Recently on Jeb Blount’s Sales Gravy Podcast, Improv Specialist Gina Trimarco laid down the fundamentals of Improv. One of those is to accept what the other person is saying-even if you don’t agree with them.
I’ve blown many deals because I didn’t agree with the customer. How many friendships and connections have been lost, blocked, or unfriended simply because one didn’t agree with the other’s post on Facebook.
Acceptance not only keeps the ball rolling in Improv, it’ll keep it rolling in your SalesLife too.
I’ll use the car business as an example…because that’s what I do! 🙂
Let’s say a customer comes in and slaps me with a, “Big Town USA has you guys beat. I gave you guys another chance, but ya’ll blew it again.!”
Since I don’t agree, if I’m too quick to defend, I’ll likely make the situation worse and the customers will leave and buy somewhere else (& probably pay more) simply because they didn’t want to come back and say that I was right.
Even if you don’t agree with someone, just accept it because we’re playing for a bigger picture here.
When you mentally accept what the customer is saying, my body and facial features stay relaxed vs. looking like a mad prune because I’m locked up in disagreement.
Here’s the juicy part:
Now that I’ve accepted what the customer said, I create a narrative using their words to get them to agree. (This is the Wow he gets me stage.)
(Like this) Them: “Big Town USA has your price beat!”
(Me mentally accepting): “So it sounds like the truck you are looking at here is a little out of budget (NOTE: When they say price, you say budget.) and you’ve seen less expensive options out there, right?”
Customer: “YES!” (Agree) (Wow he gets me stage) If the customer voices another objection, don’t sweat it. Keep using their words in your narrative until you get them to agree. Using their words not only shows that you are listening (Gina would be proud), but they also have no choice but to agree…BECAUSE IT’S THEIR WORDS!
You’ve got the agreement, now we have to get the customer to admit. This is where you really have to tune into their body language and facial features because they may not verbally admit it, but their body will.
Remember, as a negotiator you are like a defense attorney. You don’t have to prove the whole case, you just have to prove a reasonable doubt. You’re looking for a loose thread by throwing out a few scenarios.
Option 1: “Let’s take a look at what you’ve seen at other places that way we’re all on the same page and I can see where we’re missing you.” This keeps you out of the “Where’d you see that at!? & They’re a bunch of liars!” land. (“That way we’re all on the same page” is a way to keep confrontation out of the negotiation.)
Option 2: “Many businesses will advertise low prices by stacking incentives (Rebates) that are not compatible with one another so the price looks great online, but is not able to be finalized on paper. In a town with a large population, what’s a few mad customers, right?”
Option 3: Similar ain’t the Same. “Every dealership orders their vehicles so what may be the same Model and Trim Level, may not be similarly equipped. Let’s look again at your Must-haves.”
I’m not trying to prove the customer wrong, I just need to get them to admit that it may not be all right.
Because you’ve handled the whole scenario like a pro and your customer has admitted that maybe, just maybe they missed a thing or 10, now you can deliver the goods at the best value (And you are part of the package that they can’t get anywhere else!).
Stay Amazing. Stay in The Sales Life.
Listen to today’s episode on The Sales Life Podcast here.
Today Fredrik Eklund is the number 1 real estate broker in the nation, but it wasn’t that long ago (10 years in fact) that he left Sweden and came to New York as a real estate nobody.
(Listen to today’s post.)
After getting his real estate license he went to work for a small boutique firm called JC De Niro (the actor Robert De Niro’s uncle). Each agent is assigned “the floor” on certain days, meaning when a client walks in, it belongs to the agent working the floor that day.
But outside was fair game 😉
Eklund saw a man curiously looking at the storefront window & since he hadn’t yet stepped inside, he was anybody’s client. Eklund leaped at the chance and met the man on the NY sidewalk. The man was remotely curious as to what his apartment could sell for, with that, he and his new agent whisked back to the apartment to be shown around.
The guy’s head was spinning, not sure what’d just happened. Eklund, in glam fashion, met the man’s family, got to know his story, and promised to have a market analysis put together ASAP.
Eklund left that man’s apartment grateful for the CHANCE.
Do you remember how grateful you were just to get a chance? You didn’t know where it would lead or how much time you spent-and even if it lead to no where, it was ok. You tried, right?
