Patterns That Are Holding You Back

1 00:00:06,799 --> 00:00:09,039 SPEAKER_00: Welcome everybody to the Advanced Selling Podcast, 2 00:00:09,119 --> 00:00:11,519 the longest running sales training podcast in the history 3 00:00:11,519 --> 00:00:12,080 of podcasts. 4 00:00:12,240 --> 00:00:13,279 My name is Brian Neal. 5 00:00:13,439 --> 00:00:14,480 My name is Bill Cask. 6 00:00:14,800 --> 00:00:16,320 Here every week for your listening enjoyment. 7 00:00:16,399 --> 00:00:21,600 We've been here every week for 19 years and nine months. 8 00:00:21,760 --> 00:00:24,399 And that's what a great, cool, fun thing. 9 00:00:24,559 --> 00:00:30,719 Uh Bill and I, we started doing this in 2020, 206, as they say. 10 00:00:30,879 --> 00:00:33,200 And uh we are having a big celebration about that. 11 00:00:33,280 --> 00:00:34,399 We decided to have our own. 12 00:00:34,479 --> 00:00:37,039 We, you know, a lot of people called us and asked us if they 13 00:00:37,039 --> 00:00:39,200 could do a celebration for us, and we turned them all down. 14 00:00:39,280 --> 00:00:39,920 That's not true. 15 00:00:40,079 --> 00:00:40,960 Nobody called. 16 00:00:41,119 --> 00:00:44,000 Nobody, none of you called and said, Hey, Bill Brown, we'd like 17 00:00:44,000 --> 00:00:44,240 to do that. 18 00:00:44,560 --> 00:00:47,759 SPEAKER_01: I got one call from the Globetrotter group, the Andy 19 00:00:47,759 --> 00:00:50,799 Bacone group, and and they want to do something, so they're 20 00:00:50,799 --> 00:00:52,240 waiting on instruction right now. 21 00:00:52,320 --> 00:00:53,759 They're standing by their phone. 22 00:00:54,159 --> 00:00:55,840 SPEAKER_00: Well, wait no longer, friends. 23 00:00:56,079 --> 00:00:59,679 Um, we will shortly, we we don't have the timing on this, but 24 00:00:59,679 --> 00:01:01,679 soon we will have on the website, advanced 25 00:01:01,679 --> 00:01:06,000 sellingpodcast.com, your chance to participate in our 20th 26 00:01:06,159 --> 00:01:09,760 anniversary celebration by recording a video, maybe an 27 00:01:09,760 --> 00:01:13,760 audio if you are video shy, but prefer like a video, either 28 00:01:13,760 --> 00:01:15,840 something you've learned from us, a clarifying question, 29 00:01:15,920 --> 00:01:18,560 something like us to talk about, or just to say thanks, or 30 00:01:18,560 --> 00:01:20,640 anything that the advanced selling podcast has done for 31 00:01:20,640 --> 00:01:21,599 your sales career. 32 00:01:21,760 --> 00:01:24,239 And if you participate, there's a prize. 33 00:01:24,400 --> 00:01:28,159 You're going to be able to join Bill and I for a live 20th 34 00:01:28,159 --> 00:01:32,719 anniversary uh celebration, celebratory live training event 35 00:01:32,719 --> 00:01:33,599 that's coming in September. 36 00:01:33,680 --> 00:01:34,400 We'll have dates in detail. 37 00:01:34,640 --> 00:01:35,840 SPEAKER_01: We will fly you out. 38 00:01:36,000 --> 00:01:39,680 We are not calling anyone to a spa in Northville, Indiana. 39 00:01:39,920 --> 00:01:40,560 SPEAKER_00: A spa. 40 00:01:41,439 --> 00:01:42,159 Oh gosh. 41 00:01:42,719 --> 00:01:43,920 SPEAKER_01: Uh we're not gonna be rubber. 42 00:01:44,239 --> 00:01:44,719 We will rub down. 43 00:01:44,879 --> 00:01:45,280 SPEAKER_00: Yeah, right. 44 00:01:45,519 --> 00:01:48,319 We we actually that's part of our training regimen. 45 00:01:48,959 --> 00:01:52,480 Um, but just go, you just go uh to advanced linkpodcast.com. 46 00:01:52,560 --> 00:01:53,760 Now, if you go today, we're working. 47 00:01:53,920 --> 00:01:56,239 This is like in in process, so it's not up today. 48 00:01:56,400 --> 00:01:57,920 Go back tomorrow and the next day. 49 00:01:58,000 --> 00:01:58,480 It'll be up. 50 00:01:58,560 --> 00:02:00,640 But all you gotta do is you'll be able to click a button, shoot 51 00:02:00,640 --> 00:02:02,799 a little video, record it, upload it, whatever there. 52 00:02:02,959 --> 00:02:06,000 And then uh that will get you your ticket to our live event in 53 00:02:06,000 --> 00:02:08,000 September, which is free and it's on a sweepstakes. 54 00:02:08,159 --> 00:02:11,120 Everybody who participates gets to come to the 20th anniversary 55 00:02:11,120 --> 00:02:14,639 celebration event in September, which will be virtual, it won't 56 00:02:14,639 --> 00:02:14,960 be live. 57 00:02:15,199 --> 00:02:17,599 SPEAKER_01: And if you're not a part of our LinkedIn group, uh 58 00:02:17,680 --> 00:02:20,400 we'll be communicating through there, I suspect. 