May 18, 2024
834. Be Curious Not Confrontational.
3-2-1 Let’s get it! Today I dive into the importance of curiosity over confrontation in sales (which is a metaphor for life) and personal interactions. Here's what you'll gain by tuning in:
-Understanding the Difference: Learn the key distinctions between being pushy and being persistent.
- Benefits of Curiosity: Discover how staying curious can prevent confrontations and open up more opportunities.
- Improved Communication Skill: Gain insights on how curiosity improves your listening and questioning abilities.
- Building Confidence: Find out how being genuinely curious builds confidence, both in salespeople (we’re all in sales) and their customers.
- Decision-Making Empowerment: Learn how your persistent curiosity helps customers make well-informed decisions independently.
- Personal and Professional Growth: Explore how these techniques can be applied not just in sales, but in everyday life to enhance interactions and relationships.
Join me to transform how you engage with others and turn potential conflicts into constructive conversations.
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Keep it simple. Keep it moving. Never settle. Stay tough.
Transcript
WEBVTT
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All right.
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So it goes on my camera 3, 2, 1.
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Let's get it.
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I always have a countdown.
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Before it goes.
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And then the camera comes on.
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Welcome to another edition of what your problem, the podcast many people ask me, man.
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Why did you name your podcasts?
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What's your problem?
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And those of you who have rocked with me for quite a, uh, quite a few years.
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We've been doing this since 2017.
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It's had many evolutions, the sales life.
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Uh, which I believe, uh, sales are learning how to sell is a life skill.
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Um, not just a profession and then I moved it to the Marsh Buice podcast, but.
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Then I was just like, what is it I really talk about?
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And it's about the three problems we all face in life.
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Uncertainty, adversity.
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And complacency.
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That's the three problems that matter what stage of life you're in, whether you're at the bottom of the barrel or your.
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Standing high on the mountaintop.
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Adversity, uncertainty and complacency.
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Are all going to be there in one form or another.
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So this podcast is about helping you build your confidence.
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To handle the adversity, embrace uncertainty and never settled again.
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And there are five core skills that it takes to be successful in sales and in life.
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And so I've been in sales going on 26 years.
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And so the skills that have helped me power through 26 years of sales, I've been able to apply to my life as well.
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And those skills all start with the letter C.
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You already have them within it's communication, curiosity, creativity, continuous learning, and action and productive confrontation.
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And so if you work within the realm of these skills, every single day, Being a better communicator, staying curious, which is what we're going to talk about today.
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Being creative.
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Being a continuous learner.
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And embracing some productive confrontation, which is what we're going to talk about today.
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Curiosity and productive confrontation.
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Then you, if you continue to work on these things and just you can identify it and where you find your wheel slippage in life, it's probably because you've let one of those five CS slip.
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You're no longer communicating.
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You're not creative or curious.
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You're making these statements.
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You're not working, being resourceful.
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When you lack the resources, you've stopped confronting, but in a productive way, it's not like you just go guns blazing on people.
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But, you know, these are the things man you have to look at.
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So I think these five CS are instantly a way that you can kind of check in, like, bro, I'm frustrated right now.
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What's going on.
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Just check the list.
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Am I am.
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Am I communicating curious, creative, continuous learner.
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Maybe you stop learning.
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Or maybe you're not.
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Confronting some things in a productive way.
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That you should be.
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So that's what this podcast is all about.
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So those of you who have rocked with me for many years, or have you been here?
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This is your second time here.
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Welcome aboard, man.
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We got plenty of content.
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This is episode 8 34.
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So we've got plenty of content for you to go back to and listen.
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This is your first time here.
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Welcome aboard.
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I'm so happy that you are here.
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Uh, with us and as always, I do ask.
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It's the only thing I asked for that you will continue to get the word out, man.
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Share this show with someone else.
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If there's a specific episode, maybe not this one.
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But if there's one episode that really deeply resonates with you do share it, give it to somebody else.
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That's, I'm all about just giving, which is what we're going to talk about today.
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I'm all about giving man.
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And, and sharing what I've learned, what I've lived, what I'm living, the struggles.
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The Uh, in the, in the riding high moments, I mean, it's all, it's all the fabric of life itself.
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So, uh, if there's more that I could do for you also, there is a, if you go to my name.com marshbuice.com there's a microphone in the bottom, right?
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And you can, uh, leave me a message there.
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And R what do you feel about the show or some, if you have some show ideas or some things that you want me to address our question.
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Uh, yeah, I'm no hair, man, but I'm all ears.
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Be glad to, uh, to help you out on that.
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So let's rock out what today's episode, man.
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And it's about staying curious, I'll say that.
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You know, a lot of times in sales and I find that when salespeople are slipping and this is sales is a metaphor for life.
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Okay.
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So if you're not in sales, don't click off.
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Just switch it for where you are in life.
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And this is going to be very helpful for you as well.
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So I'm going to use sales as a metaphor because it's something we can all identify with, but also just swap it out with whatever's going on in your life.
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And look at the areas where you're confrontational and no longer curious.
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And both sales and in life saying curious.
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Dude, that's crucial.
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Because it's going to prevent you from becoming confrontational.
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It does.
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And oftentimes salespeople, one of the biggest fears, believe it or not.
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Is that.
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Salespeople fear coming across.
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Pushy.
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And they end up over-correcting and they end up missing sales and opportunities.
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And a chance to earn their customer's trust and business.
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And there's a significant difference between being pushy and persistent.
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Being pushy involves single-minded full throttle approach.
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Without considering.
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The other party's perspective.
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But persistence on the other hand, Means that you're moving forward.
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With tact.
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And empathy and strategy.
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And flexibility.
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So you've got to push yourself.
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To be persistent with your customer.
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see being persistent in sales.
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And in life.
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Is a form of productive confrontation.
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That's one of the five core skills.
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That you need.
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To be confident in life to build your confidence in life.
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It's productive confrontation.
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And this is what I preach on all the time.
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You've got to be confrontational, but in a productive way.
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Though the customers may not ever express it.
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They really appreciate a salesperson who has persistent.
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It demonstrates a committed course of action.
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Think about it.
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If you genuinely believe in the value of your product or service.
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Persistence should be a no brainer.
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Because you're not just selling.
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You're helping your customers.
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Avoid settling for less.
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What are they going to settle less for?
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Possibly an inferior product.
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Or if it's the same product they're buying from an inferior salesperson.
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Because no, one's going to invest not only in their craft.
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But also in their level of service.
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Better than you.
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You've got to be so convicted of that.
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That you will remain persistent.
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You will push yourself to be persistent with the customer.
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Because you are that invested.
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Not only in yourself.
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But also in the service of others.
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Should be a no-brainer to be persistent with the customer.
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And customers need your help, man.
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Customers hesitate.
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For two reasons.
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Number one, they're scared of making a decision.
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Because number two.
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They're scared.
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It's going to be the wrong decision.
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Your persistence can help build their confidence.
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And help them reach a decision.
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That they feel good about on their own.
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You're not making the decision for them.
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You're helping them by offering different vantage points, different perspectives.
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You're an options trader.
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You're just trading one option for another.
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You're an image consultant.
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How will this look in their life?
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Whatever it is, where they want to feel.
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Good.
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or they need something to improve their efficiencies in life that will streamline and make it better.
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If you could tap into those and offer different ways for them to look at it, being persistent in offering those.
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That builds their confidence.
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As a by product to build yours too.
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But it builds their confidence.
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Because they end up making a decision on their own.
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The best decision.
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Is the one that you can make and you go home and you tell other people, your friends, your family, I made this decision to buy this.
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And here's why.
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That's.
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I want my customers to walk out, not wondering.
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I want them validated.
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Want to know that they, that they worked to arrive at a decision for themselves.
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You're actually helping customers.
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Make that decision you're building their confidence.
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And really man.
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This.
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It can help them make decisions in other areas of their life because your product or service that you offer.
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Changes something in their life.
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And improves their life in such a way.
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That it just.
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Perpetuates.
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Then they can make an.
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Uh, another better decision and another one and another one.
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And even if they make a wrong decision in the future, They can correct that.
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Because they have enough confidence built up in the bank.
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And to know that as a salesperson, you will build that.
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You'll never know this.
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But that's, that's the calling on your life as a salesperson.
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Dude, I've dealt with many customers.
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Who after experiencing my persistence.
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You know what they tell me.
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Thank you.
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I've had crusty musty.
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Dusty customers.
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I mean, just come at me.
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And I just stay persistent.
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I don't get all upset about it.
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I've had to learn that.
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But I just stay persistent.
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And I help him find a way, even if, even if their decision is to not do business with me, do there are millions of customers out there.
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It's okay.
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Did I do my part, the answer is, is irrelevant.
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It's the effort that I put to help them arrive at an answer.
