The Pierce Marrs Show

I have often used the analogy of a well executed job interview as a parallel to an effective sales process. Most people will agree that during a job interview, the product is you. I want to add that you are always a part of the product you are selling. Therefore, if someone buys your product, they are also buying you.

There are many occasions other than a job interview that selling yourself is required. When you were younger you may remember the steps you took to get a date or selling your parents on an extended curfew. In your adult life, there may be times when you need to request support for a project or cause.

All of these circumstances require you to have certain qualities. When you think about it, if you cannot sell yourself as a person to others, you are going to have a difficult time selling them your ideas, your wishes, your needs, your ambitions, your skills, and your experience.

The first step in selling yourself is being keenly aware of your talents and abilities and understanding your own personality.

The next step to selling yourself requires that you have a great attitude and learn how to smile. Building relationships require you being someone that people like and want to be around. Most people make decisions about you in the first few moments of meeting you.

Other qualities required are being trustworthy and a good communicator. Learn how to listen and ask good questions. Learn to be interested in other people and understand it is not all about you. Take good notes and make the other person feel heard.

A potential employer and a sales prospect have the same thing in common, they have a need. The question is, are you the person who can help them?

I have listed a few of the qualities required to Sell Yourself. What other qualities could be added to this list? You can leave a comment by clicking here.

Have a great week!

Pierce

I live just south of Nashville Tennessee where many aspiring musicians come to pursue their dreams of success in the music business. When the public first hears the name of an up and coming star they are sometimes referred to as an overnight success. Only people closest to the artist understand the sacrifice and numerous hours of practice required while performing for little or no pay.

Success can mean many things to different people. You may want to be a better spouse or parent, write a book, launch a new business, reach your sales goals or become debt free. It is easy to become frustrated when our version of success does not happen as fast as we would like.

We live in a “I want it now society.” However, it has been my experience that success comes when we make a series of daily deposits over a period of time.

The first step is getting started. Inaction can be your greatest enemy, especially if you’re the type of person who likes to have everything perfect before you begin. This was a difficult lesson for me to learn.

Next, don’t get discouraged if it takes longer than you think. Malcolm Gladwell states in his best-selling book, Outliers, that an investment of ten thousand hours is required to become an expert or achieve mastery of a certain skill.

Gladwell uses The Beatles as an example. Lennon and McCartney started playing together seven years prior to the British Invasion of 1964. Bill Gates joined a computer club in 1968 while in the seventh grade and spent many hours writing code when most colleges did not have access to this technology.

Fred Smith, founder of FedEx, grew up with a father who owned a successful Regional Bus Line. Fred learned to fly as a teenager and while at Yale flew charter flights for students and delivered packages for people.

I thought ten thousand hours seemed unreasonable until I started examining the journey of people that I respected. The practice, education and hours they invested prior to their public notoriety helped them find their voice and define their message.

Overnight success is a myth. Quit being so hard on yourself and enjoy the journey. Make daily deposits toward your success and one day you will look back and be amazed at the progress you have made.

Question: What daily deposits are you making to achieve success in your own life? You can leave a comment by clicking here.

Have a great week!

Pierce

There are few things more beneficial to having successful relationships than learning good communication skills. Effective communication is a learned skill. My professional life was changed twenty-eight years ago in part because I was told by my mentor to read How to Win Friends and Influence People by Dale Carnegie.
I have quoted Mr. Carnegie’s principles over the years to anyone who would listen, including my two sons. I am sure they appreciated the information, but that is all it is, information, until it has a practical use in someone’s life.

My older son, Nick, is the Road Manager and Director of Merchandising and Digital Media for Matt Mason. Matt won the televised competition, CMT’s next Superstar and his career is taking off. Nick has a long list of responsibilities and most of these include direct communication and coordination with a number of people at each concert venue.

I gave Nick How to Win Friends and Influence People a while ago as a gift. He read it, saw the benefits of adopting these principles and they are serving him well in his current position. While my wife, Lesa, was complimenting Nick on how he handled a recent situation with a fan, he quoted a principle from the book. Lesa could not wait to tell me.

Here are some excellent excerpts that you can use today:

• Smile
• Remember that a man’s name is to him the sweetest and most important sound in the English language.
• Be a good listener. Encourage others to talk about themselves
• Make people feel important, and do it sincerely.
• Begin in a friendly way
• Begin with praise and honest appreciation.

How would learning effective communication skills at a young age change the course of a child’s life? I believe it is as important as learning proper morals, character, humility and manners.

Question: What principle did you learn as a child that has served you well in your life? You can comment by clicking here.

If you would like to learn more about Matt Mason including his upcoming tour dates, go to mattmasonmusic.com
Have a great week!

Pierce

My younger son served as an intern at our church this summer working in the children’s ministry. The staff invited families of the eleven interns to a dinner to thank them and celebrate the end of a great summer. I went to support my son and see friends and have a great meal. By the way, the lasagna was delicious. As usual, I received more than a great meal.

