Posts Tagged ‘sales’

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Show notes for episode #489 “Tendencies take you down.” Listen right here.

On Episode #488, we talked about details. The more professional you are, the more detailed, you should be, but usually it’s the other way around. The more professional we consider ourselves to be, the less detailed, we actually are.

Instead of using your experience to prepare, you instead use your experience to wing it.

NFL Hall of Fame defensive back Deion Sanders kept detailed information on every player he faced. Sanders kept details on every player he played against-from the rookies to future Hall of Famers.

You know what Sanders was looking for? Tendencies. From the way a player broke the huddle to the positioning of  his feet.

Sanders would use your tendencies to beat you.

Tendencies take you down.

Others aren’t beating you, you’re beating you…through your tendencies. Josh from Covington Louisiana, emailed me (& you can too @ thesaleslife1@gmail.com),

 “Marsh I’m three years into sales and no matter what I do, I always seem to sell the same amount of vehicles. Even if I start off hot, I end up in the same boat. How can I break free of this?’

Josh, asked a perfect question for today’s podcast. We’ve all found ourselves stuck a time or ten thousand…

Your growth is in your tendencies. You can’t have different by doing the old. Know your tendencies. Your tendencies are your natural default settings that you revert back to without even thinking.

When an environment is conducive to your tendencies, then your tendencies will kick in without your realization. It’s as if you’re floating in an inner-tube down a lazy river (of tendencies)…and the waterfall is just ahead.

When Josh gets rolling, maybe his tendency is to psychologically pull up, thinking, “I did it,” but the problem is he’s no longer doing it.

Maybe he’s lost his sense of urgency.  That’s why I say that you should work as if you broke & sell as if you’re rich. But when you achieve a little success, you tend to be dyslexic in thought.  You work as if you’re rich & sell as if you’re broke.

With an arrived mentality, you start coming in a little later and not as fierce as you started, plus you’re selling as if you’re broke- rejections mount up…deals don’t bounce your way, customers buy elsewhere, to the point where you begin to personalize the losses and feel sorry for yourself.

The world’s not picking on you. The world is showing your tendencies.

Tendencies take you down.

To conserve energy, your mind is always looking for patterns. It spots a pattern and boom, your defaults kick in.

If there is no trigger, there are no tendencies.

You have to disrupt your patterns by knowing your tendencies.

Bring your tendencies to an awareness, but this will take complete ownership on your part because you can’t blame your tendencies away, but you can bring them to an awareness.

You can begin spotting the times you start to veer off course. You have to disrupt your tendencies before the tendencies disrupt you.

Tendencies are small yet powerfully destructive. Where you sit…where and how you stand…the phone you use at work…the actions you take when when a customer buys or doesn’t buy. When they buy, do you hide to celebrate or do you look for the next opportunity? When a customer doesn’t buy do you spend 45 minutes recapping to others who were glad it was you and not them?  What do you say to yourself at certain times? Do you take the same route to and from work? When you’re having a bad month do you push yourself to come in earlier and stay later or do you fold to your feelings?

Many people write me and say that they are going to start getting up earlier, but they might as well sleep in because when they wake, they have the tendency to pick up their cell phone and look at social media instead of using the earlier time to make an impact in their own lives.

My tendency lately, has been to come home, grab something to eat, and sit down to relax. On the way home I vowed to go workout but the minute I sit down, I cave and promise to hit it hard tomorrow. I now see the tendency and that tendency can take me down. So I have to disrupt the pattern by changing clothes and  immediately getting the workout in…because I know my tendencies once I sit down.

So here’s your TSL never settle action item for today:

  1. What are one or two tendencies that are taking you down? (Be honest. If you’re shrugging it off, it’s probably a destructive tendency.)
  2. What have you traditionally done in the past?
  3.  What will you do different?

Email me your answers @ thesaleslife1@gmail.com.

Subscribe to nearly 500 episodes. Search for The Sales Life on iTunes, Spotify, or your favorite podcast app.

 

 

 

“You can achieve anything that you want in 90 days.”

I just don’t know which 90 day cycle it’s gonna be. So at the end of 30,60, or 90 days, I assess where I am & if I’m not where I want to be, I give myself another 90 days.

Brad Lea said “It took me 10 years to achieve any sort of success…but I was always just 90 days away from my breakthrough.”