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That's what's important.
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And that's what you got to think about.
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So I've had many customers who initially, when I first met a man.
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They just pushed hard against me.
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Don't push me bread, baby.
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They did all that.
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And at the end man.
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They're walking out with their paperwork.
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And they looked me in my eyes.
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And they say.
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Thank you.
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Appreciate you.
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You know what they're really saying?
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Thanks for hanging in there with me.
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Thanks for not giving up.
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It's important that you not give your customers may give up on you.
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It's important that you never give up on your customers.
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You ride that thing all the way out.
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You keep offering different perspectives.
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Different vantage points be a giver.
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And you'll be just fine.
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To avoid being confrontational or pushy.
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So it's super simple, man.
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Remain curious, curiosity.
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Involves an eagerness to learn.
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And understand more.
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That's all curiosity is I just want to learn and know more in this situation and all situations.
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You're just being a sponge instead of a brick.
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And you're soaking in.
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And you're learning more and doing so this can transform fear.
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Into constructive dialogue.
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So because you're learning more.
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You begin to ask more questions, deeper questions, going another layer deeper.
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So if you find that you're not getting the results that you want.
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It's probably because you've lost your curiosity.
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And when you lack curiosity, Fear steps in.
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Fear replaces curiosity.
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And when that happens.
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This is the death spiral.
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You go into.
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You start making assumptions about your customers.
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That's what you do.
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You're really fearful.
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You don't know it.
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You're just fearful of the answer.
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So you start.
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Making these I it's funny.
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Salespeople would rather tell themselves no than hear no from someone else.
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So they start making these assumptions.
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The customer is not qualified.
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They're not interested.
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They can't afford it.
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Not worth my time.
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They make all these assumptions.
00:12:45.089 --> 00:12:46.259
And these assumptions.
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Are preventing you.
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From learning more.
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And they lead to missed opportunities.
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We often tell ourselves no.
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To avoid hearing no from someone else.
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Huge mistake..
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So the key to better.
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Sales.
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And personal happiness for that matter.
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Is curiosity.
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It's crazy, but it's true, man.
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Because it encourages deeper questions.
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And a better understanding.
00:13:20.929 --> 00:13:22.369
Max Lucado in his book.
00:13:22.369 --> 00:13:23.779
How happiness happens.
00:13:24.619 --> 00:13:30.109
It says that happiness comes from giving not getting, and this aligns with what the Bible says.
00:13:30.198 --> 00:13:32.299
The Bible says it's better to give than receive.
00:13:33.049 --> 00:13:35.179
So if you're feeling that you're unhappy.
00:13:35.779 --> 00:13:38.779
It's probably because you're too focused on what you're getting.
00:13:39.649 --> 00:13:40.759
Rather than what you're getting.
00:13:40.999 --> 00:13:42.349
I've had salespeople quit on me.
00:13:42.349 --> 00:13:43.849
He's like, I can't take it anymore.
00:13:44.208 --> 00:13:45.739
I can't take these customers anymore.
00:13:45.769 --> 00:13:48.499
I said, that's the problem take is the operative word.
00:13:48.948 --> 00:13:51.259
You're no longer giving you're taking.
00:13:51.708 --> 00:13:52.249
From them.
00:13:53.089 --> 00:13:55.578
And you've stopped being a contributor.
00:13:55.609 --> 00:13:56.929
You've lost your curiosity.
00:13:57.529 --> 00:14:02.179
And so you're so fearful and so dead set and locked in on what you want.
00:14:02.839 --> 00:14:04.759
That you're not giving to others.
00:14:04.859 --> 00:14:07.078
Which creates this scarcity mentality.
00:14:07.318 --> 00:14:09.749
You think this is the one and only customer in life.
00:14:10.229 --> 00:14:11.818
You don't have any trust in yourself.
00:14:11.818 --> 00:14:12.958
You stopped investing.
00:14:13.649 --> 00:14:14.489
You're not curious.
00:14:14.489 --> 00:14:15.539
You're not creative.
00:14:15.568 --> 00:14:16.739
You're not a continuous learner.
00:14:16.769 --> 00:14:18.299
You just bricked up, man.
00:14:18.659 --> 00:14:19.679
You're no longer a sponge.
00:14:19.679 --> 00:14:22.589
You're not soaking it in like you used to, when you first got into sales.
00:14:22.948 --> 00:14:23.909
It's peace, love and soul.
00:14:23.909 --> 00:14:26.009
You believe everything you soaking in everything.
00:14:26.578 --> 00:14:27.659
30 days later.
00:14:28.529 --> 00:14:30.090
you're judgmental about everything.
00:14:30.090 --> 00:14:30.899
You're cynical.
00:14:32.009 --> 00:14:32.730
No wonder.
00:14:33.509 --> 00:14:36.149
It's because you've, you've lost your curiosity.
00:14:36.629 --> 00:14:37.708
And fear.
00:14:38.458 --> 00:14:39.688
Is masking it.
00:14:40.740 --> 00:14:43.409
As everybody's an idiot, just fear.
00:14:43.889 --> 00:14:44.580
That's all it is.
00:14:44.729 --> 00:14:45.509
You're fearful.
00:14:45.509 --> 00:14:46.919
You don't have any trust in yourself.
00:14:46.948 --> 00:14:47.580
Just start.
00:14:48.059 --> 00:14:53.188
And you can start over or start a new hit the reset button.
00:14:54.090 --> 00:14:54.990
Just be curious.
00:14:55.979 --> 00:14:56.759
Objections.
00:14:58.169 --> 00:15:00.328
Can be obstacles or opportunities.
00:15:01.318 --> 00:15:01.859
Depends.
00:15:01.889 --> 00:15:03.419
If you're curious or fearful.
00:15:05.448 --> 00:15:06.570
they're obstacles.
00:15:07.679 --> 00:15:10.169
If you're just making these assumptions, if you're not.
00:15:11.249 --> 00:15:12.389
Pushing past.
00:15:12.899 --> 00:15:14.399
And asking more questions.
00:15:15.269 --> 00:15:15.929
To help.
00:15:16.350 --> 00:15:18.298
Shape and steer through the rejection.
00:15:18.330 --> 00:15:22.320
Are they're obstacles, but they're opportunities.
00:15:22.350 --> 00:15:25.999
If you remain curious, And what a benefit you get.
00:15:26.668 --> 00:15:27.869
When you remain curious of.
00:15:28.109 --> 00:15:29.339
A few things is going to happen.
00:15:29.759 --> 00:15:34.469
Number one, you're going to learn more about your customer and you're going to be able to steer them in the right direction.
00:15:35.808 --> 00:15:36.619
Number two.
00:15:37.438 --> 00:15:38.369
It's therapeutic.
00:15:38.548 --> 00:15:39.929
You're going to help them talk it out.
00:15:41.009 --> 00:15:43.048
And that boosts their confidence.
00:15:43.558 --> 00:15:45.749
That they're making an informed decision.
00:15:47.038 --> 00:15:48.958
Number three, you become a better listener.
00:15:50.278 --> 00:15:51.659
And you ask better questions.
00:15:51.688 --> 00:15:53.548
It's all the reps you don't become.
00:15:54.208 --> 00:15:56.369
Uh, you don't become a better.
00:15:56.729 --> 00:16:00.958
You don't learn to ask better questions right out the box.
00:16:01.198 --> 00:16:02.159
It's through the wraps.
00:16:02.159 --> 00:16:03.359
You got to put those reps in.
00:16:04.078 --> 00:16:08.159
And so just remaining curious, seeing how long you can keep the ball bounce.
00:16:08.159 --> 00:16:12.629
And that's the metaphor I have in my mind, keep the ball bounce and don't widen the gap.
00:16:12.688 --> 00:16:13.558
Close the gap.
00:16:13.979 --> 00:16:15.869
Keep the ball, but how, what, what's another.
00:16:16.048 --> 00:16:17.578
Just the power of one more.
00:16:17.999 --> 00:16:19.948
My sales manager told me when I first got in the business.
00:16:19.979 --> 00:16:23.729
He's like marsh, if you don't know what to say, Just ask.
00:16:24.089 --> 00:16:25.109
One more question.
00:16:25.139 --> 00:16:29.609
Just what's one more question, a couple of ways that are very helpful for you.
00:16:30.089 --> 00:16:33.629
When you kind of get stuck or you're new, you just say how so?
00:16:33.629 --> 00:16:36.028
Our repeat, the last two words hit the customer said.
00:16:36.629 --> 00:16:38.999
So the customer says, I don't know that I can do that today.
00:16:39.749 --> 00:16:40.438
Not today.
00:16:41.519 --> 00:16:42.089
And be quiet.
00:16:42.089 --> 00:16:43.109
Hold the silence.
