The Pierce Marrs Show

If you’re not moving forward, you’re moving backward. Change is inevitable. Are you allowing the change to take its own course or are you creating the change you want?

This fact is true in every facet of our lives. In sales, business, health, financial or personal relationships, there is no such thing as the status quo. Ignoring them will not make them improve.

Last week I had coffee with a coaching client who is thirty years old, single, in great health and seems to have everything “under control”. However, he is discontent and stuck but so warm and happy that he is scared to take step of faith to move out of the rut he is in. He is in comfortable misery.

Unless he decides to step out on faith and do something new, he will have the same conversation with someone else when he is forty.

If you are in business or you are in sales, introduce yourself to a new set of customers or some that you have not done business with in a while. Introduce a new product or service to these prospects and set some new goals in this area to grow your sales.

You must keep your sales funnel full. In order to do this, you must plans months in advance. That makes it impossible to celebrate that big sale for too long. You must move forward breaking new ground.

Are you like the gentleman I mentioned earlier who needs a new challenge in his career and personal life? Create a plan of action and make it happen. If you need help in this area, visit 48Days.com for the volumes of resources my friend Dan Miller provides.

I know you get tired and you should make rest and renewal a part of your life. Just refuse to stay there too long. There is no such thing as maintenance.

Robert D. Smith, author of 20,000 Days and Counting, told me that the reason Andy Andrews career has sustained and grown over the last thirty plus years is because they never stop asking themselves, “what’s next?”

Have a great week!

Pierce

Pierce Marrs and Steve Hayes recap Episode 13 of Season 4. Lori Grenier is back with Kevin, Damon, Mark and Robert where they review  “Coffee Joulies”, “Teddy Needs a Bath”, “Sub Zero Ice Cream”, “Urbio” and an update on “Litter”. 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.

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“Shark Tank Fan Podcast: Season Four, Episode Thirteen“ Pierce Marrs and Steve Hayes recap Episode 13 of Season 4. Lori Grenier is back with Kevin, Damon, Mark and Robert where they review  “Coffee Joulies”, “Teddy Needs a Bath”, “Sub Zero Ice Cream”, “Urbio” and an update on “Litter”. Tune in Friday’s at 9:00 PM Eastern/8:00 […] The post “Shark Tank Fan Podcast: Season Four, Episode Thirteen” appeared first on Sales Coach Pierce Marrs.

Pierce Marrs is joined by a special co-host, his son and entrepreneur Nick Marrs as they recap Episode 14 of Season 4. Lori Grenier is back with Kevin, Damon, Mark and Robert where they review  “The GameFace Company”, “Arkeg”, “Dura-Tent”, “Hot Tot Haircare” and an update on “Wild Squirrel Nut Butter”. 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.

I read and hear a lot about the new way of selling. Frankly, it has been a source of irritation for me. So, I decided to take a closer look for myself .

First, let me explain my frustration. I believe if a person has a proper motive in approaching their sales process, this takes care of a multitude of issues that arise from a selfish, improper agenda. Are you honest? Do you truly believe your product or service will serve your customer?

If you do, then people will respond according to their want or need of that product. It’s as simple as that.

The problem lies in the fact that there were dishonest and manipulative people two thousand years ago and they are still out there today. There was a time when merchants used dishonest scales to cheat people and medicine men claiming medical miracles out of the back of their wagon.

Unfortunately, these stories and one’s personal experience can cause skepticism about salespeople. I believe this is why many people, like me, are trying to find a fresh, new way to teach the art of selling.

After some consideration, there is one huge difference in the sales process today compared to ten or fifteen years ago. Your prospects and customers have an advantage. Information.

The salesperson of yesterday had the advantage of holding all the cards. The prospects found themselves at the mercy of the salesperson that had all the information. The prospect had to trust he was dealing with an honest person.

Today, the internet has given the public  access to volumes of information and is more informed than ever. For example, you can know the dealer price of a new car before you walk on the lot. This gives the customer much more control in the buying process.

Here are a few tips to consider when dealing with the skeptical prospect:

1. Take the time required to build trust and rapport. Don’t rush this step. Be prepared to provide testimonials of satisfied customers.
2. Listen closely to what the prospect is saying about their needs and past experiences. They will help you sell them if you are paying attention.
3. Be clear on your USP. Unique Selling Proposition. What sets you apart from your competition?
4. Keep your promises. In other words, do what you say you will do.
5. Respect your customer’s time.
6. Under promise and over deliver.

