Get ready to soak up some serious knowledge as we peel back the layers on what makes a salesperson truly great. With Michael's expert perspective, we uncover the ingredients for successful customer interactions. We even spill the beans on why getting your shoes dirty in door-to-door sales can be the ultimate boot camp for honing those people skills.
A word about our sponsors:
Sponsored by SPI Logistics. If you're looking for back-office support such as admin, finance, IT, and sales as a freight broker - reach out to SPI Logistics today! Learn more about becoming an agent here: https://success.spi3pl.com/
Standing Out is a sales, marketing & leadership podcast powered by BETA Consulting Group, created to highlight best practices from industry leaders with incredible experience and insights! The goal is to entertain, educate & inspire individuals & companies to improve their sales, marketing & leadership development outcomes.
Get ready to soak up some serious knowledge as we peel back the layers on what makes a salesperson truly great. With Michael's expert perspective, we uncover the ingredients for successful customer interactions. We even spill the beans on why getting your shoes dirty in door-to-door sales can be the ultimate boot camp for honing those people skills.
A word about our sponsors:
Sponsored by SPI Logistics. If you're looking for back-office support such as admin, finance, IT, and sales as a freight broker - reach out to SPI Logistics today! Learn more about becoming an agent here: https://success.spi3pl.com/
Standing Out is a sales, marketing & leadership podcast powered by BETA Consulting Group, created to highlight best practices from industry leaders with incredible experience and insights! The goal is to entertain, educate & inspire individuals & companies to improve their sales, marketing & leadership development outcomes.
Hello everybody and welcome to another episode of Standing Out, a podcast about sales, marketing and leadership. I'm Trey Griggs, your host, also founder and CEO of Beta Consulting Group, and when you got a moment, a free moment out there, make sure you check out our website, beta consulting groupcom, and see how we're helping companies tell their stories to the marketplace. And we just dropped a new website, so give us your feedback on that. We'd love to hear what you think about the new website. Click on the little button there to schedule a call with yours. Truly, we'd appreciate that. Also, as we showed on the screen there, we have a new YouTube channel. Maybe you're watching this on that channel. If you are, make sure you subscribe. If not, go ahead and click that button as well and subscribe to get all the content that we put out. We have episodes of Standing Out Word on the Street, the Edge, as well as other fun content that we're going to be putting out as well. So look us up on YouTube a Beta Podcast Network, beta underscore podcast underscore network and be sure to subscribe to catch all of our content.
Speaker 1:All right, listen, we got a great show for you today. We've got some awesome guests recently, and today it's going to be all about sales. We're going to get to that in just a minute. Make sure that you sign up for the broker carrier summit. It's coming up soon, april 22nd through 24th in Kansas City. You can check it out at brokercarriersummitcom An event unlike any other event that you've been to in the transportation industry. It's going to be a lot of fun. If you're a broker or a carrier, you got to make sure that you make it out to Kansas City to see us April 22nd through 24th. All right, let's go ahead and bring our guests onto the show. I've known this guy for a long time, a sales guru aficionado, maybe they might say and a good friend of mine. Please welcome to the show from 3PL Systems, michael Sternberg. We are so white. What's up, my friend? How are you?
Speaker 1:doing we are so white. That's hilarious, I'm doing good man.
Speaker 2:How are you?
Speaker 1:I just love the fact that we have the same appreciation of 90s hip hop Absolutely I love that man? I mean, it wasn't anyone bigger than Big Pop, especially over on the East Coast. I mean, no choice, BIG was everything back in the day. I'm a big Tupac fan too. I don't discriminate, I got love for Tupac as well, but I appreciate the fact that we have some similar appreciation.
Speaker 2:Who'd you guys have in the Midwest? There was the East Coast, West Coast thing going on. You guys didn't have anyone in the Midwest.
