Home Work

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“Sorry I couldn’t answer the phone when you called.  I was working from home.” – Anonymous

Welcome to The Vibe!

The only weekly blog that shows up early at the supermarket but doesn’t hoard all the paper towels.

Each week we discuss ONE IDEA that will help you live a better life.

This week’s topic is WORKING FROM HOME.

If you think this post is helpful, please forward to a friend.

Just remember to stay six feet away at all times.

Let’s do this…

The Vibe: Home Work

Week #2 of lockdown in progress.

One of our many new challenges is our new office.

We are all suddenly WORKING FROM HOME.

Just one problem…

Our entire family is home as well.

24/7.

We are taking conference calls in the mud room.

The sounds of Fortnight in the background.

Being asked to make waffles just when you unmute your line to speak up.

Interesting times.

At first glance, working from home sounds amazing.

There are defiantly some advantages.

The commute, dress code and free coffee come to mind.

But home base is filled with DISTRACTIONS.  

It can be one of the most challenging environments to get real work done.

The Harvard Business Review has a video on the best practices from working from home that made the rounds on social media this week.

I think the advice is average at best.

With all due respect to Harvard, I’d like to share some ideas to fill in the gaps.

These HOME WORK ideas are from the busiest and most accomplished people I ever came across.

How To Do Your Home Work:

1) Get Up Early

This is by far the most effective idea on being productive at home.

No one wants to talk to you at 5am.  

The early morning is gold.

It’s distraction free.

You have time to think.

Your mind is fully charged.

You can feel the STILLNESS.

Added bonus: You get to see the sunrise.

Waking up early is THE most time tested way through out history to have a productive day.

Two thousand years ago Aristotle said, It is well to be up before daybreak, for such habits contribute to health, wealth, and wisdom.”

There is no substitute for getting up early.

2) Know Your ONE THING

If you only could get ONE THING done today what would it be?

That’s your #1 priority.

Author Gary Keller calls this your ONE THING.

Everything else is just a distraction or back ground noise.

We don’t have time to get everything done.

But we always have time for our #1 priority.

Focus is everything.

What’s your ONE THING?

Get focused.

Get going.

3) Set A Schedule

Put your schedule on the fridge.

Have your partner do the same.

Communication is key.

Start the day knowing who and when everyone is on kid duty.

This reduces a ton friction.

4) Take Lots of Breaks.

Go for walk with your kids.

Have coffee with your wife.

Working from home is about being PRODUCTIVE, not punching a clock.

Fresh minds do great work.

4.5) Cut Some Slack

Give yourself (and everyone else) some slack.

This is a new environment for everybody.

Your kids will remember this crazy time.

Our job as parents is to make it a great memory.

All we can do is ROLL WITH THE PUNCHES. 

And let’s cut everyone some slack along the way.

Be well…

#HomeWork

Until next week,

Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

 

 

 

 

 

Roll With The Punches

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“It ain’t about how hard you hit. It’s about how hard you can get hit and keep moving forward.” – Rocky Balboa

Welcome to The Vibe!

The weekly blog that shows up in your inbox while respecting your social distance.

Each week we discuss ONE IDEA that will help you live a better life.

This week’s topic is the power of ROUTINES.

If you think this post is VIRAL in a good way, please forward to a friend.

Just Purell your keyboard afterwards.

Let’s scrub in…

The Vibe: Roll with the Punches

There is a haunting Chinese blessing that doubles as a curse.

“May you live in interesting times.”  

A fitting phrase for the present moment.

Schools closed, communities self-isolating and our daily ROUTINES KO’d like an early opponent of Mike Tyson. 

Not to mention we have to watch that guy in jean shorts carry nine cases of toilet paper out of Costco.

Interesting times.

Epictetus said the most important thing in life is to separate the world into two categories:

1) What we control.

2) What we don’t.

The next few weeks will give us a chance to put this wisdom into action.

We don’t control that this virus is here.

We don’t control our communities are shut down.

We don’t control what that guy wearing jean shorts buys at Costco.

