Posts Tagged ‘inspiration’

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 on the Blacktop!

Listen & Subscribe to my daily 5 min podcast The Sales Life w Marsh Buice found on iTunes or anchor.fm/marshbuice

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.

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

TOMS-shoes

You may have never heard of Blake Mycoskie, but you’ve probably heard of his company, TOMS shoes. They’re the company  that when you buy a pair of shoes, they’ll give a pair to a child. All told, they’ve provided over 60 million pairs of shoes to those in need. Mycoskie was once asked if his company had ever had one of those WFIO moments-one of those We’re F’d It’s Over kinds of situations. Chuckling today, Blake thought back and told of a time that just as TOMS was started to catch on, they began to fulfill the large orders rolling in until one day Blake got a call from his warehouse that due to a cheaper glue used, the soles were coming off of the shoes.  Faced with mounting orders-a reputation at stake, a supplier who had screwed them, and being flat broke, Mycoskie sat back and said, “We’re fucked, it’s over!”

After some heavy drinking and shoulda/coulda recaps, Mycoskie and his team made some adjustments and found a supplier to take a chance on them. With no money to offer-only potential orders, Blake convinced the supplier that if they could produce the orders to specifications, they would get their money. They took the chance…but Mycoskie took the first chance by asking for the seemingly impossible.

The story reminds me of the parable of the 5 loaves and 2 fish….with thousands of people to feed, Jesus took his eyes off of his circumstances and it is said that he looked up into the hills for the answer.

Check out & subscribe to my daily 5 min episodes of The Sales Life Podcast

See…the solution to your problem is never at the same level as your thinking. You’ve got to lift your eyes…elevate your thinking and take some GTF outta here kinds of actions.

Blake didn’t just sit there Indian style and just let life punch him in the jaw. Jesus didn’t just turn and look at his disciples, shrug and say, “Bruh I don’t know!” You can’t just hold onto the buoys of life hoping the waves will eventually subside…sometimes you’ve got to catch a wave and start riding…and when you fall off, you’ve got to get back on your board and find the next wave.

TOMS shoes said that if they were going to go down, they were going to go down swinging. They refused to back down to the problem-instead they would punch as the problem until they found a crack and once they found the crack, they would squeeze their fingers into the crevices and began pulling away until they found the solution. They lifted their eyes-thinking higher, so high in fact that because they believed in what they were doing, they were able to convince a supplier to fulfill the orders now and get paid later.

There’s a solution behind every circumstance, but you’re not going to find it thinking at the same level as the circumstance.

You’ve got to move from It’s over!  to Dammit it’s on!

I’ll see you next time on the Blacktop.

burning calender
You’ve got 53 days, a little over 1200 hours, or if it makes you feel better,4 million seconds until it’s January 1. After we smash the black eyed peas & cabbage- after we realize that we way overspent for Christmas, again, comes the realization that we’ve got to set some goals. I know what you’re thinking, “Oh Lord here we go again!”..coming soon will be a deluge of posts and podcasts of how to set and stick to a goal…and most of us-to the tune of 92% of us, will break from these goals in days, weeks, or a few short months. (If you’re part of the 8% who keep to your goals, you disgust me.)
My question is this. Why wait 53 more days? Why not make today your New Year- your January 1- your New Year? Who says we have to wait for the ball to drop in Times Square to start building a better life?
Starting is hard… it’s hard because starting is beginning again (for the 12,317th time).  It’s a reminder that we’ve let things go for far too long. Whether it’s in our finances, waistline, or our workouts, we stand there looking in the mirror or at our accounts and beat the hell out of ourselves because we’re not who or where we once were.  We sentence ourselves to eternal condemnation…if we talked to others liked we talked to ourselves we’d have no friends… which is probably why we’re not friends with ourselves.
So here’s the deal… instead of waiting for the New Year on the calendar… make a New You starting now. Start now and you’ll be 50 days ahead. Starting now minimizes the pressure – the pressure of “the New Year.” It eliminates the psychological pressure you put on yourself, because instead of The Date,  it’s just an early start. You’re tricking your mind in a sense because instead of going all Beast Mode in January, working out three hours a day and being so sore that you’re walking like you crapped on yourself – feeling so bad that you just end up quitting anyway, start now and begin building incrementally. Instead of spending hours, just bust a sweat in 30 minutes with some sort of physical activity – whether it’s three days a week, Monday through Friday, or all seven days, start incrementally building your way into the New Year. And as you start your physical activity, swap out some of the foods for better choices- it doesn’t mean you eliminate eating altogether, it simply means that you satisfy your cravings – that sweet tooth, for healthier alternative. See, starting early-i.e. now (yes when you get off today),  you’ll get the soreness out of the way, you’ll begin to make better food choices, and you’ll start building a new you in bit sized increments. It’s making the tiny course corrections in working toward a goal without the formality of a January 1 date.
If finances is your issue …oh I know you plan on making $800 credit card payments for 12 months come next year (probably once), but why not make nibble at your debt by making payments earlier- by paying an extra $25.  It’s not huge-and that’s the what’s great about this start, it’s so subtly simple, it’s easy to do and not miss…think of it as a momentum investment towards getting your debt down. Hell, $25 extra each week- the money you’d would normally spend on a box of fried chicken and Yellow Tail wine, will get you a $200 head start toward bringing your debt down – and who knows, because you’re committed to the act, informally, you may just start adding a little bit more to see even faster results. You’ve got to just get things rolling-remember a snowball starts with a snowflake.
Think about it, you can do this with anything in life… if it’s reading more, eating better, saving for that vacation, being more effective in sales, or even starting a podcast… my January 1 started in October. I’d been putting off doing a podcast for years-waiting for the perfect time, equipment, and material, and I finally decided to just start. I said for six days each week,  I would commit  five minutes each day to share something that I’ve learned along the way. That podcast is what you now know as The Sales Life.
Make your January 1 today.
Check out the daily 5 min episodes of The Sales Life Podcast
I’ll see you on the Blacktop.

