Posts Tagged ‘sales’

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Hear the 8 min episode, “The multiplying forces for your Life,” here.

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  • In a previous blog, we talked about the 3 forces holding you back: Resistance, rational thought, and your friends and family.
  • But you have allies to help push your forward to success as well.
    • Your allies are: Stupidity, stubbornness, blind faith,  passion, and your friends & family. (Yes friends & family can be a help and hindrance.)
  • You’re stupid, and I hope you stay that way too.

“Ignorance and arrogance are the artist and entrepreneur’s indispensable allies. She must be clueless enough to not know how difficult it’s going to be, yet cocky enough to think she can pull it off anyway.” ~Steven Pressfield

  • When new in sales, have you ever showed up and sold the customer no one could ever sell or  sold the package/product that every other sales person walked around and you sold it for all the money? That’s stupidity in action. As salespeople, we get too smart for our own good. Grow smart in your knowledge and experience but stay stupid in predicting whether a customer can, will, or is able to purchase from you right now.
    • 3 lbs, i.e. your brain,  is what’s standing between you and mind-blowing success.
    • Rational thought and logic step in and try to talk you out of taking risks…asking for the business..making more calls…& pressing beyond the no’s.
  • Stubbornness is a multiplying force for you. It’s when you bite into something and refuse to let go.
    • You’re so stubborn in your quest that you’re like a dog with a chew toy. Try to take a dog’s toy out of his mouth-you can yank left and right, but he won’t let go…and if he loses his grip, he quickly pounces forward to get it back.
      • That’s the kind of stubbornness you need to succeed.
      • You don’t wait for an opportunity you make one…and when you make one…you’re stubborn enough to master it.

        • During the recession, I had a salesperson who wouldn’t let go of customers. Even after I’d exhausted all of my angles and resources, he stayed with the customer and kept trying. One night when we were locking up, I asked him, “Why do you stay with customers even when I tell you to let them go?” He told me, “Because I don’t know when I’m going to see another customer again.” He made the most out of the lack. Where other salespeople stood around, complained and worried about the future, he maximized his present.
        • Keeping that mindset caused him to dig, press, and recycle different objections, thoughts, and ideas over and over…and he ended up making deals no one thought could be made.

Work as if you’re broke and sell as if you’re rich. Be so humble to work your ass off as if you don’t know where your next meal will come from and when you’re with a customer, be so confident to act as if you couldn’t fit another dollar in your bank account even if it’s untrue.

  • Blind faith isn’t about knowing the whole formula before taking a step-it’s about taking the leap not certain where your foot will land, but faith that it’ll land right where it needs to.
    • They call it blind faith for a reason…there is no such thing as certainty. The only certainty you need is breath and legs…and with that, you can make massive things happen.
    • The only thing Life hands to a person in wait is scraps.
  • Make and create your opportunities..use your blind faith and mix that with your passion. Passion is where you work nights and weekends…it’s working in the overlaps of time…10 min here…3 min there…it’s doing what you’re good at and becoming the best…becoming a beast.
    • I knew I had a passion for sales during the recession of 2008. I didn’t know if the doors would be unlocked or if I’d even have a job, but I never lost my love for the sales profession.
    • You’ll often find your passions in the most dire of circumstances & chaotic of moments. When occasions are at their hardest, you’re still unwaveringly pressing on and improving. That’s your true north…that’s your passion.
    • Fear will rob you of your passion.
      • We what if ourselves to death. What if it doesn’t work? What if I can’t go back to my old job? What if, what if, what if?

But what if you did make it?

  • Friends and family are your multipliers too.

When you’re at your highest or at your lowest, darkest moments, there’s nothing like friends and family being there for you.

  • My daughter’s been like that for me. While sitting at the light the other day she told me, “Daddy, there were days I didn’t even know who you were anymore, but I still came to see you anyway because you’re my dad and I love you.”
  • Let your family be on your bus…just don’t let them drive it.

This is your ride…your Life. Now take your stupid, stubborn, blind faith, passionate ass out there and make something happen today.

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 episode #293 “Viva la Resistance” here. 

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  • 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.

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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.

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tyler perry

Here the 6 min Episode #288 “After you’re exhausted” right here.

