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Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in the history of podcasts.
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Sneaking up on our 20th anniversary, I'm Brian Neal.
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I'm Bill Kaskey.
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Congratulations, Brian, on these 25, 20-year run.
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It's been amazing.
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Same to you.
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It's been amazing.
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20-year run.
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How about it?
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It's been fun.
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All from a little idea.
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What a great, uh, what a great uh inspirational story, though.
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Have an idea, buy some mics 20 years later.
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You're the longest running sales training podcast in the history of podcasts.
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Is that the mic you're using today that you originally bought?
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It was not.
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No, that one was a little bit bigger.
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No.
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The other one was uh just south of the size of a volleyball.
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Just a little smaller than a volleyball, covered about 85% of my face.
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Yeah.
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No, I was watching.
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Yeah.
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I was watching a press conference the other day.
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A sports team in Indiana got beat, and they uh had a press conference, and they had the same kind of their mics, it wasn't a screen, what's it called?
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A screen, uh pop screen or something.
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Uh pop screen.
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It was the whole mic, and they they they had the mic lifted so where you you look all you could see were their eyes.
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And I'm like, surely someone is watching this and gonna go over and say, hey, let's let's lower the table or put you on a phone book or something.
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So I did notice that one of my uh friends uh that works the same Sunday job I have, who talks on TV, uh they put microphones on the head referees.
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Whatever game he was working had this, it was a gigantic, it looked like a uh like a balled up caterpillar.
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It was like one of those big fuzzy balls.
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No, every time he turned sideways, it's like gigantic fuzzy ball was like right next to his face.
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I'm like, can we do something there?
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Aesthetic price now, those aren't underneath the they're usually really little, they clip on right right by your uh collar, but that one was a big fuzzy ball.
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So anyway, let's bring more attention to this.
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Totally, yes, yeah.
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Put more contraptions on them.
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Yeah, all right.
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Um, so we had uh where are we?
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Are we doing topics or you're doing a shout out?
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No, you're doing your shout out.
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We have a shout out, right?
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From a birthday shout-out, correct?
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Yeah, we have a birthday shout-out, and so here it is.
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Brian and Bill, this is Trevor Lee from Cornwall in the UK here, wishing you every congratulations on 20 years of podcasting.
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I first listened to you around about 2010, 2011, and I've been an avid listener since.
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I've learned so much from you.
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It's been amazing.
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Um, and so please do keep it going.
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You do a fantastic job.
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And uh, you know, I just love listening, as I'm sure lots and lots of people do.
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And also, I would like to say that without you, I don't think I would have done podcasting myself because I was inspired by you guys to think, one, I can maybe do a podcast.
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And with a bit of help from somebody, I did launch a podcast in February 2018.
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Uh it ran for 344 episodes of business podcast.
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I've then done a running podcast for 170 odd episodes.
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I'm currently doing a cricket one, and I do the podcast now for Truro City Football Club.
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So that's all down to you guys because without you listening to your podcast, I wouldn't have got into podcasts, I wouldn't have been inspired.
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So keep the momentum going, guys.
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You're doing a fantastic job, and thank you so much for everything you've done.
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That is a nice no, that's a no, that's a podcaster.
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All right.
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I mean I love it.
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No, I'm sure you didn't have a note, a note in front of him that was all off the cuff.
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Trevor, thank you, man.
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I appreciate it.
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I'm really congratulations on all of your podcasts.
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So keep us keep us updated there.
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And Trevor, I am very intrigued by the game of cricket.
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And I used to do some work in England, and I and it can be kind of boring sometimes, you know, if it's not, you know, you're what you're used to on TV.
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But I got hooked watching cricket, and uh actually one of our listeners sent me a book, uh like Cricket for Dummies book.
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Oh.
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Um, and uh so I'm gonna have to check out Trevor's uh cricket.
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Uh I don't know if it's 101 stuff.
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I don't know if I'll be able to understand it all, but probably we have a cricket club here in Indianapolis.
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Did you know that Bill?
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These are really cricket fields.
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Yeah.
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I I accidentally found it the other day driving around.
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Why don't you go to go visit it?
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Go I should try.
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Referee in the NFL showing up at a cricket match.
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I mean, picture there's news.
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We could umpire, get up, umpire cricket on the side.
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All right, so here's our topic today.
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Oh, one other thing uh before we get too far in.
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Uh, we had a great insider.
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If you haven't joined Insider yet or even explored it, go to advanced sellingpodcast.com.
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Insider insider is our very simple hour and 15-minute training once a month where we take a kind of a counterintuitive topic or something that's a little bit deeper than what you might hear uh on the podcast here when we go a little bit deeper on it.
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And today, uh last week, it was message mentality.
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What kind of mentality do I need to have in order to craft a proper message, whether it's an email message, a phone call, a PowerPoint, a presentation.
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And since so much of it has to do with our thinking, we looked at the seven most important mindsets to have when you're crafting any message.
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And uh we had a great group, had a lot of a lot of lessons from it.
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So uh you'll get access to that if you want to join for November.
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For the rest of the year, you'll get access to the last six months, you'll get access to that one as well.
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So great topic.
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Awesome.
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All right, awesome, awesome.
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So today's topic uh has to do with AI.
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And uh, we were talking before we went live about some of the challenges that our clients are having with AI and getting the right output from it.
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And as near as I can tell, and I'm sure you would agree to an extent, is it all depends on how you've trained it.
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And so we wanted to share with you some thoughts today on how you can better train your AI to get the output that you really desire from it so that you don't try it a few times and then say, oh, you know, AI sucks, it's not right.
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And it just throws out slop and trash.
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Well, that's your fault, and that's my fault.
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If I don't train it properly, it's gonna throw out trash.
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And so that's our point today.
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And uh, I'd be curious to know how you feel about that, Brian.
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And uh just let's get into the AI conversation.
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Everybody else is all in.
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Uh let's see.
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The um we started off, and nobody knows anything.
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Like everybody knows something, nobody knows anything about AI, is kind of how I think about it.
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Like, as soon as you think you know, there's something new.
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So, what you have to be careful of, and I I'm careful that I always say this, even with our own AI tools.
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I'm like, I am not an expert, I'm a user, I'm along with you, and we're all in the same boat.
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And I try to share what I've learned and I try to learn from others.
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So that's my first hit.
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So these are from things I've learned.
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When we first started, which was literally like four months ago, the key word was prompting.
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Gotta be a good prompt writer, prompt writer.
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Well, you don't have to prompt anymore, you just have to talk.
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Um, so we are all in on AI prep.
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We think it's the number one sales tool that every seller should be using, and it should be um at its core to help teach it, like you're saying, Bill, conversational.
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Um, you can now go into voice mode.
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Now we uh we use chat and Claude both.
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Um I use chat's voice more than I use Claude's, but it's literally a conversation and it's a woman's voice, and she talks to me like I'm talking to you right now and learns.
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Um, and so the old idea of like I've got to sit down on my computer and type something, you don't have to do that.