59 00:02:20,479 --> 00:02:23,840 Uh go to advanced selling podcast.com slash LinkedIn, get 60 00:02:23,840 --> 00:02:27,680 on in the group, and so we'll be posting some uh notifications 61 00:02:27,680 --> 00:02:29,039 there and the links and stuff like that. 62 00:02:29,199 --> 00:02:30,240 So we'd love to hear from you. 63 00:02:30,319 --> 00:02:32,960 But uh all kidding aside, if you want to do it now, if you're 64 00:02:32,960 --> 00:02:36,319 like, oh no, I need to do this now, just send us a link, post 65 00:02:36,319 --> 00:02:39,360 it up on Dropbox or Google or somewhere in the cloud, send us 66 00:02:39,360 --> 00:02:42,960 a link to uh listener at advanced selling podcast.com, 67 00:02:43,360 --> 00:02:44,639 and you're in. 68 00:02:44,879 --> 00:02:48,240 You don't have to fill out registrations, forms, anything 69 00:02:48,240 --> 00:02:48,639 like that. 70 00:02:48,879 --> 00:02:50,080 No, it's easy. 71 00:02:50,319 --> 00:02:50,800 Fun. 72 00:02:51,120 --> 00:02:51,599 All right. 73 00:02:51,759 --> 00:02:56,479 I um you know I can't help but listening to people when I'm 74 00:02:56,479 --> 00:02:59,520 having coffee and listening to people at the next table. 75 00:02:59,759 --> 00:03:03,360 And it was this uh father of two little girls. 76 00:03:03,439 --> 00:03:06,560 They were probably three and four or three and five, and they 77 00:03:06,560 --> 00:03:09,120 had their, they were communicate, they were doing a 78 00:03:09,120 --> 00:03:12,319 FaceTime call with Auntie or grandmama or somebody. 79 00:03:12,479 --> 00:03:16,719 And and um he says, Well, we'll do it, but you know, she lives 80 00:03:16,719 --> 00:03:19,439 in Denver, so it's eight o'clock, it's nine o'clock here, 81 00:03:19,520 --> 00:03:22,400 it's seven o'clock there, and I could see the girls' faces like, 82 00:03:22,879 --> 00:03:23,120 huh? 83 00:03:23,199 --> 00:03:24,719 Well, what are we talking about here? 84 00:03:25,039 --> 00:03:27,759 And I thought, what he should have said before he went into 85 00:03:27,759 --> 00:03:30,960 this said, Look, girls, I'm gonna give you a lesson on life. 86 00:03:31,199 --> 00:03:33,840 Over the course of the next 50 years, you will spend an 87 00:03:33,840 --> 00:03:38,479 inordinate amount of time on time zones, understanding use 88 00:03:38,719 --> 00:03:39,039 time. 89 00:03:39,439 --> 00:03:42,800 Um, you will you might even go on vacation sometime with your 90 00:03:42,800 --> 00:03:46,000 family, and some of the family will be operating on home time, 91 00:03:46,240 --> 00:03:50,080 and some will be operating on, and um, you will start to get 92 00:03:50,319 --> 00:03:54,000 familiar with well, is Kansas City and is that central time or 93 00:03:54,000 --> 00:03:54,800 is that mountain time? 94 00:03:55,039 --> 00:03:58,159 Because there's always those, and then you've got Arizona, I 95 00:03:58,159 --> 00:04:00,639 think, that doesn't change, and Indiana used to not change. 96 00:04:00,719 --> 00:04:04,400 You got to keep that all sorted out because and then you've so 97 00:04:04,400 --> 00:04:07,039 you kind of know that Europe is four or five hours ahead. 98 00:04:07,199 --> 00:04:09,759 You kind of have a general sense, and then somebody from 99 00:04:09,759 --> 00:04:13,919 Australia calls and wants you to wants you to have a call with 100 00:04:13,919 --> 00:04:16,399 them, and you have no idea, but not only what time it is, what 101 00:04:16,399 --> 00:04:17,759 day it is if it's possible. 102 00:04:18,639 --> 00:04:21,120 SPEAKER_00: So that would have been funny, a little tired to go 103 00:04:21,120 --> 00:04:22,000 on with a seven-year-old. 104 00:04:22,160 --> 00:04:24,160 She just would have gone, what is he talking about? 105 00:04:24,319 --> 00:04:28,560 And I have this, this is in my DNA, where I grew up in 106 00:04:28,560 --> 00:04:29,839 Evansville, Indiana. 107 00:04:29,920 --> 00:04:35,120 Oh, our whole state is on the eastern time zone, except about 108 00:04:35,120 --> 00:04:38,000 five counties in the northwestern corner, exactly, 109 00:04:38,240 --> 00:04:40,319 four counties in the southwestern corner, one of 110 00:04:40,319 --> 00:04:41,199 which is where I grew up. 111 00:04:41,279 --> 00:04:44,480 Yeah, so if I call Indianapolis, or as we say down there, 112 00:04:44,639 --> 00:04:47,279 Indianapolis, people from Evansville take all the vowels 113 00:04:47,279 --> 00:04:48,800 out, they go Indianapolis. 114 00:04:48,959 --> 00:04:52,079 Um they uh we were on different time zones. 115 00:04:52,240 --> 00:04:54,399 We're on multiplied same state. 