But we have 100% control of our own actions. 

We all have some BIG time family bonding on our hands.

A great way to ROLL WITH THE PUNCHES is to establish new ROUTINES.

We are all products of our daily ROUTINE.  

Routines create the rhythm for our lives.

Our routines establish our habits. 

Our habits determine who we become.

It’s time to create some new ROUTINES for times like these.

Here are 3.5 ROUTINE IDEAS that may help:

1) Take Long Walks Outside

Soren Kierkegaard wrote, “Every day, I walk myself into a state of well-being & walk away from every illness. I have walked myself into my best thoughts…if one just keeps on walking, everything will be all right.” 

Long walks outside clear our mind.

They get the blood flowing.

Walks connect us with nature.

Some of our best family conversations happen during walking.

2) Establish a Reading Practice

There has never been a better time to be a reader.

There are some mind blowing, perspective changing books out there.

Gather your crew and have them read for an hour in the same room.

Then have each person share one idea from the book they are reading.

Amazing conversations will follow.

3) Declutter

Use this unexpected time together to liberate your house of all that clutter.

Use your free time to free your home (and your mind).

You’ll BE HAPPY you did.

3.5) Be Kind

Everyone is out of their routine.

This is NOT business as usual.

George Raveling wrote, “This is a good time to be good to one another.”

There is never a need to distance ourselves from KINDNESS.

Ryan Holiday said that the version of you who steps out of this quarantine can be a better version than entered it.

Creating new ROUTINES like these can make that happen.

Finally…

BIG THANK YOU to all the healthcare care workers holding down the front lines.

To all the SMALL BUSINESS OWNERS that have people relying on them for their paychecks.

Stand tough.

This too shall pass…

#RollWithThePunches

Keep fighting…

Joe Ciccarone

http://www.SalesVibe.Net

 

 

Leaving 2019 Inspired

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

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Below are the BOOKS and IDEAS that inspired me in 2019:

BOOKS

Here are my favorite books for 2019.

Each of these helped me see the world in a better way.

Stillness is the Key (by Ryan Holliday) Is it possible to be poised, calm and focused even on our most hectic days?  Ryan Holiday shows us how.  Holiday distills 2+ years of research on ancient philosophy and modern neuroscience to deliver a playbook on how to live a more meaningful life.  My favorite book of 2019. 

Digital Minimalism (by Cal Newport) The average person spends over 2 hours a day staring at their phones.  That’s over 30 days each year.  That’s crazy.  Cal Newport shows how to control our technology, so it doesn’t control us. (Favorite idea:  Remove all social media apps from your phone.) 

Wise Guy: Lessons from a Life (by Guy Kawasaki) Guy Kawasaki was Apple’s chief evangelist under Steve Jobs.  He is a legend in Silicon Valley and one of its ultimate consigliere’s . Kawasaki shares a series of personal stories on family, career, and how to live a meaningful life.  So good.  Get the audible version.

Leadership in War (by Andrew Roberts) Winston Churchill said that if someone wanted to understand politics and leadership they needed to “Study history. Study history. Study history”.  Andrew Roberts proves Churchill’s point in one of the best leadership books I have ever read.  The good (Churchill, Napoleon, & Margaret Thatcher) and the bad (Hitler & Stalin) are on full display.  (PS – Napoleon was one of the OG ballers.)

The Art of Simple Living (by Shunmyo Masuno). Page a day books were one of the new genres I really dove into in 2019.  This one was my favorite daily reader.  Masuno, a practicing Zen Monk, gives 1 idea each day on how to live a more focused, joyful life.  

Sea Stories:  My Life in Special Operations (by Admiral William McRaven) William McRaven wrote a memoir that reads like a Brad Thor novel.  McRaven was part of some of the most famous US military operations of the past decades:  capturing Saddam Hussein, rescuing Captain Richard Phillips, and the special forces mission that killed Osama bin Laden. Get the audible version that is read by McRaven.  

