Archive for the ‘Success’ Category

I hate to tell you this, but chances are real good that you’ll never play for an NBA, NFL, nor any other professional team. Chances are even better that you’ll never sign a multi-year mega-million dollar contract either. When we hear the news, we day dream & talk at length about the massive contracts athletes sign in the off-season. In an effort to win a championship, teams lock up key players by inking them to multi-year, mega- million dollar contracts. Some of those deals you think are no-brainers…others you say, “What in the hell?,” to, but in either case, I guess hard work really does pay off, huh?

Or does it?

Because the following season after the player signed for instant wealth, they just don’t seem to run as hard, play through the pain as much, nor magically pull out a win the same way they did before they got caked up- which makes you ask the question, “What happened?” The response is always the same, “Oh, he got paid,” but that’s supposed to happen right? Aren’t you supposed to be paid for all of the hard work and sweat equity that you put in? Why doesn’t the athlete play like he used to? Why, if he’s making the most money he’s ever made-more then most of us could ever dream of, why is he so disruptive in the locker room & headlines?

What happened?

And there’s your answer…and your advantage. It happened for them & I hope it never “happened” for you. They realized their full potential and you have not. See, once these guys reach that max contract deal, it signifies that they’ve reached the top- all of it and then some- the problem is, when you think that you’ve reached the end, you cease working for new beginnings. Playing now switches from proving to protecting. Instead of playing & proving they’re worth the investment, they instead play not to get hurt & lose what they’ve contractually won.

So while yes, they should benefit from all of their hard, work, max deals should never equal max potential. See, if there’s no longer a bar to look up to, what would you reach for? Think about this, if I sat and wrote you a check for $1 million saying, “I think this is your full potential,” what would you do next? Would you look at it as a start or finish? Would you lay up & buy a bunch of shit or would you look at it instead as a down payment & parlay that monetary gain to make it work for you. Would you move the bar of potential up or would the bar just go away because now you’ve reached a certain status?

Contrary to athletes, no one is going to pay you in advance for what they think that you’re worth, you have to push the barriers of your potential every day, and as you do, you’ll earn not only monetarily, but also you’ll amass experience, wisdom, grit, & resilience along the way. And when you reach or even exceed your wildest expectations, because you’ve put in the sweat equity and kept moving the bar up, you’ll realize that you may have exceeded your expectations, but you have not exceeded your potential.

With each notch up, you get a newer, broader perspective. Your eyes are opened wider & what seems impossible to others, is i’mpossible to you. So you push even harder, higher, & broader in all directions- some days you don’t know if what you’re doing even matters…only to discover years later, it mattered and now here’s the meaning.

What was once the finish line now becomes the new starting line of so much more. Yes, have a destination, but I hope you never “arrive.” Play to your full potential today, but I hope you never reach it so that when you fight your ass off to reach your summit, you discover that you may have reached a summit, but not the summit because when you get to what you thought was the highest peak you could possibly climb, you look around & realize there are millions more higher mountains waiting to be climbed….by you.

Never stop climbing.

I’ll see you in the Sales Life!

⭐️⭐️Subscribe to my weekly podcast The Sales Life w/ Marsh Buice. You can find it on iTunes, Spotify, or Google Play

One of my salespeople wants to double his income this year. “If you want to double your income then you’re gonna have to at least double the amount of customers you work with too,” I told him. We calculated specifically how many customers he would have to work with each month to realize his goal. When I wrote the number down, I saw his eyes widen & the wheels of doubt began to churn.

51…

Calling out his fears I asked, “I bet you’re asking yourself how in the hell am I going to do that, aren’t you?” But when we broke the seemingly big, overall number down to a per day digit, it worked out to a manageable 2 customers per day. That’s it! To move his goal from a wish to a reality, he only needed to work with a little over two customers each day. Then I talked a little shit to him, “Are you telling me in at nine or 10 hour workday you can’t find two customers to physically work with every single day?!”

Of course he nodded emphatically in agreement- it seemed easy, but it’s not. The math is the easy part; doing it consistently for 23 straight days…well that’s the hard part. Sales by design is simple, but when it comes to putting that simplicity into action, it ain’t easy because as the rejections mount up, the effort wains. One way your brain works to protect your fragile ego is to disguise itself is being a “timesaver;” instead of taking a risk and working with the wrong customer, your mind whispers to you to selectively pick & only work with the perfect customer-the ones who look like they can & will buy today. What we really want to know is, “Is this customer even worth my time?”