Make it catchy. I was 70 lbs obese & had quit so many times because it seemed like it would NEVER happen for me. At the beginning of 2013 I created the slogan “40 for 40.” I set out to lose 40 lbs by the time I was 40. 7 months seemed too far away (& I’d probably quit), but “40 for 40” didn’t, so when I’d get down or discouraged I’d say, “40 for 40.” I achieved it in 5 months.

Stay forward driven by chunking your goal down into a cycle of 30,60,90 days to achieve. ie Losing 100 lbs is overwhelming…chunking 10 lbs toward the 100 is not. So when I was 270 lbs…”10 in 30” would be my slogan- I had to be 260 by February 25th.

In the 08 recession I always believed I was just 30 days away from having a better month. “Just one more month to survive,” I’d think. @ the end of the month, I’d look up, assess, & give myself another 30 days.

Think in chunks not in years.

Never settle keep selling your way through life no matter what.

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I wish I could bring my A game every day, but some days it just ain’t there for me.

I could get frustrated, bring no game and chalk the day up that it’s just not my day…or I I could bring my B or C game instead.

A game days = Flow. These days it’s like I don’t even have to think. Everything seems to click into place. I even shock myself at how well I can flow and counter. These are the days I feel unstoppable.

B game days= Lean. These are the days when it’s just a little off-not bad….but not quite in sync, you know? When things seem amiss, I’ve got to be careful not to blame or not care. Those two things will derail my momentum. I cannot use the excuse that everyone’s an idiot nor can I shrug off the details. Everything matters. On my B game days, I have to adjust and lean heavily on my processes otherwise I’ll emotionally spiral out of control. 

**Note to self: B & C game days are momentum bridges. I cannot break the pipe-meaning stop the flow of my momentum. Even though it’s a suck day for me, I’ve got to bring some game instead of no game at all. These are the days  that I must focus on the processes and not the results.

Athletes do this. It’s impossible for them to be in the flow every night, so the nights their game is off, they adjust and lean to their processes until their rhythm flows again. B game days are the days that I’ve got to be strict on my mechanics and positioning. When my mind screams at me with what’s the use!...I must hit the processes.

**Note to self: On your B & C days, do not have a conversation with yourself. No negotiating, just do, otherwise you’ll talk yourself right out of it.

C game days= Push. These are those days that are loaded…when I say loaded…I mean loaded with the Don’t Wants. I hate these days because not only do I not want to do anything…but I get pissed off because I didn’t do anything which makes the situation even worse! My C game days are the days I have to force the action. Even if I suck..at least I didn’t scratch. 

Don’t break the pipe. If I can keep the channel open…then I can at least be in position for success.

Never settle, keep selling your way through life NO MATTER WHAT.

You can listen or watch this post. Check out The Sales Life on your favorite podcast app or search for it on YouTube. 

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Momentum is so elusive because you don’t know when things will finally come together…and once you realize it’s gone it takes weeks-if not years to get it back. (Some people never regain their momentum)

Maybe when we get to heaven it’ll show you would could’ve happened had you not said no to the thing that could’ve lead to your demise.

Think of the things you’ve said no to. You didn’t take that dream job-good thing you didn’t because they went out of business 6 months later. Staying put lead to new, greater opportunities that you would’ve never been privy to.

Think about the time you almost didn’t work with that customer. Today they’re one of your best customers resulting in greater connections and more sales.

Momentum is based on a choice. Decisions matter because you never know which decision is going to become the lead domino to a change of events-good or bad. 

People underestimate the power of momentum. Momentum is an amplifier and your greatest advantage. 

But it can be frustrating…to put in the work and not see immediate results.

Is it working? Is it worth it?

Keep feeding it…

You worked with a customer 2 hours after closing and they didn’t buy…keep feeding it.

You drove an hour for a meeting and they didn’t show…keep feeding it.

You worked out twice yesterday and you gained weight this morning…keep feeding it.

When The Sales Life Podcast seems to flat line with new listeners…I must keep feeding it with another episode.

When my YouTube channel has no views…keep feeding it.

Momentum is an uneven exchange. Think of it as if I were exchanging a 3rd world country’s currency for the American dollar. I may have 4 million Darubles, but it’s only worth $1000 U.S.

