What’s Your Problem? with Marsh Buice

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 To Negotiating," writes that you should treat the disconnect with curiosity. A great episode for those in and out of the sales profession-either wa...

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 impossible, but I will make you do something hard, followed by something very hard, followed by something very hard, day after day fo...

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 you'll get and what you think you'll get are not the same thing.  Today, we'll reframe your ask so that way you won't come across as an...

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 chipping out of the divots." Divots are the hunks of sod that's sliced away by another player's golf club...& as luck would have it, the next player'...

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. The difference between good and great is 30 hits." You don't have to be a baseball fan to make meaning of today's episode. Think about all of times yo...

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 make you sound Sales-ey.  My answer: I script and unscript at certain times.  🙏 THANK YOU for listening to today's episode. There are millions of podcasts you could'...

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, Fear, Disappointment, & Relief.  Being able to anticipate which stage your customer is on (or heading) will help you persist in sales.  PS. I believe these are the...

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 used to wake up each day excited to ride the roller coaster of sales. Today you want it to be smooth and worry free. You're looking for safety and putting you...

"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 determined to be the next Bill Gates. Riches were fingertips away until the prospective buyers bailed out at the last second. Jia was devastated, but instead of...

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 development,"  in his book " New Sales. Simplified." Today I am thrilled to riff on 4 of those reasons why salespeople are underperforming in...

"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 loaded with so much useful information, I didn't know where to start. So why not start with what neutral thinking is. "Neutral...

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 is a great 74 page parable that'll help you embrace instead of avoid the word NO.  Fenton and Waltz write that there are 5 levels of failure. Today we'll t...

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 run over by a customer, your position may feel weak, but you can still act creatively.  If you've been in sales longer than 30 minutes, you realize...

  In 2002, right after Shawn Green signed a $14 million Major League Baseball contract he found himself in the worst slump of his professional career.  It was so bad in fact, that the fans were calling for his head and the rumor mill began to churn that Green should be benched, sent down to the minors, or traded all together-and that was the outside voices. Imagine the voices that were banging aro...

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 were memorable.   When I asked him why, he said, "Because they adjusted and seemed to get me." Because of Barron's 30+ years in sales, he wasn't fa...

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 notoriety-the possibilities were endless! But what happens when the economy tanks; the market dries up; or you're no longer having the warm and fuzzies you once did? Circum...

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 " A Mind for Sales," author Mark Hunter writes, "...one thing that has never happened, I've never lost a drop of blood, nor were any animals harmed, nor...

❤️ 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 professional roles more successfully." Mic drop 🎤... Think of a movie trailer. The tonality of the voice has to go along with the tone of the movie. You can&a...

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." In this episode we'll reveal that most salespeople only work about 2 days/week and when they get behind, they're quick to hit the reset button.  A grea...

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 my 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 childre...

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 contact the publisher directly for even more content. ❤️Share the show with others! Text me or leave me a voice mail w/ your thoughts & questions! 337-565-0906 Put your thumbs...

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 consume a lot and it’s mostly free. 🔥Today I’ll hit you with 3 of my favorite ways I get this content. It’s my superpower & now yours too. Send in a voice message: https:...

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 terms “cracked” is when a player beats another player who had a stronger starting hand. 🔥Thanks to Jordan Harbinger’s convo with professional poker player Maria Konnikova (I...

Is the story you’re telling yourself based on fate or destiny? Send in a voice message: https://anchor.fm/marshbuice/message TEXT ME! Support the show 📣Who needs to hear this episode? Please share with ONE PERSON who needs to hear this message.  🛑 Watch & subscribe to episodes on my YouTube Channel: https://www.youtube.com/channel/UCiNqFo05MJ6_yCu1vJ3rX4A 📝Show your ❤️ by thumbing a quick r...

You say you want to keep it 💯 with others, but really you keep it 65. We both tell each other what we want to hear, but not what we need to hear. Your writing, teaching, personal convos- even the way that you sell must be delivered outside of your comfort zone. ——————————— Today's episode cheat sheet: 2:40 Most people don't keep it 100 with you. They only keep it "65" 3:20 To...