Speaker 1:Nellie became the big one Tech. Nine came out of Kansas City, nellie came out of St Louis and Eminem came out of Detroit. That was really kind of a Midwest perspective. That's what you get. I have to say we might have ended up with the best one all time. I don't know. Eminem's pretty sick. He's in the conversation.
Speaker 2:He's in the conversation. He's in the conversation.
Speaker 1:He's top five on most people's lists. For sure, yeah, for sure. But Nellie was St Louis, tech Nine was Kansas City. There was a little hip hop flair in the Midwest, but really that East Coast, west Coast thing was legit man it was serious.
Speaker 2:Absolutely.
Speaker 1:I have to tell you that I'll be missing. You was the song we played at graduation by Puff Daddy. That was our graduation song in my high school.
Speaker 2:So dramatic. Everyone remembers that song and being the biggest deal, the biggest moment of your life at the time. It's looking back on it. It's just so absurd.
Speaker 1:I mean, it's a song about a friend who died. It's not really applicable to graduation, but that's what we did. So shout out to Ray Town, south Class of 96. All right, moving on, michael, it's good to have you on the show, man. I love getting a chance to talk to you. We have conversations offline talking about sales. I'm looking forward to digging into that. But before we do that, we have to ask you do you want a coffee mug, a standing out custom coffee mug or a standing out custom water bottle? Which one do you want?
Speaker 2:We're going to send it to you for you on the show today. Thanks, man. I'm going to go with the water bottle because I'm not a coffee drinker, so I will go with the water bottle, neither.
Speaker 1:Let's go. I'm not a coffee drinker. I'm a coffee drinker. I'm a coffee drinker. I'm not a coffee drinker.
Speaker 2:I'm just not getting it from coffee. I'm just not getting it from coffee, that's for sure. Is it the taste for coffee Like you? Don't like the taste, maybe.
Speaker 1:I think, because it is somewhat an acquired taste, like I just never got into it.
Speaker 2:Yeah, yeah, I don't really know it just never, never was a thing. Everyone around me drinks coffee. Obviously, energy drinks weren't a thing. We were growing up, so when did you get?
Speaker 1:into energy drinks. When did that happen? Was that because college we didn't have a lot Five years ago? I mean, I think it was a good thing, but like college, we didn't really have a lot Five years ago, maybe. Okay, so it's a new. It's a new thing, yeah, is the energy drinks? Okay, okay.
Speaker 2:I'm missing out. Man, Is that crazy? I'm sure I'm not the only person to tell you that, that you're missing out on the Gap.
Speaker 1:I've heard it a little bit, but again, I have too many addictions as it is, I don't need to add anymore. So I'm trying to stay away as much as possible. But I think that you and I might be like the whole coffee is for closers thing has no bearing on you and I, because we weren't drinking anyways. We are closer, we're not drinking anyways. Absolutely Good to see you, my friend. I always get to talk about sales and heavy on the show. I do have to start with this, though. So we talked about this offline a little bit.
Speaker 1:At three PL systems you guys were TMS for brokers and we had the privilege and honor truly to MC your first user conference back in October in a lovely Southern California, beautiful area over there. We really enjoyed that. But one thing that stood out to me being at that conference, getting to meet some of your customers obviously meeting your team, which is phenomenal. But one thing that stood out to me was you did this live session called heads together, which is something you do quarterly I believe. But you did this live session called heads together where you and Cameron Robertson, the CEO, you guys got up on stage and you've got some stools up there. I mean, we weren't going anywhere. It was like a two hour session and you literally just took fire from your customers and I say that friendly fire.
Speaker 1:But what can be better? What needs to change? What's not working? Why haven't you built this feature or whatever it is? And for two hours you guys stood up there. You listened intently to what they had to say. You pondered their suggestions and prioritized a little bit and turned with your team like, hey, we need to make this happen next week or we need to put this in play and Q1 next year. But you were very intentional about that and everybody in the room had a chance to be heard. I've never seen anything like it before in my life and you guys do on a regular basis. Where did that come from and why do you guys do that?
