The Pierce Marrs Show

There are few moments more awkward than standing face-to-face with someone than you have met and drawing a blank on his or her name.

Nothing will foil your communication quicker than forgetting someone’s name or calling him or her by the wrong name. Subsequently, there is nothing than makes us feel better than someone calling us by name, especially if we have only met them once or twice.

My wife Lesa naturally does a better job of this so there have been many times she has bailed me out at the last minute. It is nice to have a skilled teammate but what if she is not around? Do I resort to the name dance and avoid saying there name altogether? Not a great plan.

I have met a few people who have mastered this art but most people I meet struggle with this and desire to be better at it. I know this because they tell me, “I’m terrible at remembering names!” In my opinion, this is their first mistake.

If you embrace the fact that you are not good at remembering names and constantly tell yourself this fact over and over, you have created a self-fulfilling prophecy.

I listened to an audio series many years ago that stated the number one reason we do not remember someone’s name is because we do not care. When you forget someone’s name it sends a message that you do not deem them important.

“Remember that a person’s name, to that person, is the sweetest, most important sound in any language” ~ Dale Carnegie

So, the first step is to make it a priority. We must make a conscious effort to improve in this area. Dale Carnegie suggests a three-step process for this very important skill:

1. Impression: Listen and concentrate on their name, ask them to repeat it for correct pronunciation. Look at their face for distinguishing features.
2. Repetition: Repeat their name several times during a conversation but do not overdo it. I like to write their name down as soon as possible. I also do not mind asking them to repeat their name if we have just met.
3. Association: Carnegie recommends a mind picture. Associate the name and physical characteristics to a particular environment.

You can improve at remembering names if you make it a priority and practice. You can start today.

Tell us what method you use to remember names.

Have a great week!

Pierce

To develop good communication skills, we must learn to ask questions. Not just any questions but questions that will be impactful to a positive result and allows the other person to feel heard.

There are three basic types of communicators.

1. One who never ask questions but only talks to be heard.
2. One who will ask questions but never listen to the answer.
3. One who will ask great questions and listen attentively to the answers.

This may be an over simplification but I bet you thought of someone you know in one of those examples.

I had the pleasure of interviewing Debra Calvert, author of DISCOVER Questions Get You Connected that was nominated as a finalist for Top Sales & Marketing Book of 2013.

Deb has been in sales for twenty-five plus years including corporate director of sales training for a Fortune 500 Company. In preparation for this book, she logged an exhaustive amount of research during ten thousand sales calls in several different industries and situations.

When Debra interviewed the customers of these salespeople, the first two words mentioned were connected and trust. This confirmed to Debra that asking the right questions would lead to the desired outcome.

The word DISCOVER in her title is in all caps because it is an acronym with each letter leading you through eight distinctive purposes of asking a question.

All of us know how to ask questions. However, you can take your success to the next level if you learn to ask the right questions AND listen to the answers.

Click here or the audio player at the top of the page to listen to my entire twenty-five minute interview with Debra.

Have a great week!

Pierce

Click here to buy this book. To contact Debra and get an autographed copy of the book, go to PeopleFirstPS.

Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Thirteen..,Join  Daymond, Lori, Kevin, Robert and Mark to review  “Bounce Boot Camp”, “WallRx”, “GrooveBook”, “Eyebloc” and an update on “Nuts ’N More” Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central at The Shark Tank’s new time on ABC.

Click here to subscribe to the podcast in iTunes.

Also, CLICK HERE to Like Us on Facebook.

“Shark Tank Fan Podcast: Season Five, Episode Thirteen” Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Thirteen..,Join  Daymond, Lori, Kevin, Robert and Mark to review  “Bounce Boot Camp”, “WallRx”, “GrooveBook”, “Eyebloc” and an update on “Nuts ’N More” Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central at The Shark […] The post “Shark Tank Fan Podcast: Season Five, Episode Thirteen” appeared first on Sales Coach Pierce Marrs.

Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Twelve…The Christmas Epiosde. Join  Daymond, Lori, Kevin, Robert and Mark to review  “Lite-Netics”, “My Tree Topper.”, “Cashmere Hair”, “TipsyElves Ugly Christmas Sweaters” and an update on “RuckPack.” Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central at The Shark Tank’s new time on ABC.

