“This time it’s gonna be different!”

“This is it!”

“This is hard…”

“This is b.s.”

“This is ridiculous…there’s no way this is gonna work for me…”

“Oh well…”

When enough is enough…& you’re sick & tired of being tired, you push off to change…

Only to realize early on that it’s harder than you expected…

The only result you seem to be getting is just constant pain-mentally & physically.

Things seem bad…but then they turn to worse.

So you quit…& go back to the way things were.

If this all sounds familiar, you’re in great company because we’ve all pushed off hard & fast in an effort to change, only to feel the pain, give up & turn back.

Now that you know that you’re not crazy nor weak, see the cycles for what they are & take them head on.

The 5 Emotional Cycles of Change (ECOC) are listed in Brian Moran’s book, “The 12 Week Year.”

I. Uniformed Optimism: “Piss & Vinegar” stage. All upside & no downside. (Doesn’t last long)

II. Informed Pessimism: This stage you’re moody because you realize the change is harder than you expected. You’re looking for ways out because things are bad…but it gets worse.

III. Valley of Despair: “Things weren’t so bad before,” you rationalize…so you quit & go back.

Stage III is where most turn back…but with a strong enough purpose, you’ll learn there’s more…if you keep going.

IV. Informed Optimism: The clouds break open and you’re finally seeing some results…but you must KEEP GOING. This stage is where most people sigh a breath of relief too long & relax too much-negating all of the hell they pushed through.

V. Success & Fulfillment: You’ve built new capacities & confidence. You can handle more & take on more because you now you’ve shown yourself what you’re truly capable of.

Congratulations on reaching Stage V…now move the bar because there’s more for you. 😉

Stay in The Sales Life 💪

Full podcast 👉https://podcasts.apple.com/us/podcast/the-sales-life-with-marsh-buice/id1292788623

You’ve said it…

I’ve said it…

We’ve all said, “Hang in there!”

I never liked the phrase because the implication always seems to be wrong.

“Hang in there,” is active not passive.

Normally when you hang in there you passively sit like a big lump waiting for fortune & favor to drop in your lap.

Hanging in there is a combination of mental, physical, & emotional skills.

& since it’s a skill, it can be learned.

I’m sure you’ve found yourself frustrated because you know you checked out of a situation too soon.

You turned back or rang the bell & regretted it immediately wondering what could’ve happened if I would’ve only hung in there?

The only way you’ll learn to hang in there is by hanging in there.

Physically, Emotionally, annnnd Mentally.

Physically: Your body language has to convey that you’re still in the game & can be here all night if you have to be.

Emotionally: It’s not that you don’t feel the high emotions, it’s that you learn how to manage them- not letting them spill over and ruin your leverages.

Mentally: Actively looking for connections and openings in order to link your separations together so you can positively move forward.

All 3 have to be in play in order to successfully hang in there.

Hang in there 😉

Stay in The Sales Life 💪

Vlog 👉https://youtu.be/0YztGvGMZRw

🔥Check out 400+ episodes of The Sales Life w/ Marsh Buice on iTunes, Spotify, or your favorite podcast app.

“Confidence comes from competence,” Dan Lok.

When you lose your confidence it’s one of 2 reasons:

🔥You lack the awareness

🔥 You lack competence

Competence is a collection of your S.K.E.s

Skills

Knowledge

Experience

If you KNOW you have the skills, knowledge, & experience- I mean you’re banging away at your SKE’s daily, then you lack awareness.

You lack awareness because you’re waiting on customers to remind you of your confidence (I.e. Making a sale), but if you’re only successfully making a sale 30% of the time, you ain’t gonna be reminded very often.

But if you’re not in sales, you lack awareness because you’re putting all your stock in a specific outcome, decision, or result & when you don’t get it, you doubt yourself.

But you may lack confidence because you lack in 1, 2, or all of what makes up competence.

You lack skills: That’s your ability amplified daily. Professional athletes are all talented, but they’re maniacal about developing better skills.

You lack knowledge: Do you know what you’re doing? Do you know what your talking about? Do you know your product?

You lack experience: CURRENT EXPERIENCE. Don’t give me that, “I was in HR for 37.237 years…I’ve been going this for 20 yrs & 11 months (with a neck roll). Do you have current experience- meaning, even if you are not winning right now, are you still getting out there and working to make it happen?

If you’ve lost your confidence you either lack the awareness or lack the competence. In either case fix it.

Stay in The Sales Life 💪

Zack Babcock ended up serving a 5 year prison sentence for various crimes.

Prison didn’t settle him down…it made him even worse. He was always getting into fights with other inmates and officers.

Even though he acted out, he was hollow inside…

“How can I get peace,” he desperately wondered.

He used the only resource he had…

With only 2 bath towels to his name, he tore one of them into sections and began to “dominate his space…”

furiously cleaning his sink, toilet, & floors in his prison cell.