Outer Order, Inner Calm: Declutter and Organize to Make More Room for Happiness (by Gretchen Rubin)  Clutter is everywhere.  Rubin shows why getting rid of things we don’t use, need, or love, frees up our minds (and closest) for what we truly value.

Gridiron Genius (By Michael Lombardi) Lombardi had the unbelievable good fortune to be mentored by 3 NFL legends: Bill Walsh, Al Davis, & Bill Belichick.  That’s 12 Super Bowl rings of knowledge showing you the ropes.  This is a fascinating look into what separates good teams from great ones and champions from dynasties.  (PS – Fly Eagles Fly).

Podcast

The Tim Ferriss Show | Jim Collins — A Rare Interview.  Forbes calls Jim Collins “one of the 100 Greatest Living Business Minds”. Collins’ books have sold more than 10 million copies.  This podcast is master class on how to build and lead an organization.

YouTube Clip

Warren Buffett, Bill Gates on the Charlie Rose Show.  Maybe the most knowledge ever dropped in 90 seconds on YouTube. Buffett and Gates tell us why we have to guard our most precious resource – time.

Happy holidays.

Thank you for reading my blog.

Wish you a massive success in the new decade!

#InspireSomeone

– Joe Ciccarone

http://www.SalesVibe.Net

 

 

22 Paths

“I’m not saying that you have to be a reader to save your soul…I’m saying it helps.” – Walter Mosley

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The morning we spent together in Madison was a special one for me.

It was privilege to speak to such an impressive group of people.

I am grateful for the TRUST you gave me investing 2 hours of your time.

Below is a list of the source material that the Sales Vibe course is based.

I included a brief summary following each book.

They come from some of the BIGGEST thinkers out there.

These books are an opportunity,

It’s chance to steal some of the best IDEAS, TACTICS, and STRATEGIES that can help you rock out SALES and LIFE.

Here are 22 PATHS you can explore.

MINDSET

Meditations  by Marcus Aurelius. The most powerful person on earth writes notes to himself on how to be a better person .  Think about that for a second.

GRIT: The Power of Passion & Perseverance by Angela Duckworth. The secret to outstanding achievement is not talent but a special blend of passion and persistence.  Duckworth shows why GRIT eats talent for breakfast.

The Only Sales Guide You’ll Ever Need by Anthony Iannarino.  Iannarino writes “To succeed in sales you need three things: a Mindset, a Skillset, & a Toolset.”  Same goes for life.

Mindset:  The New Psychology of Success by Carol Dweck.  This book made the term “mindset” hip.  Greatness is created, not born.

The Daily Stoic by Ryan Holiday.  Holiday distills ancient stoic wisdom into 1 actionable thought each day.  Holiday is the modern day Sun Tzu.

The Little Gold Book of Yes! Attitude by Jeffrey Gitomer.  Gitomer is the best sales trainer on the planet.  He also wrote one of the best books on how to create a winning attitude.

Extreme Ownership by Jocko Willink & Leif Babin.  Willink spent two decades training & leading US Navy Seals in combat.  He shows how the lessons learned on the battlefield can be applied to the boardroom. #GetAfterIt

Secrets of Closing The Sale by Zig Ziglar. Ziglar is famous for saying “You will get all you want in life if you help enough people get what they want.” Written in 1985, it’s still one of the greatest sales books ever.

SKILLSET

The Art of Exceptional Living by Jim Rohn.  Tony Robbins was working as a janitor when he met Jim Rohn.  Rohn taught him these principles to lead an exceptional life. Gold.

The 7 Habits of Highly Effective People by Stephen R. Covey.  Covey’s book is one of the top 10 read books on Amazon.  He boils the secrets of success down into 7 habits.

The Daily Stoic Journal: 366 Days of Writing and Reflection on the Art of Living by Ryan Holiday.  This is the follow up to Holiday’s Daily Stoic book.  This is one part journal, one part life lessons based on stoic philosophy.  It’s part of my daily routine.  

The Little Red Book of Selling by Jeffrey Gitomer.  This book is the best selling sales book of all time.  You can put Gitomer’s ideas in to action 30 seconds after you read them.

