Posts Tagged ‘opportunities’

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

For every now, there was a then...

Once it was just Mick, Keith, Charlie, & Ronnie before they became The Rolling Stones. Don, Joe, & Timothy were just regular dudes before they became the legendary band called the Eagles. Andre & Antwan weren’t always Andre 3000 & Big Boi of OutKast. “Luda!” wasn’t shouted by the doctor as he slapped Chris Bridges on the ass in the delivery room.

When you look at people’s now, remember there was a thenmany, many then’s in order to become their now. Be patient & work your ass off in the months & years of then’s. Yes, it’ll be thankless @ times; it’ll seem as if it’s for naught often; periodically you’ll feel like a damn fool for grinding on your dream while everyone else seems to be getting ahead except you.

When your days are in the ditch, remind yourself that you’re investing in your then…your nows will come soon enough & the results will pay off.

For “then” just keep working for “now.”

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

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

It’s been said that nothing in life is guaranteed, yet one thing is certain in sales: There will always be objections. In the sales profession, objections are a necessary evil. After all, if there were no objections there wouldn’t be a need for salespeople; thankfully the products do not sell themselves and need advocates like you and me, to favorably demonstrate the advantages we have over our competitors’. Look at objections not as roadblocks but rather as detours. If you were traveling to Disney World on a family vacation and 400 miles into the trip you ran into a “Road Closed” sign would you turn around and go home? Of course not, you would search for an alternative route and continue on your trip. Although the trip may take a little longer, you know you will eventually get there.  The Road To The Sale will be full of “Road Closed” signs, but it is up to you, Sales Professional, to find unconventional routes in order to complete the sales journey.  Most objections have options.

Some customers give objections as a means of stalling; they will give an objection trying to freeze the obligation of having to make a buy/not buy decision, while other customers give objections by saying No when in fact they may be saying Know. They cannot make a decision because they don’t know enough about you, your dealership, or the product you represent. When a customer gives you an objection, ask yourself is it a wall or a hall? Is the objection one that you reach an impasse and can go no further or does the objection have an alternative route-simply, does the stated objection have any options? If the customer’s objection has options, the sale still has a heartbeat. In order to get a proper diagnosis, some surgeons have to do exploratory surgery. You are a surgeon on the black top and when you are faced with an objection it is up to you to do exploratory surgery and bring a solution to your customer’s transportation problem. A salesperson is viewed as being pushy when he gives his customer only one option-to buy or not buy, instead of exploring a client’s objections and recommending alternative options in an effort to bring closure to a sale.

When faced with a major health crisis, doctors give their patients their options; when confronted with a problem in the cockpit, pilots weigh their options; when a country is faced with a crisis, Presidents seek their options. Your career is no different; it is life or death [to your paycheck;] the possibility to crash and burn does loom; an all-out war of rejection and adversity is waged every day on the black top. The best defenses to objections are options.

Centuries ago, before elaborate bottling processes and wineries, wines were transported in wineskins. It was advised to never pour new wine into old wineskins because old wineskins were contaminated with fermented bacteria. New wineskins lose their pliability as they age and burst when the new wine is poured into old skins, the skins no longer have the flexibility to expand and contract to the fermented gases.

Isn’t that what we do? As we age, we lack the flexibility to adjust to life and earn the label of being “set in our ways.” We use the excuse of “that’s just who I am,” as if it’s ok and then can’t understand why year after year nothing is changing. Each day, each week, month after month, and every year, we receive new wine. Daily, we receive new opportunities that can turn our lives around, but we are pouring new wine, new opportunities into old wineskins. Our mind’s old skins, fermented with past failures, setbacks, and negative thoughts are bursting, spilling new opportunities onto the ground and becoming washed away with our self-imposed limitations. Just as a snake sheds its skin and begins anew, begin each day anew with expectations. When your expectations rise above your past and are not limited on your present circumstances, a new skin, your new beginning, is set in motion. You will receive what you expect.