Posts Tagged ‘marsh buice’

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

thesaleslifephoto

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

boulder

  • 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.

Coach Nick Saban tells a story of three baby birds who fell into the ocean. The mama bird was frantic because her babies were about to drown so the daddy bird flies out and scoops the first baby bird up and sits him down on dry land and asks his son, “Now that I saved your life what are you going to do for me?” His son looks up at him and says, “Dad, when you get old I’m going to take care of you,” and with that, the dad picks up his son and drops him back into the ocean. He then scoops up the second son and brings him to dry land and asks the same question, “Now that I saved your life what are you going to do for me?” The second son says, “Dad you don’t have to worry about anything when you get old because I’m going to take care of you,” and with that the dad does the same thing he did with the first son, he drops him back into the ocean and scoops up the third son and asks the same previous question. The third son says, “Dad, I promise to do everything for my sons as you did for me.”

Your children & the people you lead– the ones who came in with bad credit and today they bought their first home; the ones who used to ride a bike or took a bus to & from work, leave today in their own vehicle; the once shy & inhibited one, who can now talk to anyone; the one who turned his life around & is married with children…those people, your people owe you nothing.

Not a damn thing…

And the best thing they can do- the only thing they should do “for you,” is to be a better parent, manager, & leader, for their kids, for their employees, for their community.

Besides what you want from them anyway? I mean when you keep throwing it up in their face when you stood in the gap, bailed them out, and turned them around…how you made sacrifices, worked two jobs, & made a way out of no way.

What really do you want from them anyway? You don’t want to thank you, you want power and the minute they resist you- the minute they push off and stand on their own by making their own mind up- the minute you feel your power slip, you try to get it back by slapping them with a reminder of all that you’ve done for them.

They don’t appreciate that, they resent it. They don’t feel all warm & fuzzy when you re-open wounds and bear their scares of weaknesses & downfalls just so that you can get the upper hand and pull their strings again.

Nothing…they owe you nothing.

The only thing they owe you is to the pay it forward- improving on what was passed down by you when they were passed up by others.

Hopefully all that you’ve done-the long talks, the sacrifices, the discipline, the love…hopefully you did all of that simply because someone did it (or didn’t do it) for you and you just wanted to improve on that.

Catch The Sales Life w Marsh Buice daily podcast. Find it on iTunes or your favorite podcast platform.

When we think of confidence, we tend to think of it in one big bulk item, but confidence comes in different forms-there’s Perceived Confidence and then there’s Earned Confidence. Perceived confidence is other people’s take on you. People size you up based on how you carry yourself..your swag, your dress, the way that you walk, the confidence that you radiate- from the way that you stand to the assertiveness in your voice, people literally buy the confidence that you are selling. And you must maintain a high perceived confidence no matter what kind of hell you may be going through because what you’re going through is not a definition of who you are, it’s only an indication of where you are and the start toward the way out, is through perceived confidence. People don’t want to hear the Whoa is me stories…you got shit going on in your life, but so do others, and they only want to do business with people who at least look like they have their shit together. It’s crazy how we let Life’s events shape our confidence. One minute there’s nothing that could stop us…and 60 seconds later, we don’t know if we can even make it to the next day. People don’t know the hell you got going on behind those eyes-they have no clue, so why include them in something they don’t have the answer? Only you have the solution and it starts with first believing in yourself.

But if this were a confidence test (and it is), you’d fail because perceived confidence is only 50%.

Earned confidence is the other half needed and it is accumulated through experiences....alllll experiences. I’m not just talking about the cupcakes, rainbows, and unicorned moments of your Life…I’m talking about the shit sandwich moments too. It’s a cocktail of all experiences-the flavors of the setbacks, rejections, ridicules, misses, and embarrassments, stirred in with all of the best month ever, records broken, in the land of milk and honey moments too. It’s taking every single moment-melding the highs and the lows to learn, recycle, improve, and yes…double down on risk, putting the effort back out there again, and again, and again, (x) infinity. That’s earned confidence-those stripes are merited based on the ability to never be satisfied and never be sat.

In sales you have to have both perceived and earned confidence because if you only had perceived confidence, the minute things blow up..the minute the wheels start to come off (and they will), if all you have is perceived confidence, you’ll melt right there like a snowman in Louisiana heat.

You’ve got to have both…you need to perceive that you are the shit..that you can, will, and must make big things happen. You have to swing as if no man or no thing will ever stand in your way…that no salesperson can hold a match to your level of knowledge and service…dude you have to set that thermostat of perceived confidence to 20 degrees above someone’s comfort level..not overbearing, but they gotta feel you.

