The Master Skill

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

nope.jpeg

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

 

Advertisements

Get Uncomfortable

“Get comfortable being uncomfortable.  That’s how you break the plateau and reach the next level.” – Chalene Johnson

nocomfort.png

How do you get to the next level?  

A mentor of mine told me I needed to become UNCOMFORTABLE

He said, “What do you think about that makes you uncomfortable?  That’s the project you should be working on.”

What makes me uncomfortable? 

Beside “Italian” chain restaurants, it’s Brazilian Jiu Jitsu and writing a weekly blog.   

That’s why I train as much Jiu Jitsu as possible and publish a blog every Monday morning. 

It’s called the Sales Vibe.

Sales Vibe explores tactics and strategies that help you succeed in SALES & LIFE.

You can read the Sales Vibe by going to www.SalesVibe.net. 

#GetUncomfortable

-Joe Ciccarone

 

 

 

 

Start It Up

“Being an entrepreneur is not about starting a business.  It’s a way of looking at the world.  See opportunity where others see obstacles. Take risks when others take refuge.” – Michael Bloomberg

start

“Be your own boss!”

That’s the rage today.

Anyone who has seen Gary V roll through his day “crushing it” dreams of launching their own START UP.

You don’t have to live in Silicon Valley or flip houses to be an ENTREPRENEUR.

We are all START UPS.

We are the CEO’s of our CAREER.

The same skills that help an entrepreneur launch a START UP are needed to GROW your career and keep your work RELEVANT.

We have to bring an entrepreneurial mindset to our CAREER.

When I first got out of college I worked in a CPA firm.

That was my first “START UP”.

I was “out of business” in about a year.

But I learned a ton and moved on.

I took those lessons and changed course.

I did what every successful entrepreneur does when they FAIL:

  • Learn.
  • Adjust.
  • Try Again.

Like many entrepreneurs, I had a few lean years.

I tried and failed multiple times.

It wasn’t until my 6th START UP until I went PUBLIC.

CAREERS, like like START UPS, have to grow and evolve or they die.

Here are 5 WAYS TO START UP YOUR CAREER:

CONTROL YOUR TIME

Control your time or someone else will.

Never go into a day with an empty calendar.

An unplanned day leads to working on other people’s agendas.

One of the wealthiest entrepreneurs I know gave me this killer time management tip, “Throw away your “To Do” lists.  If something needs to get done, schedule it. Protect that schedule.”

CONTROL YOUR FINANCES

Create a monthly budget.

Give each dollar a job.

We are not in Congress.  We can’t spend more than we make.

Dave Ramsey sums it up best, “Debt is dumb.”

CREATE YOUR BOARD OF ADVISERS

No one wins alone.

Have a board of advisers.

Learn from who came before you.

Make original mistakes, not basic ones.

INVEST IN YOURSELF

The first START UP we need to invest in is ourselves.

The wealthiest people I know all have 1 thing in common, they never stop learning.

Take the seminar.

Read the book.

Grow or die.

TAKE RISKS

No risk, no nothing.

There comes a time when you have to LEAP.

When opportunity appears, take ACTION.

It doesn’t matter if you are a solo ENTREPRENEUR or part of a BIG organization.

There is enormous opportunity everywhere.

What will you START UP?

Up to you…

#StartItUp

-Joe Ciccarone

www.SalesVibe.Net

 

 

 

 

Plan to Win

“Everyone has a plan ‘til they get punched in the mouth.” – Mike Tyson

Last week’s Vibe focused on the value of attending customer conferences.

This week we roll out the game plan.

Our conference goals are to:

  • Engage.
  • Connect.
  • Establish access.

We will focus our plan on 2 scenarios: 

  1. Meeting an existing customer who does not yet work with us.
  2. Meeting a potential new customer.

Game on…

Scenario #1:  Existing Customer  – No Access

Step 1:

  • Get a copy of the conferences pre-registered attendee list.
    • Is there a customer attending that you have not met?
  • Select the customers you want to meet.

