The #1 reason why customers need you

Customers DONT NEED YOU!

The information about your product is all online. What they do need you for is the “yea-buts.” When what they read is contrary to the information they just received FROM YOU.

You’ve got to help steer your customers through those push-back situations & if you don’t anticipate & be ready to answer in a polished, professional manner, then you’re gonna blow your deal.

Think about the millions pieces of your kid’s playhouse that you’ve got to figure out how to put together.

The directions are right there, but when the directions you read don’t equate to the action that you’re taking, the words alone won’t help you through the “yea-buts.”

This is where you as a salesperson, parent, coach, or manager come in. To help bridge the chasm of giving up vs moving forward.

Never settle keep selling your way through life no matter what.

7 Ways to Keep Your Sales Game Green


Green is a term used to describe rookie salespeople, but green is also the color of professional salespeople too.

What color is your sales game? Is it still a lush, vibrant green? Or has it become a crispy brown.

In his book, The Bonus Round, Patrick Tinney lists 7 competitive advantages to staying green in your sales career.

#1. Product Launches: Tinney writes that he was the first one to test his company’s new products. “By thinking green I got to work out the kinks and work around the products. I was testing them on myself. The idea was to remove as much of the risk for my customers.”

When’s the last time you tested a new product/launch, not only to have a deeper awareness, in order to relate it better to your customers, but also to work out the kinks and help reduce your customer’s risks.

Green Test: Do you know what happens when you push every button on your product?


#2. Competitors: Are you green with your competitors? Are you keeping up with their launches and their ways of doing business or are you just too busy of doing business your way?

Green Test: Look at your competitor’s website and social media posts. What experience are their customer’s raving about?


#3. Legislative/economic changes: Are you green to the changes, outside of your control? “You need to remain in constant touch with the market and the government,” Tinney writes. Great salespeople, adapt. They don’t waste energy talking about changes they have no power to produce. Whether the change is BS or Right on! green salespeople keep it moving.

Green Test: What color is your speech? Green with optimism or brown with back-in-the-days embellishments.

#4. Innovation: The day you jump up and freeze in mid-air is the day you no longer have to change, but until that day comes, you’ve got to adapt to innovate and innovate to adapt. Nothing remains the same, nor should you. (Check out episode 609 of The Sales Life Podcast creating missions instead of goals.)

Green test: When’s the last time you did something for the 1rst time?

#5 & 6. Up-cycle and Efficiency: If you’re green to product launches, competitors, & innovation, then you can up-cycle your customers, and move them up or down, based on their needs and your expertise. This will not only develop a deeper trust, but also better efficiency for you.

Green Test: Even if it pays a higher commission, are you willing to move your customers to a lesser model because it’s a better fit for them?

#7. Collaborate with your customers. This one is HUGE. Many of your customers are business owners. ((New flash I know) They own a business, but they don’t know how market nor sell within their business. Collaborate with your customers and show them how to adaptively sell and market themselves leveraging social media. Shoot a few 15 second clips & create a few colorful posts for them to run for the month.

Obviously they trust you. Now deepen the trust by helping them fertilize their business.

Green Test: Who knows where it leads. You could start your own side-hustle marketing agency. Through collaboration you both learn from one another. You learn what it takes to start and run a business & they learn how to make it grow.

Your TSL action items up today:

What areas are you green? Maybe you’re green to the product launches, but see other areas that need watering.

What areas need watering? Maybe you’ve ceased innovating or studying your competitors.

What areas crispy? It may mean you’ll have to uproot & replant the dead areas of your sales career. The good news is that you can always start fresh & immediately in sales.

Watch the LIVE episode on The Sales Life YouTube Channel.

Stay amazing. Stay in The Sales Life.

——————————————————————-

*The Sales Life is a never settle mentality. To never settle again means that you must keep selling through life. NO MATTER WHAT. Selling is a life skill not just a profession and if you want more, then you’re going to have to negotiate better using The 8 C’s: Communication, Connection, Curiosity, Creativity, Consistency, Continuous learning, being Coachable, and handling Criticism. The same skills we learn by profession can be applied to your life as well to negotiate through any circumstance in life. Some of them you’re already good at. Others you’re not. All can be improved. What is, is not all there is.

Join The Sales Life Nation Today:

The Sales Life Podcast https://the-sales-life-with-marsh-buice.simplecast.com/

TSL Facebook Group https://www.facebook.com/groups/thesaleslife/?ref=pages_profile_groups_tab&source_id=105195711202585

YouTube Channel: https://www.youtube.com/channel/UCiNqFo05MJ6_yCu1vJ3rX4A

LinkedIn: https://www.linkedin.com/in/marsh-buice-1301ab23/

Connect with me on all of the socials: @marshbuice

Screw the goals. Create a mission.

