Posts Tagged ‘salesman’

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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 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 episode “Back in the Sales Lab: Rarity” right here. 

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  • Do you know you possess the #1 skill needed today?
    • Don’t be so quick to be envious of those on your Instagram feed…if you’d only realize that you possess the #1 skill in the world.
  • What is the #1 skill in the world? Communication
    • The kind of communication I’m talking about is the ability to express and transmute your ideas onto others.
    • Anything we need to know is one Siri command away; but what is a rarity is the one who can articulate and bring an idea to life-so rich, so vibrant that the customer sees what you see!

And YOU possess the #1 skill.

Just saying the words, “I’m a salesperson,” make others cringe, yet you have the ability to embrace the hostility, discover your customer’s concerns, and by the time you are finished, they’re singing your praises. 

  • That’s why I say Selling is an Art.
  • Customer’s don’t really hate your profession…they’re actually mystified on how you can create magic right in front of their faces-no slight of hand, no mirror or special lighting…just art.
  • When retired NBA legend Kobe Bryant first walked into the animation studios, he was blown away how an artist can start with only a few unrecognizable lines and 20 shadings and lines later, the artist brings his character to life.
  • (Parents teach your children the art of communication.)
    • Where everyone else is hiding behind a text message, you be the one to stand boldly and communicate your art before a live audience. That is an art!
  • In his new book, Carmine Gallo says the art of communication will make you “indestructible” because no matter what happens in your life, you’ll have the ability to get back up, dust off, and keep communicating. (That’s why I love sales.)

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.

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Side note: I read Josh’s book a couple of years ago and one part of the book always stuck with me. It was the lesson that he learned early on while attending a kicking camp. His coach told him to always, “Kick the ball the same.” It’s an analogy that Josh has taken and helped make him a million dollar real estate broker and TV personality. (He has a show on Bravo called Million Dollar Listing) Basically he uses the analogy to set his opportunities up the same way because you never know, what seems like a small opportunity today, where may lead down the road. (He tells you more in the book of how a client looking for a rental turned into a couple of mega million dollar properties.)

Here’s what I learned from today’s podcast. 

  1. It seems small now. Many things you do today seem like they’re insignificant or don’t matter. You may be asking yourself, “Why in the hell am I doing this.” Lesson: It may not matter now, but will carry meaning later. Josh took a damn kicking analogy from his childhood and parlayed the concept to live damn well today.
    • What seemingly back-in-the-day bullshit lesson (think Karate Kid Wax on Wax off analogy) have you taken and used in your life today that you are so grateful for? 
  2. It ain’t the ball, it’s the kicker. How do you approach your opportunity…hell do you even see it as an opportunity or do you view it as another waste of time? Well if it looks like a waste of time, it will be a waste of time because that’s how you set up your “kick.” Your customers get what you’ve gotten. If you’re having a shitty month they get shitty service by you, but it you’re having a Land of Milk & Honey kind of month, boy you’re customers won’t find a better salesperson. Lesson: Every customer, every opportunity stands on it’s on. You may have to adjust your process, but you should never adjust you’re effort. And this shit is hard to do because in sales we sell from our soul. Just keep the analogy in your mind…don’t shrink just because you’re not having a good month, set the damn situation up as if it’s the best month ever and kick that shit. Whatever happens, happens, just don’t let it be because of your 1/2 ass effort.
  3. You’re not in control of the outcome….but you can heavily influence it. Riffing off #2 (& because I need a 3rd point), once your “ball” is in the air, you can’t waive or wish it to go a different direction. It’s going to go the way it goes. The question is, what do you do with the outcome…good or bad what happens from here? Do you learn from it? Do you blame others? Do you call yourself a slap-nut p.o.s? Lesson: Honestly assess what just happened and own that shit. It doesn’t matter the circumstances that surrounded the opportunity, it only matters how you approached it. Learn from it and set up your next kick and by the way, if it was a win, raise the bar and look for your next one-stop holding a victory parade for yourself.

Thought of the day: What tense are you? Managers tend to only have 1 tense; they manage only what is directly in front of them, but leaders have dual tenses; they manage both the present and future tenses. Yes they see today, but they also look toward the future. They do it not only with their business, but more importantly they do it with their people. They don’t just see people for who they are today, they see them for who they can become and set the bar accordingly.

Check out The Sales Life w/ Marsh Buice podcast. 

 

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photo: Andrew Seaman

Think back to when you were a kid when you did something wrong, instead of getting you to fess up, your mom just filled in the blanks for you by saying, “Look, accidents happen all of the time…it happens…you spilled the orange juice on my rug didn’t you?… Honey, you tried to clean it up, but I just need to know what happened…” And what did you do? After a little more coaxing of a few different It’s ok scenarios, you cave in…with eyes watering & mouth quivering, you agree with your psychic mom. In the end, you get to keep your street creds because you never admitted to the wrong doing, all you did was agree with what was already said. Getting children to agree is a psychological superpower that parents have known & used forever, it worked for them and it’ll work for you in sales.

Getting your customer to agree is way easier than getting them to admit. For instance, say I have a customer who seems tense; judging from their body language I can tell there’s something that they’re thinking, but they just won’t say what it is.  Instead pressuring my customer to just come out and say what’s on their mind-which usually makes the situation way worse,  I’ll say what they’re thinking instead by saying something like, “You know a lot of my customers feel they need to shop around in order to make sure that they’re getting the best deal…” and I’ll let my voice fade off.  Here’s the superpower part; if my assumptions are wrong, they’ll correct me and if I’m right, all they have to do is agree and once they agree, the rest of their fears normally come out too. In either case, whether my assumptions were right or wrong, once I can get the conversation out of their heads and into the open, I can then address their fears and concerns.

Customers don’t like to admit because they don’t want to fight…they don’t want to throw out an objection and then have to defend it. Many times they’re objecting because they’re terrified of the consequences of making a mistake or they’ll say No with no real defense to support the rejection, so they’ll keep it inside instead to save themselves from caving in to being sold.

Try getting your customer to agree instead of admitting. It’ll keep the mood light & conversational instead of dark & confrontational.

Check out The Sales Life w Marsh Buicepodcast.  A podcast for the busies that makes a point in less than 10 minutes each day. You can find it on iTunes or your favorite podcast platform.