Posts Tagged ‘selling’

It may take me 10+ takes to make a 2 min video…

The same is true when I’m recording my podcast…

Some days are tougher than others because I just can’t get what I want to convey to flow right.

But you don’t see all of that…

You only see what I want you to see…

The edited version.

But there’s an unedited version too…

It’s full of takes & retakes; stumbling & slurs; trips & cursing rants.

I get pissed off…

then I get focused.

I try again…

and again…

and again.

Until the final version reveals itself.

All of the jumbled thoughts & efforts become refined and simplified through the try after try after try.

If you thought I was still talking about videos & podcasts you’d be misled.

I’m talking about Life.

Life is full of miscues, redo’s, rants, stumbles, and stalls.

You only see the edited version-the one others want you to see.

But there’s an unedited version too.

ALL of us have an unedited version.

So what you wish, envy, gawk, & wow about are edits.

It’s the version they want you to see.

You see the results…

but what you don’t see is what it took to get there.

The unedited version.

Everyone has an unedited version & I keep telling you this because I want you to realize that what you’re attempting to improve or change in your Life will not be accomplished in one take.

So don’t compare other people’s screens to your lens.

Their screen is the results.

Your lens is your effort & if you keep looking through your lens hoping to see their screen you’ll quit too soon.

Because you’re still editing.

It can be frustrating to see others vacationing while you’re figuring out how to pay the rent.

It can be overwhelming for him to be publishing his 7th book and you’re just trying to write one page.

Damn right it’s hard to show up at the gym in a size XXL and workout next to a slim, fit medium.

The new house, luxury ride, best schools, or padded bank accounts …

That’s the highlight reel.

Don’t compare their reels, highlighting their life, to your life, low-lighting your real fights, bouts, struggles, deficits, & adversity.

Just like you, they have an unedited version too.

You don’t know their full story…

Besides…their story ain’t your path.

What you see from them is possible…

but it’s not all that’s available.

Keep editing. Your screen is coming.

Stay in The Sales Life.

-Marsh

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

There’s a Latin proverb that says,If the wind will not serve, take the oars.”

It’s crazy how we just let the wind do whatever-I mean we see the direction we’re heading & we don’t like it, yet …

(Whoosh)….

We just allow the winds of Life to push us towards doom while we just sit & watch.

We shrug and say, “I can’t help it…the wind is blowing me there!”

Your credit card debt is piling up- all you make is minimum payments & when you do chunk it down in months, you max it back out in minutes for that outfit you had to have…

Your clothes are fitting tighter as your weight creeps back up. You worked so hard last summer to get that weight off before going on that cruise…

You say you need to get back to the gym, but it never becomes a must.

Every day seems to get a little worse for you at work. As a matter of fact, you saw them conducting interviews the other day, yet you didn’t know there was a position even open.

“I wonder if they’re about to run me off,” you whisper to yourself.

Your sales numbers aren’t just down this month…

You’ve gone from a slump, to a rut, to a damn grave. Everyone around you is smashing their objectives, yet you couldn’t make a deal with your customer if you agreed to buy it for them.

(Whoosh)…

The winds are always blowing in our lives…

Some days the winds feel like hurricanes and catastrophe looks eminent.

If the wind will not serve, take the oars.”

An oar is a pole with a flat blade on the end that you use to move & steer your boat in a certain direction.

So here you are sitting in your boat, The SS Life, drifting along waiting for the next gust of wind to push you even further in the direction that you don’t want to go.

More debt…

You’re getting fatter by the second…

No sales…

and you just sit there waiting for the wind to blow favorably…

Hell if the wind did blow in the right direction, you’ve waited so long & have been pushed so far off course that you’d need 4 years of continuous wind to get you back on track.

If you don’t like the direction you’re blowing, get to rowing.

Grab your oars and start rowing.

Damn right you’re gonna face headwinds.

Keep rowing…

Does it look like you’re about to go over the waterfall of bs?

Pivot your blade as you row to adjust your course. You didn’t get here overnight so you damn sure won’t get elsewhere with one row of your oar.

Keep rowing…

Are you getting your ass kicked in sales? Are you about to go up in size in pants? Do you have more month than money?

Row…row…row…

You’re not getting the bad customers, you’re working less & the ones you do work with, you selectively chose because you thought they were the buyers & not the liars.

Joke’s on you.

I get that you’re sore and seeing no results. You’re so tired you couldn’t even lift a pen much less do another squat.

Keep rowing…you got more in you.

When you think you can do no more, you’ve only reached less than half of your capability.

“I can’t go any further,” only means that you’ve reached rock bottom of your comfort zone.

Keep rowing….

Welcome to the grit factory…

Row…

This is where warriors are forged…

Row…

This is your gladiator moment…

Row…

Anyone can paddle in calm waters.

