Build Your Monument

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Deeds, not stones, are the monuments of the great. – John Motley

In RJ Palacio’s book “Wonder”, August ‘Auggie’ Pullman is a 5th grader trying to fit in to his new school.

There’s just one problem.

A chromosome problem.

Auggie was born missing one.

This condition caused his appearance to be unlike anyone else’s in the school.

Palacio describes Auggie as “an ordinary kid with an extraordinary face”.

“Wonder” tells the story of how this 11 year old deals with being singled out, excluded, ridiculed, ignored and noticed everywhere he goes.

All because he doesn’t look like everyone else.

Could you imagine?

The book is INSPIRING and funny.

And at times uncomfortable.

But like all good books, it teaches a LESSON.

Acts of KINDNESS stand larger than stone monuments to the people we help.

One of the fun characters in the book is Auggie’s English teacher, Mr Browne.

Each month Mr Browne inspires his students with a PRECEPT.

Here’s October’s Precept:

“YOUR DEEDS ARE YOUR MONUMENTS”

This quote, which Mr Browne told the class, “was carved on the tomb of an Egyptian Pharaoh”, describes a timeless truth:

Actions speak louder than stone.

What we DO becomes our legacy.

Our DEEDS have a BIGGER impact than anything we SAY or THINK.

Life is about taking action.

And our ACTIONS give us our best chance to impact the lives of others.

This idea reminds us of that great line from Maximus in the opening scene of the movie Gladiator, “What we do in life echos in eternity.” 

Every KIND ACT we do is another stone cast into our legacy.

Mr Browne challenged his students to write down what October’s PRECEPT meant to them.

Here’s what Auggie wrote:

“We should be remembered for the things we do.  The things we do are more important than what we say or what we look like. The things we do are like MONUMENTS.  They’re like the pyramids the Egyptians built to honor the pharaohs. Instead of of being made by stone, they’re made of memories.  YOUR DEEDS ARE YOUR MONUMENTS.”

Time to build.

#BuildYourMonument

-Joe Ciccarone

http://www.SalesVibe.Net

 

Clean Slate

“The beginning is always today.” – Mary Shelly

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I thought it would never happen.

It did.

We moved.

We left the house we lived in for 14+ years.

Holy boxes…

Everywhere.

Has anyone seen our Vitamix?

Time for NEW BEGINNINGS.

Nothing like a CLEAN SLATE. 

Moving is an experience that literally MOVES you out of your COMFORT ZONE.  

New surroundings force you to create NEW ROUTINES.

You have to forget how things “used to be” and adjust to a new reality.

Moving is an awesome opportunity to create a CLEAN SLATE. 

But before you can start the next chapter of your life, you have to let go of yesterday.

WIPE THE SLATE CLEAN

The house buying / selling process gets complicated.

Nothing is guaranteed.

Everyone is looking out for their own best interests.

Timing has to be on your side.

We were fortunate to sell our old home a few hours before we bought our new one.

Many balls in the air.

They have to all land in the right order or things get complicated fast.

It’s enough to make a Buddhist Monk reach for the Ativan.

FORGIVE

Buyers can get petty.

Their requests can seem over the top.

It helps to take nothing personal.

Deepak Chopra wrote,“Everyone is doing the best they can with their level of consciousness.”

You have to cut people some slack.

Easier said than done.

You have to FORGIVE (and forget).

MOVE ON

You have to MOVE ON from the things that no longer serve you.

Moving forces you to EDIT both your possessions and mindset.

The next chapter of your life is going to require a better version of you.

KEEP WALKING FORWARD

The most emotional moment came for us when we walked through our old house for the last time.

My last view of the inside of our home came as I shut the the front door.

A flood of happy memories of our kid’s lives flashed before me.

Wow.

It’s hard to believe we will never be back there again.

The best way to WIPE THE SLATE CLEAN is to KEEP WALKING FORWARD.

Ryan Holiday wrote, “The last step of the journey is the first step of the next.”

Step, step, step…

 

#CleanSlate

-Joe Ciccarone

http://www.SalesVibe.Net

 

The Sweetest Thing

“Be the change you wish to see in the world.” – Mahatma Gandhi

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A woman in India had a son that ate way too much sugar.

