AutoSuccess Magazine and I sat down to discuss giving and taking the T.O.
http://traffic.libsyn.com/sellingsuccess/AutoSuccess_342_-_Marsh_Buice.mp3
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Thanks for listening…
ContinueAdded by Marsh Buice on May 30, 2014 at 6:38pm — No Comments
There's no question your mindset shifts when your staring at only 2 days left in your month.
When others wilt- you need to waltz. When others wilt under the pressure, electing to sit and accept "It is what it is" as their fate because they only have 2 days left, you take a stand and fight-vowing to dance with every opportunity you can…
ContinueAdded by Marsh Buice on May 30, 2014 at 3:30pm — No Comments
If you've spent more than 5 minutes in sales, then you've likely cried out, "These customers are wasting my time," more times than you'd like to admit. And you know what? You're right, they are a waste of your time. Here's why:…
ContinueAdded by Marsh Buice on May 27, 2014 at 10:00am — 6 Comments
Added by Marsh Buice on May 5, 2014 at 12:32pm — 6 Comments
One of the hardest techniques to teach a salesperson is that of the turn-over (T.O.). Boiled down to simplicity, the rules for a T.O. can be…
ContinueAdded by Marsh Buice on April 29, 2014 at 10:33am — 7 Comments
It’s just after 5 A.M. and I’m really questioning why I am doing what I am doing-now that I’m too far from home to turn back, I might as well swipe my gym membership card and pay my penance for last night’s meal consisting of crawfish etoufee and fried fish. As I walk through the front doors, I can tell immediately that spin class is in…
ContinueAdded by Marsh Buice on April 22, 2014 at 6:00am — 6 Comments
No matter if you are a Green Pea or an Old Dog, we’ve all been guilty of not asking for the sale. Even after we’ve spent hours of getting our customers to like us, maniacally sprinting across the lot with the battery box to jump start a vehicle, moved a half dozen vehicles in search for the “one,” or climbed in and out of scorching 180…
ContinueAdded by Marsh Buice on March 26, 2014 at 10:55am — No Comments
Your customers don’t sing a cappella-there is always music accompanying their lyrics, but we salespeople get so hung up and hell-bent on what the customer is saying that we miss the intent behind it. We get bogged down when a customer lyrically demands our rock bottom price, to only have their trade appraised, to not demo…
ContinueAdded by Marsh Buice on March 10, 2014 at 6:00pm — 3 Comments
When Matthew McConaughey won the Oscar for Best Actor (the movie was Dallas Buyers Club) he accepted the award saying that there were “3 things he needed each day.” Those 3 things were:
Added by Marsh Buice on March 4, 2014 at 9:30am — No Comments
If you’ve ever lost your voice, then you know what a challenge it can be to get your point across. Like orators and singers, salespeople need their voices NOW in order to positively influence their customer’s behavior. Unfortunately, we salespeople abuse our voices- instead of being an influence we become more of a nuisance because we suffer from verbal…
ContinueAdded by Marsh Buice on March 3, 2014 at 6:00pm — 2 Comments
At work, we’re surrounded by dicks- if you aren’t one, then chances are you know of one or many self-appointed dealership detectives (a.k.a. dicks) who make it their business to know the who, what, why, when,…
ContinueAdded by Marsh Buice on February 25, 2014 at 6:00am — 4 Comments
Babies aren’t taught how to cry, walk, or dance. When they are wet, hungry, or don’t feel well, they cry. In a declaration for more independence, toddlers will use coffee tables, sofas, and pant legs, to pull up and push off toward new territories and when they hear the rhythmic beat of music, babies dance by bending, bobbing, and…
ContinueAdded by Marsh Buice on February 10, 2014 at 12:30pm — No Comments
(Photo credit: One of my daughter Mackenzie's pictures hanging in my office)
Don't feel like reading? Let me read it to you here
I think there are 2 defining moments for a leader: The first one is leading through adversity and the second is …
ContinueAdded by Marsh Buice on January 28, 2014 at 3:30pm — 2 Comments
It’s a sickening feeling to be awakened by the faint rumblings of that heavy-duty truck. Blinking your eyes fast-trying to get your senses about you, quickly trying to figure out what day it is, you hear the truck drawing closer. As the driver mashes the accelerator, the thick, throaty sounds of the truck’s power cause your…
ContinueAdded by Marsh Buice on January 5, 2014 at 1:46pm — No Comments
Why do we alienate what we have and covet what we don’t? We’re quick to ignore what is in our search for what else in life-always longing for the shiny balls of strengths that everyone else seem to possess-ignorant of our own. You have strengths that you do not fully utilize, why? Because your…
ContinueAdded by Marsh Buice on December 30, 2013 at 12:00pm — 25 Comments
Do you know how it feels to be halfway through the month and your draw isn’t even covered? The last 3 customers yielded no sale. The first wanted to buy but couldn’t. The next one could buy but wouldn’t and the last one could, did, and ended up backing out at the last minute.…
ContinueAdded by Marsh Buice on December 7, 2013 at 2:30pm — 19 Comments
What kryptonite is to Superman is what “I’m not buying today,” is to a salesperson, debilitating. If you want to decapitate the high hopes of a salesperson, just whisper those four words and watch him fall faster than Michael Spinks did when he fought “Iron” Mike Tyson (91 seconds by the way).
A customer may be shouting that they aren’t buying today,…
ContinueAdded by Marsh Buice on November 25, 2013 at 7:40am — 4 Comments
What a gift you are…
You’ve invested hundreds of hours on staying up-to-date with your product; you’re an expert at demonstrating the advantages your product has over your competitors’. You’re not like most salespeople who have to have a 48-hour notice on the product they will have to present to their peers-you’re always ready. You know what…
ContinueAdded by Marsh Buice on November 20, 2013 at 10:40am — No Comments
The graveyard is full of people who sat around and waited for their opportunity-living a life of regrets instead of amassing a fortune through their failures. Standing at home plate, looking out into the grand stands of possibilities, their bats of action sat resting on their shoulders while waiting for life to throw the perfect pitch-yet it never…
ContinueAdded by Marsh Buice on November 16, 2013 at 9:30am — 2 Comments
No one likes to wash clothes, take a bath (don’t laugh some people don’t), or pay bills, but we would all agree it’s a necessity in life. Although we may not enjoy the act, we enjoy the benefits it has to offer. We love the smell of putting on a fresh t-shirt in the morning; we feel reenergized after washing off the funk of a hard-fought day and enjoy the ability…
ContinueAdded by Marsh Buice on November 1, 2013 at 11:24am — 5 Comments
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