It’s so fitting since the year is drawing to a close, that we’re talking about this topic-& it ain’t about goals either!

As a matter of fact, we’re gonna throw the goals on the back burner and instead talk about a mission.

In chapter 23 of his book, Chop Wood. Carry Water, Joshua Medcalf writes,

“Goals let people off the hook. If your goal is to become a doctor, there are many people who can stop that from happening. With so many checkpoints along the way, there will be people who will tell you that you’re not smart enough, nor do you qualify.”

The crazy thing is we listen to them! They say, “I’m only looking out for you,” or they may already bear the title, and since we’re not following their exact lineage, they stand in judgement and say that there’s no way.

“Goals shirk responsibility,” but the only person who can stop you from living out a mission is the one staring back at you in the mirror.

I think people are bored with goals because goals feel monumental. The finished product feels like you took on the job of carving the president’s faces into the side of Mount Rushmore.

It took them 14 1/2 years to complete Mt. Rushmore, which is how long it feels to accomplish our goals. If I were to tell you that you could accomplish any goal, but it was going to take you 20% of your life to achieve it, what would you say?

“Nah, I’m good!” Instead of reaching for summit, you’d instead walk toward the foothills accepting what life hands out and call it fate.

You don’t get in life what you deserve. You get in life what you negotiate.

I love the word mission instead.

Because the word alone makes you feel light on your feet.

And what’s beautiful, is you don’t need permission for a mission!

No one can stand in your way for a mission. As a matter of fact, no one has to even know. You’re just on it day in and day out.

Medcalf writes that a mission acts as an internal guidance system, so you can make tiny course corrections along the way. (Check out episode #495 of The Sales Life Podcast. Change is 3 degrees at a time.)

If you find you’re in a haze right now and don’t quite know what your True North is, but feel an agitation to do something different, then you can borrow your mission from someone else, because a mission is not based on tenure nor merit. As you progress, you can adapt it to your own.

A mission is daily fuel. Think quick, rapid fire bursts of becomings.

You don’t get to Mt. Everest without becoming a skilled mountain climber along the way.

Missions are chapters and within each chapter you check, adjust, & push Off.

Rinse and repeat next mission.

A goal is waaaay out there.

A mission is in here. (Tap your chest.)

It’s the next step.

Even though I have the ultimate goal of The Sales Life being global, I keep it simple and work my mission every day with what I live and learn so that I can share it in the form of podcasts, videos, and blogs.

Every episode you see me working my mission.

Some missions get fulfilled, other missions are pivot points to push off in a new direction.

Just the word mission alone, keeps you light on your feet, because you can quickly shape and ship your mission. It’s a brick toward the ultimate goal.

Missions are elastic. They give you the ability to zoom out five years then slingshot back in to today.

My mission for The Sales Life Podcast:

*Create a new podcast every week.

*Write the podcast in the form of a blog. (Out of 609 episodes I may have 100 of them blogged.

*Develop my YouTube Channel. (Join TSL here!)

My mission for health:

*Bust to sweat every day.

*30 minutes/day.

*Workout with weights 3x/week a day. To keep it simple, I commit to 5-6 exercises and working opposing body parts to save time. (ie. bench straight to lunges)

What’s your mission? Keep it simple.

Stay amazing! Stay in The Sales Life.

*The Sales Life is a never settle mentality. To never settle again means that you must keep selling through life. NO MATTER WHAT. Selling is a life skill not just a profession and if you want more, then you’re going to have to negotiate better using The 8 C’s: Communication, Connection, Curiosity, Creativity, Consistency, Continuous learning, being Coachable, and handling Criticism. The same skills we learn by profession can be applied to your life as well to negotiate through any circumstance in life. Some of them you’re already good at. Others you’re not. All can be improved. What is, is not all there is.

Join The Sales Life Nation Today:

The Sales Life Podcast https://the-sales-life-with-marsh-buice.simplecast.com/

TSL Facebook Group https://www.facebook.com/groups/thesaleslife/?ref=pages_profile_groups_tab&source_id=105195711202585

YouTube Channel: https://www.youtube.com/channel/UCiNqFo05MJ6_yCu1vJ3rX4A

LinkedIn: https://www.linkedin.com/in/marsh-buice-1301ab23/

Connect with me on all of the socials: @marshbuice

The grass is only greener where you water it. The power of perspective & thief of comparison.

Two words kept bubbling up in this section Joshua Medcalf ‘s book, “Chop Wood. Carry Water.”

Comparison and Perspective.

Ironically, both of these words were discussed in previous episodes of The Sales Life Podcast. In episode 588, Emmy Award winning artist Tasia Valenza’s favorite saying is, “Comparison is the thief of happiness.” And in Episode 606, best-selling author Zack Friedman said that the first behavior to begin living The Lemonade Life is the switch of perspective.

