Work in “odd” numbers. Bust up your “usually’s.”
Here’s my challenge to myself this week & want you to come along.
* Work in ODD numbers. Instead of smooth, rounded off numbers, let’s mix it up.
• Resistance Training: (weights, bands, or body weight) instead of 10 reps do 11
• Cardio: Trying to knock a mile out? Do 1.1 miles. Feeling salty? Ok 1.3 miles. (If you go to a smooth 2 then you’ve gotta end at 2.1)
Break up your “Usually’s” this week.
• “I usually get up at 7.” Make it 6:51 & do something productive (non social media). Prime your mind with 9 minutes of solitude; a video from Eric Thomas or David Goggins; or read 5 pages of a book you’ve been putting off.
• “I usually leave the office at 5.” Stay 11 minutes longer (set your timer) to work on something productive.
“I usually go home and crash.” Don’t even go inside- take a lap around your block.
🔥 The odd numbers seem so small that they’re just as easy NOT TO DO as they are TO DO.
So do them. (Here’s the rub) It’s so small that it seems like it doesn’t matter, right? …but they do carry meaning.
It MEANS you busted up your “usually’s” aka your comfort zone, increased your tolerance, & that compounded over time MATTERS because…
MATTER = RESULTS.
You’re not playing a singular game, you’re playing a compounded one.
Work in odds this week.
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A new episode out tomorrow! “Be a student of When”
After a crushing loss, a volleyball player vented to her dad, “You can’t practice being taller.”
As if the only advantage the other team to win was their height.
And that’s what we do, right? We see the giants of our industry & we point to their advantages…
But we fail to take stock in our own.
Pound for pound many players I lined up against were stronger than me. But it didn’t stop me from becoming an All-American in football. Where that guy relied on his raw strength, I could out-think him. I watched film and spotted his tendencies so when we lined up, he was already beaten because I stayed out of his leverages (brute strength) & played within mine.
Tall, short, dumpy, shapely, skinny, dark-skinned, ginger, deep voice, or soft spoken…
EVERYONE HAS ADVANTAGES.
Now use them to your advantage!
I’m 6’3 & have a powerful voice. You damn right I use it as leverage. In my SalesLife.
But the 5’5 skinny 35 year old who looks like he’s 22 has an advantage too. Where I may seem intimidating, his small, young frame is unassuming & will find it easier to maneuver in certain situations.
Don’t waste another second wishing you had someone else’s heights of talent.
Use what you got & leverage it for more.
What’s been a “disadvantage” that you’ll now leverage & use as an advantage? 👇👇
Here are the Sales Bites from today’s episode of The Sales Life.
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Hear the full episode of this post here.
Stay amazing. Stay in The Sales Life.
So many people are trapped in the “IN” moments of their life.
Something happened in their life from childhood to being blindsided with a divorce or termination & all they ever talk about is what happened “IN” their life.
IN moments suck & may not be all your fault but you’ll never grow into the person you aspire to become if your “IN” dominates your every waking moment.
Your “OF” moments are where you take responsibility OF what happens after the IN.
Ask yourself today, “Am I talking about the ‘IN’ or the ‘OF?’ right now?”
It takes the emphasis from how the story started to THIS IS HOW IT ENDS.
The ball won’t always bounce your way. You may lose a deal, not get the promotion, or get slapped with (& lose) a frivolous lawsuit.
With “OF,” you control the narrative and set the course for the outcomes.
What’s your “OF” after your “IN?”
INSECURITIES are B.S. artists. Everyone & I mean everyone has insecurities..so don’t think that you’re alone
Your insecurities can be an advantage for you because they call you out.
When your insecurities whisper to you that you’ll always be broke, fat, & single…when insecurities sneer that you’ll never bounce back or become successful…
Run at your insecurities.
The thing it says you’ll never be, respond with, “Oh yea?! Prove it!”
Running at your insecurities will make the shadows disappear. What’s crazy is you’ve been running for years from those insecurities, but when you charge them, your insecurities run from you. (Ever had one of those “That wasn’t so bad” moments?”)
Running at your insecurities cultivates your courage. Courage is built by running toward the thing you most fear not by running (emotionally or physically) from the thing you don’t want to deal with.
Don’t know how to deal with it? Start by charging at it.
Running at your insecurities teaches you how to breath because you learn to stand in the tension, take control of your wild thoughts, and lean in.
Charging your insecurities defines what you’re made of (courage) instead of reminding you of what you’ll never be.
Your insecurity is an empowerment & is right there for the taking.
Insecurities think you’re not strong enough to take them on.
Don’t mask the insecurities by buying a bigger shirt (to hide the love handles) or a case of beer to drown out the regrets.
Run at it & say, “Oh yea? Prove it!”
What is 1 thing you’re running at this week?
Stay amazing! Stay in The Sales Life.
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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.