Posts Tagged ‘the sales life’

From the mountaintops, I’ve always shouted, “Stay out of your comfort zone,” because your comfort zone traditionally was thought of as a source of laziness.

I believed that until now…

NBA legend Michael Jordan said, “People don’t believe me when I say I practice harder than I play, but it’s true because that’s where I created my COMFORT ZONE, so when it came time to play, my body reacted to what I was already doing. I believed I was the best…when I hit the shots, it reinforced that…& when I missed (& you will miss), I DID NOT WAVER because I’d built a nice little cushion of confidence.”

Instead of fighting to stay away from your comfort zone, why not stay in your comfort zone?

Your comfort zone is a setting that you default to without even thinking….

The reason why your “Comfort Zone” gets such a bad shake is because it is set on limited beliefs & poor habits.

You believe more in your past than in your future & you don’t believe you’re entitled to massive success…

so it’s no wonder you feel like you’re spinning on a rusty hamster wheel, because you’re sliding into your default settings.

To change your comfort zone you’ve got to believe you are a BIW (Best in the World). It’s not a proclamation to others, it’s a mindset for yourself.

See, if you believe you’re the best, then you’ll practice like you’re the best.

You may not be playing on the field, but you’re playing in the game of life.

The luxury (yes luxury) of practice is that you get different vantage points without the blown results. MIchael Jordan practiced hard because he knew he had the advantage of working on his mechanics, footwork, & timing…he could speed it up or slow it down…walk through & freeze the play…and he could replay circumstances from many angles until he achieved the right results…

When you play, you don’t have time to hesitate, you have to quickly react- the hits reinforce that you’re the best & the misses were buffered by a cushion of built up confidence.

Regrets are formed because you knew you could’ve done something different (i e deliberate practice), yet you didn’t. When you practice harder than you play, even when you miss, you have no regrets, because you know you did everything in preparation for that moment…it just didn’t work.

But you don’t waver…

You gain confidence in your practicing…you do it over and over again until you get it rightly perfect. Through practice, you get to take on the impossible and make it possible…walking away exhausted yet satisfied on a job well done.

Everybody wants to play, but they don’t want to practice.

They want the accolades, awards, jets, multiple zeros- all of benefits from the winning play, but they’re not willing to practice.

The hours of practice pales in comparison to the minutes of play, but if you believe you’re the best & practice harder than you play, when it comes time to play, your setting is set so high that you can take on the hardest of tasks- reacting without flinching & achieve clutch outcomes because you play like you’ve practiced.

Practice for you is winning the mornings. You’re a late night person because you’ve trained yourself to be one. Rest is a part of practice so you can’t roll hard on 3 hours of sleep. I get that you like to sleep with the tv on, but even though your eyes are closed, your mind is still open & whatever is on the screen is getting dumped into your mind.

Turn off your notifications & put the phone face down or off. Trust me we’ll make it for 8 hours without you…& you’ll make it without us too. Your body is fatigued, but you can’t sleep because the screen is triggering your mind to stay awake.

Practice eating the right foods…practice pushing the last few reps or miles out. Push yourself in such a way that causes you to draw on and develop deeper reserves.

Practice getting the promotion so when the time comes, it’s a natural extension. Most people play a 1:1 ratio, meaning 1 phone call = 1 appointment…1 customer = 1 sale…1 job application = immediate hire…1 loan app = 1 approval…

Life’s not 1:1 it’s more like 25:1….way more practice takes in order to net a specific result.

It’s carrying yourself like you are the best regardless of what your current situations look like…know you are the best…practice hard…so the hits reinforce & the misses cause you to practice even harder. You don’t implode because you missed…you stay confident because you’ve built your cushion.

Instead of fighting to stay away from your comfort zone, design it to win within it.

Stay in The Sales Life 💪

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Some people seem to have the bounce back gene…

No matter how big the blow, they always seem to bounce back better than before.

Salespeople have the bounce back gene…

The bounce back gene is made up of Influence & Persuasion.

As a profession, salespeople have to use influence and persuasion to show how their product or service is the best fit for their customers.

But most people don’t realize we salespeople fail 70-80% of the time…

So in order to succeed, we have to use the skills of influence & persuasion not only to make a living…but also bounce back.

Salespeople have to immediately take action again & again to produce results…& along the way convince ourselves that the next one is the game changer.

Even if you’re not in sales, you have the bounce back gene…

The problem is when life swung & connected your speech & action changed.

You can’t bounce back without the IP address…

Influence & Persuasion…

Sometimes it’s just to yourself.

When I got demoted & finished feeling sorry for myself, I had to put the bounce back into action.

I had influence myself to take action, reconnect skills I’d lost, learn new skill I shied away from, and convince myself that I’d be better than ever.

Every day I bounced…

& convinced myself that “today” was the day…& that next month was “the month” that would change it all.

Get to bouncing…you have the gene, you just ain’t using it.

Whatever the situation, don’t stop proactively talking nor acting. Keep looking for actions & angles…re-ignite old skills & learn new ones…

hell, if you’re wiped out, what better time to take risks anyway?

And keep bouncing 😉

Stay in The Sales Life 💪

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Your struggles ain’t all for you

Nobody likes to struggle…

& life is the only one qualified to teach you struggles…

But struggling is a valuable asset in your life. It hurts to learn but the lessons end up being priceless.

Struggles are fo you to Show & Share.

Because I believe 1/2 of your struggles are for you & the other 1/2 for others…

1/2 of your struggles are to show you that you’re capable of handling more. This may be the hardest it’s been, but it won’t be the hardest it’ll ever be. (See your 10 yr old self)

Many of your struggles leave you with no help nor options other than you have to keep fighting to figure it out.