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You just have to free throw, just talk, just talk out loud and think out loud with it um and tell it what's going on.
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It's just uh so that that's my first hit is you know, prompting isn't was important then.
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Now I think it's what you're talking about here is we're we need to train it and teach it about us first.
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So I do that by talking to it.
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Yeah, yeah.
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Yeah, I agree.
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And I I have found that if I'm ever confused about what to say when I talk to it, ask it what to say when I talk to it.
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And tell it it's a it the best prompting tool is the is the tool that you're going to prompt and let let it know.
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And you still I think you still have to prompt, but you're talking about doing it verbally and doing it through conversation versus sitting down and writing six paragraphs on you are a you know a marketing guru and you yeah.
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Um so this gets back now to training.
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So, how do I train it so that when it does come out, it comes out in my voice.
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If it's a if it's a piece of written material, it comes out in my voice.
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If you are, uh I use it a lot for brainstorming ideas, and I'm iterate, I'm iterating, and it's iterating, and we're going back and forth.
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And it's a very valuable tool because sometimes you don't have that person when you wake up at 5:30 in the morning and have an idea, you're not gonna call your colleague and say, Hey, I want to brainstorm a little bit with you.
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So you can do it with Claude.
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We use Claude almost extensively.
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But I've got uh 10 questions here, and so why don't I go through a couple of these and then you add your um critique of it or your notes to it?
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Uh here's number one.
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And and the way to use this, I believe, is to take your phone, open the audio uh notes, um, voice note, and just answer these questions.
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We'll we will put these somewhere in the uh, you know what, we'll we'll just copy and paste these 10 questions in the show notes.
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That way you're not having to download anything.
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Uh and just answer them and answer them honestly and answer them in depth.
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Don't if, like my first question is what specific problem does your product or service solve?
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How would you describe that problem in your own words?
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Don't just say we help people save time.
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Because that's that's not enough.
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Do you you've got to treat this like you would treat an intern, a marketing intern.
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You you wouldn't give that instruction to a marketing intern.
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You'd say, look, here's the problem, here's what people suffer with, here's why, here's the kind of work that we do to help them.
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Just get very detailed about the answer to that question.
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And yeah, I would do all of these in one file.
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I wouldn't separate the questions.
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And then what you're going to do eventually is get it transcribed or copy and paste the transcription and put it into your AI.
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Okay.
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What specific problem does your products have?
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Do you have any thought on that or any kind of additional?
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I would uh, and I'm gonna I'm gonna take your specific, you talked about answering specifically, and I'm gonna like try to explode that.
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Um you can also tell this is like a subprompt.
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You can you can tell AI.
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So if I'm taking your notes, Bill, and I've got your 10 questions, I'm gonna answer them like you said, and then I'm gonna put them into chat and I'm gonna say, hey, so I got these questions from my podcast partner, Bill, to help you learn about me and my product.
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I'm gonna give you my answers, and then I want you to ask me follow-up questions because I want you to understand what we do and how we do it at depth.
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And I also want you to uncover things that I'm not seeing.
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I want you to find holes in my logic or or you know, competitive um uh fallacies we've got against competitors or anything like that.
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Because I that's how I talk to it, just like that.
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Perfect.
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And it'll go, okay, got it.
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And then what I'd add on the specifics is when it's say what proc your does your solution solve, say that and then use specific use your customers.
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And you say, so we were and use the brands and use the people.
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This person's the CEO and it's the name, and his name's you know, Tom Simpson, and he's run that company, and they've got 14 salespeople.
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They're based in Noblesville, Indiana.
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Here's what they do go look at them on the internet and tell it that stuff, and it will learn with specifics like that.
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It'll go research.
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Oh, it looks like your I your you know, ideal client profiles this so hyper specific.
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That's awesome.
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That's awesome.
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That one, and if you have any kind of a video that uh you've created or your company's created, get it transcribed and put it right in there.
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I mean, again, this is gonna take some time.
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This is this requires a little elbow grease, but once you get this done, you you're gonna be it's gonna be remarkable the improvement in output.
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Okay, good.
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Yes number two, what are the three most common objections or questions that you hear from not from clients but from prospects?
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And how do you address each one?
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So maybe one maybe one objection might be, you know, we hadn't we haven't budgeted this for this year.
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You know, price looks good, but we just don't have it in the budget.
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How are you going to answer that?
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And how are you going to preempt that?
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Um, but you you have to be detailed about how you answer these objections.
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Don't just come back with a one-liner, because it needs to learn how you think about these objections so that we can preempt them ultimately, because that may be one of your first assignments is give me the five most common objections and let's work on preempting them and solving them before they become objections.
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That's really the way to do it.
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I love that.
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My comment on this one we just did this.
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This is very timely.
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We dump all of our CRM data, so we use Salesforce into Claude.
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And we say, Claude, analyze this data, including the the the um the closed, lost reason.
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And we give them all the stats.
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So our Claude's got all the stats, and it comes back and it tells us here's where you're losing and why you're losing, and it foots it to other elements.
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So what I mean by that is we may have closed, lost, like no interest, or closed, lost, too expensive or something.
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But what it what Claude did was went deeper and said, you actually went close, lost for multiple reasons in financial services, 0 for 18.
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So it says you guys shouldn't be calling on financial services companies.
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You're 0 for 18.
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That's a good data pool or something like that.
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Um, deals that came from certain referral sources closed at a 50% clip rate, where deals that came from another source, we were 0 for 22 with a paid referral source that we use.
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So we pay to be part of this group.
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Yeah, we got 22 open opportunities this year.
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We lost all 22.
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So Claudia's telling us it the reasons aren't always the reasons.
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Yeah.
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Um, really, really good stuff to dump all your data in there.
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Yeah, that's an advanced.
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I mean, that's advanced stuff there.
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So I totally think that's fab fantastic.
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You got to get to the point where you have enough confidence in that platform that you're able to do that and want to do that, and and yeah, and open enough to do that.
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Some people don't want to, I don't want to know that I'm 0 for 22.
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That's kind of shameful.
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Well, it's better to know it now than being 0 for 44.
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Right.
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Heck yeah.
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Yeah.
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Yes.
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All right.
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So here's a third one.
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Um, and and you know what?
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Let's do let's do five of these, then we'll come back uh for the second next episode and do the other five.
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Yeah.
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Because we're already at uh at time here.
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Number three, sure.
00:14:37.679 --> 00:14:46.480
How how would you describe your unique sales philosophy when you're out selling um or approach that differentiates you from competitors?
00:14:46.720 --> 00:15:00.879
So is there anything about the way you sell, the way you find out the problem, the way you lead people through the process, any unique uh virtues or uh uh you know areas that you believe in?
00:15:01.039 --> 00:15:08.000
Like, for example, maybe you're following uh Brian and I over the years, and you might say, look, one of my philosophies is not everybody's a prospect for this.
00:15:08.159 --> 00:15:10.240
Not everybody is a perfect fit for this.
