The Master Skill

“If something is not a “Hell YEAH!”, then it’s a “No!” ― James Altucher

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Warren Buffett is worth $78 Billion.

The “Oracle of Omaha” is the 2nd richest person in the world.

Buffett was interviewed by SUCCESS magazine.

When old Warren speaks, it’s probably not a bad idea to lower the volume on House of Cards and take a listen.

The interviewer asked:

What is the #1 Key to your success?”

Without hesitation, Buffett answered:

“For every 100 great opportunities that are brought to me, I say no 99 times.” 

Buffett concluded:

“The difference between successful people and really successful people is that really successful people say “No” to almost everything.” 

“NO” GIVES YOU OPPORTUNITY

We make a decision to START a NEW GOAL.  

As soon as we make a little progress, life tests our commitment.

The universe will try to take that time back.

We will be:

  • Invited to an event we don’t want to attend.
  • Asked to take on a forgettable project at work.
  • Picked to be on a group that meets way too much.

Saying “Yes” to the wrong things causes us to DRIFT. 

Lucky for us there is a WAY OUT .

Say “No”.

“NO” IS POWERFUL

“No” may be the most POWERFUL word in the English language.

Darren Hardy wrote, “Saying ‘No’ is the master skill of success.”

Saying “No”:

  • Puts us in back in charge.
  • Buys back our time.
  • Creates space to work on what’s important.

“NO” IS HARD

I have struggled saying “No” my entire life.

When I tell someone “No”, I feel like I am letting them down.

I’ve come to realize when I don’t say “NO” to distractions, I’m just letting myself down.

To accomplish anything REMARKABLE, we have to disappoint some people.

“NO” STARTS WITH GRATITUDE

Saying “No” requires TACT. 

I’ve found saying “Thank you” in front of “No” has real value:

“Thank you for your offer, but I can’t make it.”

Saying “Thank You” shows GRATITUDE.  

It’s also easier on the other person’s EGO.

“NO” NEEDS TIME

Another “No” tactic that works is asking for time to think about.

“Thank you for your offer:

  • “…I just can’t commit to that right now.”

  • “…can I look at my schedule and get back to you?”

  • “…I can’t make it, but if something changes I’ll let you know.”

“NO” CREATES SIMPLICITY

Saying “No” declutters our schedules.

“No” simplifies our lives.

We create more time to work on the things that matter.

Josh Billings wrote, “Half of the troubles of this life can be traced to saying “Yes” too quickly and not saying ‘No’ soon enough.”

Take a HOT TIP from the world’s greatest investor…

#JustSayNo  

-Joe Ciccarone

http://www.SalesVibe.net

 

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Just Start

“An object at rest stays at rest. An object in motion remains in motion.” – Newton’s 1st Law of Physics

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The worst part was not being able to TRAIN Jiu Jitsu for a full year.

Watching the students roll on the mat while I sat in a FULL KNEE BRACE was rough.

But the toughest part was yet to come.

I got the green light from my surgeon and PT to step on the mat again.

Then the MIND GAMES started:

  • Was my knee really fully healed?
  • What if I get hurt again?
  • These new guys are really BIG!

FEAR, DOUBT, & INSECURITY all showed up at the same time.

Good times.

These same emotions can also wreak havoc in our work.

They can hold us back when:

  • We don’t visit that ANGRY CUSTOMER because we think we have no value to offer.
  • We’re afraid to ASK FOR THE SALE after we served a customer well.
  • We don’t CHANGE CAREERS because we think we will fail.

We can’t make our emotions go away.

But we can make the room UNCOMFORTABLE when they show up.

Nothing crushes negative thoughts like ACTION.

When negative thoughts cause inaction, we have to learn to JUST START:

MAKE THE FIRST MOVE

The FIRST MOVE is the hardest.

It breaks our ENERTIA. 

When I stepped on the mat for the 1st time, it was a HUGE mental victory.

Confidence, that was barely present the day before, started to build.

Doing creates options.

Gary Vee likes to say, “It’s time to stop talking and START doing.”

It seems the universe rewards those who have the COURAGE to JUST START.  

FOCUS ON THE NEXT STEP

Thinking of the entire process is daunting.

I was only focused on who was next to me on the mat, not every challenge that lie ahead.

Many people PROCRASTINATE because they think they need to know all the steps.

Not true.

We just need to know the NEXT STEP.

We can ADJUST as we go.

PROGRESS, NOT PERFECTION

PERFECT is a lie.

Progress is our goal.

Forget PERFECTION.

Focus on shrinking the gap between where you are where you want to go.

CREATE DEADLINES

We need deadlines.

I have a deadline for my weekly blog.

7am each Monday I hit the “Publish” button on my blog.

Ready or Not.

It forces me to send my work out into the world.

1 published BLOG post is worth 5 that I am working on.

JUST DO IT

Nothing CRUSHES FEAR like doing what scares you.

From hitting the “Publish” button, to stepping on the Jiu Jitsu mat, nothing tells fear who’s in charge more than taking ACTION.

What project do you want to BEGIN?

What OBSTACLE do you want to take on?

START something BIG.

It may lead you to someplace great…

#JustStart 

-Joe Ciccarone

http://www.SalesVibe.net

 

 

 

 

 

 

 

 

The Clouds & The Dirt

“I spend all my time in the clouds or in the dirt. That’s why I’m successful.” – Gary Vaynerchuk

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Fall is here.

