Posts Tagged ‘Carpeople’

I had a salesperson that I just couldn’t seem to get her to work with more customers- being she was new, I would repeatedly emphasize to her to work with more customers, but when they would come in, she’d usually fall back & let another salesperson Up (catch) them. I couldn’t figure it out..she knew her product, she was technically sound, & she was used to competing against the boys because she came from a male dominated industry …so what was it? When asked, she responded, “Marsh, I don’t have a huge need- the other salespeople around me have to struggle to make a sale in order to pay rent & car notes- I don’t have a huge need so I don’t need to make much.” Leaning back I asked her, “So what’s your end game…” to that she told me that she planned on being in the car business a long time. “Then if that’s the case, you’re not doing yourself much good- here’s why…

First, you can’t teach what you don’t know & you’ll never know until you first do. In his biography, Arnold Schwarzenegger said the 3 keys to him becoming a 7x Mr Olympia, successful businessman, & one of the highest paid actors at the time in Hollywood were reps, reps, reps.”

Reps weatherproof your career. You’ve got to work with hundreds of experiences, objections, scenarios, & obstacles while fading & maneuvering through thousands of rejections not only so that you can learn, but so that you can pay it forward and help others succeed who are starting out as well. Reps also give your customers the needed assurances that you can help them with their current situation because you’ve helped other customers maneuver through similar circumstances as well.

This brings me to my 2nd point,” I told her, “When you’re not working with enough customers, not only do you not possess enough of the necessary skills that they desire & deserve, but not working with enough customers means that you’re OK with them buying from an inferior salesperson- if you say that you’re here to help customers, then you’ve got to follow through with actions to those words.”

Which brings me to my 3rd point,” I quipped, “Do you have kids?” She told me that she had a boy and a girl- Mason & Madison…”Do you want them to do well in life,” I asked knowing she’d say yes. “If you want them to do well, then be their teacher- set the example because they can’t be what they don’t see. The reason why so many struggle as adults today is because, no one played the part…no one showed them the pattern… no one chalked the outline, nor showed them what they could be because no one helped them see…no one showed them more so they’ve accepted less.”

You must do well…you must reach beyond your comfort zone…you must dig deep and get back up…you must set audacious goals & kick the door in when Life tries to slam it in your face…you must reach higher because this isn’t just about you.

It’s way bigger than that…

….but first you’ve got to set the bar.

I’ll see you on the Blacktop.

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.

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Humps, roadblocks, …detours are a part of life, but they’re humps not Himalayas. Sometimes we get to a hump in Life & we turn the hump instantly into a Himalaya- the hump we face goes from waist deep in reality to a 22,338 foot mountain in our minds.

Soooo many things in Life are humps miraged as a mountain. They look that way to us for a couple of reasons: 1) It’s something that we’ve never faced before so we think that we’re no match for it. 2) We’ve faced a similar situation before & resulted in a shit sandwich- so we think we’re about to eat another. It’s all Bullshit.

Isn’t it crazy how we have a Redbox Rental state of mind sometimes?! You know the Redbox rental that’s right outside the store where you can rent a DVD for less than 2 bucks? We rent our problems much the same way- we walk our happy asses to the box covers of Life’s problems & we select a cheap B Flick negative rental and we play that negative movie, over & over in our minds. It’s impossible working for something to positively manifest while thinking something negative.

Look,you may be facing some big mountains in your life- no doubt, but I am telling you that you need to look at your problems through different lenses. First, stop calling it a “problem-” I call them challenges, Eckhart Tolle calls them situations. Whatever you call it, call it something other than a “problem” because often the mere utterance of the word problem stunts us right in our tracks- 1 minute we’re galloping through Life & the next scene we’re like Lt. Dan from Forest Gump, flailing around handicapped with our legs blown off. Try using the word challenge or situation & watch your whole perspective change. Your mind will shift to that of a solution mindset and will begin looking for ways to solve it by tinkering and poking at the situation.