He couldn’t take back his past…& he couldn’t control what was going on outside of his tiny cell…

But he could take back his life…& it started with a torn bath towel.

There are things in your life you can’t take back…& there are situations & circumstances that are outside of your control…

But you can take back your life & it starts with “dominating your space.”

The area& resources that are directly in front of you & that is within your control.

When you’re on the phone with a customer- no matter how bad your day is going, “dominate your space,” that conveys a tone of upbeat professionalism & understanding.

When you’re working with customers- no matter how terrible your month is, “dominate your space” with the right body language and certainty that you know what the hell you’re doing.

When you’re at a social function or even in a toxic office environment…”dominate your space.”

Yes you’re 100 lbs overweight, “dominate your space” by walking in that gym with a mission to no longer live this way.

Your personal life may be crumbling, but “dominate your space” professionally…

You may have been just passed over or demoted…damn…now “dominate your space” & turn your professional life around make others stand in awe that not only are you back, but exceedingly better than ever.

“Dominate your space…”even if it’s a pinhole of light…DOMINATE.

It’s not about pushing & slapping other people aside…it’s about taking control & influence over what you’ve got and successfully earning your freedom.

Stay in The Sales Life 💪

“To be or not to be…” was the question by Shakespeare.

“Should I or shouldn’t I,” is the question asked by YOU.

Whether in Sales or in Life, we all get to the crossroads of “The Big Ask,”

Asking for something and getting a No in return.

This is where your mind launches a full out war with you….& normally wins.

Your mind is trying to shield you from further rejection by telling you that you shouldn’t ask because the answer is probably a No.

Everything you want in life is on the other side of ask.

& if you don’t ask?

You eat the leftovers Life scrapes onto your plate.

If you’re tired of eating leftovers, ask…and eat big.

You can’t lose what you don’t have.

You don’t have anything right now so you might as well ask.

The answer may be yes…

& even if it’s a No…

They may say No to your initial ask, but it may open up to other options & opportunities. “No we can’t do that…but we can do this______”

But you’ve gotta ask.

The fact that you took the risk, you proved to yourself you can go further and still live to fight another day.

But you’ve gotta ask.

Your asking expands your comfort zone, level of tolerance, & increases your confidence.

But you’ve gotta ask.

“Done” is better than “should.” No more negotiating with yourself…just disengage emotionally and fling the ask out there.

What’s the worst that could happen? But what could be the best?

But you’ve gotta ask.

Stay in The Sales Life 💪

You were great a long time ago

In today’s society we want everything instant…

We want our food instant…

We want our text messages read & returned instantly…

& we have to have wi-fi instant!

Annnnnd it’d be nice to have success instantly too…

But by now you realize success is not instant, but greatness is…

The moment you choose to do the things you need to do in order to be great…

& every moment thereafter.

Think about the people you idolized growing up…

Their results isn’t what made them great…they were great long before that because they chose to do whatever was necessary in order to be great…& each moment thereafter.

The results just confirmed their decisions & actions.

Wherever you find yourself today…

Bottomed out…in a ditch…busted up…broken…demoted…overweight…or just not where you’d like to be…

Be great instantly…& do whatever you need to do to be great …just for today….

& tomorrow, be/do great again.

Don’t focus on the results…just be great.

Because the results always lag behind….

& remember, when the results show, that doesn’t signify greatness …it merely confirms it.

Make today your New Year…

Instead of a 12 month goal (that you’ll likely quit on)…

Focus instead on a 12 week mission. Just for 12 weeks do great things.

When you fall…rise and choose to be great in the moment…

& @ the end of the 12 weeks, close the chapter and start a new 12 weeks. Each 12 week block is independent of the previous one.

Stay amazing…Stay in The Sales Life 💪

*The inspiration for this post is from the book The 12 Week Year by Brian Moran (thanks Tony Gonzalez for the recommendation💪)

The CEO of Dick’s Sporting Goods said, “Professionally I’ve made a lot of mistakes…but I have few regrets…

…a mistake is something you can learn from & get better…a regret is something you can’t get back.”

As you sell today & make a life for yourself, when you come to the crossroads of: a) a Regret or b) a Mistake always choose “b”

Because you can learn from a mistake.

When your mind is yanking at you to pull back saying, “No, No, No! You may lose any hope for a sale!” -not asking for something that could change everything for you like setting an appointment, asking for the number, last name, address, or for their business…

ANYTHING…

🔥I’d rather risk hearing a “No” than live with the regret of possibly hearing a “Yes.”

At the end of a bad month you don’t replay all of the mistakes…you replay the regrets because you know there are things you should’ve done & said…but didn’t.

Even if you say it with the wrong tone…even if it doesn’t come across polished…even if you positioned it wrong…

You can learn, live, & grow from a mistake…

Or you can die professionally with a regret.

Stay in The Sales Life 💪

Full Video 👉https://youtu.be/ZRDkxFKF-jE