Speaker 2:Yeah, so, first of all, thanks for the kind words. But yeah, no, it's interesting. So everybody preaches, right, like, hey, we're customer centric and we care about what the customer wants and what the customer needs, and I think people in spirit do believe that and they do intend to do that. But it's a different thing to actually practice what you preach. And so for us me and Cameron it was an easy way for us to say here's how we can prove that we're listening to you. Go ahead and we'll sit on the hot seat. You can throw tomatoes at us, you can do whatever you want, we're gonna take all of it. And, like you said, not only that, we're actually gonna do something about it.
Speaker 2:Right, and so it started virtually. It was like a real light, like, hey, let's see what happens. And we got so much good feedback that I was like, okay, let's see where this goes next. And we did it again and again, and again. And it's to the point now where the heads together, meetings are such a big part of our organization and the direction we move going forward, because there's so much inherent value in being able to serve your customer the easiest. Like your customers will tell you how to serve them if you just listen, and so building that forum for people to be able to do that has been monumental for us. I think probably the majority of the new product developments in the roadmap come out of the heads together. At least the prioritization of the new features and functions comes out of heads together.
Speaker 1:Yeah, it's impressive and, again, I've just never seen anything like it before. So first of all, I wanna give you guys kudos for that. I think it is. For me it was really a lesson, just a reminder, because there had to be some concern when this idea came up of putting all your customers together in one room and letting them talk about you as a company and the product and the performance. Like there had to be a little trepidation, right, I mean you know what?
Speaker 2:I don't know, it's weird. So Cameron and I talked about that, because everyone has that same reaction. It's like dude, you guys are crazy, Like what if this happens, or what if that happens? And there were a bunch of our partners there, other freight tech providers were there. They saw us do this right in front of all of them and everyone has the same reaction.
Speaker 2:And I don't know if Cameron and I are misguided in our thinking. I don't know if we're delusional, I don't know what it is, but for some reason it doesn't seem scary or nerve-wracking to us. It seems like the right thing to do and we wanna lead the company in the right direction, doing the right thing. Not just obviously we're in business to make money and all the bottom line and all that, but ultimately we try to tell our team like these customers, they're actually the ones that pay your bills, you get paid by the company, but we're not the ones paying our employees. It's our customers paying our employees and so we would be remiss not to take their input, not to listen to their input and to help that drive our company and our value for our customers.
Speaker 1:That's such a good reminder and unfortunately there are some companies in our industry who take that attitude of you need us more than we need you, and that is so unappealing and so unattractive. It's unfortunate that they have that. You guys are the exact opposite and I love highlighting that about you guys, so kudos to you on that. And I'd love to take a moment before we jump into sales. Man, how did you get into the industry? What is your story? Cause none of us plan to be here, I'm pretty sure.
Speaker 2:So how did you get?
Speaker 1:into the industry.
Speaker 2:Into the industry. So I've been a sales guy for my whole career Sold door-to-door residentially, sold business to business, a door-to-door business to business for copiers. But I wanted to get into tech right. So my whole goal was to get into tech. There was just like a random I think indeed job posting for three PL systems for like an entry level sales position. Gosh going on almost eight years ago now and I didn't know it was. I was getting into the logistics as much as I was getting into tech. I just was like I can't sell copiers. It was like 2016,. 2017 at the time.
Speaker 1:And I'm not surprised they were still selling copiers that way at that time, Right it was hard.
Speaker 2:It was hard. So, yeah, I wanted to get into tech and then ended up here and didn't realize excuse me, didn't realize how much of this was gonna be impending on me learning logistics and freight brokerage and supply chain as much as it was learning tech, right?
Speaker 1:So, how did you learn the industry? I mean, it didn't take a while, I know. For me it was the same way I started DAT. I didn't know what a freight broker was. The word integration eluded me for months. I'm like what is an integration? I mean, like I was a tech savvy guy, so how did, how long did it take you to get up to speed and what really helped you out with that?