Just walk inside a Starbucks.

Holy pumpkin everything…

I find fall the best time of the year to make CHANGES.

No need to wait for the chaos of the holidays to disappear.

We can get a head start by BEGINNING NOW.

When the conversation at Aunt Nelly’s holiday dinner turns to New Year’s resolutions, we’ll have 3 months of progress to show.

How cool is that?

Besides, I have an awful track record with resolutions.

I don’t do them.

From learning to trade stock options to trying to be less sarcastic, I’ve failed at most of them.

Instead, I now focus on DAILY ACTION.

DAILY ACTION is the secret to accomplishing BIG GOALS.

Gary Vee calls this concept – “The Clouds and The Dirt.”

THE CLOUDS

THE CLOUDS are your goals.

They are the places you want to take your life.

What BIG IDEA do you want to achieve?

  • Create a $1 million customer?
  • Lose 10 pounds?
  • Write a blog post every Monday?

We’ll all have different answers to this question.

But THE PROCESS is the same.

The 1st step is DECIDING what we want to accomplish.

For me, I want to be a more consistent writer.

I’d love to be 2 to 3 weeks ahead with blogs posts.

Waking up Monday at 4:30am to finish this week’s post is not a long term strategy.

THE DIRT

THE DIRT is how you get there.

It’s the DAILY GRIND.

The DIRT are the SMALL DAILY ACTIONS we need to take that make the CLOUDS possible.

THE DIRT is the journey.

It’s the gritty path that leads to our GOALS.  

DECIDE

Decide on 1 daily action you can do that gets you closer to your GOAL.

For me, I need to write more.

My DAILY ACTION:

  • Write 200 words each morning before 7am.

BE SPECIFIC

The SECRET is to be specific.

My goal is NOT to “Write every day.”

That’s too vague.

Our ACTIONS need to be:

  • Simple.
  • Actionable.
  • Accountable.

JUST SAY NO

TIME and ENERGY are limited resources.

We have to be intentional where we invest them.

Gary Vee said, “I don’t spend any time on things that don’t matter.”

This means sometimes saying “No” to people.

Saying “No” is tough.

We think we are letting people down.

But when we don’t say “No” to distraction, we are only letting ourselves down.

WHAT DO YOU SEE?

When you look into THE CLOUDS what do you see?

Keep your eyes on the CLOUDS

But your hands in the DIRT.

Our thoughts are with our friends in TEXAS & FLORIDA this week.

#StayStrong

-Joe Ciccarone

http://www.SalesVibe.net

 

 

 

 

Selling Is A State Of Mind

“The only difference between a rut and a grave is depth and distance.” ~ John Maxwell

 

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Salespeople are behind the eight ball from the very beginning of their career.

They have dug a hole and don’t even realize it.

Salespeople pride themselves on being professional, and society requires initials.

In today’s society, “professionals” are identified with initials behind their name: DDS, RN, NP, JD, MD, MPH, CPA, CMP, OD, DO and many more.

Virtually every person in a physician’s office is also loaded with initials credentialing their education, professional status and legitimacy to be called “a professional”.

Many of these people with initials in their name, are required to take continuing education courses each year, to maintain their stature or licensure as “professional”.

Not salespeople.

Many salespeople attend a 1-2 week long training course and may take a couple quizzes from the company hiring them, and manufacturing the product they are about to sell.

These salespeople may be among the highest paid people in a lawyer or physician’s office, with no requirement for CEC (continuing education credit).

Society may treat salespeople like a label.

They weren’t smart enough to get into medical, pharmacy, optometry, dental or law school.

Since they are not professionals, they settled for sales.

They are like a brother-in-law, who is unemployed or spends most of his time on the couch, claiming to be a professional.

“Professional” in the sales world is a state of mind – the customer’s mind.

Salespeople aim to be perceived and received as “professional” and yet society, doesn’t’ really recognize selling as professional.

Salespeople are already in a hole.

“Wanna be a Better Salesperson – be a better Person.” ~ Jim Trunick

Professional sales people have to be incredibly:

  • Trustworthy
  • Patient
  • Sensitive
  • Hard-working
  • Dedicated

A “professional” salesperson has to rise to the level of ‘professional’ expected in society.

We all know “professionals” who act unprofessionally.

In yesteryear, when professionals with higher education, knew more, it was everyone in society hanging on every word or action of intellectual professionals, to guide their lives.

Today knowledge is so prevalent, that all professionals are in the persuasion game.

All professionals are selling:

  • Teachers sell kids on the value of homework.
  • Parents sell kids on the value of spinach.
  • Brokers sell clients on value of stocks.
  • Physicians sell patients on compliance of medications.

That requires professional conduct even more that professional letters.

In fact, any professional of letters, asked to describe their biggest challenge, or what keeps them up at night, its not their knowledge or studies, they almost always lead with – “getting people to do what they expect”.

We all sell.

Those members of society believing initials somehow separate professionals from non-professionals, are misguided in the emotional intelligence that goes along with influence, persuasion, caring and engagement.

Care More Win More.

Selling is a State of Mind.

– Jim Trunick

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Author, The CORE of Leadership

https://jimtrunick.com/