There are times in our lives we’d all love to take back…

…times where we turned left, when we should’ve kept straight.

When at its hottest, we said words we didn’t mean…

made poor decisions even though we knew it wasn’t right…

& let things slide that we could’ve stopped right then & there.

But we didn’t…

We spend our days replaying that familiar movie in our minds wishing we could freeze the frame at the point of regret…

But, as always, the movie keeps playing with a familiar ending…

You know how it ends because you’re the one who’s lived it.

Humble The Poet wrote,

“There are no erasers for your past, but you can add pages.”

It seems we spend so much time searching for erasers & very little time adding pages.

We spend our days wishing we could take back those days gone wrong…

& while frantically searching for an eraser we say to ourselves, “If only I had another chance, I’d do it right this time!”

You may not get a do-over, but you do get another chance…

Make it “write…”

…just add a page

Your Life is like a really good book…

It’s full of mystery, suspense, pain, sorrow, laughter, and success.

You’ve got a real page-turner going…

Keep writing…

& when you’ve filled that fuckin page up & it’s still not good…

Add another page and keep writing…

Yesterday I had someone throw my past in my face. I’d thought for a long time they’d been thinking that way and yesterday it came out…

You know what I did?

I thanked them…

For finally saying what’d they’d been feeling.

It was weird because, in the past, I would’ve blown up…but I’ve learned (the hard way) that when I lose it, I really somewhat agree with what they’ve said.

…but I’ve added pages…many pages since then.

I’m not who I once was because I stopped looking for erasers & instead added pages.

If you can’t undo yesterday then just do today…

Add pages & keep writing your story.

It’s gonna be a best seller. 😉

Stay in The Sales 💪ife!

~marsh

When Steven Pressfield’s book, The Legend Of Bagger Vance, was made into a movie, he felt it was a good book, but a poor movie.

& he was right…

The movie was not well received.

Pressfield was asked how he dealt with the public’s criticisms- ripping up his baby he’d worked so hard to create, but was not represented well on the big screen.

He said he’d failed so many times that he learned & lives by one simple rule:

“Don’t wait…”

By the time the movie was released, he was already 800 pages deeply consumed into writing another book…. so it didn’t matter what others were saying because Pressfield had already moved on.

In an interview with Brian Koppleman, Pressfield said good actors & actresses do the same thing. They don’t stand around waiting to see how a movie is received, hell by the time the movie comes out, they’ve already shot 3 or 4 other movies. They’re continuously building & capitalizing on momentum.

Artists move on…

So should you…

The reason why you tank emotionally & lose your mojo is because you’re waiting for a certain result.

You’re waiting to see your shot go in & when it doesn’t…

..result in an appointment…

…result in a sale…

…result in a share, retweet, or positive comment…

When it doesn’t result in an outcome that you were hoping for-because you were just standing around, waiting for that one and only…

You crash & quit.

You didn’t make the deal, get the job, get a return phone call, loan, nor weight loss goal.

Shoot your shot & don’t wait…

Whether it be a showing, post, blog, video, podcast, presentation, interview…whatever…

Put that shit out there and move on…

So if (& when) you don’t get the results you busted your ass for, you’re already 3-4 efforts deeply insulated into your next things.

Stay in The Sales 💪ife.

~marsh

Sometimes in sales, we err too far either way…

When we’re frustrated with our month, we take our frustrations out on the next customer by being abrasive & apathetic…

Or we fall in love with our customers- our date went so well that we bid them goodbye & hope they’ll buy from us when they’re ready…

Only to find they left and bought elsewhere.

Being an ass is never right, but being just nice is not enough…

Because just being nice only means that you’re agreeable…

It only means that you smiled & laughed at all the right cues & pocketed any hint of tension…

It also means that there’s less resistance & less friction…

But no resistance & no friction leads to no results…

For either of you..

You’re customers showed up because they can’t figure it out for themselves …

They need someone to understand their current situation & offer solutions…

They need to feel how your product fits into their lives.

They also need nice nice…

Nice has another definition too…

…it also means to show the small differences & minor details.

