787. When Your Dog Becomes the Sales Coach: Meet Ivy!

See, as soon as someone sits down to eat, when they got a plate or bag in their hand, Ivy is locked in and the only thing that matters is what's going on between your plate. And your mouth, and she's waiting for something to fall. She's waiting for something to get pitched to her, and she's locked in. You could call her name from across the room. She didn't hear you. You could be shouting at the TV or laughing with friends in the other room. She pays it. No mind, she's not even interested in what's going on. That's the kind of focus that she has and that you need as a salesperson. Welcome to the The Marsh Buice Podcast where we make mental toughness simplified using five daily skills, communication, curiosity, creativity, continuous learning, and action. And productive confrontation. That way you'll be able to handle adversity, embrace uncertainty and beat complacency. I hope you enjoy and subscribe. You know, little did I know that I was living with one of the greatest salespeople ever. Had no idea. And she stands about, I don't know, five, six inches tall. And that's my weenie dog Ivy. She does, man. She makes like one of the best salespeople. And it was just, I don't know, one day I was sitting there eating and all of the qualities that she possesses are the same qualities that we as salespeople need in our career. Lemme tell you why, because she's quick to find an opportunity. She has extreme focus. She's persistent. She has a short term memory. And dude, that's the same four qualities that we need in sales. So here's what my weenie dog Ivy can teach you. About being a better salesperson. And I know she's successful because let's just say she's spelt, she is not the most trimmed dog in the world. So obviously she gets the benefits because she's fat, she eats, she's gonna get hers. So lemme tell you what those four qualities are. And how they can relate to you in sales. First thing is Ivy is quick to spot an opportunity. I mean, she knows the sounds of a potato chip bag opening. She knows when a spoon hits the side of a pot. She knows when a can of pineapple, when the seal of a can of pineapple is being cracked open. She knows all of those sounds. When a chair is being pushed back from the table and she is on point, she sees an opportunity, dude, and she jumps all over it. She may not have gotten any scraps the last 25 times she's done This doesn't matter when she hears those sounds. I. It's lights on, it's showtime, and every opportunity is a brand new opportunity for her, and that's how she approaches it. Brand new, fresh perspective. Excited, ready to roll. So let me ask you this, as a salesperson, are you actively looking for opportunities? Are you listening for 'em? Are you looking for 'em? Are you always ready for 'em? Or does the perfect opportunity just have to land in your lap? And if it doesn't just come to you, oh man, things are tough. No wonder, even if the previous 10 deals resulted in no sale, I mean, dude, you spent days in preparation, hours in presentations, countering meeting again. Following up, no sell. No sell, no sell, no sell. See, you're looking at all the results, but you're missing out on 30 times the experience. See, every customer that you have, dude, you get probably 300 times the experience because every customer that you're working with, the last 10, every one of those, I guarantee you bring 30 different unique experiences. Questions get asked, objections get brought up. You have to overcome 'em. You have to adjust all kind of new perspectives. I mean, but you're missing out on all those things. Will you look at the next opportunity? Like my dog Ivy does. It's brand new. As soon as she sees an opportunity, she's all over. Literally a dog on a bone. You shouldn't let the previous results determine your level, determine how you approach your next opportunity. It's brand new.'cause it is. Go for it. And dude, this is hard to do. I get it. It's hard to do. But if you'll train yourself to be aware, then what you'll be able to do is you'll be able to spot these opportunities. Hard to do. Yes. But. If you'll learn to train yourself to be aware and think, what would Ivy do? If you think of these things and you bring an awareness to it, you'll quickly be able to snap back and say, come on man. Brand new opportunity. Let's go. Hey, I hope you're enjoying the episode so far. If you're ready to take your learning to the next level, sign up for coaching@marshbys.com. These are limited spots available. Be sure and reserve yours now, now back to the show. Don't worry about the results, just focus on your approach. It's brand new, like that bag of potato chips that's opening. Yummy. The next thing Ivy possesses that you should possess as a salesperson, and you know these things, you just got away from 'em. It's focus. See, as soon as someone sits down to eat, when