116 00:04:54,959 --> 00:04:56,240 It's brutal, it's just brutal. 117 00:04:56,480 --> 00:05:00,000 SPEAKER_01: Not only is Indiana a border state between east and 118 00:05:00,000 --> 00:05:03,680 central, but there's a few counties and cities totally, 119 00:05:03,839 --> 00:05:04,160 yes. 120 00:05:04,319 --> 00:05:04,720 SPEAKER_00: Oh my god. 121 00:05:05,199 --> 00:05:09,040 Uh we went on a vacation to um Punta Cana, which was great. 122 00:05:09,199 --> 00:05:13,759 Um, it's near the equator, and my kids were complaining, which 123 00:05:13,759 --> 00:05:15,439 is funny to hear them complaining when they're in 124 00:05:15,439 --> 00:05:16,160 Punta Cana. 125 00:05:16,480 --> 00:05:18,959 It doesn't stay light out here, dad, as long as it does back at 126 00:05:18,959 --> 00:05:19,120 home. 127 00:05:19,199 --> 00:05:19,759 It's kind of weird. 128 00:05:19,839 --> 00:05:20,800 The sun sets early. 129 00:05:20,879 --> 00:05:22,639 I'm like, that's because we're near the equator. 130 00:05:22,720 --> 00:05:25,680 It's always this way, it's 12 hours basically all the time. 131 00:05:26,000 --> 00:05:27,600 They were struggling to figure that out. 132 00:05:28,079 --> 00:05:29,120 And they thought that was a bad thing. 133 00:05:29,199 --> 00:05:30,800 Like, why doesn't it stay up longer? 134 00:05:30,959 --> 00:05:32,720 I'm like, uh, I don't know, ask God. 135 00:05:33,199 --> 00:05:33,920 Hey God. 136 00:05:34,639 --> 00:05:34,959 Yeah. 137 00:05:35,199 --> 00:05:36,240 Why did you tilt the earth? 138 00:05:36,319 --> 00:05:37,759 Why didn't you just keep putting it up and down straight? 139 00:05:37,839 --> 00:05:38,319 Like, I don't know. 140 00:05:38,560 --> 00:05:40,560 SPEAKER_01: So you pulled out the uh out of your pocket the 141 00:05:40,560 --> 00:05:44,160 global blow, the blow-up globe and says, Okay, now here's why 142 00:05:44,160 --> 00:05:46,879 the sun, because it's bigger, it's fatter, the earth's fatter. 143 00:05:47,040 --> 00:05:50,959 SPEAKER_00: Yes, you now get um, yeah, you get astrophysics, uh, 144 00:05:51,040 --> 00:05:53,199 physics uh lessons now in the advanced learning podcast. 145 00:05:53,279 --> 00:05:53,839 You're welcome. 146 00:05:54,240 --> 00:05:56,800 SPEAKER_01: I remember my my mother-in-law, who's no longer 147 00:05:56,800 --> 00:05:58,560 with us, she was a great lady, Sally. 148 00:05:58,639 --> 00:06:01,680 And I remember when Kelly got back, my daughter got back from 149 00:06:01,680 --> 00:06:02,720 Japan one time. 150 00:06:02,959 --> 00:06:06,720 Kelly was uh talking about uh the food and the cleanliness, 151 00:06:06,800 --> 00:06:08,959 and she was just going on and on about what a great trip. 152 00:06:09,040 --> 00:06:11,439 And and Sally was more interested in more now. 153 00:06:11,519 --> 00:06:12,319 What time is it there? 154 00:06:12,480 --> 00:06:15,439 When it's when it's six o'clock here, what time is it there? 155 00:06:16,000 --> 00:06:18,560 It's nothing to do with it's also the next day. 156 00:06:18,720 --> 00:06:20,319 SPEAKER_00: It's so confusing when you cross the international 157 00:06:20,399 --> 00:06:20,639 day. 158 00:06:20,800 --> 00:06:21,519 Oh, yeah, exactly. 159 00:06:21,680 --> 00:06:24,480 Well, it's nine, but it's nine on Thursday. 160 00:06:24,560 --> 00:06:25,759 Not whoa, whoa, whoa, huh? 161 00:06:25,920 --> 00:06:29,120 Yeah, when it's nine Wednesday here, it's nine a.m. 162 00:06:29,279 --> 00:06:30,079 Thursday there. 163 00:06:30,160 --> 00:06:31,439 Well, how is that anyway? 164 00:06:31,600 --> 00:06:32,240 Yeah, it's funny. 165 00:06:32,480 --> 00:06:33,759 SPEAKER_01: Okay, uh topic. 166 00:06:33,839 --> 00:06:35,519 Uh, you want me to go into this real quick? 167 00:06:35,920 --> 00:06:36,800 Take it, please. 168 00:06:37,920 --> 00:06:41,839 Uh you know, Brian and I have talked on the show about when we 169 00:06:41,839 --> 00:06:45,040 go into an organization or we have coaching and we give 170 00:06:45,040 --> 00:06:46,319 advice, counsel. 171 00:06:46,560 --> 00:06:48,319 Sometimes that advice is not taken. 172 00:06:48,399 --> 00:06:51,759 In fact, more more often than not, it's it's not, but when it 173 00:06:51,759 --> 00:06:54,639 is, it's beautiful advice, and we think all of our advice is 174 00:06:54,639 --> 00:06:58,959 good, and maybe it's not, but generally we we don't dish out 175 00:06:58,959 --> 00:07:02,399 advice that's not proven and that we haven't time tested. 