The Pierce Marrs Show

I find it interesting when people create certain policies for their business that dictate how they deal with their customers. For example, my sister-in-law owns a hardware store where we grew up. She carries a high quality paint and for the most part, it is the only paint we use. 

We buy most of our painting supplies at the Lowes near our home in Spring Hill Tennessee along with many other items during the year. We assumed that based on our customer loyalty and the fact that we were buying a large number of other items, asking them to shake a can of paint would not be unreasonable.

I was wrong. I was told immediately that they could not shake paint that we did not buy from them. I explained my situation and was told that this was their policy. I immediately advised Lesa and we promptly left the store.

Some of you may disagree with my thought process and argue that it is their right to create their own policies and deal with their customers any way they want. I would agree with you. However, these types of policies lend themselves to a scarcity versus abundance mentality.

I recently heard Dan Miller speak on his 48 Days podcast about the flaw in a scarcity mentality. Dan reminded me of Stephen R. Covey’swords from The Seven Habits of Highly Effective People:

“Most people are deeply scripted in what I call the Scarcity Mentality. They see life as having only so much, as though there were only one pie out there. And if someone were to get a big piece of the pie, it would mean less for everybody else.

The Scarcity Mentality is the zero-sum paradigm of life. People with a Scarcity Mentality have a very difficult time sharing recognition and credit, power or profit – even with those who help in the production. They also have a very hard time being genuinely happy for the success of other people.

The Abundance Mentality, on the other hand, flows out of a deep inner sense of personal worth and security. It is the paradigm that there is plenty out there and enough to spare for everybody. It results in sharing of prestige, of recognition, of profits, of decision making. It opens possibilities, options, alternatives, and creativity.”

Lowes does not have to put a sign reading, “We will shake anyone’s paint!” However, if they made an effort to say yes to a customer’s needs whenever possible, they would create an open, welcoming atmosphere, they would open the door to new sales opportunities and unparalleled customer loyalty.

What would change about your business and life if you adopted an abundance mentality?

Have a great week!

Pierce

“Shark Tank Fan Podcast: Season Three, Episode Fourteen“ Pierce Marrs and Steve Hayes recap the episode that aired May 11th, 2012. Barbara is back with Kevin, Damon, Mark and Robert where they review the “WIld Squirrel Nut Butter”, “CAB20″, “Mix Bikini”, an emotional presentation from Billy Blanks Jr. with his “Dance With Me” workout videos […] The post “Shark Tank Fan Podcast: Season 3, Episode 14″ appeared first on Sales Coach Pierce Marrs.

“Shark Tank Fan Podcast: The Smart Baker Interview“ Listen in as Pierce Marrs interviews Daniel Rensing with “The Smart Baker”. Daniel is one half of the team with his wife Stephanie. They appeared on the show on March 2nd, 2012 on Season 3, Episode 7. Daniel gives us great insight on his journey to “The […] The post “Shark Tank Fan Podcast: The Smart Baker Interview” appeared first on Sales Coach Pierce Marrs.

An older gentleman at a recent seminar asked me this question. I was surprised by his self-awareness and candor. Most likely someone had the courage to tell him directly or he came to this conclusion after a lifetime of failed attempts at social interaction.

It is a simple fact that we all want to be liked. When my boys were younger, I would cringe when I would notice some of their classmates struggle making friends. I referred to this as being socially awkward and in most cases they were simply trying too hard to be liked.

It is natural for us to want to be liked and think of ourselves first. Unfortunately the skills required are not natural and must be learned. People that struggle in this area take a selfish “all about me” approach when they should be doing the opposite.

Ask yourself these questions:

– When someone takes your picture, who is the first person you look for?

– In a conversation, are you genuinely interested in what the other person is saying or are you already preparing your response long before they are finished?

– Do you look at your phone and seem distracted during a lunch conversation or are you looking the other person in the eye giving them your full attention?

People can easily pick up on these clues and you can lose credibility.

In most cases, the most liked person at a gathering is not the person who tells the best jokes and monopolizes the conversation. It is the person who shows a genuine interest in other people. I have heard it said, “They made me feel like the most important person in the room.”

