Posts Tagged ‘sales professional’

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

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

So your month isn’t starting off like you hoped, huh? I know, you started the month off vowing to go back to the basics, but now it seems as though you’re the only one not selling anything. 

Here’s my advice to you: Be mad, but don’t get mad
Be mad at your situation, but don’t get mad at your process. The worst thing you can do is get mad- when you get mad, you lose your composure- quickly becoming agitated and make a big deal out of the smallest things; you become self-oriented-having a me against the world, I gotta get mine, mentality; start blaming everything & everyone instead of taking responsibility for your own efforts, and become uncoachable- choosing to be deaf, dumb, & blind to making the necessary adjustments in your techniques. 
When you get mad, you take shortcuts- the problem with that is when you shortcut your process you lengthen your time of recovery.  
So Be Mad, but Get Consistent.  Keep your thinking, speech, body language, and effort focused on the results you’d like to see. 
Have a great week on the Blacktop! 

 Have you ever noticed that all head football coaches seem to say the same thing at a press conference? When boiled down, they invariably say something like “They’re a good team; we have our work cutout for us; we’ll be ready to play.”  That’s it! It makes you wonder why there are press conferences anyway-they give no insight into the challenges, weaknesses, fears, injuries, nor conflicts they may be internally facing. The only sound bite we get is ”They’re a good team; we have our work cutout for us; and we’ll be ready to play.” They do this simply because they don’t want to reveal any distinct area that could give their opponent the advantage to win. 

As a sales professional, you need to hold your own press conference every morning. You are the head coach, captain, and member of a team of 1. When you hit the ground this morning,  give yourself a sound bite that there will be opportunities mixed with challenges; effort in the face of complacency; and execution due to preparation. Stop holding press conferences for yourself and others- offering insights of your frustrations, insecurities, aggravations, and injustices-for one: your audience (i.e. other salespeople) are glad it’s you and not them and two: negative speech = negative action = negative results. Stop griping and start grinding. 
  • “They’re a good team.” Respect the fact that there will be opportunities today that will be laced with rejection, negativity, defeats, and setbacks. Don’t avoid making a mistake today-you can’t win a game in a clean uniform, instead go out there and get dirty by failing early and often-that’s where the greatest growth and opportunities are found. Ironically, at the first stain of rejection, most of your fellow salespeople will turn back and sit on the bench of mediocrity. Opportunities are only revealed to those who are willing to keep showing up. 
  • “We have our work cutout for us today.” Your opponent isn’t your customer-it’s you. It’s who you were yesterday; your choices; what you allow; what you did and didn’t do-you took a 2 hour lunch, hid in a van and watched movies, and hung out in service all day when you could’ve caught up on product knowledge, perfected your walk-arounds, and followed up with sold and unsold customers. Say to yourself, “I have met the enemy and the enemy is me-the me who says it’s good enough, maybe tomorrow, I’m going to.” 
  • “We’ll be ready to play.” Stay ready-don’t get ready. Stop reacting to your day, be your own “whether” man. Most salespeople react to the traffic (or lack thereof), weather, or the attitudes of others. Find an alternative route to your day-while they’re standing around waiting for something to happen, you go out there and make it happen. Talk to service customers who are waiting to get their oil changed; introduce yourself to the guy standing in line at the gas station, call EVERY-nice, rude, or indifferent customer you’ve worked with recently. Just like you used to throw the football up in the air and catch it in mid-stride, hurl common objections at yourself and practice smoothly overcoming them. Learn the art of persistence-most salespeople stop at the customer’s first No-practice finesse by pulling the layers of No’s back hearing the intent behind their objection so that you can offer other, more suitable alternatives. 
Sound bites are for others-insight is for you. Huddle up.
 

If you’ve ever sent a text message or an email from your smart-phone, chances are you’ve had a run in (or 10) with the power of Autosuggestion. In an effort to save you time in today’s hectic pace, computer programmers have programmed your phone to anticipate what you are about to say. Unfortunately, the programmed suggestion brought you the wrong result, because what you sent was not what you meant to say- now you’ve got to stop everything and send another email or text clarifying what you meant to say the first time. 
When you first got into sales, Autosuggestion was a benefit to you…today it’s a barricade. It was a benefit to you in the early days because you, the programmer, programmed your mind-which correlated into action, that you were going to be successful. And you were.  Every customer was worth your time-every day you had multiple appointments, you believed in your product, the dealership, and your management. You didn’t totally understand the product, process, or paradigms-you just anticipated that you would do well and you did.
Did that is… 
Today, you believe the management, customers, and products are the ones barricading your success. And you know what? You are 100% correct! They are the ones stopping you because YOU, the programmer, have programmed your mind to believe that they are barricades to your success. YOU have programmed your operating system (aka effort) to anticipate negative results. With each keystroke of negativity- the management is out of touch and unfair, customers are liars, upside down, and idiots, the Internet has taken the fun out of the selling cars, the service department can’t ever get it right, and the manufacturers are idiots because you can’t get  leather and 20” wheels on a 26C package, you are getting everything you have anticipated. 
The people, product, and processes aren’t your problem-the programming is. Change your program and you’ll change your production. 
I’ll see you next time on the Blacktop!

We’ll this is it, the time has finally arrived- no more Sundays of having to watch downhill skiing, slow pitch softball, or gymnastics (Admit it!). Football is finally back, but just before kickoff, the ultimate horror occurs- your wife drags you off to the store. You did your best to barter, beg, and plead, but there was no getting out of it. So there you are, big lipping it (pouting) on aisle 9 with only 30 more aisles to wondrously walk down. Not wanting to miss any of the game’s action, you do the next best thing and whip out your smartphone to check your Twitter feed. As the game’s highlight feeds roll in, you mentally connect the dots of action. but it’s just not the same. Even though you’re not technically not missing out on what’s going on with the game, the feed of the action is not the same as the feeling of actually watching it unfold. 

The feeling of watching a game live explains why you’re willing to pay 5x a ticket’s face value only to be crammed into a stadium with thousands of others and feast on overpriced beer and hotdogs. You also love the feeling of sitting at home watching the game on your 60” HD flat screen TV with the surround sound cranked so high that it rattles the pictures on your wall. 
Feelings always trump the feed.
Customers show up on your lot for a feeling. Sure they feed on the research, safety and reliability ratings, and best buying practices, but they show up because they want to feel the emotions of a new vehicle. Customers may not like the process of buying a vehicle, but they sure love the feeling of owning a new one. 
When a customer shows up to look a vehicle how do you make them feel?  Ordinary salespeople sell (or not) based on how they currently feel whereas sales professionals-regardless of how they’re feeling, depend on daily disciplines needed to bring about consistent results. 
As a sales professional, one of the disciplines required for consistent success is the ability to break everything a customer has been feeding on (I.e. research, gossip, & assumptions) and transform it into positive feelings. As a professional, you must positively connect to your customers by gaining a better understanding as to why they’re in the market, how they will be using their next vehicle, and then selectively present your vehicle based on their answers. Your primary focus is to prime your customer’s decision pump with positive feelings. 
Look, you have no control over what your customer ultimately decides, but you do have control over how you make them feel. If they feel good about you, the dealership, and the vehicle that you’ve helped them select, then they will feel good about the decision to stop shopping and buy from you. 
Make sure the feelings you manifest are bigger than the feed they originally walked in with. 
I’ll see you next time on the blacktop!