Comparison is a trap and we know it yet we still fall for it!

Let me ask you this, when you compare yourself to someone else, do you really walk away feeling better? Hell no, you feel worse, because you see how far you’re behind.

And social media has made it even worse. There was always someone doing better than you, but now that you have instant access to anyone in the world, you can really see what a loser you are.

So you have to put some P on that C.

Put some perspective on that comparison.

Medcalf writes, #1. “Comparison is the thief of joy. #2. “The grass isn’t always greener on the other side. The grass is greener where you water it,.”

“True nobility, is not being superior to the other person. It’s being superior to your former self. The person who chops wood and carries water, whether they’re up by 20 points or down by 20 points crushes the field in the long run because they’re crushing the former version of themselves who was focused solely on winning.”

How would you answer if I asked you, “Do you want to win, or do you want to succeed?”

Without thinking you’d probably say that you want to win, but winning is playing the short game. It only has one outcome and if you keep getting blown out in your SalesLife, you’re likely to give up and quit.

But if instead you answer that you want to succeed, well that’s playing the long game.

That’s the person who chops wood, carries water because success is a mixture of wins and losses, and because you see it as a marathon and not a sprint, you’re the one who’ll succeed and surpass your former self who only wanted to win.

Look, here’s the real real. There’s always going to be someone younger, smarter, faster, stronger, richer and more experienced than you. Chasing that image will only leave you hollow and depressed. Just look at the tragic ending to the man who literally wrote the book on Delivering Happiness, Zappos. Tony Hsieh. Even the man who sold his company to Amazon for over a billion dollars left this world hollow and depressed.

Hip hop legend Rakim’s favorite mantra is,”Always be better than yourself.” Even when music executives were bending his ear to change his style to gangsta rap, Rakim kept flowing positivity.

(Back to the book.) “Compare and measure yourself to your potential.”

And that got me to thinking, what is potential?

Potential is defined as what’s possible, as opposed to actual; capable of becoming.

So my question to you is,

“Are you living an actual life or a possible life?”

and…

“Are you capable of becoming?”

“Of course, Marsh, I’m capable….”

Then are you willing?

(Back to the book) “If it rains bottle the water and sell it. If the sun is shining plant a garden…”

And I added something else.

If someone or something, takes a crap on you, plant roses because even a rose has to go through shit to become a rose.

The point is, use what you’ve already been given.

You have so many assets, yet you don’t use it because you don’t see it and you don’t see it because you’re too busy comparing your “disadvantages” to the next man’s “advantages.”

That’s a losing bet. You’re playing Russian roulette with Life and one day it’s going to fire with the wrong results.

So keep it simple. Chop wood. Carry water. Go out there and crush your former self.

Stay amazing. Stay in The Sales Life.

*I’d love for you to check out The Sales Life Podcast w/ Marsh Buice. There you’ll find 600+ episodes to prime your mind. Also, head over to The Sales Life Facebook Group where you’ll join a growing community of like-minded individuals like yourself.

Watch The Sales Life Podcast LIVE!

You were building your house the whole time

In Joshua Medcalf’s book “Chop Wood. Carry Water: How to fall in love with the process of becoming great,” he tells the story of an architect named Kota who built some of the finest homes in all the land. He poured his heart and soul into every home that he built. He was meticulous in his craft, obsessed over the details, and only used the finest materials.

But after 30 years of devotion, he went to his boss and told him that he was retiring so that he could travel and spend more time with his family. Though disappointed, his boss agreed, but asked if he could build just one more house. This house was for a special person, he said, and Kota was the only man for the job.

Reluctantly Kota agreed, but this time it was different. Instead of obsessing over the details, Kota delegated most of the work, paid little attention to the details, and used sub-par materials. Because he viewed this task as more of an obligation than an opportunity, the house didn’t have that wow factor that all of his previous other houses had.

When the house was complete, Kota went in to bid farewell to his boss and as he turned to leave, his boss said, “Kota I just need one more thing.”

Kota was just about to snap, when his boss handed him a small box with a ribbon tied around it. Upon opening the box, Kota found a key inside. “The house is yours, you deserve it,” said the owner of the company.

Kota had been building his house the whole time.

Had he known, he would have given it his all, poured over the details, and only used the finest materials, but it was too late.

Every day you are in the process of building your own house.

It may feel like you’re doing it for someone else.

It may look like that you’re just trying to work and pay the bills. From the outside looking in, you’d be right…

But your house you’re building is from the inside-out.

I don’t want you to reach a point only to realize that you’d been building your house the whole time.

See, it’s not the house, it’s what the house becomes in the process.