You took the chance.
Today you don’t want to take a chance, you only want certainty. You want a 1:1 ratio. Every customer, call, or lead has to be a deal and the minute it feels like it’s no bueno, you mentally check out. No help, no questions, no curiosity, and no wonder the young bloods are lapping you.
You’re too predictable. You know how to game the system to predictably squeak out another month and you can’t seem to figure out why other’s businesses are thriving and you’re not.
It’s because they take chances and you don’t. Sure a chance is a risk, but it’s also a probability-a statistical number put into your success system. The more chances you’re willing to take, the better your odds at smashing the self-imposed ceiling that has capped your success.
Chances are your bucket list. (Eklund’s words) Think of your life as that of two paths. One path is short and easy, but it lacks scenery and has no adventure. The second path is harder, steeper and full of twists and turns, but the view is amazing and the climb is worth it. That’s your bucket. Take the chances; make the climbs-it’ll all be worth it.
Stay amazing. Stay in The Sales Life.
Listen to this episode (& 500+ more) on The Sales Life Podcast.
When Tracy Tutor, celebrity Million Dollar Listing broker and author of “Fear Is A Four Letter Word,” was going through a divorce she had to learn how to wrestle with unreasonable attorneys while bringing her A-game to broker million dollar properties.
She kept the 2 worlds separate by learning how to Pocket the cause, but keep the effect.
She pocketed the energy draining moments to deal with later, but repurposed the energy that was created from the cause to bring about results. (i.e. She closed deals.)
Sales is a great business….as long as everything else is going perfectly in your life, but the minute you lose your shizzits, you torch everything around you-including your potential sales.
I’m a big fan of mantra’s-something to re-calibrate you when you are deep in the weeds and in need of a quick reminder- so obviously I’m in love with this one:
Pocket the cause. Keep the effect.
This is not easy to do, but the more you put it into practice you’ll get better at it.
When something (or someone) lights you up, pocket the spark, for now, but keep the energy revved up from that spark to make something epic happen. (In a good way not involving the fire department.)
The worst thing you can do is pull the cause into your profession. Think of your cause as a little red wagon that you pull behind as you walk into a room full of glass bottles stacked in a pyramid (that’s your workplace.) In a haze, you mindlessly walk through the room and your wagon (i.e. cause) clips a bottle, causing them all to come crashing to the floor.
If you’ll learn to pocket the cause, but keep the effect, you’ll bring an intense focus to your work and bring about results annnnd here’s the kicker, the results bring about confidence. That confidence can get carried over to handle the causes more productively.
Remember the greatest sale you’ll ever make is to sell you on you because you’re more than enough. Stay amazing. Stay in The Sales Life.
Listen & Subscribe to The Sales Life Podcast.
The Iron Man of Major League Baseball Cal Ripken, Jr. was asked how he handled fear. He said that, when he played, he didn’t fear the result- such as the outcome of the game being decided by his bat or glove…he feared the preparation.
“How I field a ball in Pee-Wee League is going to be way different than the thousands of situations I would have to handle in the Big Leagues.” The fear of preparation is what drove Ripken to incessantly train for every possible scenario.
I’ve been in seconds left, no time-out situations and I’ve been in last day, last customer, have to make this deal to hit the monthly objective situations and never did I fear the result…because I always prepared.
Have I seen everything? NO.
Can I handle anything? YES. There is no scenario that I cannot handle. Inside I may be O.S.’ing it, but you’d never know it by looking at me, because of my relentless preparation.
I can’t control the ultimate outcome, but I can control how I prepare.
When you are rattled, if you fear the result, it’s because you lack preparation. Deep down inside, you know there was more you could’ve done in those off-line hours to prepare for the situation you find yourself in today, yet you didn’t.
I love this concept.
When I feel myself getting anxious before a customer walks in, I can re-center by asking myself, “Do you fear the result or do you fear the preparation?”
I know I’m fully prepared. I’m always working and reworking on real (& blown) scenarios so when I face a similar situation, so why fear the result?
Fearing the result is proof that you lack preparation and if you fear the preparation, then do something about it.