Funny isn’t it when you were new in sales you didn’t even know to ask that question. Each day you spent more time working with customers and less time hanging out with salespeople and today it’s opposite; you spend more time with salespeople and less time with customers because you’re always trying to figure out, “Who’s worth my time?”

Maybe instead of self-sabotaging your success, when you’re mind flares up and asks, “Is it worth my time,” you should shut your mind down and push on by saying, “I don’t know, but they’re worth my two.” Two is all you need today! Just 2 everyday to put in your bucketful of 51 customers for the month. So the next opportunity is just a part of your bucket list this month. Regardless of the outcome- can’t buy, not ready to buy, or did buy, make it a part of your 2 (or whatever # yours calcs out to be).

Maximize the opportunity and whatever the end result throw it in the bucket and move on to the next customer. Selling is a little bit of a Jedi mind trick. To shortcut & conserve energy, your mind works in patterns. It compares your current pattern to past patterns (& outcomes) and if it doesn’t like the pattern, it tells you to bail out by asking limited, “Sorry I can’t help you,” questions. Take control of your mind & your success; when it asks, “Is it worth my time?” You respond with, “I don’t know, but it’s worth my 2!”

Put your 2 in the bucket every day & at the end of the month, you’ll pour out a pipeline of working customers, more sales, & a strong ass work ethic.

I’ll see you in the Sales Life.

⭐️⭐️Subscribe to my weekly podcast The Sales Life w/ Marsh Buice. You can find it on iTunes, Spotify, or Google Play

whoa

You’re gonna have your whoa-mentum days those days where no matter how hard you worked, the wheels wobbled and maybe even flew off and you skidded into the end of your day saying, “Whoa!”  Whoa-mentum days jack you up mentally and the next day you have the choice to either carry yesterday’s whoa-mentum forward, by thinking negatively and working less, or you can instead choose to treat whoa-mentum days for the blessings that they are.

I say whoa-mentum days (WMd’s for short) are a blessing because those are the rare occasions that you are alerted of momentum slippage. Use those days to determine what caused the whoa-mentum. Maybe you worked too fast with a customer; asked limited questions to see if the customer was “worth your time;” weren’t persistent enough in asking for the business; or you just dialed in the effort, giving a half-baked effort because you weren’t feeling the customer. If you can detect what specifically caused your whoa-mentum, then you can quickly make the course correction to get your month back on track.

The tricky part is that momentum is so sneaky and subtle that you don’t realize you’ve lost it until it’s too late because lost momentum usually takes weeks to reveal its full negative impact and it takes days-if not weeks to regain the rhythm back.

Take yesterday’s whoa’s and feed the mo-chine...the machine of momentum by applying the formula: Consistent action, applied strategically with persistence, equals Momentum.

I’ll see you next time on the Blacktop!

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunesSpotify, or your favorite podcast platform.

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Hear the full episode #293 “Viva la Resistance” here. 

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  • Even with persistence, grind, & drive, sometimes we still can’t seem to click to that next level. Why is that?
  • In his book, Do the Work, author Steven Pressfield writes that he knows the forces holding you back: Resistance, Rational thought, & Your friends and family. 
  • Resistance is hu-u-uge!
    • Resistance is taking the discount of now in lieu of a better tomorrow. (i.e. Blue Bell vs working out.)
    • Resistance is invisible so you can’t detect it when it’s all over you.
      • Most of us live in the 8th day of the week…Someday.
    • Resistance is insidious. (subtle)
    • Resistance will take on any form. She’ll your best friend one minute and your worst enemy the next.