Speaker 2:Yeah, it's a really good question. It's something I've been thinking about a lot. You met Anthony at our user group conference our new sales guy. I've been training him personally and a lot of what has been coming up and I've been realizing more is how important this subject matter expertise is in, especially in our industry right.
Speaker 2:In any industry, but especially in our industry. And so I think just a curious mind is like a prerequisite to being able to figure anything out, but also just like being humble enough to know that I don't know and seeking out the answers right. And so, early on, like you said, I don't know what the hell a freight brokerage is, I don't know what a compliance tool is, I don't know what a carrier packet is, I don't know what a load board does, and I'm selling a TMS that connects with all these tools and does all these things. And so I was just a sponge right and learning, learning, learning, until I got myself in a position where I could speak not as an authority, but as somebody who at least knows what the hell he's talking about a little bit, and ultimately that changed everything for me, right? Because if you don't know your customer's business, if you don't know your customer's world, the only thing you can talk about is your product.
Speaker 2:And if the only thing you can talk about is your product, you have really base level conversations and you're screwed and you're selling a product-centric instead of problem-centric, which that's an age old tale Everyone knows. You sell problems and solutions, you don't sell products and features. But if you don't know your customer's world, you have nothing to talk about, about your product, right? So it's incredibly important. I've been thinking about it a lot in the context, like I said, of Anthony and he's like well, how do you have these second level, third level, deeper conversations? It's because I have an informed viewpoint, because I've been doing it for a long time and I've talked to hundreds of prospects and I've talked to hundreds of customers and we've gone through hundreds of implementations and transformations and I've seen it. It's experience, it's really it, right.
Speaker 1:Did you go sit with any freight brokers when you were trying to learn the industry? Did you get that opportunity?
Speaker 2:Yeah, so the first week actually, I went and sat with a freight brokerage. My first week of work at 3PL Systems was not even at 3PL Systems, it was at a freight brokerage and I was just shadowing different departments.
Speaker 1:They're good for them. That's genius, that's smart yeah.
Speaker 2:I didn't know what the hell was going on. Still, I had like a notepad with like multiple pages. I had like I remember like Keel reference number is a tracking number, Like I didn't know anything right, Like I had all these For what is this Like?
Speaker 1:what is this world? I've just found myself in.
Speaker 1:No idea. It's right in my check what is happening here. This is great, absolutely Well. Shout out to that freight brokerage as well, who welcomed you in and let you just watch. I mean that's huge to get that kind of experience. I had the good fortune of brokering freight for six months, kind of in between a technology play that we were doing at a company. They had a brokerage. So in between that I just started brokering some freight with them to make a little money and man, I learned so much more in that little season that I had learned in previous five years in the industry. I mean it was eye-opening just to be on the front lines talking to drivers taking those calls at nine o'clock. You know, hey, what time do they open in the morning, just whatever it is, I mean. And I learned also that that's not the best place for me. I should be in freight brokerage.
Speaker 2:I should serve freight brokers.
Speaker 1:Yeah, I should serve freight brokers. That's always kind of the best way to do that, so really really helpful to do that, which you know when you think about that. I mean, that's really what sales is all about. It's about understanding your customer and the problems they're going through. And if you understand that, you see the problem, that you can communicate that, but also that you have a solution that helps, because there's a lot of sales calls you've probably been on them before where you talk to somebody you do understand the problem, but you know your product's not gonna make the difference, like you know it's not gonna solve it. You have to tell them that like hey, this isn't a good fit for you. Let me tell you why you need to go somewhere else. And it's just knowing your customer. That's what sales is really all about, absolutely.