00:15:10.320 --> 00:15:16.320
And we want to find out in the first meeting whether it even feels like there's any any reason for us to continue.
00:15:16.559 --> 00:15:19.600
Well, that's a philosophy, it's a strategy, it's a philosophy.
00:15:19.840 --> 00:15:20.799
Put that in there.
00:15:21.120 --> 00:15:30.320
Anything that maybe anything you've learned from us uh over the years that you can put in there that will help it get you to the right output.
00:15:30.559 --> 00:15:31.039
Yes.
00:15:31.360 --> 00:15:32.879
I would add to that one.
00:15:33.200 --> 00:15:37.120
Also tell it to um uh tell us.
00:15:37.279 --> 00:15:41.200
I would ask Claude, tell me where we look like every other competitor.
00:15:41.360 --> 00:15:50.639
Tell me what attributes of my product are me to's where everybody looks like that, sounds like that, feels like that, to avoid those things too.
00:15:50.879 --> 00:15:54.559
Because we found it to be really helpful when we're doing our competitive analysis on that.
00:15:54.639 --> 00:15:55.279
Yeah.
00:15:56.240 --> 00:15:58.960
Yeah, rarely do we look that deep.
00:15:59.200 --> 00:16:02.399
Rarely do we look that deep into competitive analysis.
00:16:02.480 --> 00:16:04.720
And usually it's all about the features and benefits.
00:16:04.879 --> 00:16:07.440
Well, they have a 90-day program, we have a 120-day program.
00:16:07.519 --> 00:16:10.080
Well, is that really the difference, or is it something a lot deeper?
00:16:10.240 --> 00:16:10.399
Right.
00:16:10.639 --> 00:16:11.120
Probably deeper.
00:16:11.360 --> 00:16:23.759
All right, number four, what are the most impactful questions you ask during discovery calls or first plush calls that reveal a prospect's truth, pains, problems, dilemmas, needs, whatever?
00:16:24.000 --> 00:16:33.279
So what are maybe you have a uh a document that has the top 10 questions we ask prospects throughout the throughout the sales process.
00:16:33.440 --> 00:16:38.559
Uh almost all of my clients are on some kind of a systematic way to go through questions.
00:16:38.639 --> 00:16:42.080
And we don't want to interrogate, but these are questions we need the answers to.
00:16:42.240 --> 00:16:44.559
So just list those questions there.
00:16:44.720 --> 00:16:56.159
Don't list the answers because that's going to depend on um the client, the client or the prospect, but list the questions that will help your AI understand what your approach is.
00:16:56.960 --> 00:16:57.600
Yes.
00:17:00.399 --> 00:17:03.039
Number five, the final one for today.
00:17:03.919 --> 00:17:08.720
Um how do you define what makes someone an ideal customer for your business?
00:17:08.880 --> 00:17:10.240
What are their characteristics?
00:17:10.400 --> 00:17:11.680
What are their attitudes?
00:17:11.839 --> 00:17:13.599
What are their commitment levels?
00:17:13.839 --> 00:17:22.319
And this is really about you defining the ideal client so that we can also determine when one isn't an ideal client.
00:17:22.720 --> 00:17:26.400
So what are what are the virtues, what are the aspects of their personalities?
00:17:26.559 --> 00:17:28.720
Are they are they ambitious people?
00:17:29.039 --> 00:17:31.519
Are they are they committed to their people?
00:17:31.599 --> 00:17:36.400
You know, a lot of times we we talk to VPs of sales who really aren't that committed to growing their people.
00:17:36.559 --> 00:17:38.720
Well, I don't I don't want to be a part of that.
00:17:38.799 --> 00:17:40.799
And and nor do they want me to be a part of that.
00:17:40.880 --> 00:17:42.079
It's too expensive.
00:17:42.319 --> 00:17:47.759
But when you find someone's like, oh no, I'm not only committed to my personal goals, but also to theirs.
00:17:47.839 --> 00:17:52.240
I feel like I'm my mission is to help them reach their potential, that's a whole different story.
00:17:52.400 --> 00:17:58.000
So understand and define what it is that makes someone an ideal customer for you.
00:17:58.240 --> 00:18:06.480
So I'm gonna go back to my original point from point number one is feed this specifics, be specific, and use your existing clients.
00:18:06.640 --> 00:18:14.480
So use the names and the brands and the people and all the detail and tell these are our ideal clients as I sit here, you know, today and tell you.
00:18:14.559 --> 00:18:19.759
So you've got the kind of the generic version, but then use the people that you work with and say, How do I find more people like this?
00:18:19.839 --> 00:18:23.839
As you know, and then you can also do that, you can do the opposite of all these things too.
00:18:24.000 --> 00:18:26.079
You could say, here are some some groups, you can see it.
00:18:26.160 --> 00:18:28.079
There's a customer you might have that you don't like.
00:18:28.160 --> 00:18:30.160
You're like, these guys are a pain in the butt to deal with.
00:18:30.480 --> 00:18:33.359
You're like, we don't want people like this, and there may be some attribute there.
00:18:33.519 --> 00:18:35.519
Um, so you can do the opposites of that too.
00:18:35.599 --> 00:18:39.119
So and raise your raise your standards here on this question.
00:18:39.279 --> 00:18:51.359
If if you really want people committed to growth or committed to whatever it is you're committed to, then be very specific about this and tell tell AI what that commitment looks like.
00:18:51.680 --> 00:18:53.359
I can't tell, are you committed to this?
00:18:53.519 --> 00:18:54.000
Is not enough.
00:18:54.160 --> 00:18:54.960
What's commitment?
00:18:55.119 --> 00:18:57.279
Means I'm spending a certain number of hours a week on it.
00:18:57.359 --> 00:19:00.480
It means I've searched out solutions and haven't been satisfied.
00:19:00.640 --> 00:19:01.920
It can mean a lot of different things.
00:19:02.000 --> 00:19:08.720
So raise the standard of the kind of client you want to attract and put it in here so that it can it can really help you.
00:19:08.799 --> 00:19:18.720
And then if you do have it write emails or do have it uh go out and search for people who might be good prospects, they're gonna it's going to use this filter before it brings back anything.
00:19:19.119 --> 00:19:19.519
For sure.
00:19:19.599 --> 00:19:21.599
And it'll get smarter and smarter and smarter as it will be.
00:19:21.680 --> 00:19:22.079
It will.
00:19:22.480 --> 00:19:22.880
For sure.
00:19:23.119 --> 00:19:26.480
So are you okay if we now, you know, we'll have to decide.
00:19:26.559 --> 00:19:32.079
Maybe what we do, Brian, is we just give them the list instead of going through the the last five.
00:19:32.480 --> 00:19:33.920
Um, what do you think about that?
00:19:34.160 --> 00:19:34.960
Just giving them a list.
00:19:35.279 --> 00:19:37.440
You you kind of have the idea, I think, here.