176 00:07:02,720 --> 00:07:06,319 But the challenge is that what happens when that advice lands 177 00:07:06,319 --> 00:07:07,920 on the ears of our clients? 178 00:07:08,000 --> 00:07:12,560 And what happens when we on this podcast give you something to go 179 00:07:12,560 --> 00:07:15,040 do and it kind of lands with a thud? 180 00:07:15,199 --> 00:07:18,319 And it's like, yeah, it sounds good, but you know, my business 181 00:07:18,319 --> 00:07:18,720 is different. 182 00:07:18,879 --> 00:07:22,000 And so I was talking to a prospect the other day. 183 00:07:22,160 --> 00:07:24,079 I said, look, there's a difference between the seed and 184 00:07:24,079 --> 00:07:24,399 the soil. 185 00:07:24,480 --> 00:07:27,439 And the seed is the things that we give, the advice, the 186 00:07:27,439 --> 00:07:28,800 strategies, the tactics. 187 00:07:29,040 --> 00:07:32,480 But the soil is what that seed is planted in. 188 00:07:32,639 --> 00:07:37,360 And if the soil is not healthy, and and you're in this case, an 189 00:07:37,360 --> 00:07:40,879 individual, if their heart is closed and their ego is 190 00:07:40,879 --> 00:07:44,639 humongous, and they're just not willing at all to take in any 191 00:07:44,639 --> 00:07:48,240 kind of new data, then they're not going to grow. 192 00:07:48,480 --> 00:07:51,199 And so we started going down this uh this path. 193 00:07:51,279 --> 00:07:54,240 And I said that, and he asked, he said, well, what is what 194 00:07:54,240 --> 00:07:57,920 causes people not to engage and not to? 195 00:07:58,160 --> 00:08:00,560 And I said, Well, there's there's patterns, there's 196 00:08:00,560 --> 00:08:03,519 patterns of limitations, and that's the title of today's 197 00:08:03,519 --> 00:08:07,040 program is what are the patterns that we've kind of bought into 198 00:08:07,040 --> 00:08:11,040 that actually limit us from taking in new information and 199 00:08:11,040 --> 00:08:14,240 deploying it and getting the ultimate benefit from it. 200 00:08:14,399 --> 00:08:15,759 And so I've got a handful here. 201 00:08:15,920 --> 00:08:19,040 I posed this to Brian when we started, and we we changed the 202 00:08:19,040 --> 00:08:22,319 name of it from what it was to patterns of limitations. 203 00:08:22,399 --> 00:08:26,160 But I think it's useful because if if we're not growing, if our 204 00:08:26,160 --> 00:08:28,959 business is not growing, our income or we're we're feeling 205 00:08:28,959 --> 00:08:31,439 stuck, it probably has something to do with some of these things. 206 00:08:32,480 --> 00:08:36,320 SPEAKER_00: And I read uh listened to when you teed this 207 00:08:36,320 --> 00:08:36,720 up, Bill. 208 00:08:36,799 --> 00:08:42,399 I'm thinking these are often disguised as patterns of 209 00:08:42,399 --> 00:08:46,639 progress or patterns of success because they have been. 210 00:08:47,279 --> 00:08:51,600 And for me, I'm thinking one of the telltale signs, even when we 211 00:08:51,600 --> 00:08:53,360 do these topics, it's good because we think of them 212 00:08:53,360 --> 00:08:53,600 ourselves. 213 00:08:53,759 --> 00:08:54,879 I do, we both think of them. 214 00:08:55,200 --> 00:08:55,840 How do I think about it? 215 00:08:55,919 --> 00:08:57,440 You know, what do I do with this? 216 00:08:57,759 --> 00:09:02,159 Um you you you will the soil it, you know, you're like, Well, 217 00:09:02,240 --> 00:09:02,879 what do you plant there? 218 00:09:02,960 --> 00:09:03,600 Well, we plant corn. 219 00:09:03,759 --> 00:09:05,679 Oh, we just plant corn there always, because that you know, 220 00:09:05,759 --> 00:09:06,080 whatever. 221 00:09:06,240 --> 00:09:07,679 It's like have you ever planted beans? 222 00:09:07,919 --> 00:09:10,240 Like, well, no, we don't plant beans because this and that and 223 00:09:10,240 --> 00:09:13,519 the other thing, versus going, hmm, that's a good question. 224 00:09:13,679 --> 00:09:15,440 Why don't I plant beans there? 225 00:09:15,600 --> 00:09:18,080 Maybe I should plant beans, or maybe I should grow hemp these 226 00:09:18,080 --> 00:09:18,320 days. 227 00:09:18,399 --> 00:09:19,039 You know what I mean? 228 00:09:19,120 --> 00:09:22,480 It's like, and be and because part of it, we're just so used 229 00:09:22,480 --> 00:09:24,879 to the thing that's because it's work for us, yeah. 230 00:09:25,120 --> 00:09:29,279 And so these patterns of limitations are disguised as 231 00:09:29,279 --> 00:09:31,039 things that are already working for us. 232 00:09:31,200 --> 00:09:35,200 So for me, the first trick is to start to question things. 