When you blow a phone call, physically take your phone out of your pocket and make a mock call again. Go through the actual mechanics because your subconscious doesn’t know the difference between a real customer and your co-worker. Make the call and work through the scenario until it’s silky smooth.
If you blew that last close or had the deer-in-the-headlight look when asked a question, physically, emotionally, and mentally roll it over and over until it’s right. And keep working until it’s the best.
It’s not enough to mentally slosh it around in your head, you’ve got to work it all the way through using all of your faculties-that way when it happens again (& it will), you’re ready.
Click to listen to today’s episode.
Remember the greatest sale you’ll ever make is to sell you on you. Because you’re more than enough.
Stay amazing. Stay in The Sales Life.
Eleven-time Golden Glove winner, first baseman Keith Hernandez was taking batting practice early in his career with the legendary Pete Rose looking on. Rose yelled out, “Wow, Keith, you’re 300 hitter!” Rose went on to say, “You know players really make it harder than it is, Keith. Baseball is every day for six months. To keep it simple, I chunk it down to every 100 at bats. 30 hits for every 100 at bats is .300.”
“The difference, between a 250 and a 300 hitter is only 30 hits-that’s less than 1 hit every 5 at bats.”
“Keith, think about all of the bats that you gave away because it was a blowout and seemed like, it didn’t matter.”
“But that one extra at bat could mean the difference between you being average or one of the greatest ever.”
Never let a bat go to waste.
Rose went on, “Sometimes you’re going to get on a hot streak and you’re batting 320, your first hundred at bats. That means for the second round of 100, at bats, you only need to hit 28, but this is where most players go wrong. They let up. On your second round, where you only need to get 28, is where you don’t settle & you start building your chips, so that by the fourth round, you’re playing with house money.”
In your sales career, think about how many at bats- how many customers and opportunities you let go to waste?
The week’s been terrible. So what’s the use?
It’s Friday, I’ll hit it hard on Monday.
The month’s almost over, so I’ll just start fresh for next month.
The little slights don’t seem like much because you’re only looking at them in singulars, but see if you compound those slights over six months; over a year; over a career, the difference between average great is in the slights.
It’s about the same effort, but a different focus. When you train yourself to look at it differently, you don’t play to the expected result, instead you’re playing the percentages- the at bat and you never let the opportunity go to waste.
And when you get on a roll, roll harder.
Most salespeople get on a roll and ease up, but because you’re playing the percentages and refuse to waste an at bat, instead of saying, “I’m good,” you say, “Oh my god, great is just ahead!”
You’re stacking your chips and leveraging your momentum to go even harder.
Customers feel your confidence oozing out of your pores. You keep stacking the good fortune so that when your 3/4 of the month in, you’re playing with house money- selling from a relaxed state of mind. While the average salespeople are struggling to pull out a month, you’re pulling your career head.
When you’re playing to the percentages, it takes the sting out of the immediacy of the moment. If a customer buys elsewhere, backs out, or can’t get a customer done, you’re playing the at bats and looking for the next opportunity.
Now you’re playing for greatness.
It’s 30 hits out of every 100. Greatness is not in the +1’s and +2’s, it’s in the decimals. The .001’s, where it seems like it doesn’t carry much meaning, but when you add it all up, those fractions turn into whole results.
The smalls make the bigs.
Remember the greatest sale that you’ll ever make, is to sell you on you because you’re more than enough.
Stay amazing. Stay in The Sales Life.
Subscribe to The Sales Life Podcast on iTunes and connect with me on LinkedIn and Facebook @marshbuice.
Most books make you read 75% of the book before they drop the main points on you, but not Mike Weinberg in his brilliant book, “New Sales. Simplified. The Essential Handbook for Prospecting and New Business Development.” Mike lets you have in in Chapter 2 titled, “The not so ‘Sweet 16’ reasons why salespeople fail at business development.”
If you find that you are underperforming in sales, it’s due to the wrong behaviors, attitudes, and attributes.
Reading the 16 reasons, I quickly identified areas that I’d let slip.
They’re always waiting: “Top performers in sales don’t want for anything or anyone. Waiting is a key ingredient for failure.” Most salespeople are waiting for the phone to ring, lead to come in, customer to walk up, or old customers to remember them. You’ve got to be a sales hunter by being proactive in everything that you do.