00:19:37.680 --> 00:19:46.559
Um Brian's right about at the very end of this, ask AI, what other questions should I have should we be funneling into you?
00:19:46.640 --> 00:19:48.160
What are some things that I've missed?
00:19:48.240 --> 00:19:50.160
Sometimes we miss the most obvious thing.
00:19:50.240 --> 00:19:52.640
Well, the most obvious thing is why do you do what you do, Bill?
00:19:53.519 --> 00:19:53.759
You know what?
00:19:54.079 --> 00:19:54.799
Never thought about that.
00:19:54.880 --> 00:19:55.440
That's a good question.
00:19:55.680 --> 00:19:56.880
That probably should be one of these.
00:19:56.960 --> 00:20:00.240
What why do you do what's what's important about this work for you?
00:20:00.480 --> 00:20:01.680
Yes, bravo.
00:20:02.400 --> 00:20:03.440
All right, good job.
00:20:03.599 --> 00:20:07.119
If you haven't joined Insider, advanced selling podcast.com/slash insider.
00:20:07.200 --> 00:20:14.240
We'd love to hear from you if you have an audio clip that is a somewhat congratulatory about our 20-year anniversary.
00:20:14.559 --> 00:20:16.160
Send it and we will use it.
00:20:16.400 --> 00:20:18.799
Give us permission to use it, and we'll use it.
00:20:19.039 --> 00:20:31.039
And uh say hey once again to Trevor, who uh sent us his, and he's a podcaster, yapper, great voice, great, great uh stream of consciousness, man.
00:20:31.200 --> 00:20:31.599
You were good.
00:20:31.680 --> 00:20:33.039
All right, see you next week.
00:20:33.359 --> 00:20:34.400
Bye later.
00:00:06.559 --> 00:00:11.679
Welcome everybody to the Advanced Selling Podcast, the longest running sales training podcast in the history of podcasts.
00:00:11.839 --> 00:00:14.640
Sneaking up on our 20th anniversary, I'm Brian Neal.
00:00:14.880 --> 00:00:16.000
I'm Bill Kaskey.
00:00:16.079 --> 00:00:18.879
Congratulations, Brian, on these 25, 20-year run.
00:00:19.120 --> 00:00:19.760
It's been amazing.
00:00:20.079 --> 00:00:20.480
Same to you.
00:00:20.640 --> 00:00:21.039
It's been amazing.
00:00:21.199 --> 00:00:21.760
20-year run.
00:00:21.839 --> 00:00:22.160
How about it?
00:00:22.239 --> 00:00:22.960
It's been fun.
00:00:23.199 --> 00:00:24.320
All from a little idea.
00:00:24.399 --> 00:00:27.199
What a great, uh, what a great uh inspirational story, though.
00:00:27.519 --> 00:00:29.920
Have an idea, buy some mics 20 years later.
00:00:30.000 --> 00:00:32.960
You're the longest running sales training podcast in the history of podcasts.
00:00:33.119 --> 00:00:36.399
Is that the mic you're using today that you originally bought?
00:00:36.799 --> 00:00:37.359
It was not.
00:00:37.439 --> 00:00:38.880
No, that one was a little bit bigger.
00:00:39.119 --> 00:00:39.439
No.
00:00:39.679 --> 00:00:43.759
The other one was uh just south of the size of a volleyball.
00:00:44.000 --> 00:00:48.880
Just a little smaller than a volleyball, covered about 85% of my face.
00:00:48.960 --> 00:00:49.119
Yeah.
00:00:49.920 --> 00:00:50.560
No, I was watching.
00:00:51.679 --> 00:00:52.079
Yeah.
00:00:52.320 --> 00:00:54.399
I was watching a press conference the other day.
00:00:54.479 --> 00:01:03.280
A sports team in Indiana got beat, and they uh had a press conference, and they had the same kind of their mics, it wasn't a screen, what's it called?
00:01:03.359 --> 00:01:05.359
A screen, uh pop screen or something.
00:01:05.519 --> 00:01:06.159
Uh pop screen.
00:01:06.959 --> 00:01:12.799
It was the whole mic, and they they they had the mic lifted so where you you look all you could see were their eyes.
00:01:12.879 --> 00:01:20.400
And I'm like, surely someone is watching this and gonna go over and say, hey, let's let's lower the table or put you on a phone book or something.
00:01:20.560 --> 00:01:31.359
So I did notice that one of my uh friends uh that works the same Sunday job I have, who talks on TV, uh they put microphones on the head referees.
00:01:31.680 --> 00:01:37.120
Whatever game he was working had this, it was a gigantic, it looked like a uh like a balled up caterpillar.
00:01:37.200 --> 00:01:39.120
It was like one of those big fuzzy balls.
00:01:39.439 --> 00:01:44.079
No, every time he turned sideways, it's like gigantic fuzzy ball was like right next to his face.
00:01:44.239 --> 00:01:45.680
I'm like, can we do something there?
00:01:46.000 --> 00:01:54.719
Aesthetic price now, those aren't underneath the they're usually really little, they clip on right right by your uh collar, but that one was a big fuzzy ball.
00:01:54.799 --> 00:01:57.920
So anyway, let's bring more attention to this.
00:01:58.319 --> 00:01:59.599
Totally, yes, yeah.
00:01:59.920 --> 00:02:01.359
Put more contraptions on them.
00:02:01.519 --> 00:02:02.719
Yeah, all right.
00:02:02.959 --> 00:02:05.280
Um, so we had uh where are we?
00:02:05.439 --> 00:02:07.359
Are we doing topics or you're doing a shout out?
00:02:07.519 --> 00:02:08.400
No, you're doing your shout out.
00:02:08.560 --> 00:02:09.360
We have a shout out, right?
00:02:09.439 --> 00:02:10.960
From a birthday shout-out, correct?
00:02:11.120 --> 00:02:13.840
Yeah, we have a birthday shout-out, and so here it is.
00:02:14.080 --> 00:02:21.360
Brian and Bill, this is Trevor Lee from Cornwall in the UK here, wishing you every congratulations on 20 years of podcasting.
00:02:21.520 --> 00:02:26.080
I first listened to you around about 2010, 2011, and I've been an avid listener since.
00:02:26.240 --> 00:02:28.479
I've learned so much from you.
00:02:28.639 --> 00:02:29.759
It's been amazing.
00:02:29.919 --> 00:02:31.919
Um, and so please do keep it going.
00:02:32.000 --> 00:02:33.360
You do a fantastic job.
00:02:33.520 --> 00:02:37.199
And uh, you know, I just love listening, as I'm sure lots and lots of people do.
00:02:37.360 --> 00:02:46.479
And also, I would like to say that without you, I don't think I would have done podcasting myself because I was inspired by you guys to think, one, I can maybe do a podcast.
00:02:46.560 --> 00:02:50.800
And with a bit of help from somebody, I did launch a podcast in February 2018.
00:02:50.879 --> 00:02:54.240
Uh it ran for 344 episodes of business podcast.