233 00:09:35,360 --> 00:09:39,279 Um, Elon, everybody knows now, is the first trillionaire. 234 00:09:39,519 --> 00:09:42,799 I've here I'm paraphrasing it, but I've heard him say often he 235 00:09:42,799 --> 00:09:44,480 talks about this all the time. 236 00:09:44,799 --> 00:09:48,320 So many times we are taught to optimize for the wrong thing. 237 00:09:48,480 --> 00:09:51,360 So we are taught to optimize for a thing that shouldn't exist. 238 00:09:51,759 --> 00:09:52,320 That's what he says. 239 00:09:52,480 --> 00:09:52,799 That's right. 240 00:09:52,960 --> 00:09:54,480 And so he questions everything. 241 00:09:54,639 --> 00:09:55,679 Like, why should this exist? 242 00:09:55,840 --> 00:09:59,200 So if you're a seller, yeah, and you're going, Oh, yeah, well, 243 00:09:59,279 --> 00:10:01,919 here's how I organize my day because of da-da-da-da-da. 244 00:10:02,240 --> 00:10:05,440 You're never questioning why do I organize my day this way? 245 00:10:05,679 --> 00:10:06,960 Why why do why should I? 246 00:10:07,120 --> 00:10:07,679 Should I do that? 247 00:10:07,759 --> 00:10:08,960 Should I not do that? 248 00:10:09,200 --> 00:10:10,879 Um, um, it's stupid. 249 00:10:10,960 --> 00:10:13,360 We in football, we have a uh there's a little concept we 250 00:10:13,360 --> 00:10:13,519 have. 251 00:10:13,600 --> 00:10:16,399 Like there's very few times you would decline a 15-yard penalty. 252 00:10:16,480 --> 00:10:17,600 This is American football. 253 00:10:17,759 --> 00:10:20,879 And I was listening to a uh rule coaching session this morning, 254 00:10:21,120 --> 00:10:24,559 and one of our my buddies he said, uh, anytime you're gonna 255 00:10:24,559 --> 00:10:27,360 decline a 15-yard foul, you should always ask why. 256 00:10:27,440 --> 00:10:30,159 Because you almost never do it, even if you're supposed to, you 257 00:10:30,159 --> 00:10:30,720 never do it. 258 00:10:30,960 --> 00:10:31,759 Always question. 259 00:10:31,840 --> 00:10:34,320 So I think that's the first thing for me is okay, can I get 260 00:10:34,320 --> 00:10:37,759 in this place of constant questioning of what I'm doing? 261 00:10:38,000 --> 00:10:40,240 SPEAKER_01: Why don't we do a two-part series on this? 262 00:10:40,480 --> 00:10:43,840 Because there's this is a lot, and it's a lot to take in. 263 00:10:44,080 --> 00:10:47,039 And uh you're blowing my mind, bro. 264 00:10:49,120 --> 00:10:51,919 No, I always always like when the podcast hosts, oh, I'm 265 00:10:51,919 --> 00:10:53,279 taking I'm taking a lot of notes here. 266 00:10:53,519 --> 00:10:56,080 SPEAKER_00: Taking notes or not, you're not taking notes. 267 00:10:56,480 --> 00:10:57,200 These days, too. 268 00:10:57,279 --> 00:10:58,240 Everything's recorded, man. 269 00:10:58,320 --> 00:10:59,200 Just get it transcribed. 270 00:11:01,279 --> 00:11:02,159 That's funny. 271 00:11:02,799 --> 00:11:05,759 SPEAKER_01: Um, yeah, one example. 272 00:11:05,840 --> 00:11:09,279 I I thought you were going down the idea that, well, that's just 273 00:11:09,279 --> 00:11:12,639 me, that's just the way I do things, like big picture people 274 00:11:12,639 --> 00:11:14,080 versus detail people. 275 00:11:15,120 --> 00:11:19,440 And there is some kind of badge of honor that the big picture 276 00:11:19,440 --> 00:11:22,080 person wears proudly. 277 00:11:22,240 --> 00:11:24,879 Oh, I don't get I don't get messed up in the detail. 278 00:11:24,960 --> 00:11:27,919 I'm a big picture guy or or person. 279 00:11:28,080 --> 00:11:28,639 That would be bad. 280 00:11:28,879 --> 00:11:32,879 And I feel like, yeah, that's probably not a good badge today 281 00:11:33,279 --> 00:11:38,000 because if you if you delegate all the details, who's to say 282 00:11:38,000 --> 00:11:41,679 that the people who are doing the details have the same vision 283 00:11:41,759 --> 00:11:42,080 you do? 284 00:11:42,159 --> 00:11:45,440 So you almost have to be in two worlds, you have to be in the 285 00:11:45,440 --> 00:11:46,159 big picture world. 286 00:11:46,320 --> 00:11:48,559 That then the question is, well, how am I gonna get to that big 287 00:11:48,559 --> 00:11:48,799 picture? 288 00:11:49,120 --> 00:11:52,000 There's a whole lot of freaking details between where you are 289 00:11:52,000 --> 00:11:53,759 and that big picture destination. 290 00:11:53,919 --> 00:11:55,919 And I think we I agree with you, Brian. 