Posts Tagged ‘sales’

 

sky ditch eye hole

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Confirmation Bias is good…when it’s good. But when things aren’t working & you’re on a slick spot your actions confirm the doom and gloom.

So how do you break free of Negative CB?

Individualize it don’t personalize it.

If you personalize your moments, you’ll try to handle them emotionally & your emotions will only make things worse.

Feel yourself slipping into Negative CB when you think of all outcomes as catastrophic.

The next customer, phone call, lead, or attempt all lines up with your dead end thoughts. You go down the rabbit hole of, “See I told you so!” When your attempts fail you confirm it with “See,I knew it wouldn’t work..etc”

Feel yourself slipping when you start saying phrases like, “Again!” “I can’t win for losing!” “Another one…” (Not in the DJ Khaled tone)

Individualizing the moment has nothing to do with emotions & everything to do with your approach, mechanics, techniques, & follow through.

You take EACH situation, analyze it, & play for next.

The quickest way out of your rut is to shut up (no whoa is me) & take on next.

Nothing lasts forever…wins nor losses, but you will prolong the losses if you lump all of the losses together by personalizing then vs individualizing them-what worked, what didn’t, what next 💥?

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Hall of Fame NFL football player Micheal Strahan was on a radio talk show & found himself being humiliated by the host while on the air. Strahan was so embarrassed that he vowed to never come back on that show, but as fate would have it, the two met face to face again on a different show.

Strahan, matter of factly, set the record straight. “You can’t do what I do…” he told the shock jock. “I can do what you do…but you can’t do what I do. Like you, I can have a conversation on radio and tv in front of the lights & audience…but you can’t put on the pads and be one of the best in the world…”

From that point on, when others piss or try to put Strahan down, he psychologically frees himself up by whispering to himself, “You can’t do what I do…”

I worked with a guy like that…

For nearly two decades we worked together. He wore custom suits, Presidential Rolex, $300 dress shirts, drove baller cars…& always seemed to squirm his way out of his double life being found out.

He was in the room when I got demoted…

I remember the smirk he had on his face when I looked at him with tears in my eyes.

Back on the bottom rung he avoided all contact with me. While I struggled to relearn a department I’d left 17 yrs ago, he’d flaunted and gloated the fact that he was untouchable while I sank lower & lower.

My turning point came one night when we were closing up-everyone had left for the night & it was just him & me. “Lock me in because I still have to clean these deals up I told him…”

Right then that was my mantra, “You can’t do what I do…”

His identity was in his title & things he possessed. Me?…I’d been stripped of everything. I lost my family, home, income, and a position I’d given my all to possess.

I realized he couldn’t lose it all & be strong enough to climb out & up. Had he gone what I’d been through, he’d probably put a bullet in his mouth.

That’s what freed me up…”You can’t do what I do.”

Though tragic, I now had the unique advantage of being able to work every department in sales. Don’t get me wrong, even though I had decades of experience, I performed like a rookie because I had to relearn everything in that department again.

I was determined to take every deal…work long after others left to figure it all out and not only survive but excel. What others didn’t want to do, I took on.

As I got myself back together spiritually, emotionally, & physically, the same smirk he gave me when I got demoted, was the same smirk I gave him as I passed him in the hallway & in life.

He was playing to a title…I was playing to another level.

The people who try to keep you down- who flaunt, gloat, & are fooling everyone EXCEPT you?

Let them be…

“You can’t do what I do…”

Eventually everything caught up to that guy & he ended up getting fired.

I’d long let him go- not for him, but for me.

Those kinds of people aren’t the ones holding you down…you’re the one holding you down, because you’re holding on to them.

Free yourself up. Wink & grow while they gloat because…

“You can’t do what I do.”

Stay in The Sales Life 💪

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Look at anyone’s social media feed and you’ll see their label…

NYT Best Selling…

Wall Street Journal Best Selling

TEDx Speaker

Founder

Developer

Million Dollar Producer

…you see those labels & want to aspire to be “the label,”

James Altucher made a good point, “Skills come before the label, so when the label comes, that’s just the confirmation of the skills.”

Your label will come when it comes. “Until” is your time frame anyway.

“Every day I’ll show up until I see the results I want to see.”

Here’s the paradox: If you chase the labels, you’re skills will be weak because your dominant focus is on a distinction instead of an ethos…

…but if you chase the skills, your label becomes strong, because your identity is in the development of skills not in the ego of the label.

Stay in The Sales Life 💪

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When you’re trying to change you tend to look at what’s the MOST you can give instead of the least…

Start by giving the least amount of time toward your new change. If it’s most, something unexpected will pop up, you’ll get off-track & quit.

