The Pierce Marrs Show

My son Nick is a personal trainer and has helped me immensely in my journey to lose weight and get healthy. Recently, I reconnected with him to help me with some new health goals for 2013. Frankly, I had been slacking off during the holidays and needed to get back on track.

When we reached the halfway mark in my workout, I knew I was in trouble. I was struggling severely and was upset for allowing myself to fall behind. Being the good coach he is, Nick smiled at me with encouragement and said, “Just wrote yourself a check didn’t you?” I looked at him a bit confused. He explained, “A reality check”.

As we begin 2013, I am bombarded with all kinds of advice and motivational tips to help me succeed in the New Year. I want to join the fray and offer you one piece of advice. Write yourself a reality check.

When you look back at the last twelve months and measure your progress, are you where you expected to be? If not, ask yourself why.  Be honest with yourself and examine areas you could improve.

I have my iMac home screen set to The Seven Decisions from Andy Andrew’s best selling book, The Traveler’s Gift. It is a constant reminder of the principles that determine personal success.

Decision Number one is “The Buck Stops Here” and here is a quote from Harry S. Truman: If decisions are choices…and our thinking dictates our decisions- then we are where we are because of our thinking.

Avoid blaming anything or anyone for where you are. I had to take responsibility for my exercise shortfalls. Take responsibility for your attitude, your success and your life in 2013. Go and make it happen.

Happy New Year!

Pierce

“Shark Tank Fan Podcast: Interview with Scrub Daddy Inventor Aaron Krause”   Are you an inventor? Want some insights on obtaining patents? Join Pierce and Steve as they catch up with the inventor of Scrub Daddy and holder of multiple patents, Aaron Krause. Very informative interview from a true entrepreneur. He inked a deal with Lori […] The post “Shark Tank Fan Podcast: Interview with Scrub Daddy Inventor Aaron Krause” appeared first on Sales Coach Pierce Marrs.

If you are reading this, the world has not ended…yet.

Ebenezer Scrooge and George Bailey faced pivotal moments in their lives during Christmas. Scrooge, a miserable self-absorbed man with all of the wealth he could accumulate. George, a miserable man who gave all he had for the people of a small town. Two men with different perspectives. Both miserable.

I came to this conclusion while watching Jim Carey’s version of The Christmas Carol when Scrooge asked his nephew Fred, “How can you be so happy when you have so little?” Fred responds, “How can you be so miserable when you have so much?”

Both of these men were confronted with their pasts, though quite different, and gained a new perspective about what is truly important. In both cases, it was people that mattered.

It’s all about perspective.

If the world does not end today, it will be like every other day. I will be expectant and thankful and moving forward with life.

If the world ends, then I welcome it knowing that I have told and showed those who are dear to me how much I love and care for them. I am at peace with God and understand His Grace and love for me.

It has been an amazing year at our house. My son Nick has built a successful Personal Training Company and got married. We are so blessed to have Darci as part of our family.

My son Nathan graduated college and is now on a two-year adventure in Asia. This was a dream of his and it will be our first Christmas in twenty-three years without him.

Lesa and I celebrated twenty-eight years together and have never been happier.

In the next few days I will be reviewing an amazing book by Robert D. Smith entitled 20,000 Days and Counting. He believes that we should not count our time on earth in years, but days. We should make every day count!

Today I have been alive 18,064 days and it is truly a Wonderful Life.

Merry Christmas from my family to yours.

Pierce

I believe most people do not have a true understanding of what a successful salesperson looks like.

Why do I believe this? Because I hear from numerous clients who are developing their own business, they want to make a profit but they do not want to be a “salesperson”. This is a dead end. A business without sales is not a business at all.

These entrepreneurs have experienced an incompetent salesperson and despise the way they made them feel. They do not want to make their customers feel this way.

My son Nick, who owns Mountain Health Management, began a sales career immediately after he graduated college in 2007. He shared with me how selling looks different today that when he first started. Nick has developed a successful sales process for his company and he understands that selling is a learned skill that anyone can master.

Great salespeople set people at ease and create a positive experience for the prospect. If you want to be successful in sales, here are some tips to get you started.

Great salespeople:

• Are genuine and comfortable selling in their own style.
• Are willing to learn what is best for the customer.
• Ask questions to uncover the real issues.
• Listen.
• Provide reliable solutions with innovative options.
• Will walk away if there is not a fit.
• Will refer a prospect to other resources when appropriate.