Because you pay attention to the details of your life & fight for the design that you envisioned in lieu of accepting it is what it is…

Because you don’t delegate your dreams away- hoping to be discovered, instead, you’re in the process of discovering more about yourself every day…

This is your house. You refuse to use the cheap materials of toxic people, negativity, alcohol & fast-food to build it because you know a poorly built house is no match to withstand the hurricane-force storms that may come your way.

You don’t get in Life what you deserve, you get in Life what you negotiate. Life will stand before you & say, “Here, you deserve this.” What you deserve is dependent on how well you negotiated through all of the times that you were wronged, cheated, stabbed, lied to, run over, laughed at, pointed out, & spoken down to.

So when you’re having one of those days, just remember these 3 words:

“Had I known…”

That even on your worst days, where you’re being pushed under in the worst ways…

You’re building your house the whole time.

What skills & mindset will you bring?

What materials will you use?

Or will you even show?

Only to reach a point in Life & realize it was all a test. It was all a process. And it was always about becoming.

“Had I known…”

Now you do.

Stay amazing. Stay in The Sales Life.

Hear this episode & 600+ more on The Sales Life Podcast.

It’ll ALWAYS go your way…as long as you adjust to make it your way.

Here’s today’s show notes!

Marsh Buice:

All right, TSL, let’s get it. Welcome back, or welcome to another edition of The Sales Life. And The Sales Life is just not for those in the sales profession. It’s for those who are building the life skills of selling. So glad that you’re here today, man.

Marsh buice:

I want to talk real quick about market conditions. And many times in our Sales Life, we’re always adjusting or are always having to deal with market conditions. And we always want it to go our way, don’t we? But recently Seth Godin, the guru of them all, man, if you don’t know who Seth is, just go to Google and type in Seth and he will come up. He’s number one in Google, but his insight is always super, super interesting for me.

Marsh Buice:

So recently he was on a podcast with Brian Koppelman, another one of my favorite people. Brian Koppelman was the writer or is the writer for Billions. I think it’s on Showtime. And also one of my favorite movies of Rounders. And Godin recently said, he said,

“Professionals see any change in the market as an opportunity because they know why and who they’re doing it for.”

He went on to say that,

“Professionals will even embrace the momentary incompetence along the way to get good at something new because they know that when the world changes amateurs, they whine, complain and they go away. They go find something else. But the professionals see the change because they see it as a craft.”

Marsh Buice:

Poof. Bro, I heard this, I’m like, “Oh my God.” I mean, think about how you look at change. And do you look at change as a part of your craft? Do you view any change in the market, any change, doesn’t matter what happens, do you view any change in the market as an opportunity? Or does it always have to tip in your favor? And if it doesn’t, bro, you get big lipped. You say, “Uh,” and you whine and complain. See, if you view any market change, doesn’t matter up, down, sideways, expand, contract, polka dot, turns purple, turns dark, if you view any change, oh my God, it’s an opportunity. It’s a new game. It’s a new strategy. If you view that as an opportunity, bro, you’re on the mark of being a pro.

Marsh Buice:

But if you view change and all of a sudden it hits you out of nowhere, “Oh my God. I didn’t see this coming,” if that happens and you find that you’re the one who is complaining or you see people around who are complaining, that’s the mark of an amateur.

No matter what the market brings, it’s always going to go your way. Because as a professional, you adjust for the way.

Marsh Buice:

So, let me tell you, when the market shifts, what most people do is they hold onto their old beliefs, dude. It’s their old ways of doing things. “It’s the way we’ve always done it.” And what they do is, is they deal with the new change with always. And so what they do is, is they… Think about all the energy, bro, that they spend trying to take the old ways and cover up for that new change. It’s exhausting, isn’t it? Think about some old school people, some people who aren’t good at adapting, those old school people, they don’t adapt. What they’re better at doing is creating stories and lies and layers of why it ain’t going to work. And what they do is they prop and protect, instead of releasing for growth.

Marsh Buice:

And professionals are willing to do so. They’re willing to do so because what they’re willing to do is, is they’re willing to look incompetent for a season, because they realize what they’re doing is they’re exchanging old tools for a set of new tools. And you get another level of good. I know this firsthand, dude. When I got demoted to finance- back down to the bottom rung, I had to embrace the incompetence. I had to see it as an opportunity. Now don’t get me wrong. I didn’t walk in there and say, “Hey, this is an opportunity.” No dude, my ego was bruised. No, man, I’d been propped up for years thinking I knew how to run everything. I could run a store. I could not run that department. Been too many years, got away from it.

Marsh Buice:

But everything shifted for me in my entire life when I saw the change as an opportunity. And speaking to that, that goes not only for profession, it goes for your entire sales life personally and professionally. If you can view any market change, whatever it is as an opportunity, then what you do is you lean into that fear. You embrace the incompetence. See, most people won’t embrace incompetence. They’re saying they don’t want to look stupid. They don’t want to look foolish in front of others. They don’t want others to look at you and say, “Damn, Marsh, I thought you knew what you were doing.” No I don’t. No I don’t. And everything shifted for me when I was willing to embrace the incompetence and become a master. And I had to release everything that I thought I knew. And I got a new set of tools. What’s interesting is, is when you exchange your old tools for a new set of tools, the old tools become experience and they cease becoming methods, the way that you do things.