Paddling is satisfying…

Rowing is exhausting…

When the shit gets tough…

Row…

I’ve got to…

because the wind isn’t serving me.

It’s go time…

It’s row time…

Get your row on.

Stay in The Sales 💪ife

-Marsh

Author Tommy Baker gave a speech titled, “The Journey Is The Win,” and he emphasize this point,

“Even in the midst of chaos and uncertainty the last thing you want to hear is how beautiful the journey can be…yet when you look back on your life, that’s exactly what you’ll remember…”

When you retell your personal hell, you choke up because the words are mixed with joy and pain & are difficult to get out clearly.

Images flash in your mind or thoughts trigger you wondering, “I don’t know how I even got through…”

You thought the win was the destination, only to realize, looking back, that it was in the journey, and you were winning the whole time.

You just didn’t realize it.

The journey is the win.

Often times the wins were disguised as losses and what looked like a setback was really all part of the plan, because not only did you have to learn to win, you also to endure the losses.

Former Seattle Seahawks player Cliff Avril said that one of his biggest regrets while playing in the NFL was that he never took time to enjoy the process.

He fought so hard to make it to the league…to make the roster…to earn the contract…to overcome injuries…to play another year..to get to & win the Super Bowl – all of those are huge accomplishments, yet when he looks back over his career it was over in a instant…

and he never took time to enjoy the process.

The days are long, but the years are short.

You may not enjoy the moment, but you can respect the journey, because of who you’re becoming in the process.

Becoming is not some bubblegum flavored elixir that you take and everything will be just fine..

No, becoming is bitter, distasteful, and often unsettling, but it’s necessary…

…because you have to learn from the losses and grow in the wins.

When you lose, you learn to forge grit, persistence, and resilience…

When you lose, you learn how to figure it out on your own…get outside of your comfort zone, and dig deep to unleash capabilities you didn’t even know was there.

And when you win, you grow in self-confidence, getting a little more surer so when you lose again, you know you’re capable of winning again too.

The journey is the win…

I wouldn’t call it a win if you wouldn’t call it a journey.

Keep moving…

Stay in The Sales 💪ife

-Marsh

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

One of my salespeople wants to double his income this year. “If you want to double your income then you’re gonna have to at least double the amount of customers you work with too,” I told him. We calculated specifically how many customers he would have to work with each month to realize his goal. When I wrote the number down, I saw his eyes widen & the wheels of doubt began to churn.

51…

Calling out his fears I asked, “I bet you’re asking yourself how in the hell am I going to do that, aren’t you?” But when we broke the seemingly big, overall number down to a per day digit, it worked out to a manageable 2 customers per day. That’s it! To move his goal from a wish to a reality, he only needed to work with a little over two customers each day. Then I talked a little shit to him, “Are you telling me in at nine or 10 hour workday you can’t find two customers to physically work with every single day?!”

Of course he nodded emphatically in agreement- it seemed easy, but it’s not. The math is the easy part; doing it consistently for 23 straight days…well that’s the hard part. Sales by design is simple, but when it comes to putting that simplicity into action, it ain’t easy because as the rejections mount up, the effort wains. One way your brain works to protect your fragile ego is to disguise itself is being a “timesaver;” instead of taking a risk and working with the wrong customer, your mind whispers to you to selectively pick & only work with the perfect customer-the ones who look like they can & will buy today. What we really want to know is, “Is this customer even worth my time?”

Funny isn’t it when you were new in sales you didn’t even know to ask that question. Each day you spent more time working with customers and less time hanging out with salespeople and today it’s opposite; you spend more time with salespeople and less time with customers because you’re always trying to figure out, “Who’s worth my time?”

Maybe instead of self-sabotaging your success, when you’re mind flares up and asks, “Is it worth my time,” you should shut your mind down and push on by saying, “I don’t know, but they’re worth my two.” Two is all you need today! Just 2 everyday to put in your bucketful of 51 customers for the month. So the next opportunity is just a part of your bucket list this month. Regardless of the outcome- can’t buy, not ready to buy, or did buy, make it a part of your 2 (or whatever # yours calcs out to be).

Maximize the opportunity and whatever the end result throw it in the bucket and move on to the next customer. Selling is a little bit of a Jedi mind trick. To shortcut & conserve energy, your mind works in patterns. It compares your current pattern to past patterns (& outcomes) and if it doesn’t like the pattern, it tells you to bail out by asking limited, “Sorry I can’t help you,” questions. Take control of your mind & your success; when it asks, “Is it worth my time?” You respond with, “I don’t know, but it’s worth my 2!”

Put your 2 in the bucket every day & at the end of the month, you’ll pour out a pipeline of working customers, more sales, & a strong ass work ethic.

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