Click here to subscribe to the podcast in iTunes.

Also, CLICK HERE to Like Us on Facebook.

“Shark Tank Fan Podcast: Season Five, Episode Twelve” Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Twelve…The Christmas Epiosde. Join  Daymond, Lori, Kevin, Robert and Mark to review  “Lite-Netics”, “My Tree Topper.”, “Cashmere Hair”, “TipsyElves Ugly Christmas Sweaters” and an update on “RuckPack.” Tune in Friday’s at 9:00 PM Eastern/8:00 […] The post “Shark Tank Fan Podcast: Season Five, Episode Twelve” appeared first on Sales Coach Pierce Marrs.

In order to be a great leader and salesperson, you will need to develop skills at conflict resolution.

You can minimize your pain by taking steps in advance to minimize conflict with your customers and employees but it is impossible to avoid it all together.

If you are dealing with people, there is going to be misunderstandings, oversights and hurt feelings.

Recently, I was discussing a particular issue with a friend who is in sales and he mentioned the phrase, “Run to the fire.” In other words, do not avoid the conflict but face it head on.

This is great advice. Conflicts do not go away if you ignore them. You may be able to avoid it for a while but when it comes back, it will return with a vengeance. Deal with it now or later.

I wish I could let conflict roll off my back with no emotion. But frankly, that is not my personality. I want to make it right and fix it. Now! Conflict resolution can take time. We have to learn to act quickly and be patient for the results.

Here are a few tips to resolve conflicts when they occur.

1. Do not procrastinate. Face the issue head on and do everything in your power to make it right.
2. Avoid ambiguity. Be clear in all of your correspondence. Speak to them face to face or on the phone whenever possible. Avoid email and texting.
3. Show empathy. Apologize and genuinely be true to try and resolve the conflict. Never tell someone they are wrong. Lead them to conclusions by allowing them to speak and be heard.
4. Take responsibility. Let them know you will take ownership in your part of the problem and you care about getting it resolved.

Conflicts will occur. You will do yourself and the other party a favor by running to the fire, not away from it.

Have a great week!

Pierce

Are you tired of your inbox being filled with discussions of the best way to set goals and avoid failed resolutions? I can see your eyes rolling right now!

I am a firm believer in goals and I am confident history backs me up on this. It is near impossible to achieve great things without setting goals. I set goals in several areas of my life and I believe you should too.

With that being said, what is your word for 2014?

There have been several discussions in media about having a word as a theme for the New Year and, yes, I rolled my eyes. Then I thought about it for a moment. I realized that my most productive and satisfying years were when I became laser focused in one specific area of my life.

In 2011, I focused on my health and lost fifty pounds. In 2012, my word was generous and I found more opportunities to be kind to people.

I realized at the end of a very busy 2013 that in spite of achieving many of my goals, I left a lot of things undone. It was glaringly clear that my word for 2014 would be Finish. There, I said it. This year will be focused on finishing what I start and fueling my speed of execution.

There are several websites and apps available to help you with your goal setting. I have had personal success with Rootein.com. This site sends me daily email reminders at a time of my choosing.

For example: when I wanted to get healthy I had Rootein ask me, “Did you break a sweat today?” When I wanted to be more generous, it asked the question, “Have you been generous to someone today?” It is very powerful to see that question show up in the subject line of your email.

This year Rootein will ask me, “Did you finish strong today?”

What area of your life do you want to see drastic improvement in 2014?

What will be your word?

Have a great week!

Pierce

Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Ten. Join  Daymond, Barbara, Kevin, Robert and Mark to review  “Spirithood”, “Virtuix Omni”, “Bubba Q’s Boneless Ribs” and “Fohawx”. Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central at The Shark Tank’s new time on ABC.

Click here to subscribe to the podcast in iTunes.

Also, CLICK HERE to Like Us on Facebook.

“Shark Tank Fan Podcast: Season Five, Episode Eleven” Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Ten. Join  Daymond, Barbara, Kevin, Robert and Mark to review  “Spirithood”, “Virtuix Omni”, “Bubba Q’s Boneless Ribs” and “Fohawx”. Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central at The Shark Tank’s new time […] The post “Shark Tank Fan Podcast: Season Five, Episode Eleven” appeared first on Sales Coach Pierce Marrs.