Month: December 2016

The Big 3

“There are 3 things every successful salesperson needs: the right mindset, a refined skillset, and an effective tool kit.” – The Only Sales Guide You’ll Ever Need

Mindset is everything.

We must dial in the right mindset before we go anywhere near a customer.

Below are 3 questions that will help you create a killer pre-call mindset.

These 3 questions are applicable to any selling situation.

Below each question is a micro question related to our customers.

Mentally rehearse these before your next appointment:

  • 1) What can I LEARN?
    • What’s been their experience?
    • What do they perceive?
    • What outcomes do they see?
    • What’s most important to them?
    • Where are they apathetic?
  • 2) What VALUE can I bring?  
    • How comfortable are they with dosing?
    • When do they hold off injecting?
    • What muscles are they afraid to inject?
    • How strong is their reimbursement?
    • How efficient is their schedule?
    • What are they working on in the new year?
  • 3) What ACTIONS can we take?  
    • What idea can we agree upon?
    • What 1 patient can we identify?
    • Who can I connect this customer to?
    • Who can this customer introduce me to?
    • What project can we work on together?

LEARN what’s going on inside your customer’s head.

Bring VALUE to every interaction.

Facilitate ACTION.

Do these 3 consistently, take your access and influence to the next level.

#TheBig3

-Joe Ciccarone

12 Books That Will Jump Start Your Morning

These 12 books have influenced my attitude, career, & life.

In no particular order:

“The Compound Effect” – Darren Hardy

“The Art of Possibility” – Rosa Stone Zander

“Start: Punch Fear in the Face” – Jon Acuff

“The Power of Positive Thinking” – Norman Vincent Peale

“The Little Gold Book of Yes! Attitude” – Jeffrey Gitomer

“Think & Grow Rich” – Napoleon Hill

“Break Out!” – Joel Osteen

“How to Stop Worrying & Start Living” – Dale Carnegie

“Ego is the Enemy” – Ryan Holiday

“Swim With The Sharks Without Being Eaten Alive” – Harvey Mackay

“What To Do When It’s Your Turn…And It’s Always Your Turn” – Seth Godin

“Power Questions” – Andrew Sobel

What books would you recommend?

-Joe

The Art of the Start

“Every day the world you live in is created by your attitude.” – Zig Ziglar

Sales professionals live in a sea of rejection.

It’s an occupational hazard.

We hear “No” infinitely more than “Yes!”.

Our job is to weather adversity and keep our positive attitude flowing.

Nothing will destroy your success (or career) faster than a poor attitude.

The good news is that we control 100% of our attitude.

Start each day by creating the attitude you want to bring into the world.

Here’s the advice a mentor gave me:

  • Wake up 15 minutes earlier.
  • Read from a positive, thought provoking book for 10 minutes.
  • Write the best idea you learned in a journal.

This process pushes out any negative thoughts floating in your head when you wake up.

It fills that negative space with positive.

It’s one of my favorite parts of the day.

As an added bonus, in just a few weeks, you will create a KILLER JOURNAL filled with the best ideas you ever came across.

It’s a simple process, but CONSISTENCY is key.

Like bathing, this must be done daily to be effective.

Our minds will go in the direction they are pointed.

What we think about becomes our reality.

We are 100% responsible for the energy we bring into each room.

It’s up to us to bring our best self to our family, friends, & customers.

Wake up positive.  Live positive.

Get your morning right, the rest of the day follows.

#StartRight

-Joe

*** If you would like 12 AWESOME books to consider, click THIS LINK.

 

 

 

Don’t Be Sorry

“When customers yell at you, or blame you, don’t say, “I’m sorry.” Just say, “Thank you!” – Jeffrey Gitomer 

It’s inevitable…

Something is going to go wrong with your product or service.

You’re going to walk into one of your busiest offices and run face first into an angry customer.

Your fault or not, the customer is going to take their frustration out on you.

The interaction usually begins like this:

  • Your customer looks at you and says ,“I need to talk to you. Come in here.”
  • You get hustled into an empty exam room.
  • The door is shut a bit too energetically.

Game on…

When this happens, no matter how upset your customer is, DO NOT say “I’m sorry.”

Thank them!

They just gave you an amazing opportunity to connect & prove the type of value you can bring them.

When you respond:

  • Take full responsibility for fixing their situation.
  • Substitute the words, “I’m sorry,” with the words, “Thank you!”

The situation may be about finances.  It may be a misunderstanding.  It may be real or perceived.

Whatever it is, thank them:

  • “Dr Matt – Thank you for bringing this to my attention. I really appreciate you letting me know your perspective.  I will work on this immediately and fix this for you.”

The advantages of “Thank You!” vs. “I’m Sorry.”:

  • Creates an opening to partner with your customer.
  • Turns an obstacle into an opportunity.
  • Shows your desire to take action.
  • Exhibits a ton of self-confidence.

If you feel personally responsible for what happened, add:

  • “I apologize this happened.  You got my word I will fix this.”

Being confronted by a customer is not fun, but it’s an awesome opportunity to take your relationship to the next level.

It’s not what happens, it’s how you respond.

Respond by empathizing, engaging, & serving.

#Mindset

-Joe