For years I wanted to start The Sales Life Podcast, but I never did because I didn’t have (what I thought was required) hours to devote each day…

So I never started….thinking one day…

That’s when I discovered the Anchor App. When the App first came out, Anchor only allowed 5 minutes of recording time which was perfect because that’s all I could give!

The “least” time barrier gave me no more excuses to not get started.

Because the time limit was “least” I was able to record a 5 minute podcast every day for a year. I built the consistency and momentum so when the time barrier was lifted I was already rolling.

“Least” takes you out of the If/Then negotiations you have with yourself. “If this happens, then I’ll create/do more…”

Start with devoting the least amount of time toward change…when you’re consistent, you can always add more.

Stay in The Sales Life 💪

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Yes you wore deodorant today…

No it’s not because your lucky pen ran out of ink…

You haven’t lost your touch, you’ve lost your flexibility.

In his book, “Think Agile,” Taffy Williams has a great list that you can check against to see where you’ve lost your flexibility.

🔥You hold onto failure too long. Failing can make you paranoid & “me” focused. You begin to think that everyone is out to get you & it’s you against the world. Your correction is in your connection so keep going.

🔥There is no secret sauce. Success is a formula not a recipe. If you carefully follow grandma’s recipe you’re buttery biscuits will taste like hers- but it’s NOT THE CASE when it comes to your success. The formula is ALWAYS changing- what worked before will be defunct 30 days from now- adjust the formula along the way.

🔥You’ve gotten complacent after sustained success. Back to back to back to back to back success can be a blessing and a curse. Stay on edge- your luck comes and goes.

🔥 You don’t think you’ll survive your personal problems. I’m living proof you will get through- just don’t park. Even though you’re going through hell right now, keep pushing forward- you may be sucking personally, but don’t let your professional life suffer. Don’t let up.

🔥You’ve become lethargic to your competition. As billionaire Tilman Fertitta says, “There’s a paddle coming for your ass.” Don’t think you can’t be dethroned.

🔥You’re indecisive. Make a damn decision- even if it’s wrong, at least you can adjust while moving.

🔥Refuse to get stuck in the past. Success is more like a track than a merry-go-round. Don’t wait for the “come-around.”

If you’re not where you want to be, it ain’t your touch- it’s your flexibility.

(Special thanks to Taffy Williams for for the inspiration)

Stay in The Sales Life 💪

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There are days I don’t feel like working out, running, writing, or even going to work- but you force the behavior to go to work because you’ll get fired if you don’t.

Like work , you have to force the behavior when you don’t feel like doing something because you refuse to let your feelings govern your emotions.

There are few days when you truly “feel” like doing “it.” Your first day starting a change is probably the most optimistic day you’ll have…after that it gets tough, sore, and resultless.

Those tough days (after day one) are the days you have to trigger your Activation Energy (ht:Tommy Baker) and chase your first bead.

Chasing that first bead is like going to the gym cold & unmotivated, but once you break a sweat you get into your grove…

Chase your first bead…

In sales jump in front of that first customer and get your lingo and rhythm going, it’s a quick win and carry’s over to the next customer regardless of the initial results.

Writing: keep writing-the first page is terrible but by page 2 your thoughts are flowing & page 2 is now your new page 1.

Reports, projects, jogging- any tough project CHASE YOUR FIRST BEAD…

After a few minutes of persistently staying with it, your emotions will line up with your movements and you’ll catch your grove.

Stay in The Sales Life 💪

(Thank you Tommy Baker for the inspiration for this post)

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The other day I was working on a podcast episode, but didn’t have much time.

Working on the material went smooth but when it came time for me to record…uhhh not so smooth.

I had to re-record over and over & every time I messed up, I got more pissed off because my time was running out & I HAD TO GET IT DONE.

I finally muscled through the episode but I was furious with myself because it did not come out the way I wanted it to.

I almost published it anyway, but something reminded me of the quote, “Write drunk, edit sober.”

Meaning come back to it when you’re not “drunk” i.e. pissed off.

The next morning I worked on the episode from scratch & it came out exactly the way I wanted it to.

Sometimes in life you have to remind yourself to, “Write drunk, edit sober.”

As bad as you want to light a match and get something started…

As much as you want to tell someone the way it is and should be…

As bad as you want to get it on & confront the person who wronged you or said something that lit you up…

Maybe you should sober up first.

Like I did with the episode, come back to the situation when the emotions aren’t quite as raw so you can address it with more clearer thoughts.

Who knows, when you let your emotions cool off, you may find that you were waaaay off base to begin with but were so narrow in perspective you couldn’t see it any other way but your way.

Easy to say, harder to practice but saying these 4 words in the heat, may help recenter you and address it more productively…later.

Stay in The Sales Life 💪