“Resistance has no conscience-it’ll do anything to get a deal done then double cross you. If you take resistance at its word, you deserve everything you get because resistance is always lying and full of shit. ” ~Steven Pressfield

  • Resistance is impersonal and doesn’t care who you are-she’s coming for us all.
    • Resistance never sleeps and plays for keeps. 
    • Resistance is keeping you from your calling.
  • Rational Thought is the 2nd force holding you back.
    • There’s nothing rational about breaking from the herd…doing what others say can’t be done & that there’s no way!
    • Sara Blakely  sure didn’t think rational when she converted a pair of pantie-hose.
      • They laughed her out of their offices..they told her that her idea was ridiculous, but with a net worth of over $1 billion, who’s laughing now?
    • What’s rational about selling books out of your garage, calling it Amazon and now you’re the richest man in the world? 
    • Screw rational.
    • One of the only times you should use logic in sales is when preparing for what steps you need to take today to make epic shit happen.
  • Your friends and family are holding you back too.Your family sees you as you are not as you could be.
    • They’re using their own rational thought & resistance to say, “That’s far enough.” “Don’t rock the boat.” “Get a steady job.”

Those are the 3 forces holding you back. Next time we’ll look at the multipliers that’ll sling-shot you forward…and being stupid is one of them.

Subscribe to The Sales Life w/ Marsh Buice podcast where we make a point in minutes not hours. Check it out on iTunesSpotify, or your favorite podcast platform.

Graham Betchart a sports psychologist & mental toughness coach to professional athletes begins coaching his players w/ 3 plays. These 3 plays set the foundation toward continuous growth that you & I can use…the good news is we don’t even have to run sprints or stadiums to be one of the best!

  • Play #1: W.I.N. stands for What’s important now? Simply controlling the controllables. You can’t control the ultimate outcome but you can heavily influence it. Outcomes can be influenced by the 3 things within your control: Attitude, Effort, & Focus. If your attitude is one where you’re walking around blowing your breath in big huffs- looking like a big ass eye roll emoji then you’re going to get back what you put out- negative results. But if your attitude is that of being open minded- in his book Principles, billionaire investor Ray Dalio calls it being radically open-minded, this mindset keeps the channels of your mind open and flexible. Look, things are going to ebb & flow- some things will bounce your way, other times, even when done perfect will not, but you’ve got to keep the attitude and keep plugging knowing things will swing to & fro. If you think about the times that you’re all pissed off, you usually have a rigid, closed mind, don’t you? You’re also in control of your effort- concentrate on giving full effort to each day, customer, & encounter. I find that when your attitude trails off you tend to be more me focused– worried more about what you’re getting & less of what you’re giving. You just give it all you got- you’ll get what you deserve. You also control your focus. Ask yourself, What time zone am I in right now? We live in 1 of 3 time zones: Past, Present, or Future.The only one that’s productively real is what’s happening right now. Stay local (not loco).
  • Play #2: Be present. Graham says it’s reeeeel easy to play present when you’re winning and everything’s going right- but can you play when your in the shit spin cycle of Life…can you play present even when you’re in pain? Graham has a saying that I love & use that re-centers me back to the present when I feel like I’m starting to drift into the past or future, “Play where your feet are.” It’s an instant slap back to reality- where are your feet right now? Play there…
  • Play #3 Next Play Speed: Athletes don’t have time to get hung up on a blocked or missed shot- Graham coaches his players to hurry up and get into the next play. This prevents them from getting stuck in an action that has already happened. Whenever I don’t do well with a previous customer, I try not to park & bitch about what I did or didn’t have/do- no, I quickly get back in the mix by looking for the next play- the next opportunity or activity that I can possibly capitalize on.

So that’s it! 3 plays is all you have to remember & run today. W.I.N. (What’s Important Now); Play Present, & Next Play Speed.

Blow the whistle- You’re in!

I’ll see you in the Sales Life!

⭐️⭐️Subscribe to my weekly podcast The Sales Life w/ Marsh Buice. You can find it on iTunes, Spotify, or Google Play