The Little Black Book of Connections by Jeffrey Gitomer.  Gitomer teaches how to connect, engage, and get invited back.  Hint:  “Start friendly, or don’t start at all.” 

Good To Great by Jim Collins.  “If you have more than 3 priorities, you don’t have any.”

Digital Minimalism by Cal Newport.  Newport has been called the Marie Kondo of technology. Newport shows how technology is neither good nor bad. It’s our responsibility to control our screens, before they control us. This book shows how.

The Very Little But Very Powerful Book on Closing by Jeffrey Gitomer.  Gitomer shows you how to close sales that build relationships and create partnerships.  This short book also gives you some killer questions that will move the sales process forward.

The Lost Art of Closing by Anthony Iannarino.  A salesperson job is to ask for and obtain commitments. This book shows you how to be a closer.

TOOLSET

The Sales Bible by Jeffrey Gitomer. The Sales Bible is the most complete book on selling ever written.  Fantastic.

Power Questions by Andrew Sobel. I read books then give them away.  I kept this one and refer to it before BIG meetings.  It’s filled with killer questions.

This Is Marketing by Seth Godin.  A gamechanger on how to approach sales & marketing.  Godin shows you how to do work that matters for people who care.

Think & Grow Rich by Napoleon Hill. “Strength and growth come only through struggle and effort.”  Timeless wisdom.

The Obstacle is the Way by Ryan Holiday“What stands in the way becomes the way.”  Struggling through something? This is your book.

Lists can be overwhelming.

Tame it by picking just one.

Then find one idea from that book that resonates with you.

Challenge yourself to put that idea into your daily routine.

Day by day.

Step by step.

That’s the formula.

Go…

#22Paths

-Joe Ciccarone

http://www.SalesVibe.Net

 

Nearsighted

“Do not dwell on the past.  Do not dream of the future.  Concentrate the mind on the present moment.” – Buddha

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It easy to fall into the FUTURE TRAP.

“Here’s our 5-year plan…”

“This is what 2021 will look like…”

Just a quick reminder…

The future will bring us a thousand unexpected variables we can’t control.

That’s fine.

We can deal with them when they get here.

In the meantime…

Want this to be an AWESOME YEAR?

Focus on the PRESENT MOMENT.

Be fully engaged with WHAT and WHO is in front of you.

Seth Godin likes to say, “It’s not about what’s next, it’s about what’s now.”

Own the moment.

The future will follow.

#Nearsighted

-Joe Ciccarone

 

 

 

 

To Be or Not To Be?

“Remember your ‘To Do’ list but don’t forget your ‘To Be’ List.” – Richard Branson

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Monday Fun-Day…

Another week gets rolling.

Some of our “TO DO” lists are longer than a Springsteen concert setlist.

Before we sprint out the door, take a minute to think…

What’s missing?

Maybe we need to focus less on what we want ‘TO DO’ and more on who we need to BE.

Here are 12 things that may BE missing from your “TO DO” list:

430 years ago William Shakespeare asked, “To be or not to be?”

It’s an amazing quote.

It’s also a great philosophy to live your life.

#ToBeOrNotToBe

-Joe Ciccarone

http://www.SalesVibe.Net

(Big Thank You to Seth Godin for the inspiration!)

 

Lead the Way

“Leadership is influence.  Nothing more, nothing less.” – John Maxwell

 

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What makes someone a LEADER?

The best definition I ever heard is “INFLUENCE”.

Whether you lead a global corporation or run your family, every organization needs the next generation of leaders to step up and LEAD THE WAY.

John Maxwell wrote, “Everything rises and falls with leadership.”

You may be a new leader trying to establish TRUST.

You could be an established leader looking to STAY RELEVANT.

Either way, one thing is certain –

Leaders are CREATED, not born.

HOW TO LEAD THE WAY:

SHARE YOUR BEST IDEAS

Leaders need to ELEVATE the thinking of everyone in the group.

Don’t hold back.

Put your best ideas into world.

