Posts Tagged ‘Sales Tips’

Million dollar real estate broker Ryan Serhant observed that one reason why you may not be finding success is because you are replying and not responding. In this automated, ever-growing commoditized world, your greatest asset as a sales person is differentiating yourself by responding instead of replying.

In this automated, ever-growing commoditized world, your greatest asset as a sales person is differentiating yourself by responding instead of replying.

We salespeople often reply when the customer we’re currently working with is the cherry to our crap-filled month. Nothing’s been going right & no one is buying, so it’s no surprise this one isn’t either. While everyone around you seems to be swimming in deals, you just so happened to have caught the one picky customer who has NO CLUE what they want; or the customer who seems to be 11 yrs out from buying; or the customer who you just don’t seem to jive with… In defense, we shut down mentally and lay up lame ass replies to their questions & concerns. Replies are words placed in the right order, said at the right time, yet void of any emotion.

We had a customer come in recently who was all busted up. Her life was turned upside down. She left her abusive husband while he left her with bad credit and a repo’d car. Obviously she was an emotional soup-crying, confused, & no idea what to do from here. A tuned out salesperson would’ve pulled her credit & replied with, “Sorry, your credit is too bad I can’t help you,” but a tuned-in salesperson would respond by saying, “Look, your credit has taken some hits, so which family member can we get on the phone right now, to get you back on track? Today is going to be your new birthday!” The responding salesperson aligned with her emotional state & offered a specific course of action.

Think about it…they’re not called First Repliers, they’re called First Responders because they come onto the scene, asses the situation, & work to get you to safety. Customers need that from you. They come in with a range of emotions & need you to asses and respond in a way that aligns with their emotions & the results they need to see. The one they do business with is the one who responds best.

That might as well be you. 😉

I’ll see you in the Sales Life.

⭐️ Catch The Sales Life with Marsh Buice podcast. You can find it on iTunes, Spotify, or Google Play

In his book, “Lose Well,” comedian Chris Gethard  writes,

When we decide we want to shift the standard of our life to include something new and out of the box, we tend to spend a lot of time apologizing for it and justifying it. People we encounter express incredulity and we scramble to downplay the quest we’re setting out on.”

A’int that the truth…as soon as you throw something big and audacious out into the universe, what’s the first thing you do when people snap back with, “You!!…you’re going to do what!!”  “You want what?!” “You think you can be what?!” You get slippery feet and immediately back away from your loftiness, simply because you expressed your dreams to a small-minded person who has given up on their own dreams. Look how quick you are to release the reigns of your dreams simply because some else can’t see what you see.  The minute they push back, express doubt, or look at you like you’re a damn fool, you apologize & justify with, “I know…it probably wasn’t gonna work anyway, but I was just thinking about it…” (Poof) “I was just goofing around..I-I-I was just bullshitting with you.” (Poof)

“Other people’s opinions are one of the most dangerous things to our success”

~Chris Gethard

Stop apologizing for who you are and what you want…if you want it and you’re committed to it..then f’ing do it, and stop apologizing along the way. I don’t care how minor or major your pivot is, whether it’s learning a new language; if it’s taking swimming lessons so you can enjoy the summer with your kids; if it’s writing a book, blog or starting a podcast; or owning the damn company you for work for now….Go!!! and don’t look back nor explain yourself with weak ass apologies.

For 10 seconds, look up from this & ask yourself, “What do I want to do, go, be, and have?” No explaining…no justifying…and damn sure no apologizing. If you want to be a stand up comedian, go to Open Mic Nights-yes you’ll be terrible, but you’ll never be good until you get worse first. If you want to begin speaking, turn your phone on and contribute to the world-yes you…YOU have something we need to hear. If you want to teach school enroll in online classes-and if you racked up a bunch of student loans and the government is already looking for you, then start by becoming an aide just to see if it’s something you really will commit to. (And work out some sort of payment arrangements with the gov, because they will get their money eventually. Trust me, I know firsthand.) If  want to become an area manager, become a local one first. If you want to be a top producer, learn how to be a consistent one, then stretch the goal. If you want to be a better parent or just a better human being, then go right a damn head, step forward and stop apologizing.