Marsh Buice:

So here’s your TSL action item of today:

Every moment is an opportunity and you must see it as such. And so you’re going to have to adjust and adopt and embrace the suck. Embrace the fact that you look stupid and incompetent. But brother, let me tell you, it’s only for a season because when you can see any change as an opportunity and you embrace the incompetence, you see everything as part of your craft. 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.

“Your Results Will Soar, When You Learn To Land The Plane

 

Here are the show notes from today’s episode of The Sales Life Podcast.

Marsh Buice:

All right TSL. Let’s get it. Welcome back to another edition of the Sales Life. And the Sales Life is just not for those in the sales profession. It is for those who are building the life skills of selling. I hope you guys had a wonderful, powerful weekend, got some rest. Dude, I got plenty of rest. This past weekend just really laid up on the couch. It was raining. It was cold. Didn’t do much at all.

Marsh Buice:

So this weekend I was listening to Hala Taha’s podcast, Young and Profiting. And her podcast is a great podcast. She recently had a world-class negotiator and law professor at Columbia school, Alexandra Carter, and Alexandra wrote the book, Ask For More. 10 Questions to Negotiate Anything. And when I see the word negotiation, I’m all for it.

Marsh Buice:

I’m live and in charge, I’m ready to roll with it. She teaches her students three powerful words. And the three powerful words that she teaches them is Land the Plane. And oftentimes what happens when you make a point, or when you ask a question, make an offer, you don’t land the plane. So what you end up doing is you keep flying. What I call in the business, where we sell it and then we buy it right back.

Marsh Buice:

Because what we do is we fill the silence. We’re terrified of the silence. And because the silence feels so heavy, what we’ll do is we’ll make a statement, we’ll make a point, but then we’ll fill in the silence, the gaps with more words. And you dilute your initial offer and make counter offers. You end up bidding against yourself. You make counter offers. And many times accept which you didn’t have to accept, which is a lower amount.

Marsh Buice:

And you walk away from those kind of situations. And you wonder, what could I have gotten? And you don’t like what you got. But you made the offer. I know many times I was sitting here listening to this about landing the plane. I know many times what will happen when I’m on a 0-11 steak- obviously my confidence is not there because I keep losing.

Marsh Buice:

I’m tired of being rejected. So many times what I tend to do is I’ll fill the gaps with needless words. I’m not confident. So I’ll make an offer. I’ll make the point. But then what I’ll do is I’ll counter offer my initial offer and water it down.

Marsh Buice:

And you tend to bring up objections and concerns that aren’t even there. So a practice that you have to learn, if you want your results to soar in your sales life, learn to land the plane. Because sales is not just a profession. It’s a life skill. And this is a skill that you need to be able to develop all throughout your Sales Life.

Marsh Buice:

Think about the times dude when you’re confident. When you’re confident, not only do you say it in as fewer words as possible, but you say it’s so matter of factly that you expect your customer to say yes. You’re almost shocked that they don’t get on board like the other 100 people that got on board too. And you’re like, what? And I don’t know what that is. It is something that the other parties are drawn to that they’re magnetized to your confidence.

Marsh Buice:

When you’re able to land the plane, you put it out there. You make the offer, you make the point and then you can sit back in silence. I know when I first started the podcast, I was so terrified of the silence. So I would say something, but I think many listeners probably missed the point. And they missed the point because I mowed it over. There was no silence. There was no gap.

Marsh Buice:

There wasn’t enough for someone to absorb. So in your Sales Life, think about it the same way. When you make a point or an offer and you don’t give the other party a chance to say yes, because what you end up doing is you say no for them. You cut your offer. And then you’re upset. Oh man, I wish I would’ve got a better offer. Well, you’re the one who offered a lower option. So of course the other party will agree to the lower option.

Marsh Buice:

And I get it. Many times we’re terrified of the rejection. We hate the rejection. So what we end up doing is because we fill the gaps. We don’t land the plane. We’re trying to fill the gaps. And it’s easier for us to reject ourselves than to hear rejection from someone else. And that’s exactly what we do by not landing the plane. We fill the gap. We tell ourselves no. We pad the rejection.

Marsh Buice:

So when, and I know it’s coming, I know the customer’s going to say yes, no. When they say no, we say it’s all right. I already told myself no, anyway. Land the plane. I don’t care how much of a losing streak, how much of a disadvantage you think that you’re in. You’re not. Because silence is your advantage, but you have to think in layers, not lumps. And many times, what we do is we lump.