Edwin Markham wrote, “What we put into the lives of others, comes back into our own.”

MAKE DECISIONS

Leaders have the COURAGE to make tough decisions.

They gather the available information and have the guts to make a call.

Leaders know that NOT making a decision is making one.

Amelia Earhart said, “The most difficult thing is the decision to act; the rest is merely tenacity.” 

MOVE ON

Not every decision will work out.

Life will knock you down.

The past is an awesome teacher, but a bad place to live.

Leaders learn the lesson, adapt, then move on.

EMPOWER OTHERS

Leaders take people with them.

Wayne Gretzky said, “It’s not about how great you are.  It’s about how great you make the people around you.”

Empower others.

RAISE THE BAR

Leaders raise the bar.

From Washington leading the Continental Army, to Rosa Parks refusing to give up her seat, to Steve Jobs denting the universe…

Great leaders show what is possible.

Seth Godin wrote, “You can raise the bar or wait for others to raise it, but it’s getting raised regardless.” 

Elevate what people think is possible.

STAY RELEVANT

Leaders know the best way to STAY RELEVANT is to keep learning.

John F. Kennedy said, “Leadership and learning are indispensable to each other.”

Leaders keep learning or slowly fade away.

IT’S YOUR TURN

The world is asking you to step up and help show the way forward.

Someone is waiting for you to LEAD THE WAY.

Who will you INFLUENCE?

How far can you take them?

It’s time…

Lead, follow, or please get out of the way.

#LeadTheWay

-Joe Ciccarone

http://www.SalesVibe.net

 

 

 

 

 

17 Ways

“I’m not saying that you have to be a reader to save your soul…I’m saying it helps.” – Walter Mosley

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Life is made of moments.

Last week was a special one for me.

I had the opportunity to present Sales Vibe Live to our national sales team in San Diego.

The presentation was based on the principles and ideas I write about in SALES VIBE.

We discussed ways to:

  • Prepare.
  • Engage.
  • Build Trust.
  • Organize.
  • Strategize.
  • Question.
  • Close.
  • Get Invited Back.

Over 60 people attended.

It was an awesome experience.

After the presentation, I received multiple requests for the list of books referenced in the talk.

Below is that list with a brief summary following each book.

Here are 17 WAYS to elevate your SALES & LIFE:

MINDSET

Meditations  by Marcus Aurelius. The most powerful man on earth writes notes to himself on how to be a better person .

The Only Sales Guide You’ll Ever Need by Anthony Iannarino.  Iannarino writes “To succeed in sales you need three things: a Mindset, a Skillset, & a Toolset.”  Same goes for life.

Mindset:  The New Psychology of Success by Carol Dweck.  This book made the term “mindset” hip.  Greatness is created, not born.

The Daily Stoic by Ryan Holiday.  Holiday distills ancient stoic wisdom into 1 actionable thought each day.  Holiday is the modern day Robert Green. 

The Little Gold Book of Yes! Attitude by Jeffrey Gitomer.  Gitomer is the best sales trainer on the planet.  He also wrote one of the best books on how to create a winning attitude.

Extreme Ownership by Jocko Willink & Leif Babin.  Willink spent two decades training & leading US Navy Seals in combat.  He shows how the lessons learned on the battlefield can be applied to the boardroom. #GetAfterIt

Secrets of Closing The Sale by Zig Ziglar. Ziglar is famous for saying “You will get all you want in life if you help enough people get what they want.” Written in 1985, it’s still one of the greatest sales books ever.

SKILLSET

The Art of Exceptional Living by Jim Rohn.  Tony Robbins was working as a janitor when he met Jim Rohn.  Rohn taught him these principles to lead an exceptional life. Gold.

The 7 Habits of Highly Effective People by Stephen R. Covey.  Covey’s book is one of the top 10 read books on Amazon.  He boils the secrets of success down into 7 habits.

The Little Red Book of Selling by Jeffrey Gitomer.  This book is the best selling sales book of all time.  You can put Gitomer’s ideas in to action 30 seconds after you read them.