That’s what momentum is to you.. The orange only squeezes out a little juice…I can bitch about the juice or I can look for more oranges.

The results will show when they show. When is not your job…how is. 

When questioning if you should or shouldn’t? If it supports your momentum do it…if it could break your momentum then don’t.

Never settle, keep selling your way through life no matter what.

You can listen to this episode and 400+ others by subscribing to The Sales Life Podcast on iTunes, Spotify, or YouTube. 

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I couldn’t imagine what if would feel like to face a charging lion. Boyd Varty has had plenty of experience with this in the wild. He is a lion tracker and author of “The Lion Tracker’s Guide to Life.”

On his podcast, he told Aubrey Marcus that when you are facing a charging lion, you must stand, step forward, and meet the charge with your presence. A charging lion came so close to Varty, that when he screeched to a halt, the sand flew into Varty’s mouth.

“The lion must perceive you as dangerous and not one to be f’d with.”

When damaging situations arise in your life-whether it be laid off, fired, demoted, divorced, bankruptcy-or when something blindsides you, you must stand, step forward, and meet the charge with your presence. 

Running from a lion or your problems won’t help you and as scary and uncertain as things may be, stand, step forward, and meet the charge with your presence.

Although you don’t fully grasp it, you have tremendous presence about you so when situations are roaring at you, you let it know, “I’m not the one to be f’d with.”

Never settle, keep selling your way through life no matter what.

You can catch this post in a full podcast right here. (Search The Sales Life Podcast on your favorite podcast app.)

 

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Be a part of the few now so you can be a part of the elite few later…”

What are you doing right now? Are you thumbing through social media…or are you looking binging through episodes? Are you griping about your present circumstances, the economy, or government?

Is what you’re doing right now productive or destructive?

Are you a part of few or many?

If you’re a part of few then you’re in good company, but if you’re one of many, you’re in trouble.

Maybe you’re learning a new skill, developing your technique, or deciding which book on negotiating or body language to buy.

Maybe you’re listening to audiobooks or podcasts such as The Sales Life. 

Maybe you’re out on the road jogging-every once in a while you’ll make eye contact with a fellow runner; your language to one another is non-verbal because you’re a part of the few.

Maybe you’re out in the driveway doing burpees and planks while the morning dew drips onto the driveway as the sun rises.

Maybe you’re putting pen to paper early in the morning or pressing record for your next episode.

“Are you doing what everyone else is doing,” I hope you’ll snap back with a, “Hell no!” because you’re the one willing, when everyone is able.

Most people match their day with what everyone else is doing. He’s not doing it, so I’m not either.

She’s leaving early, so I will too. It’s a, me neither or I am too herd mentality.

The  herd don’t want it hard-neither do the few, but they’re willing to take it on.

I need you to be a part of the few. While  everyone else is looking for the shortcut, you’re willing to take it on as it comes.

If it looks easy, it’s because I’ve put in the reps to make it look that way & if it’s hard, you’ve been preparing for this for months…years even.

A quick productivity test to you today. Are you a part of most or few?

Are you sitting or are you sharpening? Do you wish things were easier, or are you working because you expect better?

Yesterday I was pissed off  because I wrote, recorded, published the podcast , & exercised before I went to work. When I got to work there was extra work piled on top of my already busy day. I snapped because I started feeling sorry for myself. My poor me mind was complaining that while most people roll out of bed and waltz into work, I had already put in hours of work.

So I popped off…

As soon as I did, I said to myself, “Who cares what they did or didn’t do before, during, and after work? That’s got nothing to do with you.”

Don’t ease up because everyone else is too. Push hard so when the hard comes, you make it look easy.

When hard jumps on you, stay cool, controlled, and massively productive. Others will be drawn to how collective you are in the midst of chaos.

If you do, what most won’t, you’ll have what few can.

Be a part of the few now &  you’ll be a part of the elite few later.

Never settle. Keep selling your way through life, no matter what.

Subscribe to over 400 quick episodes of The Sales Life Podcast.

You can find it on iTunes, Spotify, or your favorite podcast app.

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Be glad that you don’t have shortcuts. I know you want them. I do, too. You want the shortcuts in order to be spared of the pain, doubts, & the long hours with no results.