The 2nd thing I want you to realize is that mountain that you’re facing is nothing more than a bunch of humps stuck together- they’re like big words…I tell my daughter all the time that big words are nothing more than small words clumped together. Break the bigness down- declump those ganged up humps…you don’t get to the summit in one leap.

So back to the beginning…

Humps, detours, & roadblocks are necessary in life-they’re needed for you to grow- I mean think about it, would you voluntarily subject yourself to pain, hardship, embarrassment, recourse, and ridicule? Hell my hands would be in my pocket and sure as hell not raised to be subjected to the harshnesses of Life, but we need the stimulation- i.e. kicked in the ass, in order to grow. I don’t like it any more than you do, but I know in retrospect I’ve liked who I’ve become and what I’ve accomplished on the other side of the bleakness. Yes it was painful…yes it was lonely & dark… no it wasn’t fair…but it was necessary. There isn’t a single one of us reading this that cannot look back at some cataclysmic event and not say yes it was hard, but I learned so much.

So I need you to do 2 things: 1rst charge the mountains in your Life one hump at a time..and (2), don’t look at every hump as a Himalaya.

You’ve got this!

I’ll see you on the Blacktop!

(HT to Deepak Chopra)

soundcheck

It’s sooo frustrating to put in the hard work only to wind up empty handed. You work with a customer for hours, days, even months only to finally catch them on the phone and discover that they bought somewhere else.

Or what about the video or blog post that you worked on for hours only to have one viewer? (Hmm I wonder who that could’ve been.)

You tried out for the team…you put in the application…you submitted a proposal…or you finally got the chance to set up a meeting, but you ended up scratching.

No jersey with your name on the back; no new fancy title; no gabillion dollar new account; and the meeting got canceled while you were sitting in the waiting room.

You could stop by the local gas station and buy that $9.99 bottle of Yellow Tail to drown your sorrow…

You could blame the man for always keeping you down…

Or you could realize that you didn’t miss anything, because what you “missed” actually becomes your momentum. 

One of my favorite phrases is, feed the machine – meaning, constantly feed your action… relentlessly feed your effort… because if you feed it, the results will show.

Maybe the results don’t show up in the way that you’d like for them to, but they always show.

Sometimes they show up in winning results…

But they always show up in feedback.

The problem is we rarely take stock in feedback.

Yes or no…deal or no deal…”Congratulations,” or “Thanks, we’ll pass,” use the feedback to tweak and refine your next approach, phone call, meeting, or submission. REGARDLESS of your immediate result. 

Because…

Feedback isn’t valuable…it’s priceless. 

Feedback is your return on effort.

Musicians know all about feedback…

When they get on stage to do a sound check, sometimes their mic gives that deafening ring – that’s feedback and the sound engineer makes the necessary adjustments so that 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-hell, when even you step onto the grand stage of Life– your initial feedback may be ear piercing, but keep making the necessary adjustments….

Musicians don’t just walk off stage due to the initial foul sound.

They make the adjustments- not once, 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 are receiving – don’t personalize or internalize it, just keep adjusting…

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

Stay in The Sales Life!

-Marsh

 

When Dr. Howard Thurman- philosopher, educator, minister, & mentor to Martin Luther King & Mahatma Gandhi, took his young children back to his hometown of Daytona Beach, his girls saw a nearby playground and asked to go swing. “You can’t swing on those swings,” said Thurman.

He promised them that he would explain more once they got home…Dr. Thurman had to buy some time because he was at a crossroads- a moment that I’m sure every black parent faced during those times (& still in some respects today)…

….how do you tell your children they can’t play on a “White’s only” playground.

Later he sat his girls down and told them that they were important…so important in fact that they couldn’t swing on those “public swings,” because the “public”only consisted of white children. He said, “You’re so important that it takes the state legislature, courts, sheriffs, white churches, bankers, & businesses-it takes the majority of the white people in Florida to keep 2 little black girls from swinging on those swings.”

