easy because you re still getting the thing that you want.
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Yeah.
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So what most people do is I m going to stop drinking double macchiotos with double drizz and all the sugar.
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And then they do that for two weeks, and they re having a bad moment.
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And they drive this I m like, uh, give me that it s broken.
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And I like that a lot, because I think we can we learn a lot from how we lived the last 12 months.
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And, and it s easier to stop doing something marginally than it is to overhaul the entire system.
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That thank you for saying that.
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that s what I was fishing for that.
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And that to me is easier.
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And, and the idea of, um, you know, complete elimination of things just, that s what doesn t work.
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So then people are like, I m going to stop eating, you know, junk food totally when they ve been eating junk food straight for 12 months in a row, calm down, just don t eat as much or don t eat a large or only eat it on the weekends or something.
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I think that s a better sustainable approach.
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So if you go to the sales deal, um,
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And you say, boy, I ve got to totally stop working with deals less than $10,000 when half your portfolio is that.
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I m like, don t do that.
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Just say, I want to take no more than four deals under $10,000 in January.
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So instead of saying no more, just say less than, a little bit less.
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That would be an example of something to stop doing and selling.
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Yeah, I like that.
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And we ve, you know, we ve heard from consultants, you know, what are you going to start doing?
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What are you going to stop doing?
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Yes, your your spin on it is, there s all sorts of things that if we stop doing the thing, it would leave us open to doing more of another thing.
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Yep.
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And that other thing is probably going to be more profitable and more valuable.
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And you said it, but I love this marginal idea.
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Let me make a marginal shift instead of a binary shift.
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I want to make a marginal shift.
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So I m going to 100% stop doing Instagram because
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I m wasting time on it.
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I am delete it.
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Like, well, maybe just like limit your time with it or something like that.
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Or just do it on the weekends.
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So yeah, I like that.
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The diet thing was a good is a good example.
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If you can take that example and move it into your world, like certain
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filter, your filter gets a little tighter.
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So I m going to stop taking too many $10,000 deals.
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Or, yeah, I m going to, I m going to stop offering to go visit people after the first call.
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Yes, I m going to, I m going to, I m going to slow roll that a little bit more.
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Yes, a couple of calls before I go.
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So yes,
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You know, the stopping could be wrapped in with the starting.
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But I like that idea of I think it s easier to stop doing something than start doing something.
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Yep.
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Yep.
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That s a great example.
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So that, uh, I m going to stop just emailing proposals over.
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I m going to require every person I meet with, they have to have a meeting with them or I won t send them a proposal.
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Well, if you ve been emailing the whole year last year, and all of a sudden you re just going to stop, you re going to cave on that at some point, you re going to be back to where you were.
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So you limit that, say, you know, um, um, uh, four, four out of my 10 deals or 40% of my deals, uh, I m going to do live, but I ll still email 60% and I m easing into it.
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So, yeah, very similar.
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So old year dissolution.
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The other old year, similar to the start, stop, continue is the keeps.
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So there are things we did last year that are working really well that we re in flow with.
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And here s what I add to that is, can I do a keep plus modify, a keep plus modify or a keep plus enhance?
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So an example would be, you and I, I think would agree that we love doing the podcast and we ve been doing it for 16, almost 17 years now.
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And so we re still doing it.
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If we got together in a strategic planning session with Advanced Learning Podcast and said, boy, we really like what we re doing, what can we do to enhance our efforts?
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Let s do one extra show a month that releases on Thursday that s an interview.
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That s more so it s still in line with what we ve been doing.
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We just enhance or modify better to make it a little bit better.
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And this again, versus us saying, okay, we re going to go from a once a week show to a daily show starting in January.
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Right.
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Right now, I m like, we re going to video everything.
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Yeah.
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Yes.
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It s too much.
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Yeah, I like that.
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I just did a event here last week with a one of my groups and we talked about
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being a premium supplier in your marketplace.
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And I think when we talk about commanding a premium, we think of it in terms of dollars.
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Can you command a 20% premium?
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But my point was that, really, the notion of premium
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can filtrate around, whether it s how we set agendas, how we orchestrate the call, how we deliver our PowerPoints, how we deliver speeches.
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All of that has a next level of improvement that gets closer to premium.