Can’t tell a story: The only one who is listening to you is you. As the rejections mount so to your cynicism, which is why you slam the phone down saying, “I can’t get my customers to do anything!” No wonder! You’re not creating a story that compels them to do anything.
“Many salespeople don’t invest the energy to sharpen their story, but instead serve up. pitch that neither differentiates from the competition nor compels the buyer to act.”
They are guilty of a fake or pitiful phone effort: “Salespeople are so nervous and uncomfortable that they are completely ineffective. Lack of confidence ruins their mental state and their voice tone.” You’ve got to suck in order to succeed. An overwhelming majority of salespeople hate to voice-fully use the phone. To soften the rejection, they’ll send a text instead.
No athlete was born with a ball in their hand nor were any salespeople birthed as a phone ninja. Reps = Skills.
Don’t only call the customers who asked you to call back. (They were telling you what you wanted to hear anyway.) Don’t just call the customers who you hit it off with either. Call every one, every time. Trust me, you won’t die, but your career will.
They babysit existing accounts: Many salespeople avoid further rejection by reasoning that they’re too busy “servicing” their old accounts. Cultivate your relationships but don’t cut off new opportunities. You’re a Sales Hunter remember?
They stopped learning and growing: The price of entry for the sales profession is low, but the costs are enormous…and the results are worth it 🙂 “We must continually sharpen our skills and improve our craft. Those unwilling to invest will likely begin failing at a faster rate.”
Right now, I’m reading Mark Hunter’s amazing book, A Mind for Sales, & on page 41 he writes, “Don’t hit the reset button.”
Hunter puts a big emphasis of not letting Monday be your crutch days.
(Hunter) “Most people use Mondays to set up their week…”
but really it’s just a procrastination day because here’s how your week normally rolls out.
Monday is your “setup day,” right?
Tuesday you push off. Wednesday works off of Tuesday and on Thursday (good or bad) you’re gearing up for the weekend.
Friday becomes your warm body day, where you’re just riding it out until the weekend- vowing to hit it hard next Monday.
The vicious cycle goes on and on…
Next Monday comes around-another setup day. Tuesday and Wednesday go to crap. Thursday, the weekend is in sight, and Friday it’s beer-thirty.
You keep telling yourself, “Monday, I’m gonna hit it hard,” suddenly you find yourself 10 years later-the only thing that’s fatter is your waistline, not your bank account.
You’re always hitting the reset button.
Monday is your push forward day, not a day to hit the reset button.
Resets are necessary in life.
Vacations and long weekends void of social media are resets. The resets remind you that your current dire situation is not pervasive. A reset is necessary, but I think often, especially in sales, we’re too quick to hit the reset button.
“The fastest way to reset yourself after a bad call is to move on to the next call, ” writes Hunter.
Your sales call is just like riding a horse. The only way you’ll become a better rider is to get right back on after getting bucked off. The only way to improve in any situation is to step right back in the batter’s box; to get right back into the game; and to put yourself right back in front of another customer.
You want to get out of a slump? It ain’t gonna happen by sitting.
Think about it. If you haven’t worked out in a while, your first day back you think, “Oh God it’s great to be back! Why did I ever quit?!”
But the next day…
…you wake up and swear that you’ve been in a coma for 32 1/2 years. Everything hurts-even your lips and because you’re so sore, you decide to rest that day. The only way to overcome soreness is to work out again and it’s so contrary to what our emotions are telling us to do because when we try to pick up that weight, it feels like our body’s just gonna pull apart at the seams.
The only way out is through-it’s damn sure not done by hitting the reset button.
“Many struggling salespeople are too quick to think that, that if they just hit the reset button & reset their goals, they will become successful.” (Hunter)
But when you keep resetting your goals, you’re always going to reduce it down to comfort and convenience.
If you’ve sold more than three Mondays, you know firsthand what I mean. It doesn’t matter if you have 11 years or 11 minutes left in your month -somehow, someway, you manipulate your month in such a way that you’re just barely able to squeak out another month-vowing to hit it hard next month.
In hard times, renew your plan with more effort, don’t reduce it down to taking less risk.
Instead of trying to adjust the circumstances to fit your plan, adjust the plan to meet your circumstances.