No matter what she did or said, her son continued to eat sugar.

The mother was so upset that she decided to take her son on a trip to see his idol, Mahatma Gandhi, to ask for his help.

They traveled to see Gandhi.

They waited a day and half to get an audience with the leader.

When their turn came to speak, the mom walked up to Gandhi with her son at her side.

The women said, “Sir, my son eats too much sugar. It’s affecting his health, his teeth, his mood.  Every time he eats sugar I can see the change in him.  There is nothing I can do to stop him.  I am afraid that sugar will ruin his life.  Please tell him to stop eating sugar.”

Gandhi listened to the woman.

He looked at the boy, then paused.

Gandhi told the mother, “Go home and come back to me in two weeks time.”

The woman was perplexed.

She wondered why Gandhi did not tell her son to stop eating sugar.

The mom took the boy and traveled back home.

Two weeks later she returned, boy in hand.

The pair waited hours again for an audience.

When their time came, Gandhi motioned for them to come forward.

Gandhi looked directly at the boy and said, “Boy, stop eating sugar. It is not good for you.”

The boy nodded and promised he would not eat sugar any longer.

The mother was confused.

She turned to Gandhi and asked, “Dear Sir, Why didn’t you tell him that two weeks ago when I first brought him to see you?”

Gandhi smiled, “Mother, two weeks ago I was still eating sugar myself.”

CHANGE STARTS WITH YOU

Want something to CHANGE?

Change yourself first.

LEAD by example.

Live what you preach.

It’s the fastest way to build TRUST.

There is no better way to establish CREDIBILITY. 

Andy Warhol said, “They always say time changes things, but you actually have to change them yourself.” 

Start with you.

Earning TRUST and having CREDIBILITY with your colleagues and customers is kind of like winning the SUPER BOWL.

Its…

#TheSweetestThing

-Joe Ciccarone

http://www.SalesVibe.Net

 

On Your Mark. Get Set. Delete.

“Be at war with your vices, at peace with your neighbors, and let every new year find you a better man.” – Ben Franklin

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Nothing like a fresh start.

A new day.

A new year.

Before we start piling up the RESOLUTIONS, we need to do something:

Hit the “Delete” button.

We all have aspects of our lives that no longer serve us well:

  • BAD HABITS
  • COMMITMENTS
  • RELATIONSHIPS

Joshua Becker, wrote, “The first step in crafting the life you want is to get rid of everything you don’t.”

The start of the new year is a perfect time to hit the DELETE button.

3 Things We Need to DELETE:

BAD HABITS

Sometimes our habits turn on us.

I used to spend hours each day trying to stay up to date on current events.

I would read multiple newspapers and listen to hours of talk radio.

What started as trying to stay informed, turned into spending way too much time on events that I had no control over.

Habit DELETED.

Now I focus on things relevant to my daily life.

Take back your time.

Hit the DELETE button.

Don’t let a BAD HABIT follow you into the new year.

COMMITMENTS

I was part of a weekly networking group.

At first it served me well.

I met new people and learned some creative ideas.

Then it got stale.

I kept showing up, even though it stopped being a good use of my time.

Eventually, I gathered up the courage to tell them I was not coming back.

I don’t think they even cared.

Lesson learned.

Can you think of a commitment that no longer makes sense?

Hit the DELETE button.

Don’t bring a tired commitment into the new year.

RELATIONSHIPS

Some relationships no longer make sense.

These relationships could be personal or professional.

Only you know who they are.

Time to muster up the COURAGE and move on.

Hit the DELETE button.

Don’t let a bad relationship stand in the way of a great year.

What do you need to DELETE in 2018?

Have the guts to make a change.

This will OPEN UP the space for all the good things to come.

Happy New Year!

Ready.

Set.

Delete.

-Joe Ciccarone

http://www.SalesVibe.Net

Who’s In Your 5?

“You are the average of the 5 people you spend the most time with.” – Jim Rohn

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One of the great things about living in Philly is how close you are to the beach.

You can go from the Liberty Bell to the ocean faster than you can watch Rocky 3 for the 10th time.

“My Prediction?…Pain.”

During our last trip, I went in the ocean with my kids.

After a few minutes I turned around.

We were 25 yards from where we walked in.

An undercurrent pushed us down the coast without us even realizing.