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And that s what you re talking about here is this idea of enhancement, is we re doing this, we re doing this, it s working.
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Can we just tweak it a little bit to make it work even better?
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And I don t think we think nearly enough about that.
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I think we think about overhauling,
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Can we do another podcast?
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Yes.
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Yeah.
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We re going to start two new podcasts this year.
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Bill s going to take over an interview show.
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We re going to video all of them.
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We re starting a YouTube channel and a Facebook, just like, you know, but we still, but what we won t bend on, we re going to keep doing the podcast.
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We know that for sure.
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That s, that s, that s the thing to layer on.
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Don t, don t do old year keeps and enhancements on something that s still shaky for you.
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do it on something that predictably you are gonna keep doing, because you ve been doing it, you like it, it s just part of your normal routine and habit, and then enhance.
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Yeah, that s good.
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We ve been working with our leadership groups about this.
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We re doing some leadership planning work, and I challenge the groups to say, don t put behavior commitments in the plan that you re already doing.
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Like my wife does this, love her dearly.
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She will do something,
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And then she ll go write it on her to do list and check it off after it s done.
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Hmm.
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That s like a feeling.
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It s a reward for a compliment.
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Exactly.
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So let s don t as leaders, you know, if you re already having a one to ones once a week with your sales team and that s working, keep doing that.
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Don t put that on your commitments, but can you enhance the one to one?
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Yeah.
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You know, can, can one of them be a, um, um, you know, um,
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Oh, that s fantastic.
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Yeah, but I like that.
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And there s always a way to enhance what you re doing and just tweak it, just ratchet it up just a little bit.
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Even prospect calls, can we enhance them by bringing a bottle of wine to them?
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I don t know.
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Exactly, there you go.
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Back in the day.
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Yeah, back in the day, it s probably off limits now.
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But there s always something we can do to enhance our behavior.
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And I really like that idea for 2023.
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And plus, we get a little creative with it.
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It allows your creative juices to flow a bit.
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I like those two things.
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Yep.
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The marginal growth, instead of full-blown resolution, going to change everything, do all this stuff, just go light on it.
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Just go to the gym once a week.
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for February instead of six times a week to the, you know, the hit class.
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It s an hour.
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We haven t worked out for six months.
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You re going to crash and burn, aren t you?
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Yeah.
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Yeah.
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Good.
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Good topic.
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I like it.
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Good to keep coming back to goals and goal setting.
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And this is kind of under that category.
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And I don t think we probably have spent enough time on the podcast revisiting goals and
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And I think we should do that every few months, because I don t think that ever goes away for most sales professionals.
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No.
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And just reframing.
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And the other thing good, because this is coming out mid-January, is this gets you a chance to have a resolution to your resolution.
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Like a New Year s resolution resolution.
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See what I did there?
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Double resolution.
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I saw that.
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And it s a dissolution resolution resolution.
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Dissolution, I don t know if that s the right word.
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So there s a lot of oceans.
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Keep it in hands.
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You ll like it.
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All right, that s it.
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Go find our advanced link podcast LinkedIn group if you re not there already.
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And don t forget about the Insider.
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We got coming up for Insider, Bill, for teasing that up a little bit too.
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Yeah, we ve got some good programs that we ve had.
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The first one was this year was buyer experience.
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Are we really are we really conscientious of how we re selling to give the buyer the best experience?
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And I m not just talking about being nice to them.
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I m talking about are we more digital and how we show up?
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Are we are we good about note taking?
1
SPEAKER_01
I mean, just just really are we giving the buyer the experience that nobody else in the market is giving them?
1
SPEAKER_01
Because if we are, we will
1
SPEAKER_01
We ll be further ahead when it comes to generating.
1
SPEAKER_00
Love it.
1
SPEAKER_00
Go join the Insider.
1
SPEAKER_01
Yeah, go to advancedsellingpodcast.com slash Insider.
1
SPEAKER_01
And the schedule is there for February and March.
1
SPEAKER_01
We haven t added April yet, but good sessions coming.
1
SPEAKER_01
Bravo.
1
SPEAKER_00
All right.
1
SPEAKER_00
That s it.
1
SPEAKER_00
See you next time.
1
SPEAKER_00
See you next time.
1
SPEAKER_00
Bye.