Pastor Tom McCoy delivered a message of encouragement from Jeremiah to each of the young people who served. As I listened I was challenged and inspired. I remember consciously thinking, “I am really glad I showed up.”

The first step in being challenged and inspired is to leave the cave and participate. The cave can be your physical home and you should leave to interact with people that are looking to achieve a higher purpose. Many times they will ask more of you than you thought you were able to give. You can also turn off your TV and read a book. You can choose to listen to audio recordings in your car or while you work in the yard. You can tap into the wisdom of those who have gone before you by simply making small adjustments in your lifestyle.

The second step and key component is that you must be open and hungry to learn. Several people sat in that room with me the other night and they were not challenged or inspired. Frankly, they probably could not wait for it to be over.

I am challenged and inspired in several areas of my life by people and information I choose to surround myself.

I am challenged and inspired by:

• Going to church and listening to a powerful sermon from God’s word or having lunch with my friend Jason where he challenges me to find life’s truth.
• My beautiful wife Lesa with her encouragement, tireless faith and integrity. She helps me be a better man, husband and father.
• My son Nick who encourages me to live a healthy life so I can enjoy my grandchildren. Also, his drive and focus is contagious.
• My son Nathan with his gracious personality and attitude. Also, his call to a greater purpose and service.
• My friends Dan and Joanne Miller that have shown me that I can love work and live with purpose.
• Listening to Dave Ramsey show me how to be responsible with my finances.

There are many more people that have challenged and inspired me through their friendship, coaching and writing. Too many to name.

I hope you will intentionally seek people and information that will help you reach a higher level of success in all areas of your life.

“From the standpoint of daily life, however, there is one thing we do know: that we are here for the sake of each other – above all for those upon whose smile and well-being our own happiness depends, and also for the countless unknown souls with whose fate we are connected by a bond of sympathy. Many times a day I realize how much my own outer and inner life is built upon the labors of my fellow men, both living and dead, and how earnestly I must exert myself in order to give in return as much as I have received.”
— Albert Einstein

Please share when you have been challenged and inspired. I look forward to hearing from you. Share in the comment section below.

Have a great week!

Pierce

Before your imagination takes you to the Charles Dickens tale of the orphan Pip and his adventures with Miss Havisham and Estella, let me simply state that we all have expectations of the people we interact with.

Every day, people will do business with a particular person or business because they’re is an assurance they will get what they expect and just like the fast food chain says, they want it they’re way!

Building trust is an essential part of building strong business and personal relationships. Having trust in someone means that you believe he or she is going to do what you expect. Each time a person falls short of your expectations, trust is lost.

Fortunately, the opposite is also true. When expectations are satisfied or exceeded, the results are stronger relationships, repeat customers and great testimonials.

No company or individual is perfect. We all make mistakes. The manner in which you solve someone’s problem can be one of your greatest tools to building trust and rapport.

While conducting an online sales class recently, Kevin Miller with Free Agent Academy mentioned that when he was waiting tables he was surprised to find that when he properly resolved a disgruntled customer’s problem, his tip would go up five to ten percent.

I saw this quote and believe it is appropriate; “Excellent customer service is the ability of a person or organization to constantly and consistently exceed the customer’s expectations.”

Question: Have your expectations been exceeded? Do you have an excellent tip on how people can improve customer service? You can share by clicking here.

Have a great week!

Pierce

Face it, there are some people we connect with and really like and others just seem to rub us the wrong way. Which one are you and is it under your control?

Recently I spoke to a person in an office where they receive regular visits from various salespeople. She shared her disappointment that one of the salespeople had received a promotion and would no longer be calling on them. This made me curious so I probed further and she gave me several reasons why this salesperson stood out from the crowd. Please note the key words I highlighted.

Her response; “When he first called on us he was very genuine and friendly. He was also very respectful of our time and aware when things were crazy and hectic. He made an effort to learn how we liked to work with salespeople and did not come in with his own agenda. Everyone liked him and after a while we came to trust him and would drop the normal gate-keeping protocol and allow him to come on in because we knew he would not abuse it.”

You can choose which category you are in. Dale Carnegie wrote in his book How to Win Friends and Influence People six ways to make people like you:

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

Building trust and rapport is the foundation of any personal or business relationship. The question is, will they miss you when you’re gone or will they be glad to see you go? It is truly up to you.

Question: What do you believe is the number one mistake people make in building trust and rapport? You can make a comment by clicking here.

Have a great week!

Pierce

I speak to a lot of people who are working to improve their existing business or start up a new one. This is one of my favorite topics and it is one of the many reasons I decided to become a sales coach. As I listen to someone get excited about a new idea, I immediately begin a check list of items that I believe are essential for success.