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Dr. Thurman reframed the racial inequality he and his family were facing. He reframed the hatred and racism and made it a bridge instead of a barrier. He calibrated his daughters to-yes, see the injustice for what it is, but encouraged them to keep on going- to not let someone else’s opinions, narrow-mindedness, and blatant ignorance be the force of limitation for their lives.

Yes… there will be opposition, but maybe you’re facing opposition because what you are doing is of such magnitude- of such great importance, that those who oppose you are so fearful of you reaching your pinnacle, that they’ll stop at almost nothing to see you not succeed.

Importance is not some, Life’s good…I have no problems…kind of seance- no, Importance is recognizing the significance & impact that you are making and not letting up, giving in, throwing the towel, nor raising the flag.

It’s passages like this that remind me that I need to tell my children how important they are- not just to me, but to the whole world. My son is going through his first love breakup and while it’s incredibly painful to watch, I have to sit on the foot of his bed, rub his back, and remind him that maybe his boo can’t handle all of his awesomeness. His importance is irrelevant to the opinions of others.

We’ve got to remind salespeople, coworkers, & family members that some wrinkles in time are due to the fact that Life chose you…not because you’re weak, but because you are strong… Life deemed you worthy to enough-competent enough to fight this war you’re in. Not everyone can handle it…. but you can.

Whatever you face today, never underestimate your importance. The greater the opposition the greater your importance.

….Keep going.

I’ll see you on the Blacktop.

This weekend is absolutely gorgeous- cool temperatures & blue skies…days like this call for a good chicken & sausage gumbo. As I was leaving to run some errands, I saw a guy wiping down his car. Two hours later, he was still out there wiping down his car. He was meticulous about everything- he even wiped the wheel wells, & the trunk and engine compartment- he spent hours to make sure his car was on point.

What I found interesting is he was such a perfectionist on his car, but when it came to his well being, he was not. With chammy in hand, he had a cigarette dangling out of his mouth, 22 oz. Bud off to the side, & his pot belly was an indication he hadn’t worked out in years- if ever at all.

My question is this…what if he was just as concerned-hell, what if he treated himself half as good as his sports car? If he did, I’d venture to say he’d probably be around longer to enjoy it.

To show the world we’ve made it- that we’re “successful,” we’ll give our health up in the process. Marketers know this…they’re constantly hurling messages at us to wear this, drink that, & drive this one, and we fall right into their bait. We’ll sleep and work out less, work longer hours, extra shifts, swipe a few extra times to impress people we don’t even like.

Treat yourself better than the things you want to buy. Don’t treat your well being like a clearance item- foregoing tomorrow’s security for today’s insatiability.

There’s nothing wrong with having nice things, but at the risk of losing yourself emotionally, physically, and financially, ain’t worth it. Just go to a garage sale- look in your attic, closet, garage, and storage units at all the crap you “had to have.” When dissolving my marriage, I had to do a detailed descriptive list of all of the valuables in my home…by the time it was all said and done, thousands of dollars and years of finance charges, those “valuables” wouldn’t even equal a full month’s paycheck.

You’re already a millionaire. Scientists have noted that if they put a price tag on all of your key body parts it would be valued at over $10 million. Sports franchises know this- why do you think they have the best equipment and dietitians? You damn right they’re going to protect and nurture their multi-million dollar investments.

There are some areas of your health, once taken too far, no amount of money will buy it back. Taking care of yourself is cheap- compared to stints, surgeries, rehab, and big and tall sizes. I know a portly guy who spends $300 for each dress shirt- his flesh only touches the fine labels…me? Man I’ll rock a $30 dress shirt with a $10 bow tie and swag it out. I can pull it off because I work my ass off to look & feel better- and because of the investment in myself, I carry myself with more confidence on the cheap cheap.

Your greatest expense should be on the greatest brand ever created…

Brand You.

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I remember defensively saying on the playground, “Stick and stones may break my bones but words will never hurt me!”

Well…that’s a lie!