Speaker 2:Absolutely. Well, it's funny because it's so much of training. Traditional sales training is focused on like how to sell, when it should be like how to understand your customer. And you know it's funny, it's like, you know, should I read more sales books, or should I actually read more books that my customers and my prospects are reading to understand their world better, Right? So, like, if I'm selling to I don't know a learning and development tool, let's just say, well, what are learning and development leaders reading? What books are they into? Because then all of a sudden again, I can become a subject matter expert in their world and it's the whole thing People buy from people they like and trust. The way they trust you is they think you know what you're talking about and you can actually speak to their experience, right, and so I don't know, it's a little bit counterintuitive, but I actually don't think to get better at sales, at a certain point you need to read sales books and improve your sales skills. I think you need to improve your skills and knowledge of who you're selling to.
Speaker 1:Right, yeah, more of like. How do humans behave? How do they think? What do they care about? How to communicate? I mean, books on communication are very powerful when it comes to sales, because you need to be able to communicate effectively and clearly and all those kinds of things.
Speaker 1:I'll tell you this the place where I think that we do not recruit for sales nearly enough is my opinion, is from teachers. Let me tell you why. Are you biased? I was a teacher, yes, but let me tell you, well, let me, let's say this when I went from teaching to sales, people didn't want to take a chance on me because I had a teaching degree. And what they missed out on now, looking back, I see this clearly what they missed out on is somebody who has the ability to multitask.
Speaker 1:I mean, taking care of 25 kids and teaching and all the other things is difficult and say, presenting. Every day, I'm presenting information, I'm answering questions that students have when they don't understand, I'm finding new ways to explain the same principle so they do understand it, using analogies, and I'm working really hard. Teachers work really hard. A good teacher? Oh yeah, really hard. You know, they put in their seven hours at school. They get there an hour early to get ready and to be there when kids get off the bus. They often stay after to help kids and then they grade papers at night or do planning, like they work really hard and they have these phenomenal Communication skills and a lot of times they get burnt out. They're not making enough money, I'm telling you.
Speaker 2:There's so under there that would.
Speaker 1:There's a bunch of teachers that would would love a good sales job with a company that values them. I just don't think we recruit from that enough and we should.
Speaker 2:You have a good point and honestly I think it goes back to like the holes, like everything is sales, in my opinion, right.
Speaker 1:Oh life is sales right.
Speaker 2:And so you know I don't think it's unique just to the teaching profession. I think any profession could translate well the sales. But I see exactly your point. The analogy to a teacher and now the presenting and the communication and the problem solving, and it makes a ton of sense and never really thought about it that way, hearing about people.
Speaker 1:I mean they care about students. You go to teacher because you care about kids. Like you don't go into it for the pay and the Notoriety and the awards for sure. Like you don't go into it for that you know. So there's just something there. I think that more organizations should take a look at teachers and they're looking to bring on sales people because and they would appreciate the Opportunity a teacher going from 50 grand a year to the potential of making six figures, that's a game changer. You're mainly Right, huge game changer. So I just think there's there's something to be said there.
Speaker 1:All right, let's take a quick break. We got to say thank you to our sponsor for just a moment. So shout out to our friends over at SPI Logistics for sponsoring the show. Listen, if you're a freight broker and you're just tired of owning the MC and all the back office stuff you got to deal with and just want to focus on customers and moving freight, be sure to check them out. They got the technology, the systems, the back office support to help you succeed. You can connect with them by going to success dot SPI 3 plcom again success dot. Spi 3 plcom. Make sure you let them know that you heard about it right here on standing out. Give them a shout, they're gonna help you out. If you're an agent not happy where you are, check them out, they're gonna help you out. Again, thanks to our friends over at SPI Logistics for sponsoring the show.
Speaker 1:All right, michael, we're back. Let's talk about sales. You've been in sales for a long time. I am so excited to hear that you did door-to-door sales because I really believe that everybody that I've met who is good at sales has done that on some level in their life. Mark Cuban sold trash bags, you know, in his day. Other people have done other things. I sold office supplies door-to-door business to business in Portland, oregon, where it rains six months out of the year and I Don't wear a suit, so you can put all that together.