they got a plate or bag in their hand, Ivy is locked in and the only thing that matters is what's going on between your plate. And your mouth, and she's waiting for something to fall. She's waiting for something to get pitched to her, and she's locked in. You could call her name from across the room. She didn't hear you. You could be shouting at the TV or laughing with friends in the other room. She pays it. No mind, she's not even interested in what's going on. That's the kind of focus that she has and that you need as a salesperson. See, average salespeople are always concerned with what's going on around them, and they've got a customer right in front of 'em. They're quick to check a text message or check to see who's calling them or see who's passing by or ear hustling on the next conversation going on, and they're missing out on all the subtleties that's right there in front of your customer. And this is where. Great salespeople, they'll capitalize on it because it's the subtleties in a wince a half smile, a deep breath are something that they pulled their punch, they were about to say something, and they, they stop short and see. Great salespeople are locked in. They're super focused, and so they spot those things and they quickly adjust and call it out. And they're able to bring about their unfair share, and they're able to overcome the ejection or address a concern and then make another sale, and you miss out on all that when you're not focused. Just like my dog Ivy, the only thing that matters is what's on that plate and going into your mouth, and the opportunity that that's right there that she could capitalize on. The only thing that matters. Is you and that customer. That is it. Everything else, the rest of the world can wait. The third thing my weenie dog possesses that you should as a salesperson is persistence. My dog Ivy does not lack persistence at all. She may have struck out the last 25 times begging for food, looking for an opportunity. Doesn't matter. Even though she was told repeatedly, no, even though I could sit there and raise my voice, doesn't matter. She's gonna try all kind of different ways. She's gonna gruff a little bit. She's gonna pop wheelies. She's gonna, because she's kind of fat. No, she is fat. She can't really jump high, and she's a mini weenie, so she's a mini overweight weenie. So all she can do is kind of like those six four impalas. She can only just kind of balance a little bit. That's all she can do. But hey, she's gonna try to get your attention and be like, but she didn't like persistence at all, man. Nor should you, nor should you as a salesperson. Calvin Coolidge said, nothing in the world can take place of persistence. You could be the most talented. You could be ingenious, you could be well educated, but if you lack persistence, you're beat persistence and determination alone. He said, or omnipotent. Persistence mean that no matter what it feels like, no matter what it looks like, no matter how it's been, you act brand new, you're on it. It's lights on. Some of the best salespeople I've ever met were the least talented. Were not the sharpest knife in the drawer. They were pretty dumb and they lacked education, but they were fucking persistent. Man. It didn't matter what had happened before, it didn't matter what was going on, dude. They were back. Their work ethic like never wavered. I. And I'm like looking at it, I'm like, dude, you're getting your ass handed to you repeatedly and you just keep coming back for more. Yeah, because they realize it's just ingrained in 'em. They just realize they just, and they come back at it and they're learning and they just, it's just rinse and repeat, rinse and repeat. And they, they have a fresh perspective. They don't have time to talk about and bitch about what's going on. No. Next, next, next. Here, next. There, there, there, there. What? They're all over the place. They're always looking for next. It's just, it just kept showing up no matter what. See, prosperity is forged in persistence. And the last quality that my overweight, weenie dog Ivy has that you should have as a salesperson is she's got short term memory. Dude, she's dumb as a box of rocks. I mean, three seconds later I. She don't even remember what happened. So she was told no repeatedly. Once again, she didn't get any scraps. Nobody threw her anything. They kept telling her, get get away. Soon as the plates get put up, she goes about her day. She didn't go whisper to the other dogs as far as what's going on and how pissed off she is. No. She may go take a nap. She may go play with a toy. She may fuss with the other dogs. She may go eat her own shit every now and then, but she's just moving on. But she's always ready for that next opportunity. Are you, Thanks so much for checking out today's episode. Be sure. 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Never settle. Stay tough.