20. In a world of "do-wrongs," learn to recognize your "do-wells."

05/03/21 • 23 min

Quick Thoughts with Marsh Buice: A Mental Toughness Journal

It only takes you a split second to talk all about the "do-wrongs" in your Sales Life, but do you recognize your "Do-wells?" Dr. Jason Selk author of the book "Relentless Solution Focus" (RSF) writes that a part of mental toughness is learning to force yourself to recognize your "do-wells." He even teaches this to Navy SEALs, Olympians, CEO's, and NFL athletes.

What is a "do well?" "Anything that promotes personal or professional health."

A do-well can be anything:

I woke up 30 minutes early to work out.

I got to work on time.

I called all of my leads.

Instead of jumping up, I asked my customer "one more" question.

I didn't drink today.

I read 3 pages.

A do well has nothing to do with size, it's about significance because it forces you to always be looking for solutions. Sales is hard enough, but focusing on all of your "do wrongs" will only lead to more wrong, but if you force yourself to recognize what you do well-no matter how small it may be, in tough times, you'll be trained to build on what you do well, instead of sink in despair for all you've done wrong.

No matter the result, there's a do-well in every situation. Learn to recognize it and stay on the attack.

Huge thank you to Dr. Jason Selk for the inspiration of today's episode.

Be sure to check out episode 600+ episodes of The Sales Life Podcast (The other podcast for those building the Life skills of selling.)

You can check out Dr. Selk's book

What is a "do well?" "Anything that promotes personal or professional health."

A do-well can be anything:

I woke up 30 minutes early to work out.

I got to work on time.

I called all of my leads.

Instead of jumping up, I asked my customer "one more" question.

I didn't drink today.

I read 3 pages.

No matter the result, there's a do-well in every situation. Learn to recognize it and stay on the attack.

Huge thank you to Dr. Jason Selk for the inspiration of today's episode.

Be sure to check out episode 600+ episodes of The Sales Life Podcast (The other podcast for those building the Life skills of selling.)

You can check out Dr. Selk's book

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19. Confidence is muscle 💪not magic 🪄

Suneel Gupta, author of the book “Backable. The surprising truth behind what makes people take a chance on you,” said on Ryan Hawk’s Learning Leader Podcast, “A jazz musician one told me that when he goes onstage, he goes up with confidence. He has confidence not that everything will go right, but believing that when it goes wrong, he has the ability to recover.” Gupta went on to say, “The reps are building a recovery muscle that give you the ability to bounce in and out of situations and figure it out.” 🗣After finishing dead last 2 months in a row (check out the previous episode), I thought I lost my confidence. I didn’t lose it, I’d misplaced it. If you’re new to sales or your confidence is wavering, check out today’s episode. Confidence is a muscle that must be taken to the gym every day.

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21. Of course it's hard. What took you so long to realize it?

When Jesse Itzler was first starting Marquis Jet, one of his salespeople turned to him and said, "This is hard. All of my customer's are pushing back on me." Itzler looked at the young salesperson and said, "Of course it's hard. What took you so long to realize it? Your job as a salesperson is to present and it's your customer's job to push back."

Why are we so shocked when a customer pushes back on us and tells us NO?

Did you think sales was going to be easy? If it were easy, you would've never gotten hired. If it all made sense beforehand, there'd be no need for you as a salesperson. It's supposed to be hard, because your offer pushes back on everything the customer thought and knew.

Thank God they have you because you'll see it through. It's your job to lean into hard. It's your job to stay with them even when they push back and because you stayed with them and helped them see other options, you'll earn a level of satisfaction and success that most can only dream of.

All because it was HARD.

Thank you to Inky Johnson and Jesse Itzler for today's context. Subscribe and hear the full interview here.