Speaker 1:There's something you get out of door-to-door sales that you just don't get anywhere else. What was that experience like for you and how did that really help you in your career?
Speaker 2:Oh man, I think it only works if it's early in your career, because you don't know any better. Let's still start with that, right, like none of us are gonna go back to that.
Speaker 1:I was 32 with a master's degree, and but it was your first sales job, right, that's true? Yes, it was my first sales job, but you didn't know anything else to sales right.
Speaker 2:That's true, I know now, knowing what you know, you're not going back. Neither am I. So I think that's the first thing. I think it's why it you see, so many of those are like young kids or people switching careers or you know people and I sort of a Transition period. But I mean, you look, you know this. It just teaches you that relentless pursuit of the next thing Right, and the next thing could be a door slam in your face, the next thing could be someone buying. But you just learned this kind of pacing and like what's next, what's next, what's next? And you kind of become a machine, right, and you develop this muscle to just be able to hit the doors, pound the phones, do whatever it is to do, and I don't think you can teach that any other way besides, like going out and getting a reps in, right.
Speaker 2:I use this analogy all the time. I know you're a golfer. It's like how do you get better at swinging a freaking club? You go get a bucket of balls and hit them, and then go get another bucket of balls and hit them, and that's what door-to-door sales does for you. It's like you want to learn how to like introduce yourself and to like break the ice and to provide value proposition and to build relationships. And one call close people and you know, develop the mental fortuit. Go, hit a hundred doors and then do it tomorrow, and then do it again tomorrow, and then you get like a thousand doors in a week and you by all means from an outsider's perspective.
Speaker 2:it's psychotic, but it trains that muscle that you need.
Speaker 1:that relentless pursuit of what's next that I think you see in all good salespeople it's they just don't stop right, yeah yeah, and you see that with door-to-door sales, I think you see that in like freight brokerage sales, some of these shops that are making 150 calls a day, like they build that muscle. I was just talking to Stefan Mathis, who is a co-founder of Molo, recently exited and did really well and he was the sales engine behind that operation and we talked about that Like he cut his teeth at Coyote. So he learned a lot of those skills of just pounding the phones and doing what it takes, figuring out how to get somebody to not hang up on you. You know, I remember when I did door-to-door sales, the whole thing was how do I get the person, how do I get the gatekeeper to laugh? That was our whole thing. It's how can you get them to laugh? Because if they laugh they kind of let up a little bit. They give you a shot, right. They're probably miserable in their day as well. I mean, they're not excited to be there. Probably if they're doing that, or maybe they just had a bad week or something whatever. Like life's hard, it's just hard. So our challenge was how do you get them to laugh? So we would come up with all these crazy, just ways to try to do it. We'd make fun of their candy. We'd make fun of their neighbor's candy. If there was a no solicitation sign this is my favorite dude We'd walk into a.
Speaker 1:When I first started door-to-door and I saw that sign, I ran away. I was afraid Sure, me too. Until I had one guy who said are you kidding, let's go. And his name was Donnie. And man, this guy was great.
Speaker 1:Donnie took me in back there and this woman said boys, hey, there's no solicitation sign on the door right there. And Donnie, cool as a cucumber, this dude goes. You know, ma'am, I noticed that. But it looks kind of old and torn up. How long have you had that one? And so kind of made her laugh a little bit and she wasn't quite sure she goes listen, I'm not buying that. He goes, listen, hey, we have big signs that we'll sell you to keep guys like us. I'll put it right in the door. It's bright, it's not going to look old like that. We can get one in your color scheme if you want.
Speaker 1:So funny, he just started talking about it. She started kind of laughing and she goes okay, what do you guys have? And I'm sitting here going oh my gosh, that worked. You know I couldn't believe it, like I'm red in the face, embarrassed, right but this thing worked and I thought, okay, now I'm going to do that. So from that point on, I saw no solicitation sign. I'm like it's game time, it's on, I'm going to, I'm going to use Donnie's line, we're going to get this thing going. It was really fun.