Step 2:

  • Do you have any customer advocates who can introduce you?
    • Is your advocate attending the same conference?
      • “Dr John – I saw your name on the EMG conference list.  Would you mind introducing me to Dr Kelly during one of the breaks?.”
    • If your advocate won’t be at the conference:
  • “Dr John, Would you mind introducing me over email to Dr Kelly?  I would love to connect with them at the EMG Course.”

Step 3:

Work the room!

  • Not everyone will visit your booth.
  • You may have to proactively walk around, find that person & introduce yourself.
  • Remember your goal:  Establish Access.
    • Sell the appointment, NOT your product.
  • “Dr Kelly – Dr John said you were someone I should meet. There are a ton of new resources available.  Could we set up a time to discuss?”
    • “What day of the week works best for you?”
    • “What’s the best way to stay in touch?”
      • You will usually get an email address.
    • Ask for their cell #.
      • You will get it 50% of the time.
        • Send them a brief text the next day:
      • “Great to meet you!  Look forward to working with you.  Joe Ciccarone”
    • If you can’t get their cell #, ask for their admin’s name & phone #.

Scenario #2:  Potential New Customer 

Step 1:

  • An endless stream of people will stroll by your booth.
  • Your job is to:
    • Engage.
    • Gauge their potential.
    • Connect.
  • You’ll need at least 3 engaging power questions prepared in advanced.
    • 3 Conference Power Questions: 
  • 1) “What’s been your experience with __________?”
  • 2) “When you see __________, what’s your first move?”
  • 3) “When you hear the word _________, what comes to mind?”
    • This question is killer.
      • The answer gives you a glimpse of this customer’s top of mind awareness of your product / service:
        • You will hear:
          • “Can’t get paid.”
          • “Doesn’t work.”
          • “I need more training.”
          • “I refer out.”
            • Respond, “Really?  Why’s that?”
            • Don’t cut them off.  Let them finish speaking, no matter how off base their reasoning may sound.
            • Tell them you have a few ideas that may help.  Ask when is the best time to stop by and discuss further?

New customers are the life blood of any business.

When you expand your influence, you expand your impact.

Create a plan.  Be intentional.

Success never happens by chance.

#PlanToWin

-Joe Ciccarone

Chart Your Course 

“The ability to make that human connection is the key to personal and career success.” – Paul J. Meyer

What’s the first thing a physician does before they walk into an exam room?

They look at the chart.

It doesn’t matter how many times they have seen that patient.

They start at the chart.

Top sales people do the same thing.

One of the best tactics I’ve learned on how to connect is to create a personal “chart” on each customer.

This simple idea is devastatingly effective.

Your chart will help you generate killer dialogue with tough customers on subjects they care about.

You will build trust, expand your time and increase your access.

Consider this….

You already have your customer’s name, email & cell phone in your contacts (You did have the guts to ask for their cell phone, right???).

Now it’s time to complete your customer chart.

The more we call on a customer, the more information we uncover.

We need a system to capture this info that is instantly accessible.

Document the info you uncover in the notes section of your customer’s profile.

After a few conversations, your chart should look something like this:

FullSizeRender.jpg

So how does this create access?

Picture this…

You are walk into your customer’s office.  They are sitting at their desk waiting for you.

Instead of trying to break the ice with an awkward comment about the weather,

  • “How about this crazy weather?”

You start with this:

  • “So how’s Zoey’s freshman year at Cornell going?”

Or you could ask,

  • “What did you think about that 4th down call vs. Ohio State?” 

Or,

  • “So what’s it like trying to eat Paleo during the holidays?”

Questions like these start emotionally engaging conversations.

They lower the customer’s defenses.

They expand your time.

The customer is more inclined to listen to your ideas.

Your job is to find opportunities to ask these type of questions.

When the customer is done speaking, transition into your OPENING…

“That is awesome.  Great to hear.  So the reason I stopped by today is…”.

Access is 90% of the game.

Access is created when hustle, value, & trust come together.

When it does, you can chart your own course.

– Joe