We apologize too much and too long. We apologize over and over and over for our past mistakes and downfalls.

When you keep apologizing for then, you’ll never live your Now.

No wonder you can’t get ahead because your spending your current days apologizing for all of your yesterdays.

And get this...even if you were blemish free, they’d still dis, judge, and talk about you because people would rather judge you than account for themselves. It’s cool though, because they’re not on your bus anyway…

You want it, then do it, & stop apologizing.

I’ll see you in the Sales Life.

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

whoa

You’re gonna have your whoa-mentum days those days where no matter how hard you worked, the wheels wobbled and maybe even flew off and you skidded into the end of your day saying, “Whoa!”  Whoa-mentum days jack you up mentally and the next day you have the choice to either carry yesterday’s whoa-mentum forward, by thinking negatively and working less, or you can instead choose to treat whoa-mentum days for the blessings that they are.

I say whoa-mentum days (WMd’s for short) are a blessing because those are the rare occasions that you are alerted of momentum slippage. Use those days to determine what caused the whoa-mentum. Maybe you worked too fast with a customer; asked limited questions to see if the customer was “worth your time;” weren’t persistent enough in asking for the business; or you just dialed in the effort, giving a half-baked effort because you weren’t feeling the customer. If you can detect what specifically caused your whoa-mentum, then you can quickly make the course correction to get your month back on track.

The tricky part is that momentum is so sneaky and subtle that you don’t realize you’ve lost it until it’s too late because lost momentum usually takes weeks to reveal its full negative impact and it takes days-if not weeks to regain the rhythm back.

Take yesterday’s whoa’s and feed the mo-chine...the machine of momentum by applying the formula: Consistent action, applied strategically with persistence, equals Momentum.

I’ll see you next time on the Blacktop!

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.

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needle

After losing 70 lbs many people ask me how I lost the weight and although I was excited to tell them all of the thoughts and methods that went into my no pill, no surgery weight loss, I found that I would lose them in mere seconds. At first, they were eager to hear, but when I exploded into my passionate ordeal, their eyes would glaze over with information overload. So now when people ask me the “how’d you do it” question, I keep it simple by saying, “Just do one thing..”

I had a friend who was frustrated because she couldn’t seem to shake the baby weight off and everyone she asked gave her conflicting advice. One person says more cardio and less weight training while another says less cardio and more weights; one says to eat more fruit another person says eat bacon and cut out the carbs. She had no idea who to believe so she ended up doing what most of us do…nothing.

She ended up joining a gym, but ended up never going because her days were overloaded with taking the kids to & from school, dropping them to karate and dance, rushing home to cook, take baths, and do homework so by the end of the day she was too exhausted to even cry. The thoughts of what she should do made the situation even worse, “I know I should work out, but I’m just too tired and hate myself  for not going,” she said. Her frustration led her to smoke more, eat worse, and sink even deeper into misery.

All I could do is smile because we can all relate to her story.

My advice to her? “Just do one thing…”

The reason why resolutions don’t work is because we try to change too much all at once. We vow to not eat fried food and never look twice at Blue Bell ice cream again. We swear that we’re going to get up early and not stay up late…someday…just not today, because we’re too busy running on the hamster wheel of Life.

Studies show that if you try to change 3 or more things at once you’ll have a 5% chance of success; if you try to change 2 habits, you’ll increase your chances of success to 30%, but if you just try to change 1 habit, you’ll have an 85% success rate. If you’re trying to lose weight, pay down debt, or be more productive or knowledgeable, just do one thing to nudge yourself in the right direction.