Speaker 2:Yeah Well, so much of it is just it. Sales is simple. It's not easy, but it's simple, right, it's like a human connecting with another human and that story you just told, that's literally all that Donnie did. He connected with a human and she realized like yeah, I've got a no soliciting sign, but like, this is just a dude trying to do his job and he seems decent, let me hear him out, right. And so, like the formula is simple, the execution is hard, but the formula is very simple for sales. It always has been.
Speaker 1:It takes at bats. You just need at bats. That's why I say like a major league hitter has got to have 600 at bats before they can even decide if he's going to be any good or not. Like he has to have the at bats so they can figure it out.
Speaker 1:It's the same thing in sales you just need the at bats and if you get, the advanced if somebody training you and coaching you and you're experimenting and trying new things, you'll figure out what works. But I love what you said. It's connecting with another human. That's really what it's all about, and I think that's the crux of sales. In short, man, we could talk about sales tips all day. I think I want to leave with that. In fact, just sales is about connecting with another person, trying to solve their problem, and that's really what it's all about. It's easy, but it's simple, but it's not easy. I love that.
Speaker 2:It's simple, but that is so good.
Speaker 1:All right, listen, we got to have a little fun on the show. We got a game planned for you, my friend. So today we are playing a game called would you rather? All right, here's how it works. We're going to put something up on the screen. It's going to be two options. You got to tell us which one you would rather do. All right, so would you rather? Here you go, number one, first one. Would you rather only be able to eat hot dogs for the rest of your life or only to be able to drink hot dog water for the rest of your life?
Speaker 1:I mean you got to eat hot dogs.
Speaker 2:No, you got to eat hot dogs for the rest of your life. I'm eating hot dogs.
Speaker 1:And I don't even.
Speaker 2:I don't even like hot dogs. I'm not a hot dog guy but I'm eating hot dogs for the rest of my life, if that's the option.
Speaker 1:See, I see I'm the other way. I grew up with a single dad and he had five different meals he could cook with a hot dog. So hot dog as very universal here, man, you can do a lot of stuff with a hot dog. Man, you have a chili dog, you have a Frank burger, you have a Texas hot dog, you just have a point of hot dog.
Speaker 1:There's a lot of stuff you can do. Frank and beans I mean hot dogs are pretty versatile. My friend, I'm definitely going I mean hot dogs rest of my life. Yeah, for sure, for sure, for sure. All right, we're on the same page, just for different reasons. Yeah, well, often, often, give you some hot dog recipes and try them out.
Speaker 2:Kids will love them. Kids will love them. Oh, my kids love hot dogs.
Speaker 1:Love it All right. Next one, all right. Would you rather give up air conditioning or heating for the rest of your life? Easy, which one would you?
Speaker 2:rather give up. Easy, easy, easy. I'm giving up heating for the rest of my life. You're giving up heating, we live in Southern California.
Speaker 1:That's not fair. Well that, and like I don't know, you guys wouldn't even use heating over there.
Speaker 2:This is true. Well, my wife-.
Speaker 1:Come to Missouri and answer this question?
Speaker 2:My wife would argue otherwise. But yeah, like it's. I don't know like you can always get, like I can put more clothes on. I can put a blanket on. Yeah, I can put a sweatshirt on. I can get warmer, right At a certain point, like I can't take anything else off, right, like I'm just like you don't, right, but you give my point right and so like I take AC all the. Yeah, I'm giving up, yeah, I'm giving up heating.
Speaker 1:I like that way of thinking. I am in the Midwest and heating is very, very important here. We could live without air conditioning here. Heating is really important here. But at the same time, I agree with you you can always put a little more on. You can have a fire, like you can make it happen. You can only take so many clothes off. It's embarrassing, the kids are embarrassed, you can't, you just can't take any more off. So I I get you. I'm with you on that, all right. Next one Would you rather always have a full phone battery or a full tank of gas in your car?