You’d much rather be able to look slightly over to the left, and see that path that’s barely visible, take it & on the other side, everything transforms from the grays of failure to the rich color of results.

But life is a long game. Because it’s a long game, learning it requires that you take the long road.

There are no shortcuts, only second time(s) around.

It takes going through, failing often, and coming back to it again and again-a little bit better, a little more efficient, a little tighter the next time.

I met a guy the other day who re-sells items on Amazon. Four months into the year he’s earned $200,000! Hearing stories like that I think, “Oh, I’d  that too!” But it doesn’t happen all at once-I’m sure he had to figure it out…on the long road.

One thing you have to keep in mind; the story people tell you is the shortcut, but writing the story is the long road.

It’s true for me in sales. Learning the art of sales is a long road. Two decades later, I’m still learning the nuances. How to navigate through economic challenges & shortages, as well as the weaving through the unique personalities of both co-workers and customers alike. It’s tough to deal with another salesperson who ruins a relationship over a commission. It’s tiresome to keep a smile on your face while the customer hates your profession-to not get defensive so that you can get them to open up and see which one of your products fits their needs. Not to mention there’s the pressures of providing a service, while also trying to figure out how to pay your mortgage.

Sales is a long road. You must fail more than you succeed in order to succeed.

Hear this post on The Sales Life Podcast!

There are no shortcuts, but there are a second time(s) around-a chance to make the next lap a little better than the previous one.

My bankruptcy, took 11 years to recover.

If it were all over after I’d filed, I’d been right back in the courtroom to file again.

It was a long road, but I needed it in order to change my behaviors, otherwise I’d be a repeat offender. When I applied for credit for that must have, the bank would turn me down. What I thought was a denial was actually a protection. The court protected me by saying that I had to come out of this very slowly.

One of the biggest regrets I have as a parent, was to create shortcuts for my oldest son. Like any parent, I wanted him to have it easier than I did, so I created numerous shortcuts. What I didn’t consider is one day my child would grow up to become a man & he wasn’t prepared. He didn’t realize there were consequences, struggles, and real issues to deal with & it took a massive derailment for him to figure it out on his own.

It was a long road for him, but he got a second time around.

There are no shortcuts to a healthier life. Sure, you can take a pill for rapid weight loss,  but when it comes to creating a healthier life, it’s a long road of having to say no to your favorite foods while working out for hours seeing no results.

It’s a long road, but you’ll make better decisions this time around.

Your development is in the long road.

It’s distasteful, frustrating, full of struggles, riddled with unfairness, and many days you’ll have nothing to show for it. And each day, life insatiably asks for more.

You have to go through to get better…to get tighter… to become more wiser, & more efficient.

But that’s the only way you can see lasting results.

Even if someone taught you how to get there, it’s unique for everyone & still requires that each person take the long road. Even if there were a shortcut, you’d  give it all back again.

There are no shortcuts, only second time(s) around.

How do you figure out anything if you already have all of the answers?

Life’s an open book, but you have to take the long road to find the answers.

Never settle, keep selling your way through life, no matter what. 

Join TSL by subscribing to The Sales Life Podcast on iTunes, Spotify, or your favorite podcast app.

It’s funny how things line up…

You’re humming along and it seems like everything’s falling into place perfectly…

Until it doesn’t.

Things aren’t lining up for you right now because you stopped putting up your dots.

Dot Days are the days where you’re tired, frustrated, & seems like it’s all for naught…

Nothing’s for nothing.

You Dot Days count….

…not always in immediate results, but they count in grit, persistence, commitment, & resilience.

Your Dot Days are building your infrastructure so when the results come you’re strong enough handle it.

But most people will never see the results…

Because they didn’t put up enough dots…

…they turned back too soon.

Put up so many dots so that it’ll compound & reach tipping point that will eventually spill over into results.

Some days you’ll even have more results than you put up dots.

So on those days where you’re feeling discouraged…

Just put up your dot…

Today’s my Dot Day…”

One day they’ll all connect.

Stay in The Sales Life 💪

🔥Check out over 400 episodes of The Sales Life on ITunes or Spotify.

 

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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 💥?

Catch over 400 episodes of The Sales Life Podcast on iTunes or Spotify. 

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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 💪

Catch The Sales Life w/ Marsh Buice podcast on iTunes, Spotify, or your favorite podcast app.