00:02:54.400 --> 00:02:57.599
I've then done a running podcast for 170 odd episodes.
00:02:57.680 --> 00:03:02.000
I'm currently doing a cricket one, and I do the podcast now for Truro City Football Club.
00:03:02.080 --> 00:03:08.000
So that's all down to you guys because without you listening to your podcast, I wouldn't have got into podcasts, I wouldn't have been inspired.
00:03:08.159 --> 00:03:09.439
So keep the momentum going, guys.
00:03:09.520 --> 00:03:14.000
You're doing a fantastic job, and thank you so much for everything you've done.
00:03:15.199 --> 00:03:19.759
That is a nice no, that's a no, that's a podcaster.
00:03:19.919 --> 00:03:20.240
All right.
00:03:20.319 --> 00:03:21.680
I mean I love it.
00:03:22.400 --> 00:03:26.639
No, I'm sure you didn't have a note, a note in front of him that was all off the cuff.
00:03:26.719 --> 00:03:27.520
Trevor, thank you, man.
00:03:27.599 --> 00:03:28.159
I appreciate it.
00:03:28.240 --> 00:03:30.719
I'm really congratulations on all of your podcasts.
00:03:30.960 --> 00:03:32.639
So keep us keep us updated there.
00:03:32.879 --> 00:03:36.240
And Trevor, I am very intrigued by the game of cricket.
00:03:36.479 --> 00:03:43.360
And I used to do some work in England, and I and it can be kind of boring sometimes, you know, if it's not, you know, you're what you're used to on TV.
00:03:43.439 --> 00:03:50.319
But I got hooked watching cricket, and uh actually one of our listeners sent me a book, uh like Cricket for Dummies book.
00:03:50.479 --> 00:03:50.800
Oh.
00:03:51.120 --> 00:03:54.080
Um, and uh so I'm gonna have to check out Trevor's uh cricket.
00:03:54.319 --> 00:03:56.639
Uh I don't know if it's 101 stuff.
00:03:56.719 --> 00:04:00.240
I don't know if I'll be able to understand it all, but probably we have a cricket club here in Indianapolis.
00:04:00.319 --> 00:04:00.719
Did you know that Bill?
00:04:00.800 --> 00:04:02.000
These are really cricket fields.
00:04:02.240 --> 00:04:02.560
Yeah.
00:04:02.719 --> 00:04:05.360
I I accidentally found it the other day driving around.
00:04:05.599 --> 00:04:07.199
Why don't you go to go visit it?
00:04:07.360 --> 00:04:08.319
Go I should try.
00:04:09.120 --> 00:04:11.439
Referee in the NFL showing up at a cricket match.
00:04:11.520 --> 00:04:13.120
I mean, picture there's news.
00:04:13.439 --> 00:04:17.439
We could umpire, get up, umpire cricket on the side.
00:04:18.319 --> 00:04:20.560
All right, so here's our topic today.
00:04:20.720 --> 00:04:23.519
Oh, one other thing uh before we get too far in.
00:04:23.600 --> 00:04:25.279
Uh, we had a great insider.
00:04:25.360 --> 00:04:29.839
If you haven't joined Insider yet or even explored it, go to advanced sellingpodcast.com.
00:04:29.920 --> 00:04:43.439
Insider insider is our very simple hour and 15-minute training once a month where we take a kind of a counterintuitive topic or something that's a little bit deeper than what you might hear uh on the podcast here when we go a little bit deeper on it.
00:04:43.519 --> 00:04:46.959
And today, uh last week, it was message mentality.
00:04:47.120 --> 00:04:56.160
What kind of mentality do I need to have in order to craft a proper message, whether it's an email message, a phone call, a PowerPoint, a presentation.
00:04:56.399 --> 00:05:05.680
And since so much of it has to do with our thinking, we looked at the seven most important mindsets to have when you're crafting any message.
00:05:05.920 --> 00:05:09.839
And uh we had a great group, had a lot of a lot of lessons from it.
00:05:09.920 --> 00:05:13.279
So uh you'll get access to that if you want to join for November.
00:05:13.439 --> 00:05:17.439
For the rest of the year, you'll get access to the last six months, you'll get access to that one as well.
00:05:17.600 --> 00:05:18.879
So great topic.
00:05:19.120 --> 00:05:19.439
Awesome.
00:05:20.000 --> 00:05:21.519
All right, awesome, awesome.
00:05:22.000 --> 00:05:25.279
So today's topic uh has to do with AI.
00:05:25.759 --> 00:05:35.680
And uh, we were talking before we went live about some of the challenges that our clients are having with AI and getting the right output from it.
00:05:35.920 --> 00:05:42.480
And as near as I can tell, and I'm sure you would agree to an extent, is it all depends on how you've trained it.
00:05:42.639 --> 00:05:56.720
And so we wanted to share with you some thoughts today on how you can better train your AI to get the output that you really desire from it so that you don't try it a few times and then say, oh, you know, AI sucks, it's not right.
00:05:56.800 --> 00:05:59.279
And it just throws out slop and trash.
00:05:59.439 --> 00:06:02.079
Well, that's your fault, and that's my fault.
00:06:02.240 --> 00:06:05.519
If I don't train it properly, it's gonna throw out trash.
00:06:05.759 --> 00:06:07.120
And so that's our point today.
00:06:07.199 --> 00:06:10.079
And uh, I'd be curious to know how you feel about that, Brian.
00:06:10.240 --> 00:06:12.959
And uh just let's get into the AI conversation.
00:06:13.120 --> 00:06:14.480
Everybody else is all in.
00:06:15.439 --> 00:06:17.040
Uh let's see.
00:06:17.120 --> 00:06:20.399
The um we started off, and nobody knows anything.
00:06:20.560 --> 00:06:24.720
Like everybody knows something, nobody knows anything about AI, is kind of how I think about it.
00:06:24.800 --> 00:06:26.959
Like, as soon as you think you know, there's something new.
00:06:27.040 --> 00:06:31.839
So, what you have to be careful of, and I I'm careful that I always say this, even with our own AI tools.
00:06:31.920 --> 00:06:36.000
I'm like, I am not an expert, I'm a user, I'm along with you, and we're all in the same boat.
00:06:36.079 --> 00:06:38.399
And I try to share what I've learned and I try to learn from others.
00:06:38.560 --> 00:06:40.000
So that's my first hit.
00:06:40.079 --> 00:06:42.639
So these are from things I've learned.
00:06:43.040 --> 00:06:48.319
When we first started, which was literally like four months ago, the key word was prompting.
00:06:48.480 --> 00:06:50.639
Gotta be a good prompt writer, prompt writer.
00:06:50.800 --> 00:06:53.839
Well, you don't have to prompt anymore, you just have to talk.
00:06:54.720 --> 00:06:57.920
Um, so we are all in on AI prep.
00:06:58.000 --> 00:07:07.040
We think it's the number one sales tool that every seller should be using, and it should be um at its core to help teach it, like you're saying, Bill, conversational.