291 00:11:56,000 --> 00:11:57,840 We wear the badge of, well, that's just not me. 292 00:11:57,919 --> 00:11:59,840 Uh, you know, I'm I'm not built for that. 293 00:12:00,000 --> 00:12:01,600 Well, yeah, maybe you should be. 294 00:12:01,840 --> 00:12:02,399 SPEAKER_00: Yes. 295 00:12:02,639 --> 00:12:06,879 I had a conversation with a friend who uh is the COO of a 296 00:12:06,879 --> 00:12:10,720 really, really big distribution company, and um he's a great 297 00:12:10,720 --> 00:12:13,679 friend, and he's the really great business, great, super 298 00:12:13,679 --> 00:12:14,399 successful business. 299 00:12:14,559 --> 00:12:15,440 We were talking about sales. 300 00:12:15,519 --> 00:12:18,399 He goes, I don't really do much uh CRM compliance. 301 00:12:18,559 --> 00:12:21,279 He goes, for me, the output's the output. 302 00:12:21,440 --> 00:12:23,759 As long as we get the number, it's all I care about. 303 00:12:24,000 --> 00:12:26,080 And that I used to think that way. 304 00:12:26,320 --> 00:12:29,039 I was very guilty of that because I'm the bit like it. 305 00:12:29,279 --> 00:12:31,200 I don't care how you get it, I don't care what happened, just 306 00:12:31,200 --> 00:12:32,000 get the number. 307 00:12:32,240 --> 00:12:35,440 And what I've learned over time is that's not always the best 308 00:12:35,440 --> 00:12:35,679 way. 309 00:12:35,759 --> 00:12:39,039 No, because you uh one of my friends gave me the saying 310 00:12:39,120 --> 00:12:41,519 because you look behind them and you see a trail of dead bodies, 311 00:12:41,759 --> 00:12:45,360 even though you got the number, you screwed up ops, uh, you 312 00:12:45,360 --> 00:12:48,799 know, you you your stuff got sent late or it was wrong and 313 00:12:48,799 --> 00:12:50,399 your invoice or whatever. 314 00:12:50,559 --> 00:12:52,960 And so, but you have to question that, you have to question 315 00:12:52,960 --> 00:12:56,399 yourself and your processes to get any growth, uh, to build the 316 00:12:56,399 --> 00:12:56,720 soil. 317 00:12:56,799 --> 00:12:59,039 That's part of tilling the good soil, yeah. 318 00:12:59,200 --> 00:13:00,080 Um, and treating it. 319 00:13:00,480 --> 00:13:02,480 SPEAKER_01: Well, you and as a farmer would understand though. 320 00:13:06,000 --> 00:13:08,240 Okay, so let's go through some of these patterns. 321 00:13:08,399 --> 00:13:11,840 And I've got two or three, and I've given you one, which is 322 00:13:11,840 --> 00:13:17,279 that whole idea of too much emphasis on the macro, not 323 00:13:17,279 --> 00:13:19,759 enough on the micro, which is the big picture versus the 324 00:13:19,759 --> 00:13:20,080 detail. 325 00:13:20,159 --> 00:13:22,879 And I don't, yeah, so we've already done that one. 326 00:13:23,120 --> 00:13:28,639 Um here's a here's another one is I feel like uh one of our 327 00:13:28,639 --> 00:13:33,840 patterns of limitation is we are not we are not clear about what 328 00:13:33,840 --> 00:13:35,279 we're solving for. 329 00:13:36,000 --> 00:13:40,080 And when we're not clear with our prospect or with ourselves, 330 00:13:40,240 --> 00:13:45,200 and how many times have you have you gone into a meeting or or or 331 00:13:45,200 --> 00:13:48,559 um kind of observed a meeting with your client, and you think, 332 00:13:48,720 --> 00:13:49,679 what are we doing? 333 00:13:49,759 --> 00:13:51,279 What what's the purpose of this meeting? 334 00:13:51,440 --> 00:13:52,399 What are we solving for? 335 00:13:52,559 --> 00:13:54,559 And that's the same thing with your prospect. 336 00:13:54,720 --> 00:13:59,200 And I find this a lot as we get into these gory details with our 337 00:13:59,200 --> 00:14:02,879 customer, but we we really haven't identified, well, what's 338 00:14:02,879 --> 00:14:06,480 the problem that we're trying to fix or remedy or improve upon? 339 00:14:06,720 --> 00:14:11,679 And so this idea of the the the problem solving trap of it's 340 00:14:11,679 --> 00:14:15,279 vague and it's unclear, just have a real clear understanding 341 00:14:15,279 --> 00:14:16,399 of what you're solving for. 342 00:14:16,559 --> 00:14:17,440 I love that. 343 00:14:17,679 --> 00:14:19,279 SPEAKER_00: And I would and I can I add to that one? 344 00:14:19,440 --> 00:14:23,039 Yeah, and and I I think you would have continued to say this 345 00:14:23,039 --> 00:14:24,080 if you went deeper in it. 346 00:14:24,240 --> 00:14:28,080 And is that problem worth solving right now? 347 00:14:28,320 --> 00:14:31,200 Because I think too often uh sellers when we're doing in that 348 00:14:31,200 --> 00:14:35,440 qualification mode, we're looking for uh anything that 349 00:14:35,440 --> 00:14:38,080 sounds good, good, good, good for us. 350 00:14:38,240 --> 00:14:41,440 We're lit, yeah, we're listening for anything good for us, and as 351 00:14:41,440 --> 00:14:43,600 soon as we hear it, we think we're done. 352 00:14:44,240 --> 00:14:48,720 We stop questioning that thing versus going several steps 353 00:14:48,720 --> 00:14:51,200 deeper to say, well, just because that just because I can 354 00:14:51,200 --> 00:14:53,279 help you fix that doesn't mean we should. 