00:16:43.980 --> 00:16:46.889
or I don't know that I can do it today.
00:16:47.759 --> 00:16:48.359
How so.
00:16:50.399 --> 00:16:52.589
And you're not making assumptions.
00:16:53.158 --> 00:16:56.068
You're being curious if you just do those two things.
00:16:56.489 --> 00:16:58.739
Repeat the last couple of words to the customer.
00:16:59.099 --> 00:16:59.938
Back to them.
00:17:00.328 --> 00:17:01.259
Which is mirroring.
00:17:02.668 --> 00:17:04.078
Are you just say how so.
00:17:04.798 --> 00:17:08.608
And don't run off the rails with these assumptions or this defense mode.
00:17:09.239 --> 00:17:10.618
Because, oh, here we go again.
00:17:10.648 --> 00:17:11.999
Now, the customer's not buying from me.
00:17:11.999 --> 00:17:13.078
Everybody else is selling something.
00:17:13.108 --> 00:17:15.148
I'm not, I'm getting picked on in life.
00:17:15.148 --> 00:17:15.239
See.
00:17:15.328 --> 00:17:17.308
That's that's where all that crap goes, man.
00:17:17.939 --> 00:17:26.128
But if you just do those two things and E dude I say in sales, but also in life, if you just do those two things, you'll stay curious.
00:17:26.699 --> 00:17:28.078
So when your mind.
00:17:28.469 --> 00:17:29.939
Is trying to make an assumption.
00:17:30.449 --> 00:17:32.128
Or you're about to make a statement.
00:17:32.969 --> 00:17:34.378
Just turn it into a question.
00:17:36.058 --> 00:17:37.648
This will keep you curious.
00:17:37.709 --> 00:17:40.259
This will open up your mind in your perspective.
00:17:41.038 --> 00:17:42.568
That way in turn.
00:17:42.838 --> 00:17:45.989
It opens up the customer's minds and perspectives.
00:17:47.098 --> 00:17:48.838
And options and availabilities.
00:17:50.159 --> 00:17:51.328
And opportunities.
00:17:51.898 --> 00:17:52.888
You open that up.
00:17:53.638 --> 00:17:54.808
And everybody benefits.
00:17:56.118 --> 00:17:57.138
Curiosity.
00:17:58.249 --> 00:17:59.538
Isn't just a tactic.
00:18:00.409 --> 00:18:02.749
It's a way to live more richly.
00:18:03.858 --> 00:18:09.618
And avoid burnout people burn out because they no longer are curious.
00:18:09.618 --> 00:18:11.269
They just start making statements.
00:18:12.348 --> 00:18:14.719
I mean, think about outside of sales.
00:18:15.108 --> 00:18:16.909
Think about people that you've talked to.
00:18:17.568 --> 00:18:20.898
That are negative or that are just a Mo.
00:18:21.558 --> 00:18:23.538
You know, whatever, what are they doing?
00:18:23.598 --> 00:18:25.038
They're just making a bunch of statements.
00:18:25.759 --> 00:18:26.929
They're not curious.
00:18:27.019 --> 00:18:29.148
How can I use all these years?
00:18:29.148 --> 00:18:33.588
I've lived on this earth, everything I've gone through, how can I leverage that to do more?
00:18:34.219 --> 00:18:35.538
How can I help others?
00:18:36.888 --> 00:18:39.259
In their plight in their fight.
00:18:40.398 --> 00:18:42.138
Because I've been through some fires.
00:18:42.709 --> 00:18:44.269
How can I share that with someone else?
00:18:44.269 --> 00:18:46.189
That's this is where the podcast came from.
00:18:47.239 --> 00:18:50.388
Uh, this exactly where it came from back in 2017.
00:18:51.288 --> 00:18:53.118
Because I was demoted.
00:18:53.179 --> 00:18:54.769
I was at the bottom rung in life.
00:18:55.848 --> 00:18:58.429
And I said, I still have a voice to give.
00:18:58.848 --> 00:19:01.098
I was told I can't run meetings anymore.
00:19:01.098 --> 00:19:02.509
You can't counsel salespeople.
00:19:02.509 --> 00:19:03.709
You got to get yourself straight.
00:19:03.709 --> 00:19:05.328
And I totally agree with that.
00:19:06.138 --> 00:19:07.969
But I knew I had a voice to contribute.
00:19:08.449 --> 00:19:11.209
So even though I couldn't contribute.
00:19:12.439 --> 00:19:14.088
At the position I was once in.
00:19:15.019 --> 00:19:16.219
I could still contribute.
00:19:16.999 --> 00:19:18.769
And so I started a podcast.
00:19:19.278 --> 00:19:21.979
And I shared the things that I was going through.
00:19:22.519 --> 00:19:23.568
In the lessons.
00:19:23.989 --> 00:19:26.538
Then I'm learning from, as I'm going through.
00:19:27.618 --> 00:19:28.788
So what I started sharing.
00:19:29.568 --> 00:19:30.078
In this.
00:19:31.638 --> 00:19:33.648
834 episodes later.
00:19:33.679 --> 00:19:34.818
I'm still doing that.
00:19:35.989 --> 00:19:37.159
This episode is not for you.
00:19:37.159 --> 00:19:37.939
It's for me.
00:19:38.509 --> 00:19:47.778
It's a reminder for me to be curious, to stay curious and every time man, that I've gotten frustrated every time.
00:19:49.009 --> 00:19:50.269
That I just, I get.
00:19:51.229 --> 00:19:52.489
Annoyed with people.
00:19:52.878 --> 00:19:54.318
Annoyed was my own family.
00:19:55.759 --> 00:19:56.689
Not curious.
00:19:57.949 --> 00:19:59.028
I'm not curious.
00:19:59.929 --> 00:20:01.429
I'm worried about when I'm taking.
00:20:02.358 --> 00:20:03.259
And I've stopped giving.
00:20:04.038 --> 00:20:05.179
It's curiosity, man.
00:20:06.588 --> 00:20:07.278
That's why I say.
00:20:07.999 --> 00:20:10.038
Curiosity is not just a tactic.
00:20:12.229 --> 00:20:12.919
It's a way to.
00:20:15.259 --> 00:20:17.328
To have an abundant life.
00:20:18.769 --> 00:20:19.729
And avoid the burnout.
00:20:21.108 --> 00:20:23.028
So challenge yourself today.
00:20:23.028 --> 00:20:24.679
That's the only challenge I have for you today.
00:20:25.338 --> 00:20:26.749
Instead of making assumptions.
00:20:27.558 --> 00:20:28.638
Format to a question.
00:20:29.419 --> 00:20:30.949
Keep the conversation going.
00:20:31.338 --> 00:20:32.538
See where it leads.
00:20:32.778 --> 00:20:34.519
Remember like you're a tour guide.
00:20:34.999 --> 00:20:35.479
You don't know.
00:20:35.719 --> 00:20:36.979
Don't be judgmental.
00:20:37.788 --> 00:20:40.669
Don't knock people down because they don't, they.
00:20:40.699 --> 00:20:42.259
Yeah, they don't really know.
00:20:43.159 --> 00:20:48.769
Help him help him make a decision, helped him form better questions for themselves.
00:20:49.249 --> 00:20:59.088
Stimulate something, ask a question, they answer it and then it may trigger another question and they ask a question and see this dialogue, this exchange.
00:20:59.568 --> 00:21:01.009
Is working it out.
00:21:02.719 --> 00:21:04.939
I think none of that has to be confrontational.
00:21:06.048 --> 00:21:07.909
It's all a part.
00:21:09.769 --> 00:21:11.509
Of having a curious conversation.
00:21:13.509 --> 00:21:14.019
So.
00:21:15.729 --> 00:21:17.229
To clean all that up.
00:21:19.058 --> 00:21:20.798
When you find that you're about to.
00:21:21.669 --> 00:21:23.108
Mentally make an assumption.
00:21:23.949 --> 00:21:25.388
Are you about to make a statement?
00:21:26.858 --> 00:21:28.358
Flip it, turn it into a question.
00:21:29.588 --> 00:21:30.578
That's all I want you to do.
00:21:30.909 --> 00:21:31.808
And number two.
00:21:32.739 --> 00:21:34.269
This is your mental game film.
00:21:35.828 --> 00:21:39.788
Either, write it out or talk it out at the end of the day, whether you're going home.
00:21:40.659 --> 00:21:42.249
And just recap your day.
00:21:42.848 --> 00:21:44.648
What were some questions that you ask?
00:21:45.878 --> 00:21:46.328
And.
00:21:47.138 --> 00:21:48.009
What went right.
00:21:48.548 --> 00:21:51.159
But also, what could you have done better splice into.
00:21:51.368 --> 00:21:52.808
This is why it's mental game for him.