See, your customers are depending on you to read not only what they’re saying but how they’re saying what’s really important to them- accentuating details of safety, quality, or style…while adjusting different packages up or down in relation to their needs.

Your customers are paying you initially with their time to challenge their thoughts & levels of understanding…

…they need you to lean into their fears and address their insecurities..

& they’re also- though they’ll never say it, are depending on you to keep sanding on that block of indecision, with more questions & broader perspectives until it becomes a point of decision…

which is why you must ask…

If you don’t ask them to buy your product backed by your service- even if it’s a No, you’re being a fraud.

To them & to yourself…

Because neither one of you showed up for just nice…

they need nice, nice…

& you both need results.

Stay in The Sales Life

~marsh

(Don’t wanna read? Watch it 🎥)

Jerry Garcia said that there are some days you go diving for pearls & you end up with clams…

You’re gonna have days when you started the day on fire…you knew today was going to be different!!

Only it wasn’t…

You dove for pearls & ended up with clams.

Everyone seemed to have hit their mark…except you.

When you have those kind of days, carry the lessons forward, but don’t carry the day over…

No day is unproductive…

Your efforts may not have paid off in results, but it did pay a dividend.

Tiny, incremental gains that caused you to give a little more, think a little quicker, and hang in there a little longer.

Reinvest your dividends into your next efforts…

Why talk about what didn’t happen…was supposed to happen..or was a total waste of time in your eyes?

When you speak unproductive, you get unproductive.

When all you’re talking about is the bullshit almosts, you’re carrying your day over…& over…& over… folding one bad day into the next…

That’s how you have a bad month, year, & life.

But what if you carried the day’s lessons forward? Yea you got your ass handed to you…yea you should’ve said this, countered with that, or known the answer…

but you didn’t, so now what?

What a beautiful gift we have in reflecting…

Instead of smashing the mirrors of reflection and cutting yourself all up with regrets & pisstivity, why not reflect & mentally apply your improvements?

Most people can’t move forward in life because they’re only focused on moving over…

Day after day after day.

Today you may have come up with clams, but there are still pearls in there…

It’s call Wisdom.

Stay in The Sales 💪ife.

-Marsh

As famous as artist & business mogul Jay Z is, Howard Stern remarked that it’s got to be hard for him (& his wife Beyoncé) to go anywhere…much less back to his old neighborhood…

Jay cut Stern off, “I don’t let success separate me from who I am. You don’t have to be sitting on a bench in Marcy Projects to represent the culture. Everywhere I am- right here… right there.”

Stern challenged Jay’s statement, “But with the passage of years, don’t you think you lose your touch because you’re living a fairy tale life.”

“No, I’ll never lose touch,” Jay shot back, “I don’t sit on the bench in Marcy Projects. I’ve lost touch in that way. But who I am as a person, I’m still telling these stories. I’m still in touch with those emotions & feelings of who I am- as if they were yesterday.”

Jay Z is a huge success because he’s still in touch

…with the emotions of those he represents.

Maybe you’re not achieving the success you once did or always wanted…

& it’s not because you’ve lost your touch…

…but you’ve lost theirs…

…the ones you’re “representing.

See, you’ve forgotten what if feels like to be a buyer. Fearful that you’re making a bad decision at too high of a price. Should I have looked more? Should I have gotten someone else’s advice? Can I trust the one who I’m working with?…Will they be here to help me in the future?

You don’t know what that feels like anymore because all you’re thinking about is a commission.

You’ve forgotten that you were once 16…

…& not be able to afford the latest Jordans, be accepted by the cool kids, and have to come home to a mom and dad who have no time for you because they’re too busy fighting one another.

Your title may be teacher, but you’re more of a lecturer. You say you don’t have time to lend a shoulder because you’ve got too much material to cover- besides students today are a lost cause anyway.

You’ve forgotten what it feels like to be a salesperson, hourly worker, or young manager…

To go to work and be rejected all day long- to feel the vice grip of not enough money for the month…to leave one job and drive straight to another…to have no voice-no say so, & be just a do this/do that minion…

You’ve lost your touch because you lost their touch…

…of what your people are feeling, facing, or fighting through every minute of every day.