People haven’t changed, but selling has. The Golden Rule still applies.

Have a great week!

Pierce

“Shark Tank Fan Podcast: Season Four, Episode Twelve“ Pierce Marrs is joined by a special co-host, his son and entrepreneur Nick Marrs as they recap Episode 14 of Season 4. Lori Grenier is back with Kevin, Damon, Mark and Robert where they review  “The GameFace Company”, “Arkeg”, “Dura-Tent”, “Hot Tot Haircare” and an update on […] The post “Shark Tank Fan Podcast: Season Four, Episode Twelve” appeared first on Sales Coach Pierce Marrs.

It is a tradition in our family to see a movie on Christmas Day. This Christmas we chose Parental Guidance. A hilarious movie produced by Billy Crystal. The plot involves Crystal and his wife, Bette Midler traveling to their daughter’s house to watch their three grandchildren for a few days.

At one point, Billy’s character is at his grandson’s ballgame watching him pitch. He makes a scene when the umpire explains to him that there are no outs, everyone bats until they hit and every game ends in a tie.

In some people’s eyes this is a way to keep the game fun and fair. I disagree because it does not prepare them for the real world. You must keep score.

My son Nick played baseball for eighteen years from coach-pitch at six years old until he finished his college career in 2007. When he was younger, Nick and his teammates won a lot of games but there was one thing I observed. When they were practicing, they would laugh and talk and goof around. However, when the umpire said, “PLAY BALL!” everything changed. They were intense and focused. They knew the game had started and they were keeping score.

The same goes for you. Without clear, measureable goals, you will lack the intensity and focus required to accomplish them. Unless you have daily and weekly measurements that help you keep score, your goals are merely dreams. Here are some steps to clarify:

1. Write down a clearly defined goal.
2. What is required to accomplish this goal?
3. When and how often will I do this to accomplish the goal?
4. How will my results be measured?

Are you winning or losing? How do you know? Great companies and successful people know because they keep score.

I recall during those early years, whether Nick won or lost, there was nothing a smile, word of encouragement and a team drink wouldn’t cure.

Have a great week!

Pierce

I vividly recall ringing the doorbell and hearing a voice call out, “Pierce, is that you!” It was fall of 2011 and the first time I met Robert D. Smith. I was immediately swept away by his enthusiasm and knew he was one of a kind.

He is known as “The Robert D.” and has spent the last thirty plus years managing the career of best selling author Andy Andrews. People that know him have been clamoring for him to write a book for many years and it has finally arrived.

20,000 Days and Counting: The Crash Course for Mastering Your Life Right Now is a compilation of everything he lives and teaches. After using an age calculator, he learned that he was approaching day twenty thousand. He celebrated this milestone by planning his next twenty thousand days.

Frankly, I cannot think of a better way to start 2013. In about a hundred pages that you could read in an hour, Robert shares how you can make today and every day count.

Most people count their life in years. He believes you should make today count. Live like it is your last. His message is contagious and impactful.

You will learn why you can never be too generous, why he eats dessert first and how you can wake up every day grateful and full of anticipation.

Thank you Robert D. for this gift. I plan to read it every month of 2013.

Click here to sign up for his blog and hear more from Robert D. and get a free copy of his e-book Battle Tested Branding. You can also find out how many days you’ve been alive and buy your copy now!

For me, this is day 18085 and counting.

Have a great week!

Pierce

Pierce Marrs and Steve Hayes recap Epis0de 11 of Season 4. Barbara Corcoran is back with Kevin, Damon, Mark and Robert where they review  “The Coop”, “Fat Ass Fudge”, “The Living Christmas Tree”, “Partie Poche” and an update on “Chord Buddy”. 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 Four, Episode Eleven“ Pierce Marrs and Steve Hayes recap Epis0de 11 of Season 4. Barbara Corcoran is back with Kevin, Damon, Mark and Robert where they review  “The Coop”, “Fat Ass Fudge”, “The Living Christmas Tree”, “Partie Poche” and an update on “Chord Buddy”. Tune in Friday’s at 9:00 PM […] The post “Shark Tank Fan Podcast: Season Four, Episode Eleven” appeared first on Sales Coach Pierce Marrs.