Every month salespeople set a plan and when the circumstances go awry, and they always do, we try to bend the circumstances into our pre-formulated plan and it when it won’t fit, we quit, reverting back to comfort convenience to squeak out another month.
Sound familiar? Your nod is proof that you just keep hitting the reset button.
Set a plan and when the circumstances arise-it could be a customer, a manager that just pissed you off, a jealous salesperson, your baby mama, the economy, or life in general, adjust the plan to meet the circumstances-DO NOT hit the reset button 🚨.
Push off, get back on the horse… get back in the batter’s box-willing to get hit by another pitch, & adjust along the way.
You can’t go higher, if you’re always hitting reset.
Remember the greatest sale you’ll ever make is to sell you on you because you’re more than enough.
Stay amazing. Stay in The Sales Life.
I invite you to check out and subscribe to The Sales Life Podcast on iTunes, Spotify, or your favorite podcast platform. Also join The Sales Life group on Facebook. Stop by and say hi!
I’m on all of the socials @marshbuice and @themarshbuice (Snapchat)
Transcribed by https://otter.ai
Want a guaranteed WIN?
It’s impossible to be undefeated in life, but you can’t be defeated when it comes to your fitness.
No matter what is going on or wrong in your life, showing up to bust a sweat is a guaranteed win for you.
At the lowest times in my life, fitness was the only thing that kept me from taking myself out. I was demoted, broke, and being a newly divorced parent, my children wanted nothing to do with me…fitness was the only thing I could win at.
So every morning and every evening I would lift weights and go running. Normally people do the opposite. When it all hits the fan, they sit and sulk…I chose to sweat.
Look at fitness as a guaranteed win for you today. You may be uncertain about economy, relationships, job situation, or how you’re going to even pay your mortgage…but the one thing NO ONE can take from you is your ability productively sweat.
& when I say fitness I don’t mean a chiseled beach body-just bust a move. Make it a priority to bust a sweat everyday. It could be 10 minutes or 1 hour but if you do something strenuous for yourself…then that’s a win in my book.
Don’t look at how far you’ve slid nor how far you have to go..just go for a guaranteed win.
Show up for you 🙂
Thanks for being a winner.
If you want to be commissioned then you must first commission yourself.
If you want your sculpture to be out in front of City Hall, then first you have to sculpt.
If you want to cater, then you must cater.
If you want to sell, then you must sell.
If you want to be a speaker, then you must speak.
You say you want to be commissioned, but are you wiling to do the volumes of work it takes to be commissioned?
Besides, how can we commission you if you don’t commission yourself first?
When you’re commissioned, it means that you are given the full power to complete the work, but if you don’t fully trust yourself to put the work out there, then how can we fully entrust you that the work will meet our expectations?
You want others to fully trust you, but you don’t fully trust yourself to repeatedly put the work out there for us to see.
Here are 3 questions I want you to ask yourself …when you’re tired, frustrated, and seeing no results:
- Are you doing commission work? Do I work harder behind the scenes than I do in front of the camera? Are you off-line, in the back, griping about the low paying gigs and mooch customers or are you in the lab continuously improving.
- Do you have a body of work worth commissioning? Oh, you thought a week’s worth of posts should land the deal, right? Commissioners want to see a body of work and that means that you have to put out 5x the work to get even one nod of notice. David Meltzer said that when it comes to a body of work, people lack consistency. Consistency gives your work clarity. You know what your work means, but others don’t, but through consistency-because you’re constantly putting more work out there, your message begins to become clearer. Will you still show up and ship your work even when no one is applauding and life is booing you?
- Are you worth commissioning? You won’t have quality work until you put out a body of work. No first version of any product was the best version. It’s constantly revising even after the work is shipped so that your next piece is even better. Is your work considered a one night stand (wham/bam/pay me) or more of a long term relationship?
Those commissioning you must know that they are getting more than what they paid for, not less than what they hoped for.
As your body of work increases, it’ll go from risk to quality.
Little volume = lower quality = high risk (lower commissions)
High volume = higher quality = higher commissions (& a waiting list).
Reps + Techniques + Quality = Commission.
Never settle, keep selling your way though life no matter what. Stay in The Sales Life.