0:06

Welcome, everybody, to the Advanced Selling Podcast,

0:09

the longest running sales training podcast and

0:11

podcast history. My name is Brian Neal.

0:13

Merry Christmas from Bill Kaskin. No, happy.

0:16

Merry Christmas. Glad you're here. So thankful. What a

0:18

great year it's been. I know people like, it's

0:20

a pretty good year, you know, it's not bad.

0:23

And we're heading to the New Year. So this will be our last

0:25

official episode, I believe, we'll go

0:27

best of on Christmas Day there. And

0:30

thrilled that you're here. If you

0:32

don't belong to the

0:34

LinkedIn group, go there, we're gonna have lots of

0:37

convo and things coming your way in the LinkedIn

0:39

group. We're over 13,000 people, they're headed to 14,000.

0:41

It was great. And you know what, do

0:43

us a favor. Is it? Oh, here you go, Bill. This

0:45

is a Christmas ask. People,

0:47

what do you want for Christmas? What do the

0:49

listeners ask us? What do we want for Christmas?

0:51

I've got an answer. I want you to tell

0:53

as many of your colleagues and friends who are

0:55

in sales as you can about the events. Like,

0:57

that's good. I'm gonna do a little Christmas campaign.

0:59

Like, you know what, if you're looking to start

1:01

off 2024 in a good way, you don't

1:04

listen to podcasts, you should if you do listen to

1:06

this one, the event. So everybody's go to your LinkedIn,

1:08

and just put the link of the show and say,

1:10

Hey, listen to these cats. They're pretty cool dudes. And

1:12

we have several people who have done that too. We

1:15

commented on that. But you know, if

1:18

you go to the app, you can share

1:20

the you can share the podcast, just hit

1:22

share, and you can send it to as

1:24

many people as you want. And you could

1:26

just say what awesome two human beings we

1:29

are, or how, however you

1:31

would proclaim that and then you can do it that

1:33

way. So it's right there in the app, share, share

1:35

this episode. It's still amazing how many people don't listen

1:38

to podcasts. And then how many

1:40

salespeople don't listen to ours. A

1:44

lot of people listen to a lot of people don't. Well, you've

1:46

been doing stuff for 17 years, you'd think you're gonna catch on.

1:50

I just like talk to a group of sales people like

1:52

you listen to podcasts. And they're like, Yeah, listen to sales

1:54

podcasts. Yeah, which ones I listened to the and they start

1:56

reading out the podcast like podcast, huh? Okay,

2:02

I'll check it out. Okay, what's his audience

2:04

are gonna. Side. So you had

2:06

a you had a story that I've got a trio

2:08

that am I sorry to say I? yeah the story

2:10

dog or the treat a treatise fantastic Just this is

2:12

a a thing I was listening to the news I'm

2:15

you know what? The Attorney General as. A

2:17

hug Attorney General in there's there's fifty attorney.

2:19

General's. Or attorneys General?

2:22

That's the problem. What's the plural of

2:24

Attorney General? It's very annoying. Attorneys

2:26

General Attorneys General. Why is it

2:29

Attorney General's It should be Attorney

2:31

General's Are they the general? Like

2:33

their the captain of the teams?

2:35

A General. The. Commander. Of

2:37

the army or they just attorneys who

2:39

are generic. Food. You're letting them

2:42

or leisure by the insignificant things go.

2:44

Why is it a attorneys general sounds

2:46

so pompous to me? Like Wells Forty

2:48

eight of the forty to turn his

2:51

general got together to ban the tic

2:53

toc. I'm like, what. It's

2:55

attorney general like. Make it easy. What's wrong with

2:57

me Now help me grammar guy. It's a weird

2:59

thing, isn't it? I

3:01

don't know why it is. it is and I hear I

3:04

hear it. Mistakenly. Pronounced. but

3:06

it it it is. Attorneys General think I

3:08

looked it up once. It's kind of like

3:10

Data, you know, David Attenborough? Yeah, for data,

3:12

a debt is plural and so. A

3:15

data is not yet. It's. It's

3:17

them sounds of the author of ah

3:19

now ours Now the words Need pronouns?