00:21:53.259 --> 00:21:58.269
Splice into these, even if you write them down, I would suggest write them down, but it's totally your call.
00:21:59.348 --> 00:22:00.638
Splice into that.
00:22:02.318 --> 00:22:04.749
And how would you ask it differently this time?
00:22:05.318 --> 00:22:08.979
Or how would you, what, what is something you should have said when they answered.
00:22:11.199 --> 00:22:12.308
Instead of making an assumption.
00:22:13.058 --> 00:22:13.989
I don't want to be pushy.
00:22:14.019 --> 00:22:14.288
No.
00:22:14.288 --> 00:22:16.179
How could I've been persistent in that moment?
00:22:16.509 --> 00:22:17.679
If you do that, man.
00:22:18.368 --> 00:22:20.739
You stay curious, you keep the ball bouncing.
00:22:22.479 --> 00:22:25.689
Not only are you customers more confident in making a decision?
00:22:26.588 --> 00:22:27.878
You're more confident.
00:22:28.898 --> 00:22:30.429
And offering options.
00:22:30.939 --> 00:22:32.199
And availabilities.
00:22:33.068 --> 00:22:34.239
And opportunities.
00:22:35.259 --> 00:22:35.979
For them.
00:22:37.209 --> 00:22:38.378
To make a better decision.
00:22:39.999 --> 00:22:41.199
And we all arrived.
00:22:41.858 --> 00:22:43.239
At better results in life.
00:22:44.739 --> 00:22:45.999
How beneficial is that?
00:22:46.808 --> 00:22:47.949
All right, let's get outta here.
00:22:48.038 --> 00:22:51.159
Would you share this episode with someone else who needs this?
00:22:51.338 --> 00:22:53.259
Who's a little crusty right now.
00:22:53.469 --> 00:22:53.919
Who's.
00:22:54.608 --> 00:22:56.739
Bumping their gums about a bunch of statements.
00:22:56.769 --> 00:22:58.148
Please share this with them.
00:22:58.388 --> 00:22:59.648
They need this man.
00:22:59.919 --> 00:23:01.719
This is a great reminder for me.
00:23:02.078 --> 00:23:03.578
I'll go back and listen to this.
00:23:03.878 --> 00:23:05.019
As much as you do.
00:23:05.288 --> 00:23:11.919
I go back and listen to my episodes now because I want to hear my voice it's because I need.
00:23:12.519 --> 00:23:18.689
The advice that was laid down., I'm just a tool for giving this advice.
00:23:19.019 --> 00:23:20.459
This advice isn't from me.
00:23:21.298 --> 00:23:23.848
I've been blessed with the ability to communicate.
00:23:24.179 --> 00:23:27.358
And be creative and bring these episodes to you.
00:23:27.838 --> 00:23:28.828
And I'm just sharing it.
00:23:29.068 --> 00:23:30.648
I'm just giving it . Back out.
00:23:31.878 --> 00:23:33.648
So that way it helps you.
00:23:34.219 --> 00:23:35.148
And it helps me to.
00:23:35.419 --> 00:23:36.798
Alright, let's get out of here.
00:23:36.888 --> 00:23:37.548
Keep it simple.
00:23:37.548 --> 00:23:38.148
Keep it moving.
00:23:38.148 --> 00:23:38.778
Never settle.
00:23:38.778 --> 00:23:39.078
State.
00:23:39.078 --> 00:23:39.469
Tough.
00:23:39.858 --> 00:23:40.219
Peace.
00:00:00.750 --> 00:00:01.169
All right.
00:00:01.409 --> 00:00:03.779
So it goes on my camera 3, 2, 1.
00:00:03.870 --> 00:00:04.500
Let's get it.
00:00:05.580 --> 00:00:06.839
I always have a countdown.
00:00:07.349 --> 00:00:08.038
Before it goes.
00:00:09.539 --> 00:00:10.830
And then the camera comes on.
00:00:10.859 --> 00:00:15.570
Welcome to another edition of what your problem, the podcast many people ask me, man.
00:00:15.929 --> 00:00:18.239
Why did you name your podcasts?
00:00:18.269 --> 00:00:19.170
What's your problem?
00:00:19.800 --> 00:00:23.910
And those of you who have rocked with me for quite a, uh, quite a few years.
00:00:24.300 --> 00:00:26.579
We've been doing this since 2017.
00:00:26.609 --> 00:00:29.519
It's had many evolutions, the sales life.
00:00:29.940 --> 00:00:34.770
Uh, which I believe, uh, sales are learning how to sell is a life skill.
00:00:35.250 --> 00:00:41.100
Um, not just a profession and then I moved it to the Marsh Buice podcast, but.
00:00:41.640 --> 00:00:44.549
Then I was just like, what is it I really talk about?
00:00:44.670 --> 00:00:48.289
And it's about the three problems we all face in life.
00:00:48.319 --> 00:00:49.728
Uncertainty, adversity.
00:00:50.268 --> 00:00:51.259
And complacency.
00:00:51.319 --> 00:00:56.959
That's the three problems that matter what stage of life you're in, whether you're at the bottom of the barrel or your.
00:00:57.558 --> 00:00:59.149
Standing high on the mountaintop.
00:00:59.569 --> 00:01:01.939
Adversity, uncertainty and complacency.
00:01:02.689 --> 00:01:05.709
Are all going to be there in one form or another.
00:01:06.188 --> 00:01:11.468
So this podcast is about helping you build your confidence.
00:01:11.858 --> 00:01:15.759
To handle the adversity, embrace uncertainty and never settled again.
00:01:16.239 --> 00:01:21.069
And there are five core skills that it takes to be successful in sales and in life.
00:01:21.519 --> 00:01:25.868
And so I've been in sales going on 26 years.
00:01:26.468 --> 00:01:34.239
And so the skills that have helped me power through 26 years of sales, I've been able to apply to my life as well.
00:01:34.239 --> 00:01:36.278
And those skills all start with the letter C.
00:01:36.789 --> 00:01:43.838
You already have them within it's communication, curiosity, creativity, continuous learning, and action and productive confrontation.
00:01:44.468 --> 00:01:54.429
And so if you work within the realm of these skills, every single day, Being a better communicator, staying curious, which is what we're going to talk about today.
00:01:54.789 --> 00:01:55.959
Being creative.
00:01:56.588 --> 00:01:58.179
Being a continuous learner.
00:01:58.688 --> 00:02:02.858
And embracing some productive confrontation, which is what we're going to talk about today.
00:02:02.858 --> 00:02:04.959
Curiosity and productive confrontation.
00:02:05.888 --> 00:02:19.000
Then you, if you continue to work on these things and just you can identify it and where you find your wheel slippage in life, it's probably because you've let one of those five CS slip.
00:02:19.028 --> 00:02:20.560
You're no longer communicating.
00:02:20.560 --> 00:02:22.629
You're not creative or curious.
00:02:23.019 --> 00:02:24.490
You're making these statements.
00:02:24.669 --> 00:02:26.889
You're not working, being resourceful.
00:02:26.889 --> 00:02:33.968
When you lack the resources, you've stopped confronting, but in a productive way, it's not like you just go guns blazing on people.
00:02:34.509 --> 00:02:37.329
But, you know, these are the things man you have to look at.
00:02:37.360 --> 00:02:44.050
So I think these five CS are instantly a way that you can kind of check in, like, bro, I'm frustrated right now.
00:02:44.050 --> 00:02:44.979
What's going on.
00:02:45.669 --> 00:02:47.229
Just check the list.
00:02:47.439 --> 00:02:48.038
Am I am.
00:02:48.278 --> 00:02:51.879
Am I communicating curious, creative, continuous learner.
00:02:52.060 --> 00:02:53.110
Maybe you stop learning.
00:02:53.709 --> 00:02:54.759
Or maybe you're not.
00:02:55.300 --> 00:02:57.879
Confronting some things in a productive way.
00:02:58.538 --> 00:02:59.408
That you should be.
00:03:01.028 --> 00:03:04.689
So that's what this podcast is all about.
00:03:04.689 --> 00:03:08.919
So those of you who have rocked with me for many years, or have you been here?
00:03:08.949 --> 00:03:10.479
This is your second time here.
00:03:10.930 --> 00:03:11.889
Welcome aboard, man.
00:03:11.889 --> 00:03:13.060
We got plenty of content.
00:03:13.060 --> 00:03:14.468
This is episode 8 34.
00:03:14.468 --> 00:03:18.009
So we've got plenty of content for you to go back to and listen.
00:03:18.250 --> 00:03:19.569
This is your first time here.
00:03:19.870 --> 00:03:20.709
Welcome aboard.
00:03:20.709 --> 00:03:22.509
I'm so happy that you are here.
00:03:22.899 --> 00:03:26.348
Uh, with us and as always, I do ask.