How can you represent what you no longer feel?

You may no longer walk in their shoes physically, but you can sure as hell walk in their souls emotionally and represent.

Feeling brings connection & connection leads to representation & representation leads to better results.

But first you’ve got to represent.

Stay in The Sales 💪ife.

~marsh

In his book The Leap Of Your Life Tommy Baker writes,

Most people have high expectations, but low commitment…”

Of course you have high expectations today.

You want to be a top earner, have that fat-ass bank account, drive a nice car, & have a schweeet home…

Most have high expectations & high interest.

Few have high commitment.

Interests follow emotions. Something is new & promising so our emotions are high & we chase our expectations…

But once we realize it’s harder than we initially expected & it’s gonna take longer than we anticipated, we quickly lose interest & find something else to chase.

A commitment’s an obligation…

…a pledge to yourself that you will navigate the dark clouds when (not if) they come your way.

See it’s easy to keep the happening happening as long as it’s happening, but it’s much harder to make it happen when it ain’t happening.

For the successful, commitment is often dressed up to look like luck. Favor seems to just fall into their lap- untrue…

Those who are successful have built up so much momentum-BECAUSE THEY STAYED COMMITTED, that results tipped and compounded.

Separate yourself from the masses of those who are just interested.

Stay committed…& stay in The Sales 💪ife.

~Marsh

Charlie Munger said,

“A man who can play all instruments can write his own symphony, but a man who can play one instrument is limited to just playing his part.”

The world is full of one horned players…rare is the one who can play all instruments…

That’s the man who can write his own symphony.

Munger is the long-time co-billionaire partner to Warren Buffett.

Munger’s symphony is investing, but he doesn’t invest one way in only one field of business. He specializes in investing…broadly.

But he won’t invest in businesses until he’s learned how they play their instruments.

Munger doesn’t run with the herds of people proclaiming, “this company is hot…” “invest here…” “here’s a sleeper!”

Munger learns for himself…

He’s a learned man who reads over 600 pages per day not to just get a feeling, Munger wants a deep understanding in what the business’s culture & ethics are as well as how each one profitably operates, & what its earning potential is.

The businesses that Buffet & Munger invest in become an instrument in their symphony of investments.

A symphony is a collection of horns, flutes, drums, cymbals, xylophones, woods & brass. They’re all unique, but equally important in creating a rich, powerful sound…

A collective art…a symphony

It’s not that Munger can run every business he invests in-his symphony is not in day-to-day operations…

His symphony is investing and he has deeply learned the mechanics of what the business is, does, & where it’s heading.

Here’s where I’m going with this…

You can’t have a symphony by just knowing how to play one instrument.

And you can’t amass a symphony without knowing how each instrument is played.

What is your symphony?

For the salesperson, Sales is their symphony, but what are your instruments?

It’s not just the customer who walks through the door…

you also need the instruments of knowing how your products relate to each of one your customers.

As a salesperson, you need to know what new products/ features are being introduced & which ones are being discontinued.

You need the instruments of body language…

relationship building, asking for referrals, servicing sold customers, new business creation, phone skills, follow up, marketing through social media…

and you need instruments of empathy, persistence, grit, & resilience.

I know you know “of” these things…

but do you have such a deep understanding that you can play each one of those instruments?

If you can, then you can write your own symphony success.

20 hours…

That’s the amount of hours novices do something before giving up. The guitar gets shelved, the blog gets abandoned, & the podcast fizzles out…

about 20 hours in.

Then it’s back to the same ole way of doing things & existing in life.

Can you write your own success?

If your knowledge is so deep that you can explain it in detail…

That’s learning how to play each one of your instruments..

& writing your own symphony success.

What areas in your life are you playing only one instrument?

How many instruments are you willing to deeply learn in order to write your symphony of success?

Weight loss, financial freedom, millionaire?

Can’t achieve mastery by only playing one instrument.

Stay in The Sales Life.

~Marsh