3:21

Assess? assess Oh just ah. Jeez Opiates

3:23

good Anyway so that when annoys me

3:26

I don't know why her on the

3:28

news and your grammar guys or doing

3:30

well. The one that annoys me so

3:32

much and we talked about it is

3:34

less versus few. Dolls. Games

3:36

will make that mistake all the time you're

3:39

not running. yes I are there farther have

3:41

or as friends than you do. Now you

3:43

have fewer friends. You are for his Us

3:45

are they wait what? By way to act

3:48

like a. I

3:50

was danny friends. may I would say

3:52

I'm glad of less under. Ah Ok

3:54

I'm excited for this tree. Y'all be

3:56

excited because here's a great thing: Dulcet.

3:58

You replay Forty versus. I want

4:00

to hear okay well this is that a

4:02

little tree because it is a holiday season

4:04

and. And. You're going to hear from a

4:07

little girl named Saw your stops here. We. Go. We

4:15

will increase massively.

4:21

Fast. Food

4:25

is he. Was.

4:37

Phone and. Say

4:39

a pretty going. On.

4:45

How. To

4:49

do so, he

4:51

was. From

4:56

the Garden. Now in my

4:58

god, are you kidding me?

5:01

That's the greatest podcast episode.

5:03

Manafort podcast right there. Done.

5:05

Show's over. Let's retire or

5:07

dies. Good rate run. Oh

5:10

my gosh, What! she did three or four songs

5:12

and I I do another roach ouster appearance. She

5:14

comes on the microphone I tell director and you

5:16

could hear me in the background little bit although

5:19

he did. Name's got a pretty good boy some

5:21

is yours is easily tune keeps me pretty well.

5:23

The g. Seven. Season Two

5:25

men but she's just starting to read and so

5:27

we've got our order to thing where she was

5:30

trying to read on the screen our yeah. But.

5:32

City City planning was the greatest.

5:35

Thing. That's ever happened inside that

5:37

out is fantastic. Yeah, if you

5:39

don't listen to that, You

5:41

know that's why did however by your listeners

5:43

share this episode so there was equally as

5:46

for a nominal with also think you what

5:48

do we get royalties of the pair he

5:50

has. ah dario

5:52

topic topic today i was listening to

5:54

a podcast the other day that i

5:56

thought ask a question that i want

5:58

to us to ask Yep.

12:00

So I love the SP three fits. Great

12:02

model. Great model. Great chair. Yeah.

12:05

SP 350 X, which is the higher

12:07

level for the tall guys in the

12:10

metal chair. Six five. Um,

12:14

I probably would write it myself and then

12:16

send it to maybe an editor. You can

12:18

find an editor on fiber for a hundred

12:20

bucks, have them really, really contour it. Um,

12:22

I would go to fiber and get a,

12:25

uh, cover designed and

12:27

I wouldn't, I would spend some, you know, you're

12:29

going to spend $30 on that and we're not talking

12:31

much. You could be all in on this thing for

12:33

a couple hundred dollars and you're

12:35

going to have to put it somewhere, uh,

12:38

so that you can promote it. So

12:41

you'll probably need a web page of some kind,

12:43

or maybe your company has a page that they

12:45

can put it on, on their website that just

12:47

has a picture of the document and

12:50

maybe a video for you saying, here's why you should

12:52

download this in a place for name and email address.

12:54

That might cost you a hundred bucks, but,

12:57

and then all you're doing

12:59

for the first 90 days is promoting that.

13:02

It's great. You're spending all your time on

13:04

LinkedIn, Facebook, Instagram, wherever you go, promoting

13:06

it. You're having it, you're having it with you

13:08

and saying, Hey, I just wrote this. If you're

13:10

a dentist and you want to figure out a

13:12

way to do an extra million dollars using the

13:14

SP 350 X or Y

13:17

or XL, make sure you download this.