You interact with great salespeople everyday and the reason they do not stand out is because they are doing their job so well. We tend to remember the negative experiences.

I like to catch people in the act of doing things right! It is easy to find people doing things wrong. When I see a salesperson doing it right I tell them and their manager whenever possible.

See if you can find someone doing it right this Christmas season. You will make their day.

Have a great week!

Pierce

In a recent blog I asked what would happen if we only had a thousand words to speak or write before we die. It is a good practice to understand how measuring our words can help us deal with people, especially in selling.

One way you can successfully influence people is to understand how people think. Frankly, they want to talk about themselves. This is called self-disclosure. The sooner you understand this, the more successful you will be.

My December issue of Success Magazine references a study by Harvard researchers whose MRI scans reveal that self-disclosure stimulates the part of the brain that responds to rewards much the same as thoughts of food and sex. This explains why we love Facebook and Twitter.

Let me be perfectly clear. I enjoy talking about my family, whatever I am doing and especially myself. I am also on Facebook and Twitter.

So, before you call me a hypocrite, please let me explain. People that are successful in selling must learn to put other people first. Also, great salespeople that choose to develop the following skills can and will be among the highest income earners.

Here are five tips to help you measure your words in conversations.

1. Acknowledge that you talk too much and make a conscious effort to improve.
2. Practice the 70/30 Rule. Let the other person talk seventy percent of the time.
3. Become a better listener. In the words of Stephen Covey, listen with the intent to understand, not respond.
4. Genuinely be interested in the other person by asking good questions.
5. Practice, practice, practice. Opportunities are available to you everyday to improve your conversation skills.

Even a fool who keeps silent is considered wise; when he closes his lips, he is deemed intelligent. ~ Proverbs 17:28

The difference between a smart man and a wise man is that a smart man knows what to say, a wise man knows whether to say it. ~ Frank M. Garafola

I am not sure that talking about myself is better than food and sex. You can decide for yourself.

Have a great week!

Pierce

Zig Ziglar said, “If you aim at nothing, you will hit it every time.”

In spite of this simple truth, studies tell us that only 3% of people in the USA set goals, and they are among the wealthiest in the nation.

Last night I attended an Evensong event with my family at Dan Miller’s Sanctuary. The event was conducted in the style of the French Taize (pronounced Tie-Zay) with songs and sharing. I had never heard nor attended this type of event but found it very inspiring.

Dan is a strong proponent of goal setting and during the evening he asked a series of questions to the group. The questions were designed to allow us to reflect on the past year and help us to look ahead to what we planned to accomplish in 2013.

I would like to share a few of those questions with you and would enjoy your feedback. If you do not want to share, I hope they will inspire you to start planning for the New Year.

1. Tell us about a great book you read in 2012.

2. What big goal did you accomplish in 2012?

3. Who did you meet this year that impacted you in a positive way?

4. Who is one person you would like to meet?

5. What is one goal you plan to accomplish in 2013?

6. What goal do you have in 2013 that is so big that if you achieved it, it would blow your mind?

“Make no small plans, they have no magic to stir men’s souls.” ~ Daniel Burnam

Click here to see Dan’s free goals worksheet entitled The Power of Goals to guide you through the goal process in seven areas of your life.

I look forward to hearing your plans for 2013.

Have a great week!

Pierce

Pierce Marrs and Steve Hayes recap Epis0de 10 of Season 4. Barbara Corcoran is back with Kevin, Damon, Mark and Robert where they review  “Nearly Newlywed”, “TieTry”, “Corks Away”, “Ruckpack Combat Nutrition” and an update on “Aldo Orta”. Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central at The Shark Tank’s new time on ABC.

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“Shark Tank Fan Podcast: Season Four, Episode Ten“ Pierce Marrs and Steve Hayes recap Epis0de 10 of Season 4. Barbara Corcoran is back with Kevin, Damon, Mark and Robert where they review  “Nearly Newlywed”, “TieTry”, “Corks Away”, “Ruckpack Combat Nutrition” and an update on “Aldo Orta”. Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central […] The post “Shark Tank Fan Podcast; Season Four, Episode Ten” appeared first on Sales Coach Pierce Marrs.

Join Pierce as he catches up with Chef Big ShakeShawn Davis and his wife and Vice President Robin. They appeared on Season two early in 2011 and have capitalized on that opportunity. It is a very informative interview as they discuss their journey to getting their product in over 2500 stores across the country. They also share the three P’s to their success. Their food is amazing! Click here for more information about CBS Foods and how you can locate their food in your area.

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