Marsh Buice:

We make a level 10 offer, and then we lump it to level one. We go in there as I need a raise. I’ve been here 15 years. Boss I need a raise, paraphrasing of course. Boss I need a raise. How much you need? I need at least 25,000. But I can probably get by with five. Okay, five it is.

Marsh Buice:

That’s what we do, because we don’t learn to land the plane. But if you think in layers, then you can lay the level 10 out there. Lay it on there, then sit in silence, land the plane. And then remember dude, you have other layers. You have other options. And then you can layer the thing down. Don’t lump it down from 10 to one.

Marsh Buice:

Silence is your superpower. It is. It’s your superpower. But let me tell you something. Silence is not just going to come to you. You have to work for it. I’m an actually silent guy. I’m not a big work the room kind of guy as you guys know. I’m not. But I’m not silent when it comes to my sales life. In many times, we think in order to get results, we have to keep on talking. Many of the results will come to you when you make it in emphatically.

Marsh Buice:

And this is why you have to, as Carter says, you have to think of landing the plane of silence. You have to think of that silence as going to the gym. And you have to work at it and work up to it to develop a tolerance to be able to sit in the silence. Telling you dude. It puts the pressure on the other party, versus relieving the pressure, when you just keep on talking. And many times it gets diluted. It’s unclear. And so the natural default, when it gets confusing is for the other party to say no.

Marsh Buice:

So you’ve got to have that abundance mentality. You’ve got to be abundant about it. And so what you have to be is you have to be abundantly clear. Dude, you got to be abundantly focused and abundantly confident, that even if level tens not agreed to, or eight or seven or six or five or four or three or two or one, if those aren’t even agreed to, I have other options. And I may need to land the plane somewhere else.

Marsh Buice:

Sometimes what gets no, the door that slammed in your face is a tremendous … the world just did you a favor. You won’t realize it for 10 years, but many times you personalize the rejection. And so the next one you go and you make an offer, but you dilute it when you could have gotten more. So let’s rock out with your TSL action item of today and put your comments in there below.

Marsh Buice:

And I’ll be sure to send you a shout out here in just a second. TSL action item of today. Today’s podcast is going to be on Apple Podcast, Spotify, and also on Amazon music. And of course it’s live on all the platforms. So if you’re watching this on the replay, be sure and hit the hashtag replay with your comments. So I can give you a shout out below. So TSL action item of today, know what you want.

Marsh Buice:

Before you walk into any situation, before you make a phone call. Dude, I don’t care if it’s the lady at target, it doesn’t matter. What do you want in this situation? What is the outcome that you want? That’s number one. Number two is, ask for what you want directly. Be direct about it. No fluff.

Marsh Buice:

No, I was thinking. None of that. Direct, get to the point. Know what you want going into it. Be direct about it and [inaudible 00:11:21] land the plane. That’s number three, land the plane. Say it, know what you want. Say it directly. No fluff words. And number three, land the damn plane and sit in silence. You got options, but make the offer. Let them marinate on offer and then you can layer it from there. All right.

Stay amazing. Stay in The Sales Life!

#599. S.S.S.S.: Stop Saying Stupid Sh*t

Hear today’s episode on The Sales Life Podcast w/ Marsh Buice

Here’s the transcript from today’s episode.

Marsh Buice:

Alrighty TSL. Let’s get it. Welcome back to another edition of The Sales Life. And The Sales Life is just not for those in the sales profession. It’s for those who are building the life skills of selling. Because I want you to be a top producer, not only personally, but also professionally as well. And to do that, man, you got to take some of the skills that we learned in the profession. Skills of communication, connection, curiosity, creativity, consistency, continuous learning, being coachable, being able to handle the criticism. You’ve got to take those skills, man. And then you got to apply those to your personal life as well. Because I say sales life, life sales. That’s why we call it The Sales Life.

Marsh Buice:

So right before you turn off the camera, this is all you’re going to listen to. I want you to hear these four words. It’s on the ticker. Stop saying stupid stuff. That’s it. Stop saying stupid stuff. Trevor Moawad who wrote a phenomenal book, It Takes What it Takes. He works with elite athletes, both on the collegiate level and also on the pro level as well. He’s good friends with Seattle Seahawks quarterback, Russell Wilson.

Marsh Buice:

And he comes from a background of the power of positive thinking. His dad was known as “Mr. Positivity.” And even as a kid, Moawad struggled with this because the power of positivity requires a lot of internal work. And it requires a lot of wiring and rewiring, and it takes a long time with affirmations and all kinds of different things. And many people can’t stay the course because it’s such a long game. I mean, think about it. Dude, I’ve done the affirmations. I’ve done all kind of different stuff. And it just seems like, man, that sometimes it just won’t work. And then you just kind of give up on it. Right? Well, that’s what Moawad struggled with.

