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/

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Take The Plunge

“You have two choices, control your mind or let your mind control you.” – Paulo Coelho

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There is a scene in the documentary “I Am Not Your Guru” where Tony Robbins jumps into a 57° plunge pool immediately after waking up.

Brrrr…

Robbins TAKES THE PLUNGE every morning to tell his mind that he is in charge of the day.

PROFESSIONALS get up and go to work.

AMATEURS wait to be in the mood.

Our brains are hardwired to keep us SAFE and COMFORTABLE.

They are not concerned about our SUCCESS.  

When our brain spots a PERCEIVED threat, it tells us to go in the other direction.

This worked great 10,000 years ago when we were being chased by saber-tooth tigers.

Not so much when this same FEAR crushes our present day CREATIVITY.  

Our minds will try to convince us not to:

  • Wake up EARLY.
  • WRITE that blog post.
  • Make that UNCOMFORTABLE sales call.

We can’t let our MOOD decide if we will execute or not.

There are ways we can PRIME ourselves to do the work that our minds are trying to keep us from doing.

4 WAYS TO TAKE THE PLUNGE:

WAKE UP AND SMELL THE COLD

Want to create your mood the moment you wake up?

Cold shower.

Standing in a cold shower for 30 seconds is an incredibly effective way to tell your mind who’s in charge.

CREATE ROUTINES

Before each Jiu Jitsu class, I head to the pull up bar in the back of the academy.

I do a set of 10 pull ups.

This routine tells my BODY & MIND that it is time to train.

No matter what thoughts are bouncing around in my brain when I walk in, after I hit pull up #10,  I am totally focused on training.

FOCUS ON THE OUTCOME

Muhammad Ali said, “I hated every minute of training, but I loved being CHAMPION.”

For me, writing consistently is a struggle but I love having a WEEKLY BLOG.

I focus on how I will feel after I hit the PUBLISH button.

SCHEDULE & PROTECT

Each of us need to use some sort of calendar.

  • SCHEDULE what’s important.
  • PROTECT what we schedule.

If we don’t, life will eat our time for breakfast.

Robbins says, “When you train yourself to do it anyway, you will have a freedom that few people will ever find.”

There will always be things we HAVE TO DO that we don’t WANT TO DO.

Free yourself by taking MOOD out of the equation.

How will you tell your mind that YOU ARE IN CHARGE?  

Feel the fear.

Do it anyway.

#TakeThePlunge

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

 

 

Lean In

“The impediment to action advances action. What stands in the way becomes the way.” – Marcus Aurelius

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The guy in the blue shirt was floating down the river.

A few seconds earlier his raft failed to LEAN IN.

He flew into the water.

Now he was waiting to be rescued.

One of the highlights of our summer was a white water rafting trip we took with a group of friends.

Before we got anywhere near the rapids, a man wearing a grizzly bear helmet stood before our group and laid down the law.

He told us there were RULES TO THE RAPIDS.

Rule #1 was to LEAN IN.

Our guide told us when our raft was heading straight for a BIG ROCK, don’t back down.

Take the obstacle head on.

Everyone in the boat had to LEAN IN to the collision.

When you LEAN IN, your raft has a strong center of gravity.

You bounce off the rock.

After the initial jolt, your MOMENTUM will take you around the obstacle and towards your destination.

He told us our rafts (like our lives) are built for these collisions.

If we back away, our raft would be off balance.

The obstacle would FLIP our raft over.     

The look on that guy’s face floating down the river said that’s not the place to be.

LEANING IN is a principle we can apply to our lives.

When an OBSTACLE gets in our way, don’t back down.

Attack it.

Be glad that it showed up.

Obstacles are amazing opportunities to show everyone what we are made of.

Obstacles are there to keep the AMATURES out.

CHANGE and OBSTACLES will never stop showing up.

If we fail to LEAN IN, we might end up in a bad place.

How we handle OBSTACLES will determine the direction of our life.

Sheryl Sandberg wrote, “We hold ourselves back in ways both big and small, by pulling back when we should be LEANING IN.”

Problems will come at us from all directions.

When life throws BIG ROCKS…

#LeanIn 

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

Get Uncomfortable

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

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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

 

 

 

 

Build It

“Your brand is what people say about you when you are not in the room.” – Jeff Bezos

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My first year in SALES was rough.

Watching me try to secure an appointment was like watching Shaq at the foul line.

They paired me with the best sales person in our office.

He took me to lunch.

After listening to me complain how hard it was, he offered some advice:

“Be patient.  You need to BUILD YOUR BRAND.”

I wasn’t even sure I knew what a BRAND was.

BRANDING was not taught in tax accounting class.

We all need to BUILD our own BRAND.

What’s a BRAND?  

Our BRAND is:

  • The REPUTATION that arrives before we do.
  • What people EXPECT when they decide to work with us.
  • What our customers SAY about us when we’re not in the room.

Tom Peters said, “All of us need to understand the importance of branding. Our most important job is to be head marketer for the BRAND called “You”.

If we don’t BUILD IT, we’ll become just another face in the crowd.

If we work for a BIG company, we’ll fade away into another replaceable employee.

If we run our own business, we’ll be at the mercy of PRICE.