Do you want to draw people to you? If the answer is yes then I can think of no better list than Dale Carnegie’s Six Ways to Make People Like You:

• Become genuinely interested in other people.
• Smile.
• Remember that a person’s name is to him or her the sweetest and most important sound in any language.
• Be a good listener. Encourage others to talk about themselves.
• Talk in terms of the other person’s interests.
• Make the other person feel important and do it sincerely.

Pick at least one and use it today. Let me know how it goes.

Have a great week!

Pierce

Pierce Marrs and Steve Hayes recap the episode that aired May 4th, 2012. Barbara is back with Kevin, Damon, Mark and Robert where they review the “AirBedz”, “Skyride”, “Boot Illusions”, “Villy Customs”and an Update on “Show No Towels”.

If you have a business you would like to pitch to the sharks, ABC is casting for Season 4. Click here to see the details.

“Shark Tank Fan Podcast: Season Three, Episode Thirteen“ Pierce Marrs and Steve Hayes recap the episode that aired May 4th, 2012. Barbara is back with Kevin, Damon, Mark and Robert where they review the “AirBedz”, “Skyride”, “Boot Illusions”, “Villy Customs”and an Update on “Show No Towels”. If you have a business you would like to […] The post “The Shark Tank Fan Podcast; Season 3, Episode 13″ appeared first on Sales Coach Pierce Marrs.

Today’s global society provides many business opportunities that were not available just a few short years ago. These opportunities are inspiring entrepreneur’s to take their talents, skill and abilities and develop their own business.There are also many people who are discontent with their current vocation and are intrigued by the versatility and income possibilities in sales.

I can tell you with confidence that selling is one of the best ways to create income and when mastered can be the most transferable skill-set of any occupation. However, you must choose the correct sales environment if you want to maximize your success.

To be specific, if you are an introverted, detail oriented person, face to face sales may be difficult and a more passive sales approach may fit your style. What if you have this personality but want to own your own accounting or financial coaching business? You are very competent in financial matters and have the knowledge and passion to help someone through a financial crisis but how will you persuade them to do business with you?

The relationship sales process I follow has four steps that must be completed in order.

When I hear of a financial coach who is struggling gaining commitment from a prospect, many times it is because they have slipped past step one and sometimes step two to get to the part they enjoy the most, providing a compelling solution. It is difficult to succeed in this manner especially in an emotional environment such as someone’s personal finances.

When you examine this sales process and apply them to your own personality, you will find that some of them come more easily than others. To be a well rounded salesperson, you have to develop skills in all four areas.

That is why there is no such thing as a born salesperson. You may be a naturally gregarious people person but you still have to develop product knowledge to provide compelling solutions. You may be a terrible listener and need to practice asking good questions and listening intently.

The world is much smaller than it used to be and there are many ways to be involved in selling and business that can adapt to your personality style.

Share with us how you have adapted to your environment to succeed in business and selling?

Have a great week!

Pierce

Pierce Marrs and Steve Hayes recap the episode that aired April 12th, 2012. Guest Shark, Lori Grenier from QVC joins Kevin, Damon, Mark and Robert where they review the “Duality Cosmetics Nailpak”, “Debbie Brooks Handbags”, “TriMi Tank”, “Lollacup”and an Update on “Talbott Teas”.

You can contact Pierce and Steve or comment on the show at MarrsCoaching.com. Call and leave a question or audio feedback at 615-59-COACH or 615-592-6224.

If you have a business you would like to pitch to the sharks, ABC is casting for Season 4. Click here to see the details.

“Shark Tank Fan Podcast: Season Three, Episode Twelve“ Pierce Marrs and Steve Hayes recap the episode that aired April 12th, 2012. Guest Shark, Lori Grenier from QVC joins Kevin, Damon, Mark and Robert where they review the “Duality Cosmetics Nailpak”, “Debbie Brooks Handbags”, “TriMi Tank”, “Lollacup”and an Update on “Talbott Teas”. You can contact Pierce […] The post “Shark Tank Fan Podcast; Season 3, Episode 12″ appeared first on Sales Coach Pierce Marrs.