What's the worst thing that could happen if you ask a customer to…

We'll this is it, the time has finally arrived- no more Sundays of having to watch downhill skiing, slow…

3 lbs is all that is keeping you from ultimate success. It’s your brain. If it weren’t for our brain, the sales profession would be an easy job. Instead of using our brain as a tool, we use it instead as a weapon-on ourselves. It’s the self-defeating thoughts, past experiences, and bleak predictions that sharpen our blades of self-destruction.

When…

The reason why most people fail in sales is because they don't create value- not so much as in their product, but more so in themselves. 

Note: Thanks to AutoSuccess Magazine for allowing me to be their guest blogger this week.

I hear this, just before a salesperson throws in the towel to quit. Some of…

Rory Vaden has a great weekly podcast called "The Servent Selling Podcast," that you should check out. Toward the end of his May 21rst podcast (go to minute 36:25 mark), he offers the "7 Truths About Closing the Sale."

I took some notes and shared with my sales team and thought you may find useful to share with your team. It's only 10 minutes long and made for…

AutoSuccess Magazine and I sat down to discuss giving and taking the T.O.

http://traffic.libsyn.com/sellingsuccess/AutoSuccess_342_-_Marsh_Buice.mp3

Share with your team, I'd love to hear your thoughts.

Thanks for listening…

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…

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:…

Well this is it…

The final…

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…

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…

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…

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…

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:

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…

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,…

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…

(Photo credit: One of my daughter Mackenzie's pictures hanging in my office)

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I think there are 2 defining moments for a leader: The first one is leading through adversity and the second is …