We can recover from the accidental sprains, tears, and breaks, but someone’s negative words toward you seem unrecoverable. Ill spoken words stain the soul- they kill your hopes, dreams, and lofty ambitions.

I’ve had loved ones, family members, and so-called “friends,” say things to me that recounting even decades later, my body’s physiology changes-altering to a perceived reality, my heart pounds, blood pressure rises, and cold sweats break out.

Whether un or intentional, we’ve all had someone mentally tear us down. They told you that you can’t make it, that you won’t achieve it, that it’s impossible, that you’re too short, too fat, too dumb, too black- that you’re from the wrong side of town and you’re just like your daddy – someone, somewhere, sometime along the way spoke those ill fated words and tried to limit you…

…one day you began to believe those words. You got tired- you grew weary and those words delivered a blow that knocked you down to life’s canvas.

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It’s hard to get up – Adversity hits you six times to your one flailing punch. It takes six positive statements to counter that one negative comment and that’s just 1…God knows I’ve had more than one negative Molotov cocktail hurled at me. And words are sneaky, one minute you’re slapping the ignorance aside and the next minute those words take its toll- like dryer sheets, those hurtful words begin to cling to your psyche and weigh you down. Battered and weary, you fall in line retorting to others when asked, Oh, I’m just hangin’ in there!

Here’s what is the truth…I believe in you….you’re a work in progress, not regress…you’re a priceless original…you’re equipped with everything you need to be successful…you can-you must…you didn’t come this far just to come this far….

There’s your 6…your six positive comments to start your day. Now while you’re dropping a load of negativity, drop the guilt, shame, & regret too. There are things I wish I would’ve done differently as a man, father, & husband- things I’m ashamed and embarrassed of but I can’t…I can’t go back and change those days, but I can change my approach to the days to come. The only thing useful about the past are the lessons I’ve learned.

There are words people spoke into your life that you can’t seem to shake….letting go is a process…it’s released through action not hollowed words. Whatever’s holding you back, chances are it’s built by others and enforced by you.You are the one holding you back, not others. Others may have said it, but it’s up to you if you choose to believe it.  Their belief doesn’t have to be your truth. Surround yourself with the right people pulling in the same direction as you…educate and empower new beliefs by immersing yourself in tons of free blogs, books, videos, & podcasts out there. Don’t waste your currency of time buying off on other’s bullshit beliefs.

You can’t take back words nor time…but you can choose what you receive and how you invest it.

I’ll see you on the Blacktop!

In sales, we’ve always been taught to “mirror” our customers, but what do you do when your customer is rude?

alone on deck

Showing up today matters.
It matters that you show up on time for work.
It matters-even if it’s 2 words or 2 sentences- that you find something worth writing down today that will help shape you into becoming better than you  were before you captured it.
It matters how quick and how many customers you are willing to get in front of today.
It matters that you are brave enough to pick up the phone and risk hearing a customer reject you instead of hiding behind a text message.
It matters that you ask your customer optimistic building questions instead of pessimistic, narrowing ones.
It matters that your customers demo the vehicle.
It matters that you write your customers up.
It matters that you persistently press forward beyond the 1rst, third, and 4th No.
It matters that you turn your customers over to let a fresh face help you.
It matters that you follow through after the sale-you not only need your clients to make your month, you need them to make your career.
It matters that you remain walking with your customers during the frustrating moments-the moments when the warranty they paid $2500 for won’t cover the repair.
It matters that you follow up and stay in touch with your customers’ lives not their wallets.
It matters that you help others regardless of what’s in it for you.
It matters that you’re willing to be a student of your profession.
You showing up today matters because everything you do (or don’t do) is significant to the outcome of your day, month, year, career, and your life.
(Yes, your life.)
What you do matters, but the emphasis of those matters have the wrong meaning.
When a customer hangs up on you…
When a customer won’t get out of the car and give you a chance to help them…
When a customer gets annoyed because you can’t tell them a price or tell them what their trade is worth in the first 30 seconds of meeting them….
When a customer won’t demo…
When a customer refuses to come inside “for your business card”…
When a customer  jumps across the street and buys from your competitor because you didn’t turn them over…
When a customer goes off on you because you dropped the ball while their car was in service…
When a customer won’t return your phone calls…
When a customer gets cold feet after agreeing to buy…
Failing matters, but it doesn’t give a meaning to what you are worth.
The ill moments-the moments when you screwed up, blew up, got yelled at, or were left standing alone should be tied to matters of the day not meanings of your heart.  What you do has to matter-showing up today, facing the giants in your life, has to be worth it…if it’s not worth it, don’t show up. Pivot and find something worth showing up for. What you do today has got to be so significant- so important to you, that the implications of what you do is higher than the outcome that it may produce. 
 