00:03:26.740 --> 00:03:30.699
It's the only thing I asked for that you will continue to get the word out, man.
00:03:30.699 --> 00:03:32.229
Share this show with someone else.
00:03:32.229 --> 00:03:34.750
If there's a specific episode, maybe not this one.
00:03:35.229 --> 00:03:40.990
But if there's one episode that really deeply resonates with you do share it, give it to somebody else.
00:03:41.019 --> 00:03:45.370
That's, I'm all about just giving, which is what we're going to talk about today.
00:03:46.329 --> 00:03:47.740
I'm all about giving man.
00:03:48.189 --> 00:03:53.769
And, and sharing what I've learned, what I've lived, what I'm living, the struggles.
00:03:54.129 --> 00:04:01.509
The Uh, in the, in the riding high moments, I mean, it's all, it's all the fabric of life itself.
00:04:01.509 --> 00:04:09.908
So, uh, if there's more that I could do for you also, there is a, if you go to my name.com marshbuice.com there's a microphone in the bottom, right?
00:04:10.509 --> 00:04:13.389
And you can, uh, leave me a message there.
00:04:13.658 --> 00:04:21.069
And R what do you feel about the show or some, if you have some show ideas or some things that you want me to address our question.
00:04:21.550 --> 00:04:23.680
Uh, yeah, I'm no hair, man, but I'm all ears.
00:04:23.680 --> 00:04:25.839
Be glad to, uh, to help you out on that.
00:04:25.870 --> 00:04:28.209
So let's rock out what today's episode, man.
00:04:28.660 --> 00:04:31.779
And it's about staying curious, I'll say that.
00:04:32.920 --> 00:04:38.860
You know, a lot of times in sales and I find that when salespeople are slipping and this is sales is a metaphor for life.
00:04:38.889 --> 00:04:39.220
Okay.
00:04:39.220 --> 00:04:41.680
So if you're not in sales, don't click off.
00:04:41.709 --> 00:04:44.139
Just switch it for where you are in life.
00:04:44.620 --> 00:04:47.110
And this is going to be very helpful for you as well.
00:04:47.139 --> 00:04:56.620
So I'm going to use sales as a metaphor because it's something we can all identify with, but also just swap it out with whatever's going on in your life.
00:04:57.160 --> 00:05:03.069
And look at the areas where you're confrontational and no longer curious.
00:05:03.980 --> 00:05:06.529
And both sales and in life saying curious.
00:05:07.430 --> 00:05:08.750
Dude, that's crucial.
00:05:09.139 --> 00:05:12.379
Because it's going to prevent you from becoming confrontational.
00:05:13.189 --> 00:05:13.879
It does.
00:05:14.209 --> 00:05:19.129
And oftentimes salespeople, one of the biggest fears, believe it or not.
00:05:19.819 --> 00:05:20.540
Is that.
00:05:20.959 --> 00:05:23.480
Salespeople fear coming across.
00:05:23.959 --> 00:05:24.529
Pushy.
00:05:25.529 --> 00:05:29.699
And they end up over-correcting and they end up missing sales and opportunities.
00:05:30.209 --> 00:05:33.449
And a chance to earn their customer's trust and business.
00:05:34.559 --> 00:05:38.369
And there's a significant difference between being pushy and persistent.
00:05:39.658 --> 00:05:43.918
Being pushy involves single-minded full throttle approach.
00:05:44.339 --> 00:05:45.629
Without considering.
00:05:46.259 --> 00:05:47.848
The other party's perspective.
00:05:48.509 --> 00:05:53.490
But persistence on the other hand, Means that you're moving forward.
00:05:53.908 --> 00:05:54.839
With tact.
00:05:55.468 --> 00:05:58.019
And empathy and strategy.
00:05:58.649 --> 00:05:59.608
And flexibility.
00:06:00.399 --> 00:06:02.610
So you've got to push yourself.
00:06:03.990 --> 00:06:05.790
To be persistent with your customer.
00:06:06.689 --> 00:06:09.029
see being persistent in sales.
00:06:09.509 --> 00:06:10.170
And in life.
00:06:10.889 --> 00:06:13.110
Is a form of productive confrontation.
00:06:13.740 --> 00:06:16.019
That's one of the five core skills.
00:06:16.410 --> 00:06:17.399
That you need.
00:06:18.120 --> 00:06:21.290
To be confident in life to build your confidence in life.
00:06:21.529 --> 00:06:23.029
It's productive confrontation.
00:06:23.509 --> 00:06:25.610
And this is what I preach on all the time.
00:06:25.819 --> 00:06:29.569
You've got to be confrontational, but in a productive way.
00:06:30.899 --> 00:06:33.449
Though the customers may not ever express it.
00:06:34.079 --> 00:06:37.290
They really appreciate a salesperson who has persistent.
00:06:37.860 --> 00:06:40.139
It demonstrates a committed course of action.
00:06:41.439 --> 00:06:42.009
Think about it.
00:06:42.310 --> 00:06:46.660
If you genuinely believe in the value of your product or service.
00:06:47.410 --> 00:06:49.718
Persistence should be a no brainer.
00:06:50.560 --> 00:06:52.360
Because you're not just selling.
00:06:52.990 --> 00:06:54.610
You're helping your customers.
00:06:55.300 --> 00:06:57.250
Avoid settling for less.
00:06:57.879 --> 00:06:59.310
What are they going to settle less for?
00:07:00.639 --> 00:07:02.529
Possibly an inferior product.
00:07:03.069 --> 00:07:07.269
Or if it's the same product they're buying from an inferior salesperson.
00:07:07.750 --> 00:07:12.288
Because no, one's going to invest not only in their craft.
00:07:12.769 --> 00:07:14.959
But also in their level of service.
00:07:15.439 --> 00:07:16.369
Better than you.
00:07:16.639 --> 00:07:18.738
You've got to be so convicted of that.
00:07:19.309 --> 00:07:22.338
That you will remain persistent.
00:07:22.968 --> 00:07:26.718
You will push yourself to be persistent with the customer.
00:07:27.389 --> 00:07:29.129
Because you are that invested.
00:07:29.548 --> 00:07:30.928
Not only in yourself.
00:07:31.319 --> 00:07:33.089
But also in the service of others.
00:07:33.449 --> 00:07:35.759
Should be a no-brainer to be persistent with the customer.
00:07:37.418 --> 00:07:38.918
And customers need your help, man.
00:07:38.949 --> 00:07:40.209
Customers hesitate.
00:07:41.408 --> 00:07:42.189
For two reasons.
00:07:42.189 --> 00:07:44.589
Number one, they're scared of making a decision.
00:07:45.610 --> 00:07:46.779
Because number two.
00:07:47.139 --> 00:07:47.649
They're scared.
00:07:47.649 --> 00:07:48.970
It's going to be the wrong decision.
00:07:49.759 --> 00:07:52.550
Your persistence can help build their confidence.
00:07:53.089 --> 00:07:54.589
And help them reach a decision.
00:07:55.310 --> 00:07:56.839
That they feel good about on their own.
00:07:56.839 --> 00:07:58.819
You're not making the decision for them.
00:07:59.478 --> 00:08:03.738
You're helping them by offering different vantage points, different perspectives.
00:08:03.738 --> 00:08:04.848
You're an options trader.
00:08:05.119 --> 00:08:07.519
You're just trading one option for another.
00:08:07.728 --> 00:08:08.959
You're an image consultant.
00:08:09.170 --> 00:08:10.879
How will this look in their life?
00:08:10.910 --> 00:08:12.649
Whatever it is, where they want to feel.
00:08:12.649 --> 00:08:13.098
Good.
00:08:13.800 --> 00:08:18.949
or they need something to improve their efficiencies in life that will streamline and make it better.
00:08:19.550 --> 00:08:25.550
If you could tap into those and offer different ways for them to look at it, being persistent in offering those.
00:08:27.499 --> 00:08:29.209
That builds their confidence.
00:08:30.769 --> 00:08:32.419
As a by product to build yours too.
00:08:33.649 --> 00:08:35.389
But it builds their confidence.
00:08:36.679 --> 00:08:39.828
Because they end up making a decision on their own.
00:08:40.609 --> 00:08:41.960
The best decision.
00:08:42.649 --> 00:08:49.479
Is the one that you can make and you go home and you tell other people, your friends, your family, I made this decision to buy this.
00:08:49.479 --> 00:08:50.408
And here's why.
00:08:52.538 --> 00:08:52.958
That's.
00:08:53.048 --> 00:08:56.078
I want my customers to walk out, not wondering.
00:08:56.828 --> 00:08:58.119
I want them validated.
00:08:59.859 --> 00:09:04.298
Want to know that they, that they worked to arrive at a decision for themselves.
00:09:04.989 --> 00:09:06.639
You're actually helping customers.