Both confidences are dependent on one another. It first starts with how you feel about yourself; customers feel that energy and engage with you; based on your action-the way that you carry yourself, what you know and how you interact, becomes experience….some of it results in a sale, always it results in an education. As you make more sales, your confidence rises…and when you don’t make a sale, your experience increases..as you learn, recycle and put yourself back out there, the odds of success perpetuate.

Confidence…perceived or earned is all based on you. You control it…you influence it…you do it with the way you think, talk, carry, and do.

Customers will pay for your confidence…now you get to set the price.

bigbox
Marcus Luttrell wrote a book that went on to become the movie titled Lone Survivor…& Marcus has a Heavy Box Mentality- he had to have one in order to become a Navy SEAL-the best of the best,  but he also needed to have a Heavy Box Mentality when he was recovering from his injuries and surgeries…
Even though people were urging him to join a gym, he refused… he didn’t need a gym-he had a gym right there in his mind and in that gym was his Heavy Box. Even though there were days that he could only do one push-up against the sink…even though there were times when his progress skidded back down to the bottom… that Heavy Box was right there. Luttrell pushed that Heavy Box into the corners of his mind, out of the way, but still within view- he kept it right there because he was determined to work towards picking that Heavy Box back up.
We all need a Heavy Box Mentality… a Heavy Box Mentality  is the gap of choosing between doing the easy or taking on the hard…that 5 seconds when you can make a choice to slide by with the routine or make that split second decision to yank the heavy box… you’re Heavy Box.
See, the reason why most of us don’t pick… the reason why we won’t choose the Heavy Box is because a Heavy Box Mentality is strictly voluntary… it’s not mandated… it’s not a prerequisite… it’s voluntary and most of us won’t step up and volunteer-to do what is hard in our own lives.
We pick the light box instead…
 So what are they heavy boxes in your life right now? What are the hard choices – the one staring right there at you…
The ones that trip you when you’re dark… the ones you stub when trying to find light… the ones you elect to go around instead of going through…
 I get it… going through causes you to sweat… causes you to strain… going through may cause you to admit that you can’t lift your heavy box…it means you’re defeated…
… but only temporary.
The fact that you stepped up, squared your shoulders, got a wide base, and wedged your fingers underneath…
…the fact that you yanked on your Heavy Box is a start and like Luttrell, it starts with first trying, then testing your limits, then-even if it’s at your base camp, working your way back to the Heavy Box ever so present in the rooms of your mind.
That heavy box is there, we all got ’em. That Heavy Box where you can take the easy dollar $1.69, 10 piece Burger King nuggets or you can grab that salad from Wendy’s that’s four times the price. That box that you can numb the differences through silence and alcohol or that Heavy Box where you sit him down and say, “We’re” done, this ain’t going to work.” That box when you sell just enough to cover your $3000 monthly bills or the Heavy Box where you say I need to make $3000, but I’ll make five and next month I’ll make seven..then you do the math- you break the numbers down to a daily plan and go to work on your box.
The box with no sweat, no strain, no fatigue or the Heavy Box where there’s no way out but through… 
It’s voluntary…
…and you got five seconds to decide. Always pick theHeavy Box. 
Don’t forget I have a weekday podcast The Sales Life w Marsh Buice found iTunes or any of your favorite podcast stations.

Dear World,

We’ve been through a lot together over the decades you and I-marriages, births, deaths, fulfillment & disappointment, war & peace, good times & hard times. There were days when you were more generous to me than I could possibly have deserved. And there were days when you cheated me out of things I felt I was entitled to. There were days when you looked so achingly beautiful that I could hardly believe you were mine, and days when you broke my heart and reduced me to tears. But with it all, I chose to love you, whether you deserve it or not. (& how does one measure that?) I love you because I like who I am better when I do. But mostly I love you because loving you makes it easier for me to be grateful for today and hopeful about tomorrow. Love does that. 

Faithfully yours, 

Harold Kushner

This beautiful letter came at the end of Kushner’s book “9 Essential Things I Learned About Life.” 

(Hear what this letter means to me on my podcast The Sales Life

Strange how Life can be a mixture of such vast emotions right?

…some days there aren’t enough words to express just how wonderful things are…other days there are no words that can adequately describe just how broken we’ve become. One day we’re on high…other days we’ve painfully discovered rock bottom has many levels.

Whatever it is…however it is…it’s your world…love it no matter what. Hard to do some days I know…but it’s the only one you’ve got…and you’ll be better when you do.

Just  remember it could always be better…but it too could be much worse.