Leaving 2017 Inspired

“Here’s to those who inspire us and don’t even know it.” – Anonymous

Below are the PEOPLE, BOOKS, & PLACES that inspired me in 2017:

People

Ryan Holiday is my favorite author. Holiday’s writing draws modern day wisdom from ancient philosophy. His latest book, Perennial Seller shows how to create perennial success by basing your work on timeless principles. His other book, The Daily Stoic , is the book I give to others the most.

Seth Godin has the greatest blog on the planet. He has published a daily blog post for over a decade without fail. His blog is the first thing I read each morning. Godin challenges people to stop hiding and leap. He is known for asking, “Would they miss you if you were gone?” The answer is up to you.

Jocko Willink spent 20+ years leading & training Navy SEALS. His Jocko Podcast is a weekly wave of leadership & life lessons. Jocko tells stories from military history, modern day business, & Brazilian Jiu Jitsu. Willink inspires you to rise up when others fade away.

Tom Petty is the person from 2017 who I never met, but will miss. Petty, who died this year at 66, has been part of the soundtrack of my life since high school. His concerts were the best. Petty’s, “I Won’t Back Down” inspired me through tough times. RIP Tom. Your music made many “Feel A Whole Lot better.”

Books

Finish: Give Yourself the Gift of Done was my favorite book of 2017. Jon Acuff breaks down why starting is not the problem; finishing is. Acuff writes about simple tactics to overcoming obstacles that keep us from finishing. One of my favorite quotes from the book, “Starting is fun, but the future belongs to finishers.”

The Subtle Art of Not Giving A F*ck was my surprise book of 2017. I had no expectations, but found myself completely engaged and not wanting it to end. This book informs and entertains. The first chapter drops more “F” Bombs than the bar scene in Martin Scorsese’s Goodfellas. The F*cking premise of the book is that our time & energy are limited. They are the greatest resources we have. We need to figure out who & what are most deserving of them and “not give a F*ck about everything else.”

Tools of Titans by Tim Feriss is a true gift. Imagine having access to billionaires and world class performers like Brene Brown, Peter Theil, General Stanley McChrystal and Malcolm Gladwell. Then imagine having them share their best habits, routines, and tactics. Thanks to Feriss, we now do. You can open this book to any page and get inspired.

Principles by Ray Dalio. Ray Dalio is a self-made billionaire and a legend in the financial world. Bill Gates and Tony Robbins go to Dalio for advice and council. This book is filled with ideas and principles that lead to success in business and life.

Places

Our family’s most “Magical” week of 2017 happened in Disney World. We took our first family trip to the Magic Kingdom. Mickey did not disappoint. I was skeptical going in. Impressed on the way out.

Happy holidays.

Wish you a REMARKABLE 2018!

– Joe Ciccarone

http://www.SalesVibe.Net

JAB, JAB, JAB, HOOK

“The person that gives value first has the leverage.” – Gary Vaynerchuk

What’s the worst professional advice you ever got?

In Tim Ferriss’ new book, Tribe of Mentors, Ferriss asks a series of questions to a group of elite athletes, super achievers, & billionaires.

Here’s one question that generated some fascinating dialogue:

“What are the bad recommendations you hear in your profession or area of expertise?”

This question brought me back to my first SALES job.

During our weekly sales meetings, my manager would walk around the meeting room and say phrases like “Work the close!” and “A.B.C. – Always Be Closing.”

It was like Alec Baldwin’s character “Blake” from Glengarry Glen Ross giving you a motivational talk each week.

SALES was all about CLOSING a deal.

Get the contract signed and move on.

Helping a customer succeed and establishing a long term relationship had little to do with the process.

For my money, “Always Be Closing.” is the worst professional advice I ever got.

EVERYONE IS IN SALES

Like it or not, EVERYONE is in SALES.

We all have something to sell:

Our product to a customer.
Your kids on brushing their teeth.
Convincing your husband it’s time to remodel the kitchen.

If you really want to CLOSE THE DEAL, focus less on CLOSING and more on VALUE.

LEAD WITH VALUE

Sales is all about providing VALUE.

It’s HELPING someone get the OUTCOMES they are searching for by using your idea, product or service.