Recently, while listening to Dan Miller’s 48 Days Podcast, I was reminded of the Five Predictors of Success that Dan outlines in his best-selling book, No More Mondays. I went back and re-read Dan’s account of these predictors and the characteristics required for success. They may look different than what you were taught and I wanted to pass them on to you with a short synopsis of each one.

1. Passion, defined as intense emotional excitement, goes beyond mere enthusiasm. A person with passion can set goals but don’t be surprised if others do not share or support your vision.
2. Determination. Without determination, a person can easily be lured away from his or her path. Remember to always establish priorities instead of responding to circumstances.
3. Talent allows a person to focus. Discover your own talent. What are those things you love to do whether or not you get paid?
4. Self-discipline. Without self-discipline, a person can easily be swayed by others. Self-discipline is the foundation that makes the other predictors work.
5. Faith. Faith is that intangible ingredient that moves a person past the initial planning and persistence. Success is ultimately more art than science, more intuition than logic.

What criteria do you use to make work and business decisions in your life? If it is based solely on the income potential or the latest trend, you may end up disappointed and unfulfilled.

Our hearts have to join our heads to find true life direction. Destiny is not a matter of chance; it is a matter of choice. It is not a thing to be waited for; it is a thing to be achieved. ~William Jennings Bryan

Have a great week!

Pierce

*A portion of this blog and The Five Predictors of Success was an excerpt from Dan Miller’s book, No More Mondays. Please go to www.48days.com to learn more about how you can have work that you love and No More Mondays.

I have heard this phrase used in business and sales to describe a relationship with an undesirable client who may not be worth the continued investment of your time. I believe it can benefit you in many other areas of your life.

In selling, are you willing to walk away when your product or service does not fit your prospect’s needs.

Walk away when a negotiation does not meet your criteria.

Walk away from a job opportunity when you know it is not a proper fit.

Walk away from the refrigerator when you know you it goes against your health goals and you will feel worse when you eat it.

Walk away from gossip or a dirty joke at work because it goes against your moral beliefs.

I mentioned this phrase on two different occasions this week and both left a lasting impression. While being interviewed by Kevin Miller of Free Agent Academy, we discussed the proper attitude an entrepreneur should have while approaching a new prospect. I advised them that their motive should include determining if the prospect was a good fit for their product or service.

The other scenario included a different set of circumstances involving a person’s relationship to his career. Are you a slave to your job because you do not believe you have options? Does your financial situation make you feel you have to stay where you are and be thankful you have a job or should you minimize debt, put aside an emergency fund and do work on your own terms?

Walk away power is not avoiding responsibility. We all have obligations and responsibilities and I firmly believe in taking care of your family. It is planning, preparing and positioning yourself for the greatest chance of success.

When you lose your walk away power, you lose your objectivity. Part of having walk away power means having confidence. Confidence means freedom from doubt; belief in yourself and your abilities.

Walk away power does not always mean you walk away. It just means you have a choice.

Have a great week!

Pierce
P.S. Share with us YOUR Walk Away Story.

This phrase falls in line with a multitude of sayings people have created to portray a great salesperson. I understand this is considered a form of flattery and is meant to say that a person has mastered the art of persuasion, but have you ever considered that this may be a negative statement about a salesperson?

Wiktionary describes “Sell ice to Eskimos” as (idiomatic), To persuade people to go against their best interests or to accept something unnecessary or preposterous.

Example: “He’s such a smooth talker, he could sell ice to Eskimos.”

If you have super powers of persuasion and can take someone’s money leaving them with buyer’s remorse, is this a win-win? What are your chances of a continued relationship with this customer?

A relationship sales process executed correctly can uncover wants and needs that the prospect did not know they had. This process includes building trust and rapport, listening intently and asking good questions.

Selling should be a virtue and this comes with a proper motive. Ask yourself if your product or service is providing value for your customer.

If you see your customer in a restaurant this weekend will you run the other way or will you greet them with a smile knowing you did the best you could to serve them well? I hope the latter.

One more thing, let’s stop picking on the Eskimos.

Have a great week!

Pierce

Email has been a welcome technology for most of us, especially in business. It allows us to exchange information as fast as our internet will take us. We can include attachments such as proposals, pictures and links to our website or other destinations on the internet.

Is there a time when email can be a poor use of communication? I believe there are situations when speaking live to someone is the only way to communicate. This story is a great example.

I sent an email to a gentlemen clarifying the details of a particular project. I did my best to explain my position and justify the percentages that I concluded were fair and reasonable. As you may have guessed, his interpretation of my email did not convey my true motive and attitude. I received a long, scathing email from him so I decided to give him a call. After a few minutes on the phone we were able to work out the details and move on with our day.

The written word is considered more precise if you choose your words carefully and have a clear message. However, oral communication can be significantly more effective in expressing meaning.

No matter how hard you try, there are times when your written words cannot clearly convey the spirit of your message and will be taken out of context.

Email is a great short cut to send information and respond when it is convenient but recognize when you should pick up the phone and have a simple conversation.

Have a great week!

Pierce