355 00:14:53,440 --> 00:14:53,759 Yeah. 356 00:14:54,000 --> 00:14:56,320 In the example I just used with my friend when he's like, you 357 00:14:56,320 --> 00:14:58,000 know, I'm not a big CRM compliance guy. 358 00:14:58,080 --> 00:15:01,200 Well, if my system, you know, that helps with CRM compliance 359 00:15:01,279 --> 00:15:03,440 and it's just not his thing, I'm like, it's not his thing. 360 00:15:03,679 --> 00:15:06,000 So and they've done really well without it, and they've got high 361 00:15:06,000 --> 00:15:07,840 demand, and their problem is fulfillment. 362 00:15:08,159 --> 00:15:10,320 They don't need more sales right now, they know how to fulfill. 363 00:15:10,480 --> 00:15:13,200 It's like there's just nothing here, you know what I mean? 364 00:15:13,360 --> 00:15:15,519 Exactly, in a very real, authentic way. 365 00:15:15,679 --> 00:15:18,879 So yeah, so the what's the solution there? 366 00:15:19,039 --> 00:15:20,799 Well, the solution, hang on a second. 367 00:15:20,960 --> 00:15:21,519 It's all right. 368 00:15:21,919 --> 00:15:24,480 Now we have a rule, we answer the phone on air. 369 00:15:25,600 --> 00:15:28,080 Hi, I'm I'm in the middle of a recording. 370 00:15:28,399 --> 00:15:29,360 unknown: Okay, bye. 371 00:15:30,639 --> 00:15:31,519 SPEAKER_01: Let's keep that. 372 00:15:31,679 --> 00:15:32,639 Keep that, Travis. 373 00:15:32,720 --> 00:15:36,000 SPEAKER_00: Yeah, well, my wife is, you know, like she doesn't 374 00:15:36,000 --> 00:15:36,639 know what to do. 375 00:15:36,799 --> 00:15:39,519 Hi, we are in the middle of the advanced selling podcast for 376 00:15:39,679 --> 00:15:39,840 guys. 377 00:15:40,159 --> 00:15:41,279 You called during the show. 378 00:15:41,360 --> 00:15:43,120 I had to answer it on air. 379 00:15:43,600 --> 00:15:44,720 Oh, that's a really good one. 380 00:15:45,200 --> 00:15:46,240 Okay, can I get one? 381 00:15:46,559 --> 00:15:49,200 SPEAKER_01: Yeah, let me uh let me plus one what you plus one. 382 00:15:49,440 --> 00:15:49,919 Well, let's do it. 383 00:15:50,080 --> 00:15:51,679 I'm gonna plus yeah. 384 00:15:51,919 --> 00:15:58,399 Um the uh the the other side of that is be diligent and rigorous 385 00:15:58,399 --> 00:16:01,039 about understanding what problem you're solving, the impact of 386 00:16:01,039 --> 00:16:03,759 the problem, like you said, what happens if we don't solve it? 387 00:16:03,840 --> 00:16:07,039 I mean, there's a whole host of things around that problem 388 00:16:07,120 --> 00:16:11,679 solving and problem-finding mentality that that probably 389 00:16:11,679 --> 00:16:16,559 could be would would improve our capability to to working on the 390 00:16:16,559 --> 00:16:19,440 right thing because it life is too short to work on the wrong 391 00:16:19,440 --> 00:16:19,600 problem. 392 00:16:19,840 --> 00:16:20,639 We do it all the time. 393 00:16:21,919 --> 00:16:22,639 SPEAKER_00: All right, go. 394 00:16:22,799 --> 00:16:28,480 Uh, so I have one that um in I would and uh think of this like 395 00:16:28,480 --> 00:16:29,759 in two different ways. 396 00:16:29,919 --> 00:16:34,799 Uh, one way is uh how do I question or how do I recognize 397 00:16:34,799 --> 00:16:36,080 I'm in a plateau? 398 00:16:36,320 --> 00:16:40,399 So I have flattened out something in my process or in my 399 00:16:40,399 --> 00:16:41,279 sales life. 400 00:16:41,519 --> 00:16:45,919 I've plateaued on my income, I have plateaued on my sales 401 00:16:45,919 --> 00:16:49,120 results, I have plateaued on my margins, I have plateaued on the 402 00:16:49,120 --> 00:16:52,480 number of deals I close, I've plateaued on the size of deal. 403 00:16:52,639 --> 00:16:54,639 A lot of notice your plateaus. 404 00:16:54,799 --> 00:16:58,159 And you you can look back with data and look at you know, three 405 00:16:58,159 --> 00:17:00,480 to five years or a trailing 12 months or whatever you want to 406 00:17:00,480 --> 00:17:04,400 do, and go, man, I have, you know, my growth has been fairly 407 00:17:04,400 --> 00:17:06,960 flat in this thing or marginal at best. 408 00:17:07,119 --> 00:17:09,359 That's that's an indicator of a plateau. 