The outcomes only define how well you did something- they don’t define who you are or what you’re worth.  
 
Rejection is a lesson in self-education not self-worth. Use the losses, defeats, setbacks, and almosts as education to move forward not excuses to fall back. While circumstances are the banality of most, you forge ahead, working and reworking today’s defeats into tomorrow’s victories.  Sure rejection hurts- we don’t like the sting of hearing NO and the stains that it internally leaves behind;  we don’t like the fact that we poured out two hours of our best efforts only to have our customer go down the road to save a few hundred bucks. Rejection hurts, but you must not let it kill you.
Rejection has matter not meaning- the significance of what you do and how you do it matters. How much you’re willing to give to that matter is what has meaning.
I’ll see you next time on the Blacktop.

lonely-old-man1

It’s painful….

  • It’s painful to have the last 4 customers in a row tell you NO.
  • It’s painful to have a deal slip right through your fingers-they agreed to everything only to have a family member show up and queer the deal.
  • It’s painful to believe a customer is “coming right back” only to find their right back was not at your dealership.
  • It’s painful to hear that a customer that you spent 2 hours with yesterday bought elsewhere today.
  • It’s painful to stay late putting a deal together-to miss seeing your children before they go to sleep only to have the deal roll back in the morning.
  • It’s painful to have a customer drive off on you because you couldn’t tell him your “rock bottom price.”
  • It’s painful to have a customer come back, but not want to work with you.
  • It’s painful to see other salespeople selling cars all around you.
  • It’s painful to have second guessed catching that Up that turned into a deal.
  • It’s painful to have a customer hang up in your face.
  • It’s painful to not be able to lure a customer inside with the the “come on in and I’ll get you my business card” close.
  • It’s painful to hear your manager scorn that you’re not demo’ing, writing up, nor convincing enough customers to buy-punctuated up with, “You’d better figure this out real quick” threat.
  • It’s painful to not be able to even sell your best friend.
  • It’s painful to show a customer a note twice as much as what they’re paying now.
  •  It’s painful to hear people tell you that you’ll never make it in this business.
  • It’s painful to wake up in the morning-feet throbbing, back sore, and forehead blistered from standing in the sun all day every day.
  • It’s painful to hear your mind screaming that you’re not cut out for this, that you’ve lost your touch, that you should go to lunch and never come back.
  • It’s painful to have to start at zero every single month!
It’s painful…
I know…
But it’s not experiencing the pain that counts…
It’s not just you, we’ve all experienced these pains.
But it’s what you do with these painful experiences that matter.
They matter because you can either let the pain define why you can’t do, won’t be, and shouldn’t have…
Or you can allow the pain to refine your talents, shape your character, and form your destiny.
Success is painful…
It’s supposed to be-if it weren’t you’d never think; if you didn’t think then you’d never fight; if you never fought, you’d never learn; if you never learned, you’d never grow.
Experiencing pain is temporary-that’s called failure….
Avoiding pain is permanent-that’s called regret. 
Most people get to the end of life recollecting not of their failures…
They reminisce over their regrets.
Don’t ever get to the end saying, “I should’ve…”
Face the pain, saying, “I did.”
I’d rather try and fail than succeed at not trying.
I’ll see you next time on the Blacktop.
MB