Gary Vaynerchuk, internet entrepreneur & bestselling author, has an amazing philosophy on how to get people to decide in your favor.

It’s called JAB, JAB, JAB, HOOK.

GIVE TO GET

Think of the SALES process like a boxing match.

Each JAB is you providing HELP and VALUE to your customer.

The HOOK, which comes only after a series of jabs, is your ask. It’s what you are trying to get the other person to agree to.

Your JABS setup the HOOK.

The JABS increases the chances that your HOOK hits the target.

Just like a boxer has a GAME PLAN before entering the ring, each salesperson needs a plan before entering a customer’s office.

SALES PLAN

Before you ask a customer to do anything, HELP THEM three times.

Prove your VALUE.

It’s not about “Always Be Closing.”

It’s all about: “Always Be Helping.”

It’s:

Give Value
Give Value
Give Value
Ask

The JAB, JAB, JAB, HOOK method delivers knockouts:

It ENGAGES customers.
It creates TRUST.
Establishes long term RELATIONSHIPS.

People are way more receptive to take action on new ideas with people they like, trust, and know have their best interests at heart.

This is not just a GAME PLAN for SALES.

It’s also a great philosophy for life.

#JabJabJabHook

-Joe Ciccarone

http://www.SalesVibe.net

Talking About Practice

“If you don’t practice you don’t deserve to win.” – Andre Agassi

In 2002 NBA MVP & Future Hall of Famer Allen Iverson held one of the most famous press conferences in sport’s history.

Iverson was 3 days removed from his team being eliminated from the NBA playoffs.

Emotions were raw.

There were rumors he was on the outs with his head coach.

People around the team whispered he was giving less than 100% at PRACTICE.

A.I. took his frustrations out with a rant about PRACTICE.

The word PRACTICE was said over 20 times in a 5 minute period.

A.I. downplayed its importance.

He told the media as long he gave everything he had during the game, PRACTICE did not matter.

The press conference was immortalized with his famous quote:

“We’re talking about practice.”

With all due respect to THE ANSWER…

LET’S TALK ABOUT PRACTICE.

PRACTICE is a force multiplier.

It’s a DIFFERENTIATOR.

PRACTICE makes POTENTIAL reality.

It creates MOMENTUM.

From playing in the NBA to the world of SALES – PRACTICE matters.

PRACTICE can reveal a person’s true CHARACTER.

Many people claim to be “hard workers”.

PRACTICE proves it.

PRACTICE creates champions.

Muhammad Ali said, “The fight is won or lost far away from witnesses…in the gym, and out there on the road, long before I dance under those lights.”

Want to see how much CONFIDENCE a salesperson has?

Just tell them you will video their PRACTICE session and play it back for their peers to critique.

I have seen experienced SALESPEOPLE crumble at the thought.

WHAT WE NEED TO PRACTICE:

SKILL BUILDING

This is the PHYSICAL side of PRACTICE.

This is Old School practice.

This is the SALESPERSON writing down and rehearsing thought provoking questions before their BIG meeting.

This is the BJJ student drilling a new move dozens of times to ELEVATE their game.

This is the NBA star shooting hundreds of foul shots after practice to fix a problem.

You find something you need to get better at, then – REPEAT, REPEAT, REPEAT…

PUTTING YOURSELF OUT THERE

This is the MENTAL side of PRACTICE.

This involves losing your EGO.

This is having the guts to try something new.

It brings about the possibility of you looking foolish doing so.

This is putting yourself out in the arena, again and again, to either succeed or fail.

This type of PRACTICE is far more rare.

It’s gettin knocked down, making adjustments, and having the guts to try again.

This is knowing you have to EVOLVE and having the COURAGE to do so.

This type of PRACTICE gives no guarantee.

Seth Godin writes, “This is doing things that might not work.”

PRACTICE IS A MINDSET

In Carol Dweck’s book MINDSET, she proves the greats in every field are MADE, not BORN.

How?

PRACTICE.

The world is filled with talented people who never ESCAPE AVERAGE.

But not you.

You’re better than that.

Here’s THE ANSWER…

#TimeToPractice

-Joe Ciccarone

http://www.SalesVibe.net