00:07:07.279 --> 00:07:08.879
Um, you can now go into voice mode.
00:07:09.040 --> 00:07:11.360
Now we uh we use chat and Claude both.
00:07:11.839 --> 00:07:23.439
Um I use chat's voice more than I use Claude's, but it's literally a conversation and it's a woman's voice, and she talks to me like I'm talking to you right now and learns.
00:07:23.600 --> 00:07:30.800
Um, and so the old idea of like I've got to sit down on my computer and type something, you don't have to do that.
00:07:30.959 --> 00:07:37.920
You just have to free throw, just talk, just talk out loud and think out loud with it um and tell it what's going on.
00:07:38.000 --> 00:07:44.000
It's just uh so that that's my first hit is you know, prompting isn't was important then.
00:07:44.079 --> 00:07:49.199
Now I think it's what you're talking about here is we're we need to train it and teach it about us first.
00:07:49.600 --> 00:07:51.519
So I do that by talking to it.
00:07:51.600 --> 00:07:52.319
Yeah, yeah.
00:07:52.879 --> 00:07:53.680
Yeah, I agree.
00:07:53.759 --> 00:08:00.160
And I I have found that if I'm ever confused about what to say when I talk to it, ask it what to say when I talk to it.
00:08:00.399 --> 00:08:08.160
And tell it it's a it the best prompting tool is the is the tool that you're going to prompt and let let it know.
00:08:08.399 --> 00:08:20.959
And you still I think you still have to prompt, but you're talking about doing it verbally and doing it through conversation versus sitting down and writing six paragraphs on you are a you know a marketing guru and you yeah.
00:08:21.279 --> 00:08:23.680
Um so this gets back now to training.
00:08:23.839 --> 00:08:27.680
So, how do I train it so that when it does come out, it comes out in my voice.
00:08:27.839 --> 00:08:30.879
If it's a if it's a piece of written material, it comes out in my voice.
00:08:31.040 --> 00:08:40.080
If you are, uh I use it a lot for brainstorming ideas, and I'm iterate, I'm iterating, and it's iterating, and we're going back and forth.
00:08:40.240 --> 00:08:50.960
And it's a very valuable tool because sometimes you don't have that person when you wake up at 5:30 in the morning and have an idea, you're not gonna call your colleague and say, Hey, I want to brainstorm a little bit with you.
00:08:51.039 --> 00:08:52.320
So you can do it with Claude.
00:08:52.399 --> 00:08:54.000
We use Claude almost extensively.
00:08:54.159 --> 00:09:02.879
But I've got uh 10 questions here, and so why don't I go through a couple of these and then you add your um critique of it or your notes to it?
00:09:03.039 --> 00:09:04.240
Uh here's number one.
00:09:04.399 --> 00:09:14.080
And and the way to use this, I believe, is to take your phone, open the audio uh notes, um, voice note, and just answer these questions.
00:09:14.240 --> 00:09:21.759
We'll we will put these somewhere in the uh, you know what, we'll we'll just copy and paste these 10 questions in the show notes.
00:09:21.840 --> 00:09:24.000
That way you're not having to download anything.
00:09:24.320 --> 00:09:30.720
Uh and just answer them and answer them honestly and answer them in depth.
00:09:30.960 --> 00:09:35.600
Don't if, like my first question is what specific problem does your product or service solve?
00:09:35.759 --> 00:09:38.960
How would you describe that problem in your own words?
00:09:39.200 --> 00:09:41.759
Don't just say we help people save time.
00:09:42.639 --> 00:09:44.320
Because that's that's not enough.
00:09:44.480 --> 00:09:48.960
Do you you've got to treat this like you would treat an intern, a marketing intern.
00:09:49.039 --> 00:09:51.519
You you wouldn't give that instruction to a marketing intern.
00:09:51.600 --> 00:09:58.240
You'd say, look, here's the problem, here's what people suffer with, here's why, here's the kind of work that we do to help them.
00:09:58.399 --> 00:10:01.679
Just get very detailed about the answer to that question.
00:10:01.840 --> 00:10:04.960
And yeah, I would do all of these in one file.
00:10:05.120 --> 00:10:06.720
I wouldn't separate the questions.
00:10:06.879 --> 00:10:12.879
And then what you're going to do eventually is get it transcribed or copy and paste the transcription and put it into your AI.
00:10:13.039 --> 00:10:13.360
Okay.
00:10:13.519 --> 00:10:15.200
What specific problem does your products have?
00:10:15.440 --> 00:10:17.519
Do you have any thought on that or any kind of additional?
00:10:18.080 --> 00:10:24.799
I would uh, and I'm gonna I'm gonna take your specific, you talked about answering specifically, and I'm gonna like try to explode that.
00:10:25.200 --> 00:10:29.120
Um you can also tell this is like a subprompt.
00:10:29.200 --> 00:10:30.399
You can you can tell AI.
00:10:30.480 --> 00:10:42.720
So if I'm taking your notes, Bill, and I've got your 10 questions, I'm gonna answer them like you said, and then I'm gonna put them into chat and I'm gonna say, hey, so I got these questions from my podcast partner, Bill, to help you learn about me and my product.
00:10:42.879 --> 00:10:50.639
I'm gonna give you my answers, and then I want you to ask me follow-up questions because I want you to understand what we do and how we do it at depth.
00:10:50.720 --> 00:10:53.759
And I also want you to uncover things that I'm not seeing.
00:10:53.840 --> 00:11:02.480
I want you to find holes in my logic or or you know, competitive um uh fallacies we've got against competitors or anything like that.
00:11:02.639 --> 00:11:04.159
Because I that's how I talk to it, just like that.
00:11:04.240 --> 00:11:04.399
Perfect.
00:11:04.480 --> 00:11:05.679
And it'll go, okay, got it.
00:11:05.840 --> 00:11:13.919
And then what I'd add on the specifics is when it's say what proc your does your solution solve, say that and then use specific use your customers.
00:11:14.080 --> 00:11:17.120
And you say, so we were and use the brands and use the people.
00:11:17.200 --> 00:11:23.279
This person's the CEO and it's the name, and his name's you know, Tom Simpson, and he's run that company, and they've got 14 salespeople.
00:11:23.360 --> 00:11:24.879
They're based in Noblesville, Indiana.
00:11:25.039 --> 00:11:30.879
Here's what they do go look at them on the internet and tell it that stuff, and it will learn with specifics like that.
00:11:30.960 --> 00:11:31.600
It'll go research.
00:11:31.840 --> 00:11:35.840
Oh, it looks like your I your you know, ideal client profiles this so hyper specific.
00:11:36.080 --> 00:11:36.559
That's awesome.
00:11:36.799 --> 00:11:37.120
That's awesome.
00:11:37.519 --> 00:11:45.440
That one, and if you have any kind of a video that uh you've created or your company's created, get it transcribed and put it right in there.