00:09:07.028 --> 00:09:09.938
Make that decision you're building their confidence.
00:09:10.359 --> 00:09:11.349
And really man.
00:09:13.119 --> 00:09:13.658
This.
00:09:14.198 --> 00:09:20.889
It can help them make decisions in other areas of their life because your product or service that you offer.
00:09:21.969 --> 00:09:23.649
Changes something in their life.
00:09:24.818 --> 00:09:27.458
And improves their life in such a way.
00:09:28.239 --> 00:09:29.168
That it just.
00:09:29.769 --> 00:09:30.849
Perpetuates.
00:09:31.359 --> 00:09:32.198
Then they can make an.
00:09:32.499 --> 00:09:35.499
Uh, another better decision and another one and another one.
00:09:36.099 --> 00:09:41.139
And even if they make a wrong decision in the future, They can correct that.
00:09:41.649 --> 00:09:44.139
Because they have enough confidence built up in the bank.
00:09:44.229 --> 00:09:47.229
And to know that as a salesperson, you will build that.
00:09:48.099 --> 00:09:49.359
You'll never know this.
00:09:49.899 --> 00:09:53.229
But that's, that's the calling on your life as a salesperson.
00:09:54.349 --> 00:09:56.119
Dude, I've dealt with many customers.
00:09:56.599 --> 00:09:59.119
Who after experiencing my persistence.
00:09:59.928 --> 00:10:00.739
You know what they tell me.
00:10:01.788 --> 00:10:02.239
Thank you.
00:10:02.418 --> 00:10:04.158
I've had crusty musty.
00:10:04.788 --> 00:10:06.048
Dusty customers.
00:10:06.078 --> 00:10:07.548
I mean, just come at me.
00:10:07.969 --> 00:10:09.168
And I just stay persistent.
00:10:09.259 --> 00:10:10.849
I don't get all upset about it.
00:10:10.969 --> 00:10:12.139
I've had to learn that.
00:10:12.649 --> 00:10:14.149
But I just stay persistent.
00:10:14.599 --> 00:10:22.129
And I help him find a way, even if, even if their decision is to not do business with me, do there are millions of customers out there.
00:10:22.339 --> 00:10:22.879
It's okay.
00:10:23.208 --> 00:10:26.869
Did I do my part, the answer is, is irrelevant.
00:10:27.168 --> 00:10:30.859
It's the effort that I put to help them arrive at an answer.
00:10:31.278 --> 00:10:32.479
That's what's important.
00:10:33.019 --> 00:10:34.339
And that's what you got to think about.
00:10:34.759 --> 00:10:39.739
So I've had many customers who initially, when I first met a man.
00:10:40.099 --> 00:10:41.629
They just pushed hard against me.
00:10:41.688 --> 00:10:42.739
Don't push me bread, baby.
00:10:43.249 --> 00:10:44.178
They did all that.
00:10:44.568 --> 00:10:45.589
And at the end man.
00:10:46.698 --> 00:10:48.649
They're walking out with their paperwork.
00:10:49.999 --> 00:10:51.469
And they looked me in my eyes.
00:10:51.859 --> 00:10:52.458
And they say.
00:10:52.999 --> 00:10:53.418
Thank you.
00:10:54.288 --> 00:10:54.918
Appreciate you.
00:10:55.489 --> 00:10:56.509
You know what they're really saying?
00:10:56.989 --> 00:10:58.339
Thanks for hanging in there with me.
00:10:58.609 --> 00:10:59.809
Thanks for not giving up.
00:10:59.989 --> 00:11:03.229
It's important that you not give your customers may give up on you.
00:11:03.619 --> 00:11:05.839
It's important that you never give up on your customers.
00:11:06.139 --> 00:11:07.759
You ride that thing all the way out.
00:11:07.969 --> 00:11:09.739
You keep offering different perspectives.
00:11:09.979 --> 00:11:13.158
Different vantage points be a giver.
00:11:14.208 --> 00:11:15.109
And you'll be just fine.
00:11:16.519 --> 00:11:18.859
To avoid being confrontational or pushy.
00:11:19.938 --> 00:11:21.649
So it's super simple, man.
00:11:22.369 --> 00:11:24.559
Remain curious, curiosity.
00:11:25.429 --> 00:11:27.409
Involves an eagerness to learn.
00:11:27.740 --> 00:11:28.879
And understand more.
00:11:29.448 --> 00:11:35.929
That's all curiosity is I just want to learn and know more in this situation and all situations.
00:11:36.169 --> 00:11:38.299
You're just being a sponge instead of a brick.
00:11:39.379 --> 00:11:40.730
And you're soaking in.
00:11:41.568 --> 00:11:45.830
And you're learning more and doing so this can transform fear.
00:11:46.730 --> 00:11:48.860
Into constructive dialogue.
00:11:49.610 --> 00:11:51.350
So because you're learning more.
00:11:51.740 --> 00:11:57.350
You begin to ask more questions, deeper questions, going another layer deeper.
00:11:58.669 --> 00:12:01.370
So if you find that you're not getting the results that you want.
00:12:02.149 --> 00:12:04.789
It's probably because you've lost your curiosity.
00:12:05.600 --> 00:12:09.230
And when you lack curiosity, Fear steps in.
00:12:10.068 --> 00:12:11.750
Fear replaces curiosity.
00:12:12.139 --> 00:12:13.340
And when that happens.
00:12:13.759 --> 00:12:14.990
This is the death spiral.
00:12:14.990 --> 00:12:15.799
You go into.
00:12:16.519 --> 00:12:18.740
You start making assumptions about your customers.
00:12:19.159 --> 00:12:19.818
That's what you do.
00:12:20.090 --> 00:12:21.080
You're really fearful.
00:12:21.198 --> 00:12:21.980
You don't know it.
00:12:22.519 --> 00:12:24.470
You're just fearful of the answer.
00:12:24.649 --> 00:12:25.460
So you start.
00:12:26.210 --> 00:12:28.669
Making these I it's funny.
00:12:28.879 --> 00:12:33.080
Salespeople would rather tell themselves no than hear no from someone else.
00:12:34.129 --> 00:12:35.720
So they start making these assumptions.
00:12:36.149 --> 00:12:37.438
The customer is not qualified.
00:12:38.369 --> 00:12:39.509
They're not interested.
00:12:40.019 --> 00:12:41.039
They can't afford it.
00:12:41.759 --> 00:12:42.958
Not worth my time.
00:12:42.989 --> 00:12:44.458
They make all these assumptions.
00:12:45.089 --> 00:12:46.259
And these assumptions.
00:12:47.309 --> 00:12:48.389
Are preventing you.
00:12:48.839 --> 00:12:49.859
From learning more.
00:12:51.539 --> 00:12:53.789
And they lead to missed opportunities.
00:12:55.000 --> 00:12:56.559
We often tell ourselves no.
00:12:57.009 --> 00:12:59.259
To avoid hearing no from someone else.
00:13:00.068 --> 00:13:01.000
Huge mistake..
00:13:02.389 --> 00:13:04.429
So the key to better.
00:13:04.938 --> 00:13:05.688
Sales.
00:13:06.589 --> 00:13:08.419
And personal happiness for that matter.
00:13:09.049 --> 00:13:10.039
Is curiosity.
00:13:11.269 --> 00:13:13.039
It's crazy, but it's true, man.
00:13:14.029 --> 00:13:17.629
Because it encourages deeper questions.
00:13:18.559 --> 00:13:20.089
And a better understanding.
00:13:20.929 --> 00:13:22.369
Max Lucado in his book.
00:13:22.369 --> 00:13:23.779
How happiness happens.
00:13:24.619 --> 00:13:30.109
It says that happiness comes from giving not getting, and this aligns with what the Bible says.
00:13:30.198 --> 00:13:32.299
The Bible says it's better to give than receive.
00:13:33.049 --> 00:13:35.179
So if you're feeling that you're unhappy.
00:13:35.779 --> 00:13:38.779
It's probably because you're too focused on what you're getting.
00:13:39.649 --> 00:13:40.759
Rather than what you're getting.
00:13:40.999 --> 00:13:42.349
I've had salespeople quit on me.
00:13:42.349 --> 00:13:43.849
He's like, I can't take it anymore.
00:13:44.208 --> 00:13:45.739
I can't take these customers anymore.
00:13:45.769 --> 00:13:48.499
I said, that's the problem take is the operative word.
00:13:48.948 --> 00:13:51.259
You're no longer giving you're taking.
00:13:51.708 --> 00:13:52.249
From them.
00:13:53.089 --> 00:13:55.578
And you've stopped being a contributor.
00:13:55.609 --> 00:13:56.929
You've lost your curiosity.
00:13:57.529 --> 00:14:02.179
And so you're so fearful and so dead set and locked in on what you want.