The Little Black Book of Connections by Jeffrey Gitomer.  Gitomer teaches how to connect, engage, and get invited back.  Hint:  “Start friendly, or don’t start at all.” 

Good To Great by Jim Collins.  “If you have more than 3 priorities, you don’t have any.”

The Lost Art of Closing by Anthony Iannarino.  A salesperson job is to ask for and obtain commitments. This book shows you how to be a closer.

TOOLSET

The Sales Bible by Jeffrey Gitomer. The Sales Bible is the most complete book on selling ever written.

Power Questions by Andrew Sobel. I read books then give them away.  I kept this one and refer to it often.  It’s filled with killer questions.

Think & Grow Rich by Napoleon Hill. “Strength and growth come only through struggle and effort.”  Timeless wisdom.

The Obstacle is the Way by Ryan Holiday“What stands in the way becomes the way.”  Struggling through something? This is your book.

Lists can be overwhelming.

Start by picking one.

A great book will lead you to the next one.

There is a Latin Proverb, “Liber Medicina Animi – A Book is the Soul’s Medicine.”

Take the next step.

Go…

#17Ways

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

 

 

Airplane Mode

“Starve Your Distractions.  Feed Your Focus.” – Anonymous

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Have you ever flown across the country?

If so, you can speak to the phenomenon of PRODUCTIVITY that happens when you are at 30,000 feet.

It’s called AIRPLANE MODE.

Many frequent fliers tell tales of getting more work done on a cross country flight than an entire week in the office.

AIRPLANE MODE serves up the perfect work environment:

  • Zero distractions (barring that screaming baby 2 rows back):
  • No interruptions.
  • Your phone does not buzz every 10 seconds.

You are in a bubble.

Work gets done:

  • Presentations get finished.
  • Books get read.
  • Blogs get written.

Author Peter Shenkman brags about writing 28,000 words for one of his books on a single flight.

One of the BEST IDEAS I discovered in 2017 was bringing AIRPLANE MODE to ground level.

It’s an awesome way to get work done.

I spend 1 hour of each day on AIRPLANE MODE.

Jon Acuff talks about this concept in his book FINISH.

There’s no need to wait for your next trip to Las Vegas to make progress on an important project.

We can create an uninterrupted, distraction free bubble to do our most important work on the ground.

The start of the year is a great opportunity to experiment with new ways of doing things.

So buckle your seat belts.

Put your tray tables in their locked upright position.

Oh…

And stow that carry-on bag under your seat.

TIME TO GO ON AIRPLANE MODE:

CHOOSE ONE PROJECT 

What’s the ONE THING you need to finish?

What project has been hanging over your head for too long?

Choose that one.

PICK YOUR PLACE

Find a place where you will not be tempted by distractions.

I found my home office was a terrible place to get work done.

There were just too many distractions.

So much so that I gave up my home office.

It was converted into a playroom.

I find cafes and local libraries work way better.

GET YOUR TIMING RIGHT  

What time of day are you at your best?

Schedule AIRPLANE MODE at your mental peak.

I’m a morning person.  For me, the earlier the better.

Night time does not work.

I fade late afternoon like the Dallas Cowboys in December.

DISCONNECT 

Shut your phone down.  Turn off your ipad.

Completely disconnect.

What if my kids call? 

What if I miss a customer email?

Be brave.

The world will be there 59 minutes later when you reconnect.

SET A TIMER

I put my iPhone on AIRPLANE MODE.

Then I set 60 minutes on my timer app.

The first couple times I found myself looking up every 5 minutes.

Eventually the hour flies by.

GET TO WORK

Don’t let the distractions of everyday life keep you from doing your best work.

Bruce Lee said, “The successful warrior is the average person, with laser focus.”

Starve your distractions.

Feed your focus.

Go on AIRPLANE MODE.

And watch your productivity TAKE OFF.

#AirPlaneMode

-Joe Ciccarone

http://www.SaleVibe.Net

JAB, JAB, JAB, HOOK

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

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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 jabsis 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