Episodes
Aug. 7, 2020
572. How to leverage a hostile situation or closed-off customer
It's human nature to want to mirror & meet your hostile situation or closed off customer with the same body language and vibes they're slapping you with, but former sports agent Molly Fletcher in her book, "A Winner's Guide …
Aug. 6, 2020
571. Get to your point. | Persevering when it seems impossible.
I'm reading Robert O'Neill's book "The Operator. Firing The Shots That Killed Osama Bin Laden." While training to become a Navy Seal, one of his instructors told O'Neill's class, "I'm never gonna ask that you do anything imp…
Aug. 5, 2020
570. No, you're not an ASKHOLE
The NUMBER 1 killer in sales is the Big Ask. You pull back because you don't want to seem pushy. You think that you're being an ASKHOLE, but it's your obligation to ask and your customer's opportunity to say YES or NO. What …
Aug. 4, 2020
569. Chip out of a divot | Purposefully put yourself in difficult situations.
When it was all on the line, people would watch in amazement when PGA legend Jack Nicklaus would hit unbelievable shots to win it all. When asked, Nicklaus said, "People don't realize the hundreds of hours I practice chippin…
Aug. 3, 2020
568.Never give your bat away. | Never let an opportunity go to waste.
11X Golden Glove Winner Keith Hernandez was taking batting practice early in his career & to his amazement, the legendary Pete Rose yelled out to Hernandez that he could be a .300 hitter. "Baseball is every day for 6 months.…
July 31, 2020
567. To script or not to script?
Many sales gurus are divided on whether a salesperson should use a script or not. One argument is, YES, salespeople should use a script to ensure that the right message is being conveyed. Others say, NO, using a script will …
July 30, 2020
566. Are you & your buyer on the same stage? 🥶 | Ryan Serhant's 7 stages of selling
In his book, "Sell It Like Serhant," celebrity Real Estate Agent Ryan Serhant walks salespeople through his 7 stages of selling. Much like the stages of grief, there too are stages of selling which includes, Frustration, Fea…
July 29, 2020
565.A Roller with No Coaster
On his podcast Selling from the Heart, Larry Levine made an off-handed comment, "As a kid I loved to ride the roller coaster, but as I got older, I stopped riding them because I didn't like the way they made me feel." You us…
July 28, 2020
564. 4 Benefits when dealing with REJECTION
"Rejection Proof. How I Beat Fear & Became Invincible Through 100 Days of Rejection" by Jia Jiang is a book that comes off of my shelf a couple of times a year. Jia is not a salesperson, just an immigrant who came to the US …
July 27, 2020
563. Reasons why salespeople fail at business development.
Most books you have to read 3/4 of the way through before finally getting to the main point of the book, but not Mike Weinberg, he let's you have it by Chapter 2, " The not so 'sweet 16' reasons salespeople fail at business …
July 24, 2020
562. Past, Present, & Neutral
"I have a book recommendation for you," said my buddy Rich. "It Takes What It Takes. How to think neutrally & gain control of your life. " by Trevor Moawad. "Trust me, you'll love it," he promised. That I did... The book is …
July 23, 2020
561. Wide open for NO
There are 2 things in your Sales Life you may not like. To Read and to feel Rejection. Well, I have you covered on both today. "Go For NO. Yes is the destination. No is how you get there," by Richard Fenton and Andrea Waltz …
July 22, 2020
560. "Be creative when weak"
Today we're jumping into Chapter 38 of my friend Patrick Tinney's book, "Unlocking YES. Sales Negotiation and Strategy." When you find yourself in weak moments, whether you're running out of month, options, or just getting r…
July 21, 2020
559. Chop wood, carry water. | How to get yourself out of a slump.
Today we're riffing out of the book, " Stillness is the Key," by Ryan Holiday. In 2002, right after Shawn Green signed a $14 million Major League Baseball contract (keep in mind this was 2002), he found himself in the worst …
July 20, 2020
558. There needs to be more than one story.
Recently I was a guest on Chandler Barron's podcast Sales Paradise and before we started the interview, Barron was telling me about his experiences of buying a vehicle. Out of 100 dealerships that he's shopped with, only 2 w…
July 17, 2020
557. Think possible. Work probable.
You got your real estate license, got into sales, took the lead for management, started your blog, podcast, or your owned business because you believed in your possibilities to make more money, have freedom, or bask in the n…
July 16, 2020
Don't take NO for a NO
Think about how powerful the word NO is in your life? How can such a simple word wreak so much havoc in your life? What other one syllable word can define your self-esteem and the level of your success? Rounding out the book…
July 15, 2020
555."Be the VoiceOver actor in your own life."
❤️ today's episode! Emmy Award winning voice over artist Tasia Valenza was recently on Jordan Paris' Podcast where she dropped a bomb 💣on me, "Be the voice over actor in your own life so you can play your personal and profes…
July 14, 2020
554. “Don’t hit the reset button.”
Today is an amazing episode from an amazeballs book, "A Mind for Sales," by Mark Hunter. Hunter puts a heavy emphasis on Mondays. Instead of using Monday as the day to set up your week, use Mondays instead to push forward." …
July 13, 2020
553. I'll guarantee you a WIN
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 y…
July 10, 2020
552. How I consume so much content for FREE pt2
In yesterday’s episode I talked about downloading the Kindle, Hoopla, OverDrive, and Libby app to get your digital best sellers. Today I’ll finish off the list with how I leverage the use of Podcasts, RBdigital, and even con…
July 9, 2020
551. 5 ways that I learn for FREE 🦸♂️ pt1
I can read books for free that aren’t Shakespeare & Charles Dickens? YES! Bestsellers are literally at your fingertips and if you don’t like it- no charge! 🔥I’m often asked how do I come up with new content every day. I cons…
July 8, 2020
550. Don’t be a crack hand. | You had a winning hand & got cracked.
You were supposed to land that account. The customer was supposed to buy from you. You guys were supposed to be together forever. You were supposed to get the promotion. YOU HAD THE WINNING HAND...& got cracked. In poker ter…
July 7, 2020
549. Your success is based on fiction not facts.
Is the story you’re telling yourself based on fate or destiny? Send in a voice message: https://anchor.fm/marshbuice/message