This concept plays out in our everyday life.

There is a POWERFUL force that either pushes us forward or pulls us back.

It’s the people in our lives.

Who we spend time with INFLUENCES who we become.

There is a great quote from Goethe that says, “Tell me who you spend time with and I will tell you who you are.”

Each person we allow into our life influences us in some way.

We start to:

  • EAT what they eat.
  • DRINK what they drink.
  • READ what they read.
  • SPEAK like they speak.
  • THINK like they think.

Eventually, we start to do what they do.

To have a remarkable life, you have to surround yourself with REMARKABLE people.

Ryan Holiday wrote, “The people we surround ourselves with set the baseline for what we think is possible.”

We have to keep the right people in (and out) of our lives.

This is not always easy.

But it’s necessary.

Jim Rohn taught that we have to EVALUATE and SHIFT our associations into 3 categories:

  • Expand
  • Limit
  • Walk Away

Expand, Limit, or Walk Away

EXPAND

There are certain people that make us BETTER.   

They CHALLENGE us and bring out our best.

They PUSH us forward.

Our job is to find ways to EXPAND the time we spend with them.

Where do the people you admire hang out?

Join those organizations.

Find ways to spend more time in those communities.

LIMIT

Some people drag us down.

We need to LIMIT our interactions with them.

Maybe we can spend 5 minutes together, but definitely not 5 hours.

This idea can be tough.

This person may be a coworker or even in our extended family.

Regardless, we need to LIMIT our time with NEGATIVE influences.

WALK AWAY

There may be times when we need to WALK AWAY from people all together.

Can you think of a person that kills your ENTHUSIASM each time you see them?

You may have to cut them out of your life.

We can’t allow another person’s NEGATIVE ENERGY have a profound affect on our life.

No one knows what challenges lie ahead.

Being surrounded by positive influences is a great place to start.

#Who’sInYour5?

-Joe Ciccarone

http://www.SalesVibe.net

 

The Best Investment

“The most important investment you can make is in yourself.”― Warren Buffett

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Be Bullish

INVESTING means different things to different people.

For some, it means the stock market.

For others, its real estate.

There is one INVESTMENT that gets overlooked.

This investment generates the highest RETURNS and has the least amount of RISK:

  • YOU

When I started in SALES I knew I had to level up or I wasn’t going to last long.

So I started attending SALES seminars.

The first one I attended was a game changer.

The conference had amazing speakers:

It was awesome.

But an author named Brian Tracy was the one who changed my MINDSET.

Tracy told the group that the THE BEST INVESTMENT a person could make is in THEMSELVES.

He challenged the audience to invest a portion of their annual income on their continuing education & personal development.

Tracy said INVESTING IN YOURSELF would return exponentially more than any stock or real estate holding ever could.

The 20 something version of me was SOLD. 

It’s a PHILOSOPHY I live by to this day.

HOW TO MAKE YOUR BEST INVESTMENT: 

INVEST IN YOUR CAREER

Jim Rohn said, “Income seldom exceeds personal development.”

In every field there are THOUGHT LEADERS. 

There were REMARKABLE people that came before us.

They established best practices.

Our goal is to make original mistakes, not the same ones they did:

This INVESTMENT alone will separate you from the masses.

INVEST IN YOUR HEALTH

Thomas Sowell wrote, “There are no decisions, only trade offs.”

One thing we don’t want to trade for anything is our HEALTH.

No amount of money or recognition is worth it.

We have to INVEST a portion of each day to:

  • Exercise.
  • Healthy Eating.
  • Good Sleep.

We all have the same amount of time.

We just have to decide that being HEALTHY is a PRIORITY.

INVEST IN A HOBBY

Nothing centers us and clears our mind like a fulfilling hobby.

For me, its Brazilian Jiu Jitsu.

BJJ delivers an unbelievable workout.

It keeps me humble and focused.

Jiu Jitsu has introduced me to an amazing group of people.

It even gave me a new ACL.

Like Robert Arnott said, “Investing in what is comfortable is rarely profitable.”

Find a hobby you love.

It will pay lifetime DIVIDENDS.

INVEST IN RELATIONSHIPS

With the exception of just one person, the entire world is about everyone else.