measuringtape

The other day I ran into a friend of mine and before I could say anything, he slapped his stomach saying, “Man I’ve lost it…I just can’t get back on track and I’ve started gaining weight again.” I cut him off in mid-explanation and told him that it was OK. “Yes, you weigh more than you did a few months ago, but you still weigh less than you did years ago…just get back up and get back in-you’re still in the game!” 

I think we do what Gary did-we compare who we were to who we are today. We compare the summits-the mountaintop, holy grail accomplishments of yesterdays to the valley we find ourselves in today. We do it when it comes to weight loss, finances, relationships, careers-even our spirituality. We get so down and beat ourselves up so bad that we feel that we can never go back to who we once were.

And you know what? You are right…

You can’t go back to what you were because who you were or what you accomplished then was fitted specifically for that mindset and situation. Something drove you to climb that mountain then…now something’s got to drive you to climb back up it again today. Not only are you capable, but you’re also cultivating your grit and perseverance. You need the struggles-you need the fights in order to grow in the unchallenged recesses of your being.

If you’re in sales, to figure out how many customers you need to work with in a month (or final week of the month),  take your delivery percentages and divide it by your goal-there’s your number. Divide that number by the number of days left and get to steppin’-notice those numbers have zero to do with rebates, interest rates, or weather. It’s a number…now go get that number.

The relationship you once had with him is not-nor will it ever be what it was when you first met. Stop bashing him and reminding him of what he once was. You ain’t getting him back, but you do have a version of him today. Figure out what you both want and need and get to steppin’ in that direction.

If you’ve maxed out all of your credit cards-stop reminding yourself that you were once debt free. You’re not now, so figure what can you do now (not then) and get to steppin’ in that direction.

The world is tough enough, but hell, we’re even tougher on ourselves. The world just picks on you-we condemn ourselves. 

Today, draw the line in the sand and don’t cross back over it. NO EXCEPTIONS! Your excuse jar is empty, and your exception account is overdrawn. When you draw the line, you cannot allow cravings to creep back in. Like Gary did, once he made the exception to taste a little bit of fried food, he kept on moving the line-making “just one more” exception.

The 1’s add up.

Determine what are the actions that are triggering negative behavior. For me, when I vowed to lose weight, I knew that when I drank liquor I made exceptions and overate. I made one adjustment-when I came home from work instead of grabbing a beer, I quickly grabbed my running shoes and went right back outside. I didn’t give myself time to make another exception.

The first thing I want you to do it L.I.G.-let who you were go and focus on who you are right now. Today is a new day of opportunities-force yourself back in the game and get to steppin’. You did it once…you’ll do it again.

Go find your new summit.

Listen, share, & subscribe to The Sales Life with Marsh Buice Podcast