In my friend’s case I asked her, “What is the one thing that you could put into your already hectic life right now that wouldn’t disrupt everything else?” She stared at me blankly unable to mentally find the overlaps in her time.  She told me that she didn’t like to wake up early; collapses in bed exhausted every night, and her lunches are crammed with having to run around town and pay bills. Her only constant was her three 15 minute smoke breaks every day. “Give me 1/2 of each one your breaks,” I told her, “The first 8 minutes are yours to do whatever you want to do-smoke, gossip, drink soda-do whatever, but the other 7 minutes I want you to walk around the outside of the building. On the next break do the same thing except go into the bathroom stall and knock out as many air squats as you can in 7 minutes. The last break go for another walk and bang out some push-ups in an obscure location or do lunges the full length of the hall way.” The truth is we all have spare moments, but the fallacy is that we think the moments are too insignificant to see any real, meaningful results…so we end up doing nothing, but beating our self-esteem to death.

Without changing anything in the course of a normal, chaotic day, she just found 21 minutes to change the course of her life.

Can you write a book, master a craft, or have a beach body in just 21 minutes? Not in “a” day, but you sure as hell can “per” day.

The problem is we want the results, but haven’t yet built in the consistency, so taking 7 minutes a few times during the day will do just that. These micro-wins cauterize the depression and negate the self-sabotage and as you win more, you’ll find that you’ll challenge yourself to more too. With a fresh perspective, you’ll find more windows of opportunities to increase your success capital. Early into my weight loss quest, instead of mindlessly scrolling through social media while waiting for my son’s practice to end, I jumped rope while he took snaps. At games, during half time, instead of running to the concession stand, I would sneak off to a secluded part of the parking lot and do a 15 minute body weight program from the Fitness Blender channel on YouTube instead. This is what James Clear calls habit graduating; putting 1 habit into your day, becoming a mf’ing boss at that tiny habit, and then graduating with a little more along the way. My 7 minutes, led to 15 minutes, which parlayed to 1 mile that ended up in a half marathon and along the way, I ate better, thought clearer, and produced more.

The slights got you to where you are today…and the slights will take you where you need to be in the future…but first start with just 1.

I’ll see you on the other side and can’t wait to hear about your results.

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.

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Hear the full 8 min episode right here.

cus and mike

  • Most wouldn’t think of “Iron” Mike Tyson being a fearful guy, but he is-always has been. At a young age he was abused and pushed around.
  • At 13 years old, Mike met Cus D’amato and even though he prophesied that Tyson would be the heavyweight champion of the world, Cus first fought Mike’s mind before he’d even let him fight in the ring.

“Fear is your friend, but fear also is your greatest obstacle to learning. Fear is like fire, if you learn to control it, you let it work for you. But if you don’t learn to control that fear, it’ll destroy you and everything around you. Fear is like a snowball on a hill. You can pick it up, throw it, and do anything you want to before it starts rolling down the hill, but once fear starts rolling down, it gets so big it’ll crush you to death. So one must never allow fear to develop and build up without having control over it because if you don’t you won’t be able to achieve your objective nor save your own life.” ~Cus D’amato

  • Fear can be your greatest motivator or debilitator. 
  •  We all have snowballs in our lives-at one time we could’ve handled them, but undealt with fear barrels down and eventually overtakes you.
  • Fear can be used either as fuel to ignite you or you can choose to swallow it and its corrosiveness will kill you. 
  • Years ago while vacationing with my family, the front desk called and asked if I had another form of payment. American Express had frozen my ability to charge…I had no other form of payment (my other cards were maxed out), no cash, & was hours from home.
    • What was I to do? We needed to eat and get back home.
  • Fear overtook me. I was living a lifestyle I could no longer sustain and had to declare bankruptcy.
  • I’ve learned fear, undealt with, will eventually overtake you. Sure you can run, but fear will always catch up with you.
  • Turn toward fear, not away from it.
  • It’s written, “Speak to your mountains,” for a reason.
  • Running toward fear does 3 things: Gives you control back in your own life; shortens the duration of the storm (days instead of decades), and the results are rarely worse than you imagined (if you run at it immediately).

The greatest obstacle to your potential is fear.  

Share your thoughts with me from the podcast.

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.