Make it a priority to invest the TIME and ENERGY into the special people in your life.

BE BULLISH

There are times when we need to HEDGE our bets.

Investing in yourself is NOT one of them.

Time to go all in…

#InvestInYou

-Joe Ciccarone

http://www.SalesVibe.net

 

Super Power

“Know thyself.”  -Socrates

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If you could have one SUPERPOWER, what would it be?

Growing up I wished I could read people’s minds.

Facebook cured me of that.

Now my superpower would be SELF AWARENESS.

Self awareness is magic.

Self awareness is:

  • Knowing your strengths.
  • Realizing your weaknesses.
  • Understanding how your actions affect others.

Self Awareness is more important than intelligence.

Early in my career, I struggled big time with self awareness.

I wanted to be a tax accountant.

I got a degree in accounting and a position in a CPA firm.

How do you say “bad idea” in Italian?

Family members, who never offered me advice ever, pulled me aside during parties and told me I was making a mistake.

They said accounting and me were not a good combination.

Did their opinions have something to do with my inability to sit still, not being great with math, and my habit of talking to anyone who entered the room?

It’s amazing what others see, but we can’t.

My lack of self awareness caused a number of job changes.

I moved through 3 different industries to find my career path.

Fun times…

Tony Robbins said, “Self awareness is one of the rarest of human commodities.  Very few people are aware of their own patterns.”

So true.

Self awareness dramatically improves your chances of succeeding in SALES.

How?

Selling is about INFLUENCE.

Influence starts with self awareness.

3 Ways to Increase Self Awareness:

1.  Video Yourself 

There’s a reason video is used by every professional sports team on the planet.  The tape does not lie.  Watching yourself give a sales presentation can make you uncomfortable, but gives amazing perspective.  It shows things you would never realize.  Once you see your errors, they are much easier to correct.

2. Imagine You are Being Recorded

This idea came from Jocko Willink.  Willink said just the thought of being recorded will affect your actions.  Imagine your actions, expressions, and words are being taped. Then imagine that video played back to your family & friends. Ouch…

3.  Seek Out Feedback

Find someone you respect.  Ask them to critique your game.  How do they think you’re doing?  What should you start doing?  What do you need to stop?  This one takes courage. Double that if you ask one of your customers.

Gary Vee said, “If you don’t have self awareness, then no matter how smart you are, you aren’t going to get very far.”

#KnowThySelf

-Joe Ciccarone

http://www.SalesVibe.net

 

 

Believe

“Do you believe in miracles?” – Al Michaels

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37 years later you can still feel it.

The air inside the building has a presence to it.

You can sense something REMARKABLE happened there.

As you enter Herb Brooks Arena in Lake Placid NY, you are greeted by 2 amazing images:

  • A 30 foot photo of the 1980 US Hockey Team diving on captain Mike Eruzione.
  • A banner hanging in the rafters that states, “Miracles Happen Here.”

Goose bumps…

ESPN ranked the 1980 US Hockey Team’s win over the Soviets as THE GREATEST sporting event of the 20th Century.

A group of rival college kids, under a drill instructor head coach, defeated the greatest hockey team ever assembled.

They went on to win the GOLD medal.

This MIRACLE was made possible by 1 thing:

Synergy.

This week we continue a series on the 7 Habits of Highly Effective People.

Habit # 6:  Synergize

Synergy is defined by the whole being greater than the sum of its parts.

Synergy means 1 +1 = 4.

Synergy is everyone following the same script.

The 1980 US Hockey Team may be one of the greatest examples of SYNERGY.

Most of the players on the US Olympic hockey team could NOT even have made the Soviet roster.

But together they found a way to defeat them on the world’s biggest stage.

The reason?

Synergy.

3 SYNERGY Lessons from the 1980 US Hockey Team:

  • Diversity is a force multiplier: Brooks selected players with different skillsets, back grounds, & perspectives. Great teams are created with diversity.
  • Trust: Synergy is built on trust.  You know the other person has your back.  You know they will be there when you need them.  No trust, no nothing.
  • Expect Adversity: Adversity is going to strike.  It’s not a matter of if, but when.  How you handle adversity determines who you become.

The 1980 US Hockey team SYNERGIZED their way into history.

Helen Keller wrote, “Alone we can do so little, together we can do so much.”