00:11:45.600 --> 00:11:47.600
I mean, again, this is gonna take some time.
00:11:47.679 --> 00:11:55.200
This is this requires a little elbow grease, but once you get this done, you you're gonna be it's gonna be remarkable the improvement in output.
00:11:55.360 --> 00:11:55.840
Okay, good.
00:11:55.919 --> 00:12:03.679
Yes number two, what are the three most common objections or questions that you hear from not from clients but from prospects?
00:12:03.840 --> 00:12:05.840
And how do you address each one?
00:12:06.159 --> 00:12:12.799
So maybe one maybe one objection might be, you know, we hadn't we haven't budgeted this for this year.
00:12:13.279 --> 00:12:15.840
You know, price looks good, but we just don't have it in the budget.
00:12:16.080 --> 00:12:17.039
How are you going to answer that?
00:12:17.200 --> 00:12:19.279
And how are you going to preempt that?
00:12:19.679 --> 00:12:25.039
Um, but you you have to be detailed about how you answer these objections.
00:12:25.120 --> 00:12:42.080
Don't just come back with a one-liner, because it needs to learn how you think about these objections so that we can preempt them ultimately, because that may be one of your first assignments is give me the five most common objections and let's work on preempting them and solving them before they become objections.
00:12:42.159 --> 00:12:43.440
That's really the way to do it.
00:12:43.759 --> 00:12:44.320
I love that.
00:12:44.960 --> 00:12:47.200
My comment on this one we just did this.
00:12:47.279 --> 00:12:48.399
This is very timely.
00:12:48.639 --> 00:12:52.720
We dump all of our CRM data, so we use Salesforce into Claude.
00:12:52.960 --> 00:12:59.600
And we say, Claude, analyze this data, including the the the um the closed, lost reason.
00:13:00.559 --> 00:13:01.840
And we give them all the stats.
00:13:02.000 --> 00:13:10.720
So our Claude's got all the stats, and it comes back and it tells us here's where you're losing and why you're losing, and it foots it to other elements.
00:13:10.799 --> 00:13:18.559
So what I mean by that is we may have closed, lost, like no interest, or closed, lost, too expensive or something.
00:13:18.799 --> 00:13:27.919
But what it what Claude did was went deeper and said, you actually went close, lost for multiple reasons in financial services, 0 for 18.
00:13:28.720 --> 00:13:32.080
So it says you guys shouldn't be calling on financial services companies.
00:13:32.159 --> 00:13:33.200
You're 0 for 18.
00:13:33.279 --> 00:13:35.279
That's a good data pool or something like that.
00:13:35.440 --> 00:13:47.679
Um, deals that came from certain referral sources closed at a 50% clip rate, where deals that came from another source, we were 0 for 22 with a paid referral source that we use.
00:13:47.840 --> 00:13:49.360
So we pay to be part of this group.
00:13:49.440 --> 00:13:52.159
Yeah, we got 22 open opportunities this year.
00:13:52.320 --> 00:13:54.000
We lost all 22.
00:13:54.159 --> 00:13:57.919
So Claudia's telling us it the reasons aren't always the reasons.
00:13:58.080 --> 00:13:58.480
Yeah.
00:13:58.960 --> 00:14:01.600
Um, really, really good stuff to dump all your data in there.
00:14:01.840 --> 00:14:02.720
Yeah, that's an advanced.
00:14:02.960 --> 00:14:04.480
I mean, that's advanced stuff there.
00:14:04.639 --> 00:14:08.240
So I totally think that's fab fantastic.
00:14:08.480 --> 00:14:16.799
You got to get to the point where you have enough confidence in that platform that you're able to do that and want to do that, and and yeah, and open enough to do that.
00:14:16.879 --> 00:14:19.519
Some people don't want to, I don't want to know that I'm 0 for 22.
00:14:19.600 --> 00:14:20.480
That's kind of shameful.
00:14:20.639 --> 00:14:23.759
Well, it's better to know it now than being 0 for 44.
00:14:23.840 --> 00:14:24.080
Right.
00:14:24.240 --> 00:14:24.879
Heck yeah.
00:14:25.039 --> 00:14:25.200
Yeah.
00:14:25.360 --> 00:14:25.679
Yes.
00:14:25.919 --> 00:14:26.240
All right.
00:14:26.320 --> 00:14:27.360
So here's a third one.
00:14:27.440 --> 00:14:28.639
Um, and and you know what?
00:14:28.720 --> 00:14:34.159
Let's do let's do five of these, then we'll come back uh for the second next episode and do the other five.
00:14:34.240 --> 00:14:34.399
Yeah.
00:14:34.639 --> 00:14:36.399
Because we're already at uh at time here.
00:14:36.559 --> 00:14:37.519
Number three, sure.
00:14:37.679 --> 00:14:46.480
How how would you describe your unique sales philosophy when you're out selling um or approach that differentiates you from competitors?
00:14:46.720 --> 00:15:00.879
So is there anything about the way you sell, the way you find out the problem, the way you lead people through the process, any unique uh virtues or uh uh you know areas that you believe in?
00:15:01.039 --> 00:15:08.000
Like, for example, maybe you're following uh Brian and I over the years, and you might say, look, one of my philosophies is not everybody's a prospect for this.
00:15:08.159 --> 00:15:10.240
Not everybody is a perfect fit for this.
00:15:10.320 --> 00:15:16.320
And we want to find out in the first meeting whether it even feels like there's any any reason for us to continue.
00:15:16.559 --> 00:15:19.600
Well, that's a philosophy, it's a strategy, it's a philosophy.
00:15:19.840 --> 00:15:20.799
Put that in there.
00:15:21.120 --> 00:15:30.320
Anything that maybe anything you've learned from us uh over the years that you can put in there that will help it get you to the right output.
00:15:30.559 --> 00:15:31.039
Yes.
00:15:31.360 --> 00:15:32.879
I would add to that one.
00:15:33.200 --> 00:15:37.120
Also tell it to um uh tell us.
00:15:37.279 --> 00:15:41.200
I would ask Claude, tell me where we look like every other competitor.
00:15:41.360 --> 00:15:50.639
Tell me what attributes of my product are me to's where everybody looks like that, sounds like that, feels like that, to avoid those things too.
00:15:50.879 --> 00:15:54.559
Because we found it to be really helpful when we're doing our competitive analysis on that.
00:15:54.639 --> 00:15:55.279
Yeah.
00:15:56.240 --> 00:15:58.960
Yeah, rarely do we look that deep.
00:15:59.200 --> 00:16:02.399
Rarely do we look that deep into competitive analysis.
00:16:02.480 --> 00:16:04.720
And usually it's all about the features and benefits.
00:16:04.879 --> 00:16:07.440
Well, they have a 90-day program, we have a 120-day program.
00:16:07.519 --> 00:16:10.080
Well, is that really the difference, or is it something a lot deeper?
00:16:10.240 --> 00:16:10.399
Right.