409 00:17:09,519 --> 00:17:13,200 Um, other folks will say we run on this EOS system, this this uh 410 00:17:13,200 --> 00:17:17,039 EOS uh business system, they call it their um hitting the 411 00:17:17,039 --> 00:17:17,440 ceiling. 412 00:17:17,599 --> 00:17:20,480 And they talk about hitting a ceiling where you know you you 413 00:17:20,720 --> 00:17:21,680 this is very common. 414 00:17:21,759 --> 00:17:24,799 We just talk to a company, um, you know, you you hear this, you 415 00:17:24,799 --> 00:17:27,920 read this on you start a company, a million is a ceiling, 416 00:17:28,160 --> 00:17:31,599 and then three is next, then five, then 10, then typically 20 417 00:17:31,599 --> 00:17:34,799 to 30, then 50, then 100, and then there's a 250 to 300 418 00:17:34,799 --> 00:17:35,359 million ceiling. 419 00:17:35,440 --> 00:17:37,359 These were companies get stuck, is the point. 420 00:17:37,519 --> 00:17:38,480 That's revenue. 421 00:17:38,559 --> 00:17:43,200 But um, how to notice, constantly notice your plateaus 422 00:17:43,359 --> 00:17:44,319 andor your ceilings. 423 00:17:45,680 --> 00:17:46,720 That's that's good. 424 00:17:47,039 --> 00:17:50,319 SPEAKER_01: I've got one here, which is it's kind of a cousin 425 00:17:50,319 --> 00:17:52,160 to plateau, and that is drift. 426 00:17:52,319 --> 00:17:57,119 Uh, sometimes I feel like we we drift away from our purpose and 427 00:17:57,119 --> 00:18:02,880 our mission, and we we drift into the into the fleshy world 428 00:18:03,039 --> 00:18:05,920 of yes, well, how much am I gonna make and how much do we 429 00:18:05,920 --> 00:18:08,799 need to bring in, and how many calls do I need to make, instead 430 00:18:08,799 --> 00:18:11,680 of drifting back to wait a minute, what are we doing here? 431 00:18:12,319 --> 00:18:13,440 Why are we in this business? 432 00:18:13,599 --> 00:18:15,119 How are we serving our customers? 433 00:18:15,279 --> 00:18:18,480 How are we pleasing our higher power or what whatever those 434 00:18:18,480 --> 00:18:21,839 things are that are that are intangible and unseen? 435 00:18:22,559 --> 00:18:25,440 And because you can see the revenue and you can see how many 436 00:18:25,440 --> 00:18:27,839 people you're contacting and what your conversion, those are 437 00:18:27,839 --> 00:18:28,240 all seen. 438 00:18:28,319 --> 00:18:29,119 But what about the unseen? 439 00:18:29,279 --> 00:18:33,119 Because there's a whole world of unseen things that I think 440 00:18:33,359 --> 00:18:37,599 really matter, whether it's you know who you are, your identity, 441 00:18:37,839 --> 00:18:41,200 how you think, who you're seeking to become, who you need 442 00:18:41,200 --> 00:18:41,759 to become. 443 00:18:41,920 --> 00:18:45,279 All those things are really important, and we just we drift 444 00:18:45,279 --> 00:18:46,880 away from those big time. 445 00:18:48,000 --> 00:18:52,000 Um, do we want to stop and do episode two now? 446 00:18:52,319 --> 00:18:55,440 Let's stop because uh yeah, let's stop here and then uh 447 00:18:55,599 --> 00:18:58,640 we're gonna we're gonna sign off and they're gonna re-record so I 448 00:18:58,640 --> 00:18:59,759 can handle these phone calls. 449 00:19:00,960 --> 00:19:04,559 SPEAKER_00: And then I want to see remind me next episode to 450 00:19:04,559 --> 00:19:06,880 pick up on your drift comment because I have something I want 451 00:19:06,880 --> 00:19:07,359 to add to that. 452 00:19:07,440 --> 00:19:07,839 Is that cool? 453 00:19:07,920 --> 00:19:11,039 So go to advanced selling podcast.com, participate in our 454 00:19:11,039 --> 00:19:16,000 20th anniversary uh uh success or a uh uh what do you call it? 455 00:19:16,160 --> 00:19:16,559 Celebration. 456 00:19:16,640 --> 00:19:17,279 That's what I'm looking for. 457 00:19:17,519 --> 00:19:17,839 Celebration. 458 00:19:18,000 --> 00:19:19,359 Sell it, sell it, sell it, yeah. 459 00:19:19,440 --> 00:19:21,359 And if you don't want to wait till we have the website up, go 460 00:19:21,359 --> 00:19:22,079 ahead and email us. 461 00:19:22,240 --> 00:19:22,400 SPEAKER_01: Yeah. 462 00:19:22,559 --> 00:19:25,200 SPEAKER_00: Listener at Vanceelling Podcast.com, send us 463 00:19:25,200 --> 00:19:25,920 a little video. 464 00:19:26,079 --> 00:19:28,160 You will get a ticket to this event in September. 465 00:19:28,559 --> 00:19:29,440 Everybody gets a ticket. 466 00:19:30,400 --> 00:19:31,279 Okay, see you next week. 467 00:19:31,759 --> 00:19:32,240 Bye.