& the other 1/2 of your struggles are for you to share…because inevitably you’ll end up crossing paths with someone, somewhere who will be struggling…

How could you relate if you didn’t first struggle yourself?

Because you know what the end of the rope feels like…because you can relate to when all looks lost…because you know exactly how it feels to only have enough strength for one more round…

& because what looked like the worst day then, turned out to be the best for you now…

You can share your struggles so they can keep fighting.

When it feels you’re the only one, someone steps in- just at the right moment to say, “I struggled too…& made it…& you will too.”

But you can’t share until you first show…yourself.

Keep fighting…

Stay in The Sales Life 💪

Here’s the video for today’s post 👉https://youtu.be/38a3RUhyXm0

Check out over 400 episodes of The Sales Life w/ Marsh Buice on iTunes, Spotify, or your favorite podcast app.

Wayne Dyer said, “When you change the way you look at things, the things you look at begin to change.”

Your success is determined by how you look at things & if you choose to look at things differently, things begin to change for you.

Amazing…

But sometimes it’s like we grab the wrong prescription glasses and we see the world through those lenses… but if they’re not right everything is distorted & blurry.

So when you’re struggling, you’re looking through blurry lenses, but think you’re looking in a clear direction…

Things may be uncertain… scary… & unsure-It may look like all is lost because you can’t see, yet you’re giving it clear direction.

You can’t always choose what’s happened or what’s happening around you, but you can choose how you look at them.

“What you see is what you get,“ is not only a figure of speech it’s a way of life.

So if you’re looking at everything through dead-end lenses then what you see if what you get…

but-even if they seem unfair or unjust, if you choose to look at things differently you’ll find your option. It’s not that you ignore what you see, it’s that you acknowledge it & choose to see it in a way that will not stop you from achieving success.

You have options & now that you see your options, things will begin to change for you.

Stay in The Sales Life 💪

Check out over 400 episodes of The Sales Life w/ Marsh Buice on iTunes, Spotify, or your favorite podcast app.

Full video for this post 👉https://youtu.be/iXbtlcDOg3U

Wally didn’t feel like playing the baseball game that day so he said, “Go ahead & let the other guy play…”

The problem for Wally is that the other kid never gave his Wally his position back.

You’ve probably never hear of Wally Pipp, but you’ve probably heard of Lou Gehrig…

For 56 years Lou Gehrig held the record for most consecutive games played.

This message is 2 fold:

If you’re deep on the depth chart today…even if it looks like there’s no way anything’s going to open up for you…

Play, practice, & prepare like you’re a starter because you never when that “1 opportunity” turns your whole life around.

When you hear, “Go ahead,” you play in such a way to never give that position up.

& if you’re in the lead position, don’t ever think that you can’t be dethroned.

Every opportunity counts…every customer counts…every situation counts…

Because all it takes is for you to “not feel like it,” & say, “Go ahead…”

That’s the day you fall…& the moment they rise.

“Go ahead,” is not a command it’s a mindset & if you say it once, you’ll say it anytime “you don’t feel like it.”

Opportunities exist for you…but they exist for others too…

Especially when you say, “Go ahead…”

Instead say, “I got it…”

Stay in The Sales Life 💪

(Thanks to Michael Strahan’s book for the inspiration for this post)

You’ve said it…

I’ve said it…

We’ve all said, “Hang in there!”

I never liked the phrase because the implication always seems to be wrong.

“Hang in there,” is active not passive.

Normally when you hang in there you passively sit like a big lump waiting for fortune & favor to drop in your lap.

Hanging in there is a combination of mental, physical, & emotional skills.

& since it’s a skill, it can be learned.

I’m sure you’ve found yourself frustrated because you know you checked out of a situation too soon.

You turned back or rang the bell & regretted it immediately wondering what could’ve happened if I would’ve only hung in there?

The only way you’ll learn to hang in there is by hanging in there.

Physically, Emotionally, annnnd Mentally.

Physically: Your body language has to convey that you’re still in the game & can be here all night if you have to be.

Emotionally: It’s not that you don’t feel the high emotions, it’s that you learn how to manage them- not letting them spill over and ruin your leverages.

Mentally: Actively looking for connections and openings in order to link your separations together so you can positively move forward.

All 3 have to be in play in order to successfully hang in there.

Hang in there 😉

Stay in The Sales Life 💪

Vlog 👉https://youtu.be/0YztGvGMZRw

🔥Check out 400+ episodes of The Sales Life w/ Marsh Buice on iTunes, Spotify, or your favorite podcast app.

“Confidence comes from competence,” Dan Lok.

When you lose your confidence it’s one of 2 reasons:

🔥You lack the awareness

🔥 You lack competence

Competence is a collection of your S.K.E.s

Skills

Knowledge

Experience

If you KNOW you have the skills, knowledge, & experience- I mean you’re banging away at your SKE’s daily, then you lack awareness.

You lack awareness because you’re waiting on customers to remind you of your confidence (I.e. Making a sale), but if you’re only successfully making a sale 30% of the time, you ain’t gonna be reminded very often.

But if you’re not in sales, you lack awareness because you’re putting all your stock in a specific outcome, decision, or result & when you don’t get it, you doubt yourself.

But you may lack confidence because you lack in 1, 2, or all of what makes up competence.

You lack skills: That’s your ability amplified daily. Professional athletes are all talented, but they’re maniacal about developing better skills.

You lack knowledge: Do you know what you’re doing? Do you know what your talking about? Do you know your product?

You lack experience: CURRENT EXPERIENCE. Don’t give me that, “I was in HR for 37.237 years…I’ve been going this for 20 yrs & 11 months (with a neck roll). Do you have current experience- meaning, even if you are not winning right now, are you still getting out there and working to make it happen?

If you’ve lost your confidence you either lack the awareness or lack the competence. In either case fix it.

Stay in The Sales Life 💪