Who are you, and what do you do?
My name is Mike Marchev and I am an author, sales trainer and motivational speaker. Age 70. Have a wealth of knowledge and experience to share … pass on. Author of books titled Become The Exception, More-On Marketing, I’m Just Saying and others. I have a daily business column in Travel Research Online. Pilot, Sailing Captain, Ironman and have spoken for pay in 19 countries.
Company: Head First Sales: Mindset-Action-Results
www.HeadFirstSales.com Lots more.
My next speeches are scheduled in LA, Dallas, Atlanta, Milwaukee, and DC.there are only two types of people.
What has been one insight or lesson that has been most helpful in your career?
One of my favorite lessons reminds people that of the 7 billion people on our planet they consist of only two types: Those who you can help, and the other kind. (There are far more people who think they don’t want or need your help.you can help.) Spend your time and energy identifying the people you can help.
What has been your favorite mistake? A mistake that in retrospect led to a great lesson and progress.
I have made a million of them. That is what qualifies my speaking credentials. One? Starting out on my own before working for and learning from a “mentor.” A close second would be not building a business that would be salable at age 70.
Project forward ten years. How will your industry or field be fundamentally different then? What opportunities do you see?
With information being so available (and free) on the Internet people feel and believe they can do everything themselves. If history repeats itself the pendulum will soon be swinging back in the direction of assisted learning. Right now, “self-help” is leading the way. That may be why the world is in such a mess right now. We may not be as smart as we think we are. The collaboration will be back in vogue soon.
What are some bad recommendations you hear in your profession or area of expertise?
Upsell.
Close the sale.
Overcome objections.
All yesterday’s news as far as I am concerned. Not so much the concept, but the terminology.
My words:
Sell what is right for the buyer. Up, down or over.
Open the sale with personality and genuine interest and concern.
Address the buyer’s legitimate concerns.
In the last two years, what have you become better at saying no to?
Speaking opportunities that I am not the right speaker. I use to take any and all offers. I know what I know and I know what I can share. If I don’t feel comfortable with the subject, I pass it on.
What is the one book you recommend most often and why?
At age 36 I became a reader. I have an extensive library of business-related books. (Sales & Marketing.)
If I was forced into a corner I would say Jonathan Livingston Seagull by Richard Bach. The lesson is important with the storyline coming from a bird. Also, not just for kids: Oh! The Places You Will Go by Dr. Seuss. Our lives represent a curve. We will go up and down regularly. The secret is to hang on and don’t overreact.
What advice would you give a smart and ambitious recent college graduate? What advice should they ignore?
Good Advice:
Be persistent and be coachable.
Poor Advice:
Don’t take it personally. It’s just business.
What is your favorite quote, one you aim to live by?
“It is amazing to me how many people in the oil business fail to get the message that in order to strike oil, you have to dig a hole.”
Tom Peters (In Search of Excellence)
Also, one from Barry Diller when asked how he felt after losing a billion dollar deal:
“How do I feel? They won. We lost. Who’s next?”