00:14:02.839 --> 00:14:04.759
That you're not giving to others.
00:14:04.859 --> 00:14:07.078
Which creates this scarcity mentality.
00:14:07.318 --> 00:14:09.749
You think this is the one and only customer in life.
00:14:10.229 --> 00:14:11.818
You don't have any trust in yourself.
00:14:11.818 --> 00:14:12.958
You stopped investing.
00:14:13.649 --> 00:14:14.489
You're not curious.
00:14:14.489 --> 00:14:15.539
You're not creative.
00:14:15.568 --> 00:14:16.739
You're not a continuous learner.
00:14:16.769 --> 00:14:18.299
You just bricked up, man.
00:14:18.659 --> 00:14:19.679
You're no longer a sponge.
00:14:19.679 --> 00:14:22.589
You're not soaking it in like you used to, when you first got into sales.
00:14:22.948 --> 00:14:23.909
It's peace, love and soul.
00:14:23.909 --> 00:14:26.009
You believe everything you soaking in everything.
00:14:26.578 --> 00:14:27.659
30 days later.
00:14:28.529 --> 00:14:30.090
you're judgmental about everything.
00:14:30.090 --> 00:14:30.899
You're cynical.
00:14:32.009 --> 00:14:32.730
No wonder.
00:14:33.509 --> 00:14:36.149
It's because you've, you've lost your curiosity.
00:14:36.629 --> 00:14:37.708
And fear.
00:14:38.458 --> 00:14:39.688
Is masking it.
00:14:40.740 --> 00:14:43.409
As everybody's an idiot, just fear.
00:14:43.889 --> 00:14:44.580
That's all it is.
00:14:44.729 --> 00:14:45.509
You're fearful.
00:14:45.509 --> 00:14:46.919
You don't have any trust in yourself.
00:14:46.948 --> 00:14:47.580
Just start.
00:14:48.059 --> 00:14:53.188
And you can start over or start a new hit the reset button.
00:14:54.090 --> 00:14:54.990
Just be curious.
00:14:55.979 --> 00:14:56.759
Objections.
00:14:58.169 --> 00:15:00.328
Can be obstacles or opportunities.
00:15:01.318 --> 00:15:01.859
Depends.
00:15:01.889 --> 00:15:03.419
If you're curious or fearful.
00:15:05.448 --> 00:15:06.570
they're obstacles.
00:15:07.679 --> 00:15:10.169
If you're just making these assumptions, if you're not.
00:15:11.249 --> 00:15:12.389
Pushing past.
00:15:12.899 --> 00:15:14.399
And asking more questions.
00:15:15.269 --> 00:15:15.929
To help.
00:15:16.350 --> 00:15:18.298
Shape and steer through the rejection.
00:15:18.330 --> 00:15:22.320
Are they're obstacles, but they're opportunities.
00:15:22.350 --> 00:15:25.999
If you remain curious, And what a benefit you get.
00:15:26.668 --> 00:15:27.869
When you remain curious of.
00:15:28.109 --> 00:15:29.339
A few things is going to happen.
00:15:29.759 --> 00:15:34.469
Number one, you're going to learn more about your customer and you're going to be able to steer them in the right direction.
00:15:35.808 --> 00:15:36.619
Number two.
00:15:37.438 --> 00:15:38.369
It's therapeutic.
00:15:38.548 --> 00:15:39.929
You're going to help them talk it out.
00:15:41.009 --> 00:15:43.048
And that boosts their confidence.
00:15:43.558 --> 00:15:45.749
That they're making an informed decision.
00:15:47.038 --> 00:15:48.958
Number three, you become a better listener.
00:15:50.278 --> 00:15:51.659
And you ask better questions.
00:15:51.688 --> 00:15:53.548
It's all the reps you don't become.
00:15:54.208 --> 00:15:56.369
Uh, you don't become a better.
00:15:56.729 --> 00:16:00.958
You don't learn to ask better questions right out the box.
00:16:01.198 --> 00:16:02.159
It's through the wraps.
00:16:02.159 --> 00:16:03.359
You got to put those reps in.
00:16:04.078 --> 00:16:08.159
And so just remaining curious, seeing how long you can keep the ball bounce.
00:16:08.159 --> 00:16:12.629
And that's the metaphor I have in my mind, keep the ball bounce and don't widen the gap.
00:16:12.688 --> 00:16:13.558
Close the gap.
00:16:13.979 --> 00:16:15.869
Keep the ball, but how, what, what's another.
00:16:16.048 --> 00:16:17.578
Just the power of one more.
00:16:17.999 --> 00:16:19.948
My sales manager told me when I first got in the business.
00:16:19.979 --> 00:16:23.729
He's like marsh, if you don't know what to say, Just ask.
00:16:24.089 --> 00:16:25.109
One more question.
00:16:25.139 --> 00:16:29.609
Just what's one more question, a couple of ways that are very helpful for you.
00:16:30.089 --> 00:16:33.629
When you kind of get stuck or you're new, you just say how so?
00:16:33.629 --> 00:16:36.028
Our repeat, the last two words hit the customer said.
00:16:36.629 --> 00:16:38.999
So the customer says, I don't know that I can do that today.
00:16:39.749 --> 00:16:40.438
Not today.
00:16:41.519 --> 00:16:42.089
And be quiet.
00:16:42.089 --> 00:16:43.109
Hold the silence.
00:16:43.980 --> 00:16:46.889
or I don't know that I can do it today.
00:16:47.759 --> 00:16:48.359
How so.
00:16:50.399 --> 00:16:52.589
And you're not making assumptions.
00:16:53.158 --> 00:16:56.068
You're being curious if you just do those two things.
00:16:56.489 --> 00:16:58.739
Repeat the last couple of words to the customer.
00:16:59.099 --> 00:16:59.938
Back to them.
00:17:00.328 --> 00:17:01.259
Which is mirroring.
00:17:02.668 --> 00:17:04.078
Are you just say how so.
00:17:04.798 --> 00:17:08.608
And don't run off the rails with these assumptions or this defense mode.
00:17:09.239 --> 00:17:10.618
Because, oh, here we go again.
00:17:10.648 --> 00:17:11.999
Now, the customer's not buying from me.
00:17:11.999 --> 00:17:13.078
Everybody else is selling something.
00:17:13.108 --> 00:17:15.148
I'm not, I'm getting picked on in life.
00:17:15.148 --> 00:17:15.239
See.
00:17:15.328 --> 00:17:17.308
That's that's where all that crap goes, man.
00:17:17.939 --> 00:17:26.128
But if you just do those two things and E dude I say in sales, but also in life, if you just do those two things, you'll stay curious.
00:17:26.699 --> 00:17:28.078
So when your mind.
00:17:28.469 --> 00:17:29.939
Is trying to make an assumption.
00:17:30.449 --> 00:17:32.128
Or you're about to make a statement.
00:17:32.969 --> 00:17:34.378
Just turn it into a question.
00:17:36.058 --> 00:17:37.648
This will keep you curious.
00:17:37.709 --> 00:17:40.259
This will open up your mind in your perspective.
00:17:41.038 --> 00:17:42.568
That way in turn.
00:17:42.838 --> 00:17:45.989
It opens up the customer's minds and perspectives.
00:17:47.098 --> 00:17:48.838
And options and availabilities.
00:17:50.159 --> 00:17:51.328
And opportunities.
00:17:51.898 --> 00:17:52.888
You open that up.
00:17:53.638 --> 00:17:54.808
And everybody benefits.
00:17:56.118 --> 00:17:57.138
Curiosity.
00:17:58.249 --> 00:17:59.538
Isn't just a tactic.
00:18:00.409 --> 00:18:02.749
It's a way to live more richly.
00:18:03.858 --> 00:18:09.618
And avoid burnout people burn out because they no longer are curious.
00:18:09.618 --> 00:18:11.269
They just start making statements.
00:18:12.348 --> 00:18:14.719
I mean, think about outside of sales.
00:18:15.108 --> 00:18:16.909
Think about people that you've talked to.
00:18:17.568 --> 00:18:20.898
That are negative or that are just a Mo.
00:18:21.558 --> 00:18:23.538
You know, whatever, what are they doing?
00:18:23.598 --> 00:18:25.038
They're just making a bunch of statements.
00:18:25.759 --> 00:18:26.929
They're not curious.
00:18:27.019 --> 00:18:29.148
How can I use all these years?
00:18:29.148 --> 00:18:33.588
I've lived on this earth, everything I've gone through, how can I leverage that to do more?
00:18:34.219 --> 00:18:35.538
How can I help others?
00:18:36.888 --> 00:18:39.259
In their plight in their fight.
00:18:40.398 --> 00:18:42.138
Because I've been through some fires.