13:19

There's all sorts of ideas in here. Put your name

13:21

and address below. And it's gone on its way to

13:23

you. I guarantee you

13:25

if you do that and you find the

13:27

right, I mean, you've got to find the

13:29

right topic that's going to really appeal to

13:32

that, to your customer base, you're

13:34

going to have hundreds of people who will

13:36

download that. And from there, then there's

13:39

all sorts of different things you can do again,

13:41

call pack, all that, but, but

13:43

for four or $500, you can have

13:45

this document done and use it all

13:48

year. Yes. That's the

13:50

main thing. These things we're talking about investing.

13:52

So you invest in LinkedIn

13:54

that continues on investing. Crystal knows that

13:56

continues on. You invest in a piece

13:58

of a branding piece. that draws

14:00

people in that carries on. And

14:02

that's the thing, these are leveraged investments. These are really,

14:04

really great things to do. Versus I'm gonna buy a

14:06

Super Bowl ad, can't for a

14:09

thousand bucks. Right, or I'm gonna buy a

14:11

new camera or a new microphone. Okay, yeah,

14:13

you need that. But I'm

14:15

aiming and really those two go along

14:17

together because we have LinkedIn premium and

14:19

you message people, say, hey,

14:21

enjoyed it, hope we can connect. By

14:23

the way, I just wrote this really

14:26

quick read piece on how to leverage

14:28

your SP350. Yes. If

14:31

you'd like to get it, here's the page. Well, now

14:33

you're gonna have those people that go and download. They're

14:35

not having to talk to you. Yeah.

14:38

Now, eventually you will, but you

14:40

could use those two things in concert. Love

14:42

it. Love it. Because over three

14:44

months, that'd be less than a thousand bucks. You get crystal

14:46

arrows, you get LinkedIn premium. Yep, that's $500 on one, a

14:48

few hundred dollars on the other. For

14:51

a thousand dollars, now you have something that's

14:53

working all day long for you. You're rolling.

14:55

Exactly what you said. Yeah.

14:58

And if you wanna take some of the money, invest in

15:01

LinkedIn ads or Facebook. Yeah. To get

15:03

contract. People always say, well, it's my marketing

15:05

company's deal. Outside the rules for

15:07

like, do it yourself. But

15:09

they're not doing it. They're not doing it. To do

15:11

it yourself. It's not that hard and not that expensive.

15:13

It's really good. Let's

15:15

see the, there's so many things.

15:17

So I'm gonna say this one. I

15:20

would take part of the thousand dollars and

15:23

I would host some

15:25

event for your

15:27

connectors. People that are

15:29

in your world who

15:31

would want to hear from someone that that thousand dollars

15:33

might go to the speaker or might go to a

15:36

venue or something like that. Sometime

15:38

early in the year to create buzz

15:41

toward you. So you're the hub,

15:44

we call this hub selling. So you invite something that could be,

15:46

and all you gotta do is say, well, what

15:48

would the event be about? Just ask your customers. Back

15:50

to the dental thing. If you call in dentists, you

15:52

probably have some customers who are dentists. You say, hey,

15:55

if you were gonna get together for like a lunch

15:57

and learn sort of thing around the business of dentistry,

15:59

what's the... number one topic you'd want to hear about.

16:01

Go ask 10 dentists that I guarantee a six of them

16:03

have the same answer. Find the expert

16:05

net tell them hey I'll pay your plane ticket for 500

16:07

bucks to come to this event. Invite all

16:10

your customers invite all your prospects. Yes.

16:13

Video it, audio it, transcribe it. You have

16:15

marketing that goes on forever and ever and

16:17

ever. You're the middle, you're the hub, you're

16:19

the host, you have all the names. It's

16:22

a great thing. That's awesome. That's

16:24

awesome. If you're in a

16:27

territory or a region where you know coming

16:29

to something is prohibitive then do it online.

16:31

You can do it on Zoom or StreamYard.

16:34

We use StreamYard. Yes. Promote

16:36

it with a little graphic that has the

16:38

pictures of the people. You see this all

16:40

the time on Twitter and on LinkedIn. It's

16:43

a summit. It's kind of a panel discussion

16:45

or a summit. Totally. But that's

16:47

one thing I would do. I was even

16:52

thinking when you were talking about that if

16:54

you could set it up so that you

16:57

were the one being interviewed. So,

17:00

a whole discussion on a

17:02

stage. No audience. Don't need an audience.