Believe In:

  • Yourself
  • Your teammates.
  • Your mission.

Synergize.

And watch the miracles unfold…

-Joe Ciccarone

www.SalesVibe.net

 

 

Be On Display

“Follow the 20 Butt Rule. When 20 of your customer’s butts are gathered in the same room, yours should be too.” – Jeffrey Gitomer

Imagine this…

Your customers are standing in line waiting to speak with you.

They mention how much they appreciate your support.

Your conversation ends with the customer asking you to stop by their office to discuss other ways you can work together.

Is this a dream?

Are you in Fantasy Land?

Nope.

This scenario is real.

How do elite sales people open doors and create access?

They EXHIBIT at conferences.

One of the most underutilized opportunities in sales is attending your customer’s conferences.

These conferences are amazing ways to establish yourself in your local marketplace.

You get to connect with the busiest customers and key opinion leaders outside the chaos of their office.

The customers literally come to you.

A good day exhibiting at a conference crushes a month of driving around your territory walking cold into offices.

Here are 3 Ways to Get Yourself on Display:

  1. Contact the CME Office of each academic medical center you cover:  
    • Ask for the person who coordinates their CME events.
    • Ask that person for their most updated course schedule.
    • Ask to be included on their distribution list.
  2. Ask your top customers what local conferences they attend:
    • “Dr John – What’s your favorite local medical conference?”
    • Ask your customer for their contact person for that conference.
    • Contact that person and tell them you want to help support their next event.
  3. Ask your customer what local organizations support their patient population:
    • EG- “Miles for Migraine” hosts a yearly 5k run in cities throughout the country.
    • Top customers & Key Opinion Leaders from multiple institutions attend.
    • You literally can go for a run with your top customers.

Your BIGGEST customers are the HARDEST to access.

That should excite you.

Those barriers are there to keep the average sales people out.

Don’t be average.

Leverage your resources, courage, & creativity.

When you do this, your value to your customers & company will be on full display.

#BeOnDisplay

-Joe Ciccarone

Next Week’s Vibe:  The Exhibitor’s Playbook: How to Engage, Connect, & Get Invited Back. The elite salesperson’s guide to working a conference.

 

 

Play Your “A” Game

“Intelligence is not enough.  You must create relationships.”Tony Robbins

Proximity is power.

Our success is predicated upon our ability to access our customers.

Access enables influence.

Influence determines relevance.

There are times we need influence in places we have no access:

  • A physician won’t meet with us.
  • A pharmacy director won’t stock our new product.
  • A key administrator won’t buy into our recommendations.

Good times…

What to do?

Get creative!

This is where elite salespeople play their “A” game –

Call in your ADVOCATE.

Think of an advocate as a relationship on steroids.

An advocate is a person inside your customer’s organization that:

  • Believes in you.
  • Believes in your idea.
  • Is passionate about making things better.
  • Is willing to go to bat on your behalf to other members of their team.

Advocates bring your influence to places you are unable to access.

Advocates can facilitate change inside your customer that you can’t accomplish alone.

An advocate could be:

  • An injector.
  • Department administrator.
  • A respected RN.

How can advocates help you?

Glad you asked…

4 Ways Advocates Can 10x Your Influence:

  1. Introduce you to hard to access customers:  
    • “Dr Bill, would you mind walking me down the hall and introducing me to Dr Alison?  I have never met her.  She hasn’t responded to any of my emails.”
  2. Make New Products Available:
    • “Dr Kelly – I need your help.  Would you mind stopping down the hospital pharmacy and asking the pharmacy director to stock the 200 unit vial?  I met with her.  I don’t think I convinced her.”
  3. Get Best Practices Implemented:
    • “Cate, would be able to discuss the flow assessment recommendations with your chairmen?  Dr Andy told me nothing can move forward until they buy in.” 
  4. Create New Customers:  
    • “Dr Mike – Could you connect me with your new resident chiefs over email?  I will work with them on setting up that chronic migraine training we discussed.” 

Our best ideas will not always be embraced.

We will hit obstacles.

We will run into roadblocks.

Average salespeople will respond in average ways.

Don’t be average.

Play your “A” Game…

-Joe Ciccarone

www.SalesVibe.net