00:16:10.639 --> 00:16:11.120
Probably deeper.
00:16:11.360 --> 00:16:23.759
All right, number four, what are the most impactful questions you ask during discovery calls or first plush calls that reveal a prospect's truth, pains, problems, dilemmas, needs, whatever?
00:16:24.000 --> 00:16:33.279
So what are maybe you have a uh a document that has the top 10 questions we ask prospects throughout the throughout the sales process.
00:16:33.440 --> 00:16:38.559
Uh almost all of my clients are on some kind of a systematic way to go through questions.
00:16:38.639 --> 00:16:42.080
And we don't want to interrogate, but these are questions we need the answers to.
00:16:42.240 --> 00:16:44.559
So just list those questions there.
00:16:44.720 --> 00:16:56.159
Don't list the answers because that's going to depend on um the client, the client or the prospect, but list the questions that will help your AI understand what your approach is.
00:16:56.960 --> 00:16:57.600
Yes.
00:17:00.399 --> 00:17:03.039
Number five, the final one for today.
00:17:03.919 --> 00:17:08.720
Um how do you define what makes someone an ideal customer for your business?
00:17:08.880 --> 00:17:10.240
What are their characteristics?
00:17:10.400 --> 00:17:11.680
What are their attitudes?
00:17:11.839 --> 00:17:13.599
What are their commitment levels?
00:17:13.839 --> 00:17:22.319
And this is really about you defining the ideal client so that we can also determine when one isn't an ideal client.
00:17:22.720 --> 00:17:26.400
So what are what are the virtues, what are the aspects of their personalities?
00:17:26.559 --> 00:17:28.720
Are they are they ambitious people?
00:17:29.039 --> 00:17:31.519
Are they are they committed to their people?
00:17:31.599 --> 00:17:36.400
You know, a lot of times we we talk to VPs of sales who really aren't that committed to growing their people.
00:17:36.559 --> 00:17:38.720
Well, I don't I don't want to be a part of that.
00:17:38.799 --> 00:17:40.799
And and nor do they want me to be a part of that.
00:17:40.880 --> 00:17:42.079
It's too expensive.
00:17:42.319 --> 00:17:47.759
But when you find someone's like, oh no, I'm not only committed to my personal goals, but also to theirs.
00:17:47.839 --> 00:17:52.240
I feel like I'm my mission is to help them reach their potential, that's a whole different story.
00:17:52.400 --> 00:17:58.000
So understand and define what it is that makes someone an ideal customer for you.
00:17:58.240 --> 00:18:06.480
So I'm gonna go back to my original point from point number one is feed this specifics, be specific, and use your existing clients.
00:18:06.640 --> 00:18:14.480
So use the names and the brands and the people and all the detail and tell these are our ideal clients as I sit here, you know, today and tell you.
00:18:14.559 --> 00:18:19.759
So you've got the kind of the generic version, but then use the people that you work with and say, How do I find more people like this?
00:18:19.839 --> 00:18:23.839
As you know, and then you can also do that, you can do the opposite of all these things too.
00:18:24.000 --> 00:18:26.079
You could say, here are some some groups, you can see it.
00:18:26.160 --> 00:18:28.079
There's a customer you might have that you don't like.
00:18:28.160 --> 00:18:30.160
You're like, these guys are a pain in the butt to deal with.
00:18:30.480 --> 00:18:33.359
You're like, we don't want people like this, and there may be some attribute there.
00:18:33.519 --> 00:18:35.519
Um, so you can do the opposites of that too.
00:18:35.599 --> 00:18:39.119
So and raise your raise your standards here on this question.
00:18:39.279 --> 00:18:51.359
If if you really want people committed to growth or committed to whatever it is you're committed to, then be very specific about this and tell tell AI what that commitment looks like.
00:18:51.680 --> 00:18:53.359
I can't tell, are you committed to this?
00:18:53.519 --> 00:18:54.000
Is not enough.
00:18:54.160 --> 00:18:54.960
What's commitment?
00:18:55.119 --> 00:18:57.279
Means I'm spending a certain number of hours a week on it.
00:18:57.359 --> 00:19:00.480
It means I've searched out solutions and haven't been satisfied.
00:19:00.640 --> 00:19:01.920
It can mean a lot of different things.
00:19:02.000 --> 00:19:08.720
So raise the standard of the kind of client you want to attract and put it in here so that it can it can really help you.
00:19:08.799 --> 00:19:18.720
And then if you do have it write emails or do have it uh go out and search for people who might be good prospects, they're gonna it's going to use this filter before it brings back anything.
00:19:19.119 --> 00:19:19.519
For sure.
00:19:19.599 --> 00:19:21.599
And it'll get smarter and smarter and smarter as it will be.
00:19:21.680 --> 00:19:22.079
It will.
00:19:22.480 --> 00:19:22.880
For sure.
00:19:23.119 --> 00:19:26.480
So are you okay if we now, you know, we'll have to decide.
00:19:26.559 --> 00:19:32.079
Maybe what we do, Brian, is we just give them the list instead of going through the the last five.
00:19:32.480 --> 00:19:33.920
Um, what do you think about that?
00:19:34.160 --> 00:19:34.960
Just giving them a list.
00:19:35.279 --> 00:19:37.440
You you kind of have the idea, I think, here.
00:19:37.680 --> 00:19:46.559
Um Brian's right about at the very end of this, ask AI, what other questions should I have should we be funneling into you?
00:19:46.640 --> 00:19:48.160
What are some things that I've missed?
00:19:48.240 --> 00:19:50.160
Sometimes we miss the most obvious thing.
00:19:50.240 --> 00:19:52.640
Well, the most obvious thing is why do you do what you do, Bill?
00:19:53.519 --> 00:19:53.759
You know what?
00:19:54.079 --> 00:19:54.799
Never thought about that.
00:19:54.880 --> 00:19:55.440
That's a good question.
00:19:55.680 --> 00:19:56.880
That probably should be one of these.
00:19:56.960 --> 00:20:00.240
What why do you do what's what's important about this work for you?
00:20:00.480 --> 00:20:01.680
Yes, bravo.
00:20:02.400 --> 00:20:03.440
All right, good job.
00:20:03.599 --> 00:20:07.119
If you haven't joined Insider, advanced selling podcast.com/slash insider.
00:20:07.200 --> 00:20:14.240
We'd love to hear from you if you have an audio clip that is a somewhat congratulatory about our 20-year anniversary.
00:20:14.559 --> 00:20:16.160
Send it and we will use it.
00:20:16.400 --> 00:20:18.799
Give us permission to use it, and we'll use it.
00:20:19.039 --> 00:20:31.039
And uh say hey once again to Trevor, who uh sent us his, and he's a podcaster, yapper, great voice, great, great uh stream of consciousness, man.
00:20:31.200 --> 00:20:31.599
You were good.
00:20:31.680 --> 00:20:33.039
All right, see you next week.
00:20:33.359 --> 00:20:34.400
Bye later.