17:04

It's just you and the interviewer and

17:06

you tell them here here's 15 questions

17:08

to ask me and there's a

17:10

two camera shoot. So you've got the two

17:13

shot and then you have the individual so

17:15

that when you're speaking you're on camera. Yes.

17:17

I mean you know now

17:20

people assign position with that. They're gonna say

17:22

oh well you know Brian Neal he was

17:24

on a stage and he was being interviewed

17:26

and I liked his answers and it was

17:28

well produced. Is that gonna

17:30

cost you? No probably not. It's gonna cost you $500 to rent

17:33

the stadium or to rent the venue and maybe

17:37

a four or five hundred dollars on for videographer

17:39

and then under a thousand. So now again like

17:41

you said Brian you're using that all year. You're

17:43

taking clips of it and then

17:45

when you have a new prospect you can

17:47

say hey I recently did a panel discussion

17:49

with somebody thought you'd like to see it

17:51

and you either send them the whole thing

17:53

or clip it up in parts. So good.

17:56

Gary Vaynerchuk we all know him right? Yep.

17:58

Marketing Guy. The kind thing was here

18:01

in Indian may. I went down there for it. He.

18:03

Still, because I was there. still.

18:06

Uses. Content for that It is does

18:08

whatever it is you know. December seventeenth,

18:10

eighteenth. From. May he's over and

18:12

over and over and over and over

18:14

and once in a going wait a

18:16

second. Burst weaves on the

18:19

trees in his with Conrad by and

18:21

there's no one do in that there

18:23

was under the counter. Now.

18:25

Over and over and over and

18:27

over. So this strategy there is

18:29

due at once read purpose for

18:32

a long time. Yeah, I'm. Get

18:35

by in your of the like ten

18:37

and crystals by access to information that

18:39

allows you to get in front of

18:41

people in. my first phone was create

18:43

something that allows people to op down

18:46

in some way. And.

18:48

We just don't do enough of that, so maybe

18:50

it's a couple granted do that. but again, This

18:53

is an investment. A thousand dollars could

18:55

yield fifty thousand dollars for your next

18:57

year. If you do it right and

18:59

keep with it and promote it, there's

19:01

no reason to. Can't They can't Fifty

19:03

x your money gets. Too many

19:05

sales people have their fists clenched around

19:08

their money. That's. right? I was not

19:10

my job marking job well and I want

19:12

to and hours commissioner to get on loose

19:14

loosen the grip on your money. For.

19:17

It to work for You gotta do. There are

19:19

people are so hesitant to do this and will

19:21

with the waiting for. His

19:23

own people do it a boner. I buy him. In

19:26

a meeting or marketing people. Most.

19:28

Marketing people are just not that good at this.

19:30

They dress it's like they don't think line of

19:32

thinking know they don't you use thank you and

19:34

I say can a sales professionals to think well

19:37

what can I do to get in front of

19:39

more people? Marketing efforts are now Africans If they

19:41

think of like matching pantaloons. right? Now

19:43

amino acids they are for A and

19:45

sixteen is that the approve yellow? I

19:48

think we're now on. I'm sunrise that

19:50

the job rude yellow to order set

19:52

it up because like poll or the

19:55

next six months. In the meantime you

19:57

can create displays things totally hours Nadia

19:59

once. Amen to that. Now I get

20:01

one good one. While we wish you all

20:03

a happy holiday season you know can't help

20:05

you have a great a great time off

20:07

if you take time off and just a

20:09

chill little bit, relax with the family, have

20:11

fun and know. And Brian or

20:14

I'll be back. Lord willing first of the

20:16

year. This is not our last episode even

20:18

though I said you know what, we're going

20:20

to retire those not really excited about that

20:23

next year and ah what a way to

20:25

end their attention. If we do really are

20:27

weeks as we do we do. We have

20:29

a yeah the up advance only podcasts and

20:32

your one I can totally is a have

20:34

I haven't a good run here last ten

20:36

years for with around ask us okay that's

20:38

that's just awesome. Have been a or a

20:41

theory Christmas, Sir Brian and my own a

20:43

former listeners same fears about.