Marsh Buice:

And because he worked on the collegiate level where he’s losing 35% of his inventory every season, meaning players. 35% of the players are going out. And then he gets a new fresh batch coming in. So he didn’t have the time to actually teach the power of positive thinking because it takes so long. He didn’t have years. He only had a season. So he decided to institute one rule, and that’s the four S’s, stop saying stupid stuff. Stop saying stupid shit.

Marsh Buice:

And he said, you can think it, you can think it all day long. But he told the players, he said, you can’t say it. He said, you can’t complain about how hot it is. You can’t complain about the coaches. You can’t call about the play calling. You can’t complain about how you getting blown out. You cannot complain out loud. Can’t say it. You can think it. You can’t say it. Because studies show that what you say is 10 times more powerful than what you think.

Marsh Buice:

But studies go on to say also that when what you say is negative, it’s four to seven times more powerful than what you just said. So I can say something, it’s 10 X. But if it’s negative, it’s four to seven times that. It’s 40 X. It’s 70 X from the negative thing that I said. This why I tell my salespeople. If you want to get me across the showroom floor real quick. I’ll go tell a salesperson as soon as they start saying, man, it’s slow. Man, no customer. I can’t get a customer to buy. Man, I’m having a terrible month. I shut them down. Stop saying it. You can think it all day long, but stop saying it. Because what you’re saying is amplifying your results. What you’re saying is reinforcing. I know you don’t want to end up in a loser’s bracket. I get it. You can think it all day long. Your thoughts are going to go haywire. Just don’t say it.

Marsh Buice:

Dude, I just had this last night. The long day, hard day. And then another deal will come. And I swear, dude. It’s like I just could not get out of the chair. And I was getting frustrated. And I almost said something and stopped. Stop saying stupid stuff, Marsh. Don’t say it. Don’t give it life.

Marsh Buice:

Because what I say is 10 times more powerful. And if it’s negative, it’s 40 to 70 times more powerful. So think about that for a second. The one negative thing that you say, it’s going to take you seven positive things about the same thing now. Seven positive things just to get back to zero. Dude, that’s a lot of work for nothing. When all you have to do is shut your mouth. That’s it. I get you’re frustrated. I get that you’re not getting the result. Just don’t say it. Think it, don’t say it. Is why I say Miranda is always right. Remember the Miranda rights? Hopefully none of you have been read those. But the Miranda rights are what? What you say can and will be held against you. Right? Miranda’s always right. And what you say will be held against you in your Sales Life. So don’t say it. Because you’re doing a lot of needless work. This is why you get home and you’re super frustrated. This is why you can’t win for losing. This is why you’re broker than broke. This is why your situation never will change.

Marsh Buice:

It’s not ever going to change because you keep speaking those things and reinforcing them 40 to 70 times. So if something’s going to come out of my mouth… I just had this conversation with my daughter the other day. She was saying, ah, so stupid. I can’t read these big words. Stop. Back up the truck. I said, you can say I’m not good with these words, but I’m going to get better. These are big words, but I’m going to figure them out. Something to that nature. And dude, it seems so hokey, doesn’t it? It’s powerful. If the world was spoken to existence, then what about your world? It’s what you got to look at it, man.

Marsh Buice:

So, the triple or quadruple S’s today. Stop saying stupid stuff. Today and this day forward, every time you feel it’s about the bubble out of your mouth, don’t say it, man. Don’t say it. And your thoughts are going to go haywire. You are going to have some crazy and some evil thoughts. Trevor Moawad said in his book, he said, man, look, I’ve been with Superbowl champs. And I’ve been with these collegiate athletes on the eve of the Superbowl, on the Eve of the collegiate championship. He said, I’ve been with those athletes. And every single one of them are just like you. Every one of them feared it. Every one of them feared the worst case. The only difference between them and you, they didn’t externalize it. They didn’t externalize it. They went out there and just played the game. They thought it, but they played the game.

Marsh Buice:

So I’m going to leave you with this. Think whatever you want to think but I want you to act in such a way that brings nothing but the positive results. Super powerful man. Four S’s. I keep wanting to say triple S’s. Triple S’s squared. All right, four S’s today, man. Take that day. Take this to your sales life forward. 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. Hang tight a minute, man. Let me get to these comments.