00:18:42.709 --> 00:18:44.269
How can I share that with someone else?
00:18:44.269 --> 00:18:46.189
That's this is where the podcast came from.
00:18:47.239 --> 00:18:50.388
Uh, this exactly where it came from back in 2017.
00:18:51.288 --> 00:18:53.118
Because I was demoted.
00:18:53.179 --> 00:18:54.769
I was at the bottom rung in life.
00:18:55.848 --> 00:18:58.429
And I said, I still have a voice to give.
00:18:58.848 --> 00:19:01.098
I was told I can't run meetings anymore.
00:19:01.098 --> 00:19:02.509
You can't counsel salespeople.
00:19:02.509 --> 00:19:03.709
You got to get yourself straight.
00:19:03.709 --> 00:19:05.328
And I totally agree with that.
00:19:06.138 --> 00:19:07.969
But I knew I had a voice to contribute.
00:19:08.449 --> 00:19:11.209
So even though I couldn't contribute.
00:19:12.439 --> 00:19:14.088
At the position I was once in.
00:19:15.019 --> 00:19:16.219
I could still contribute.
00:19:16.999 --> 00:19:18.769
And so I started a podcast.
00:19:19.278 --> 00:19:21.979
And I shared the things that I was going through.
00:19:22.519 --> 00:19:23.568
In the lessons.
00:19:23.989 --> 00:19:26.538
Then I'm learning from, as I'm going through.
00:19:27.618 --> 00:19:28.788
So what I started sharing.
00:19:29.568 --> 00:19:30.078
In this.
00:19:31.638 --> 00:19:33.648
834 episodes later.
00:19:33.679 --> 00:19:34.818
I'm still doing that.
00:19:35.989 --> 00:19:37.159
This episode is not for you.
00:19:37.159 --> 00:19:37.939
It's for me.
00:19:38.509 --> 00:19:47.778
It's a reminder for me to be curious, to stay curious and every time man, that I've gotten frustrated every time.
00:19:49.009 --> 00:19:50.269
That I just, I get.
00:19:51.229 --> 00:19:52.489
Annoyed with people.
00:19:52.878 --> 00:19:54.318
Annoyed was my own family.
00:19:55.759 --> 00:19:56.689
Not curious.
00:19:57.949 --> 00:19:59.028
I'm not curious.
00:19:59.929 --> 00:20:01.429
I'm worried about when I'm taking.
00:20:02.358 --> 00:20:03.259
And I've stopped giving.
00:20:04.038 --> 00:20:05.179
It's curiosity, man.
00:20:06.588 --> 00:20:07.278
That's why I say.
00:20:07.999 --> 00:20:10.038
Curiosity is not just a tactic.
00:20:12.229 --> 00:20:12.919
It's a way to.
00:20:15.259 --> 00:20:17.328
To have an abundant life.
00:20:18.769 --> 00:20:19.729
And avoid the burnout.
00:20:21.108 --> 00:20:23.028
So challenge yourself today.
00:20:23.028 --> 00:20:24.679
That's the only challenge I have for you today.
00:20:25.338 --> 00:20:26.749
Instead of making assumptions.
00:20:27.558 --> 00:20:28.638
Format to a question.
00:20:29.419 --> 00:20:30.949
Keep the conversation going.
00:20:31.338 --> 00:20:32.538
See where it leads.
00:20:32.778 --> 00:20:34.519
Remember like you're a tour guide.
00:20:34.999 --> 00:20:35.479
You don't know.
00:20:35.719 --> 00:20:36.979
Don't be judgmental.
00:20:37.788 --> 00:20:40.669
Don't knock people down because they don't, they.
00:20:40.699 --> 00:20:42.259
Yeah, they don't really know.
00:20:43.159 --> 00:20:48.769
Help him help him make a decision, helped him form better questions for themselves.
00:20:49.249 --> 00:20:59.088
Stimulate something, ask a question, they answer it and then it may trigger another question and they ask a question and see this dialogue, this exchange.
00:20:59.568 --> 00:21:01.009
Is working it out.
00:21:02.719 --> 00:21:04.939
I think none of that has to be confrontational.
00:21:06.048 --> 00:21:07.909
It's all a part.
00:21:09.769 --> 00:21:11.509
Of having a curious conversation.
00:21:13.509 --> 00:21:14.019
So.
00:21:15.729 --> 00:21:17.229
To clean all that up.
00:21:19.058 --> 00:21:20.798
When you find that you're about to.
00:21:21.669 --> 00:21:23.108
Mentally make an assumption.
00:21:23.949 --> 00:21:25.388
Are you about to make a statement?
00:21:26.858 --> 00:21:28.358
Flip it, turn it into a question.
00:21:29.588 --> 00:21:30.578
That's all I want you to do.
00:21:30.909 --> 00:21:31.808
And number two.
00:21:32.739 --> 00:21:34.269
This is your mental game film.
00:21:35.828 --> 00:21:39.788
Either, write it out or talk it out at the end of the day, whether you're going home.
00:21:40.659 --> 00:21:42.249
And just recap your day.
00:21:42.848 --> 00:21:44.648
What were some questions that you ask?
00:21:45.878 --> 00:21:46.328
And.
00:21:47.138 --> 00:21:48.009
What went right.
00:21:48.548 --> 00:21:51.159
But also, what could you have done better splice into.
00:21:51.368 --> 00:21:52.808
This is why it's mental game for him.
00:21:53.259 --> 00:21:58.269
Splice into these, even if you write them down, I would suggest write them down, but it's totally your call.
00:21:59.348 --> 00:22:00.638
Splice into that.
00:22:02.318 --> 00:22:04.749
And how would you ask it differently this time?
00:22:05.318 --> 00:22:08.979
Or how would you, what, what is something you should have said when they answered.
00:22:11.199 --> 00:22:12.308
Instead of making an assumption.
00:22:13.058 --> 00:22:13.989
I don't want to be pushy.
00:22:14.019 --> 00:22:14.288
No.
00:22:14.288 --> 00:22:16.179
How could I've been persistent in that moment?
00:22:16.509 --> 00:22:17.679
If you do that, man.
00:22:18.368 --> 00:22:20.739
You stay curious, you keep the ball bouncing.
00:22:22.479 --> 00:22:25.689
Not only are you customers more confident in making a decision?
00:22:26.588 --> 00:22:27.878
You're more confident.
00:22:28.898 --> 00:22:30.429
And offering options.
00:22:30.939 --> 00:22:32.199
And availabilities.
00:22:33.068 --> 00:22:34.239
And opportunities.
00:22:35.259 --> 00:22:35.979
For them.
00:22:37.209 --> 00:22:38.378
To make a better decision.
00:22:39.999 --> 00:22:41.199
And we all arrived.
00:22:41.858 --> 00:22:43.239
At better results in life.
00:22:44.739 --> 00:22:45.999
How beneficial is that?
00:22:46.808 --> 00:22:47.949
All right, let's get outta here.
00:22:48.038 --> 00:22:51.159
Would you share this episode with someone else who needs this?
00:22:51.338 --> 00:22:53.259
Who's a little crusty right now.
00:22:53.469 --> 00:22:53.919
Who's.
00:22:54.608 --> 00:22:56.739
Bumping their gums about a bunch of statements.
00:22:56.769 --> 00:22:58.148
Please share this with them.
00:22:58.388 --> 00:22:59.648
They need this man.
00:22:59.919 --> 00:23:01.719
This is a great reminder for me.
00:23:02.078 --> 00:23:03.578
I'll go back and listen to this.
00:23:03.878 --> 00:23:05.019
As much as you do.
00:23:05.288 --> 00:23:11.919
I go back and listen to my episodes now because I want to hear my voice it's because I need.
00:23:12.519 --> 00:23:18.689
The advice that was laid down., I'm just a tool for giving this advice.
00:23:19.019 --> 00:23:20.459
This advice isn't from me.
00:23:21.298 --> 00:23:23.848
I've been blessed with the ability to communicate.
00:23:24.179 --> 00:23:27.358
And be creative and bring these episodes to you.
00:23:27.838 --> 00:23:28.828
And I'm just sharing it.
00:23:29.068 --> 00:23:30.648
I'm just giving it . Back out.
00:23:31.878 --> 00:23:33.648
So that way it helps you.
00:23:34.219 --> 00:23:35.148
And it helps me to.
00:23:35.419 --> 00:23:36.798
Alright, let's get out of here.
00:23:36.888 --> 00:23:37.548
Keep it simple.
00:23:37.548 --> 00:23:38.148
Keep it moving.
00:23:38.148 --> 00:23:38.778
Never settle.
00:23:38.778 --> 00:23:39.078
State.
00:23:39.078 --> 00:23:39.469
Tough.
00:23:39.858 --> 00:23:40.219
Peace.