Speaker 2:The gas. I live in California Again. You know how expensive gas is out here. It is expensive, it's insane.
Speaker 1:And, and, and and.
Speaker 2:Oh, I spent like $100 a week on gas, just just for my thoughts.
Speaker 1:Yeah, it's crazy and you're probably not driving terribly. No, I wouldn't imagine, right. I mean it's just expensive. Yeah, I'm with you on that, because it's it's much easier to charge your phone than this. Go get gas that much rather just have a full thing of gas all the time. Charging the phone is easy, so yeah, absolutely. We're in agreement today.
Speaker 2:We're alive, dude.
Speaker 1:We're aligned, okay. Next one Would you rather Be able to speak every language in the world or be able to talk to animals?
Speaker 2:Wow, I don't think I'm a doctor. Do a little type. I'm going speak every language in the world. It's a club. Being a polyglot, I think, is the term be somebody can speak a language. It's a polyglot, I believe, is the word, and I just always thought that would be super cool.
Speaker 1:right to be able to like it's impressive People who know me anywhere. You're super impressed with that.
Speaker 2:Yeah, yeah, that's what I would. Every language in the world would be awesome. It's definitely more functional.
Speaker 1:It may not be as fun as talking animals, but it's definitely more functional, that's for sure.
Speaker 2:No one would believe you, or like they would think you were crazy if you're saying like, yeah, I talked to animals. Like let's be realistic if I told you that, like, all right.
Speaker 1:Mike's people in our society who do say they talked to animals and we all think they're nuts. So I'm with you on that.
Speaker 2:So talking to them but maybe not getting any.
Speaker 1:That's right, I'm with you. I think every, every language makes more sense. All right, the next one here. Do we have more? I think it's more, oh, finally round final round. Here it is. Would you rather spend the day wearing wet socks or with a popcorn kernel stuck in your teeth?
Speaker 2:Oh, I know which I'm going awful.
Speaker 1:I know which way I'm going, man, I.
Speaker 2:Have to go. Popper and Colonel stuck in my teeth, I couldn't do it.
Speaker 1:That's yeah, that's correct answer, cuz I'm here's. The only good thing about is that wet socks eventually will dry, but still like it's just their problem. What socks is a problem and and a kernel in your teeth, you could almost like forget about it for a while, especially if you eat more food. Just might, might forget about or get distracted. Yeah, yeah, but what socks you're not forget about, you're gonna feel that the whole day. It's true, though it's true, I'm with you. We go current. Do we're five for five today? Man, look at that. I don't think that's ever happened here on.
Speaker 2:You know, would you rather so?
Speaker 1:That's right. High production value. Over here it's getting out my friend, high production value. Hey, listen man, so excited you know to have you on the show today. Thank you so much for that. Looking forward to seeing you and manifest. This will probably air after manifest. So cool. I'll say I enjoyed seeing you manifest for the people.
Speaker 2:Yeah.
Speaker 1:Yeah, me too. Gonna be fun. One thing we didn't get to talk about we're not having back again at some point is love to talk about Stale strategy at trade shows. I think a lot of people don't take a lot of time to seriously think about this, so next time we have you on what to talk about that. But again, thanks for being on the show. Man Really appreciate it. Cool. Thanks, bud. It's good to see you. Man. I'll walk out music on your way out, you know, just give you a little. Yeah, that's just for you, my friend, I don't want to. Hey, make sure you come back every Tuesday for an episode of standing out with great guests like Michael Sternberg. Also, be sure to subscribe to our YouTube channel so you don't miss a show, as well as seeing all of our other content, including we're on the street. That airs every Friday at noon live with the street crew. We'd love to see you there and in the meantime, don't forget Stop standing. Still, start standing out. We'll see you soon, oh, oh.