thelittlebookoftalentI like Daniel Coyle’s book The Little Book of Talent: 52 Tips For Improving Your Skills-now he also wrote The Talent Code which is a good book about how individuals unlock their talent-a book that we’ll chop up later, but today I want to talk about something I hope that you’re doing every day…and that’s making mistakes-not only making them, but more specifically what you do after you make them. We don’t like to make mistakes-mistakes make us vulnerable to others…it exposes us to being laughed at, talked about, sneered at, pointed to, written up and even fired-and that’s just on the outside. The internal game -what’s going on the inside of us is even worse. When we make a mistakes, we begin to lose our internal mojo-our self-confidence, but self-confidence is a very strange thing: if you try and fail your self-confidence slips a notch…but if you don’t try for fear of failing, that too causes you to lose your self-confidence because you’re not producing- so it becomes one of those damned if you do..damned if you don’t scenarios. So here’s my thing, if you’re going to expose yourself to the possibility of losing your self-confidence either way, then why not lose it in the only direction that you have the possibility to not only gain it back but also inch it forward-and it sure as hell ain’t by sitting around…you’ll gain confidence and skills through making mistakes because as Coyle says in Tip #22, “Mistakes are your guideposts for improvement.” Coyle discovered brain scan studies that revealed that .25 seconds-a quarter of a second after making a mistake we do 1 of 2 things: We either ignore the mistake or we look hard at it…

I’ll add a third to Coyle’s findings…

We justify the mistake. We justify why we did what we did, then ignore any sort of corrective coaching or measures thereafter. Some of the most intelligent people ask, “How could I have been wrong in the action that I took..” instead of justifying why they could’ve been right.

Don’t wait to look at the mistake- look at it right away. Players know this- as soon as they come to the sidelines they’re looking at their tablets trying to figure out how they threw the interception, how the ball was stripped out of their hands, or why they were called for pass interference- they don’t have time to explain away the mistake nor do they have time to deal with the mistake later- they analyze & correct immediately because the game is still going on…

So is yours…

…precious time is ticking away while you’re either standing around explaining (to those who really don’t even care) or you just flat out ignore one of the greatest teachers the Universe has to offer: Mistakes.

So do me you a favor…1) As long as they are not illegal, immoral, or unethical, make many mistakes today and right after you make them, 2)Look those mistakes right in the mouth- don’t wince or shy away from them…don’t blame anyone or anything for them. Own them- if you accepted the wins then you sure as hell have got to own the losses. Find & improve your mistakes. And as Coyle’s Law states, “Take mistakes seriously but never personally.”

I’ll see you on the Blacktop.

Subscribe and Listen to my daily podcast The Sales Life w Marsh Buice on iTunes or anchor.fm

Many times when we miss a result we get discouraged don’t we? In sales when you’re working with a customer for hours, days, even months only to result in not making a deal(!!!)… you get discouraged…you get down…you get frustrated because you “missed” a sale. Or say you tried out for a team, submitted a paper for publishing, posted a blog, called on a new client, or had a one on one meeting with an advisor for school, counselor for your kids, or just someone that you needed a favorable outcome with and you didn’t to get it… you may think that you missed, but you didn’t …because what you “missed” actually becomes your momentum.

I tell my sales people all the time to feed the machine – meaning feed the action… feed the effort… if you feed it, the results will show and when they don’t “show”… when you feel that you missed, I want you to look at it differently. Look at it as momentum-at least you’re taking action, hell most people don’t even do that… they just sit and hope that something will come around, but hope is not a strategy. Look, I’d rather you try and fail than succeed and never trying because the action that you took- no it didn’t result in a cashable outcome, but it does still have value.… it’s called Feedback.

Feedback is a good thing…good or “bad”…favorable or “unfavorable,” use the feedback to tweak and refine your next approach, phone call, meeting, or submission.

Feedback is the noise that you get back – the bounce back from the effort that you made. Musicians know all about feedback… when they get on stage they do a sound check because sometimes their mic gives that deafening ring – that’s Feedback and the sound engineer makes the necessary adjustments so the sound comes out clear and crisp when they get ready to perform…your process needs to be the same way. When you step onto the stage with a customer…when you step onto the grand stage of Life– sure your initial try may be ear piercing feedback, but make the necessary adjustments….

Musicians don’t walk off stage due to an foul sound- no they adjust- not only initially but all throughout the performance… so should you…

Whether you’re slaying it today or just flat ass bombing, make the adjustments with the feedback that you’re receiving – don’t personalize or internalize it, just keep working it…

…& if you “miss” the result keep in mind that you made the momentum. Make the adjustments and keep on rocking.

I’ll see you on the Blacktop.

***Catch & subscribe to my daily 5 min podcast The Sales Life w Marsh Buice on iTunes or anchor.fm