Marsh Buice: (Going to the LIVE Comments)

What’s up [Sean 00:00:08:56], positive affirmations, man. Breathe it. Believe it. Achieve it at [Donnie Trayhan 00:00:09:01]. I’ll just read what [Sean Hill 00:09:04] said. My grandfather taught me at a young age that being able to articulate your thoughts in a way they are crystal clear is one of the most valuable skills anyone can actually learn. That is true, Sean. It is tremendous skills to be able to do that. And you bring up a good point, Sean. Let’s rock off of that real quick. What’s interesting is, is in Sean’s on LinkedIn. What is interesting, if you don’t say the stupid things… Sean, I’m glad you brought this up. When you say stupid things, then it’s the ignorance of yourself. I mean, we’re ignorant at times, right? But think about this. If you don’t say it, the stupid things and you channel it in such a way and say it in a different way that brings something life giving, it does. It clarifies your thoughts and crystallizes your results on those things. It’s amazing, amazing thing.

Marsh Buice:

What’s up [Chris Saraceno 00:10:23]. Thanks man for jumping on here. [Conrad Levy 00:00:10:25], the power of the tongue, man. The power of the tongue. And I say that too, man. Life and death come with the power of the tongue. Life and death to your Sales Life will come with the power of the tongue. Stop saying it. Stop saying it. All right, let’s get on, man. We got to get to work. Some of us got to work on Saturdays, so let’s make it happen. Be sure and share today’s episode, man. Leave your comments below. If I can’t get to you right now, I’ll catch you on the replay, man. I’ll definitely hit you up on that. So thanks so much for tuning in.

This episode is also… Later on today, man, I’m I’m going to clip it down and put it on the podcast too. So if you want to re-listen to it. Also, man, you get your shout out on the podcast as well. I’m not going to edit it out, man. I’m going to let it roll. So be sure and leave your comments below so that way I can give you a shout out on that.

Marsh Buice:

Remember, the greatest sale that you will ever make is to sell you on you because you’re more than enough. Stay amazing. Stay in The Sales Life.

Let them struggle

Hear this post on The Sales Life Podcast.

Do you want to help someone out? Well, help them out by letting them struggle.

Struggle is an opportunity to learn beyond the point of frustration.

I learned this by talking to one of my friends. He mandate for his kids? They are not allowed to come ask for help until they make some sort of progress beyond the sticking point.

Oftentimes he finds they never ask for help because they end up figuring it out on their own (F.I.O.).

Because they figured it out on their own, they earned their confidence & independence.

It made me think. How many times have I been too quick to help my daughter with a big word or help her finish her project?

And I’ve robbed her of one of the greatest opportunities.

The opportunity to struggle.

Think about it. If ask for help every time you get stuck, it’ll become your automatic knee-jerk emotion.

We’ve done that on our jobs, as children, and still do it as adults today.

But help is not always going to be there. And because help’s not always going to be there, you need to learn the opportunity of struggle and how to figure it out on your own.

Ray Dalio, second’s that motion. In his book, Principles, he actually denies his people of their request because he wants them to find alternative solutions. Even though his company has the resources, he wants his people to become resourceful.

Like my buddy’s kids, when they figure it out, Dalio has more confident & independent employees who aren’t weakly running down the hall looking for someone to come to the rescue.

Parents let your kids struggle.

Friends, let your kids struggle.

Managers, let your employees struggle.

Children, sometimes you’ve got to let your parents struggle too.

Bailing them out for the 50th time, you scratch your head about parents, employees, kids, & friends, and think “When are they ever going to figure it out?”

They won’t as long as they have you. If they can always run back to you, then there’s no reason to run forward toward anything else.

So let your people struggle. Not harshly. Tell them, “Get to a sticking point; make progress beyond the sticking point, and then if you need my help, we’ll figure it out together.”

Because I find, it’s better to run behind someone than to run for them.

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.

Your circumstances may not be equal but your opportunities are.


Your circumstances may not be equal, but your opportunities are.

Think about that for a second.

Everybody’s got different circumstances-we’ve all got different things going on in our life, right?

But no matter how diverse our circumstances, there are still opportunities!

Because opportunities only exist and can be seized by those who are willing to see them.
Opportunities are an equal employer.

They are!

Opportunities are always looking to hire someone no matter who’s in office or the state of the economy.

But most people don’t even apply.

So let’s take both ends of the spectrum.

Let’s talk about the guy down the road who seems like he wants for nothing. No struggle, no cares, just a picture perfect world.

Well, he misses out on opportunities.

Because he’s complacent. He’s satisfied. And if there’s no hunger, there’s nothing to seize because there’s nothing to see.

You can’t seize what you don’t see.

But let’s go all the way to the other end of the spectrum. The person who lacks everything. Well that kind of person misses the opportunities too because all they see is lack. All they talk about is what they’re missing. They point to the guy down the road who has all of the advantages saying, “If only I had that.”

These people use lack as a crutch-giving infinite excuses as to why they can’t be successful, instead of creativily leveraging lack to create new opportunities.

So seeing both ends of the spectrum, now you know it negates all excuses.

And now that you don’t have an excuse, where’s your opportunity?

Stay amazing. Stay in The Sales Life.