  • From the book Higher is Waiting by Tyler Perry.
  • For 5 years Tyler Perry spent every emotional and physical dime he had to put on his production for I Know I’ve Been Changed, but no matter the date or city, every single one of them flopped.
  • Exhausted and out of options, “Maybe mama was right,” Perry thought Perry as he left his tiny apartment to go get a “real job.”
  • On the way to fill out the application, Perry ran into some friends who convinced him to let them promote the show…but as luck would have it, the night of the production the heater broke so there was no heat inside of the theater on a cold, winter night.

“You always bring me to this moment and you NEVER see me through!”.

  • That’s when his life changed forever…
  • Sometimes your break-though will not come until after you’re exhausted.

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.

 

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Episode #287: “The University Of Adversity”

Listen to the 7 min episode right here

  • How did a guy named Augustine go from a drunk, contemplating suicide to selling over 50 million books in over 25 languages?
  • How do you deal with Adversity?
    • Adversity doesn’t care how good you’ve been; how loyal you are; nor how low you already are.
  • There’s no better school than Adversity
    • All of us enroll, but none of us graduate.
    • You can’t delegate adversity , you have to attend your own school of adversity.
  • “All of us are tested in the furnace of disaster, but not all of us will emerge, but I will emerge. Gold can remain in the fiery furnace for months and not lose a grain and I am more precious than gold.” 

  • You can’t hide nor outrun adversity, she’ll catch you eventually.
  • “The gem cannot be polished without friction and I cannot be polished without trials.”

What did this episode mean to you? Share your thoughts.

Subscribe to The Sales Life w/ Marsh Buice podcast on iTunes, Spotify, or your favorite podcast platform. Making a point in minutes, not hours.

weeds Subscribe and listen to this episode of  The Sales Life w/ Marsh Buice right here.

I ran into my old college football coach the other day and we reminisced like all old, has-been’s do about yesteryear…we scoff about how good the players today have it versus the little we had to work with back in the days. Teams today have the luxury of shoe and apparel contracts that we didn’t. We practiced with threadbare shirts-so thin that you could see right through the shirt when you held it up to the light; we taped up our cleats not because it was the fashionable thing to do, but because they would fall apart during a game if you didn’t; every Sunday the game jerseys were sewn back up-by the end of the season,  you had so much patchwork that it looked more like grandma’s quilt than a jersey. Our dorms had asbestos ceiling tiles and nutria rats as roommates-at night you could hear them scratching around and you’d lay in bed hoping they wouldn’t fall through the missing ceiling tiles.

Twenty-three years removed from playing, Coach opened up and told me that he would be on his hands and knees pulling weeds out of the flower bed in front to the field house so that it wouldn’t be an eyesore to visitors. There was no money in the budget for anything-literally. Coach had to dig into his own wallet and give the grounds crew gas money so that they could mow the knee-high grass; some days Coach would have to mow the fields himself before practice. Just before we were to report for the upcoming season, Coach ran around town scrapping up enough money to paint over the rust in the weight room & lay down some cheap outdoor carpet because he wanted it to look a little more aesthetically pleasing to us.

Seeing the disbelief on my face, Coach said,Sometimes, you just make it work, Marsh.” I had no idea the struggles he and his staff were facing. We had no clue what lack we were dealing with- and he kept us out of it because Coach knew we had a job to do and our only job was to make the grades and play ball…and that we did. I have 3 rings to show for it.

The people you lead don’t need to know all of your struggles. They don’t need to know what you don’t have, can’t do, and have no support of. They don’t need to know all of your struggles because they have struggles of their own and standing around  bitching about it won’t accomplish anything anyway.

Sometimes, you just make it work and collectively, as a team, you draw on whatever resources you have and fight to win. 

As weak as your struggles make you feel, there’s actually strength within them-not only for you, but for others as well. Struggling develops your sense of competence and confidence. When you’re pushed to the brink-where your only option is to figure it out…you do things that you had no clue you were capable of accomplishing. Every setback increases your resilience…every win forges your confidence and you become an example not only to others, but a higher-level example to yourself.

And when you scrape, stretch, and scrimp to just make it work, you and your team find a way to succeed…because all of you do what it takes to W.I.N. 

To do What Is Necessary.

Listen to this episode of  The Sales Life w/ Marsh Buice right here.

 

 

 

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.

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