Our BRAND gives others PROOF:

  • It’s the PROJECTS we’ve done.
  • The OPPORTUNITIES we took on.
  • It’s the way we TREAT other people.

HOW TO BUILD YOUR BRAND:

LEAD WITH VALUE

Our first move should be to HELP the people we are looking to serve.

Find ways to help people accomplish their goals.

Nothing establishes TRUST faster.

BE FRIENDLY

People may not remember what you accomplished.

They will definitely remember how you made them feel.

KEEP IN TOUCH

Remembered people get opportunities.

Send the hand written note.  Remember their birthday.  Know their kid’s names.

Do the hard work it takes to make CONNECTING easy.

BE AUTHENTIC

Have the COURAGE to be yourself.

Everyone else is already taken.

BUILD YOUR ON-LINE PRESENCE

Your BRAND is not your product or your company.

It’s YOU!

Pick a social media platform.

Establish your online presence.

A good brand acts like a MAGNET.

People will proactively seek you out.

The best time to start BUILDING YOUR BRAND was about 5 years ago.

The second best time is TODAY.

If we don’t BRAND ourselves, someone will do it for us.

Your move…

#BuildIt

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

Know When to Fold’em

“You’ve got to know when to hold ’em, Know when to fold ’em, Know when to walk away, And know when to run.” – Kenny Rogers, The Gambler 

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Early in my SALES career I was looking to start a side business.

I did some research.

Somehow I landed on the idea of trading stock options.

I know…

I attended multiple weekend long seminars.

I even bought special software that was supposed to help me find the right stocks to trade.

But the more time I INVESTED, the less it felt right.

Thousands dollars and dozens of hours were sunk into my new options “business”.

What should I do?

Keep going?

Fight through the doubt?

Winners never quit, right?

Fast forward to 2015…

I hear and feel a LOUD pop in my knee while training Jiu Jitsu.

Always fun…

A few weeks later I’m standing in front of an orthopedic surgeon.

He tells me I need my knee reconstructed.

Was it time to RETIRE my GI?

Maybe time to buy my first pair of salmon colored pants and start golfing?

These 2 scenarios raise a Timeless question:

When should we QUIT?

When should we KEEP GOING?

Seth Godin writes in The Dip, “Winners quit all the time.  They just quit the right stuff at the right time.”

Motivational quotes like “Winners never quit. Quitters never win.” can be hazardous to your wallet.

This is FAKE NEWS.

New projects we take on START the same:

  • Excitement when we begin.
  • Then it gets hard.
  • We have to decide to keep going or quit.

This plays out from our New Year’s Resolutions to starting a new SALES position.

Every project has a BIG fat MIDDLE that is not fun.

We have to figure out if that JOURNEY is worth taking.

3 Questions – Hold’em or Fold’em?:

DO YOU STILL BELIEVE?

What is your gut telling you?

Do you still believe in what you’re doing?

The first person we have to convince is ourselves.

WHAT ARE YOU MISSING?

When we say “Yes” to something, we are saying “No” to something else.

Everytime I train Jiu Jitsu or write this blog, I am saying no to something. (Especially teeing off wearing those salmon pants…)

And I am OK with that tradeoff.

IS IT TIME TO CHANGE DIRECTION?

Knowing when to pivot is a true sign of a professional.

There may be a better use of your TIME and TALENT.  

John Wooden said, “Failure isn’t fatal, but failure to change might be.”

Changing course may not be a failure.  It can be a step towards something better.

After asking myself these 3 questions, I knew:

  • It was time to RETIRE as a stock trader.
  • Jiu Jitsu and I were just GETTING STARTED.

Know when to HOLD’EM.

Know when to FOLD’EM.

#TheGamble

-Joe Ciccarone

http://www.SalesVibe.net

 

 

 

Take It Back

“Time is what we want most, but what we use worst.” – William Penn

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My house cleaning career was short lived.

I thought cleaning the house myself would be a great way to save some cash.

So I cancelled our cleaners.

Instead it was a great way to kill a beautiful Saturday and smell like Windex the rest of the day.

Fast forward a few weeks…

It was past 1am when I hit the “Send” button on Turbo Tax.

After spending hours trying to figure out if the day camp my kids went to 6 months earlier was deductible, I finally finished our tax return.

Painful.

Who in their right mind would ever go into accounting?

Oh, never mind…

But at least I saved money by not hiring a CPA, right?

Wrong.

Our time is so valuable.

Time vanishes faster than Chriss Angel at a pool in Vegas.

It seems like we never have enough to give to our favorite people and hobbies.

Steve Jobs said, “It’s really clear that the most precious resource we have is time. Your time is limited.  Don’t waste it.”

No one is going to give us more time.

We have to TAKE IT.

How?

BUY IT BACK.

Trading our TIME for MONEY is a bad deal.

I have been experimenting by flipping that trade around.

Now I trade MONEY for more TIME.  

I pay a CPA to do our taxes and hired cleaners to clean our house.

This trade off has been a game changer.

HIRE A SPECIALIST

We all have a specialty.

What’s yours?

Mine is SALES.  

I also have a 2 side hobbies:

  • Training Brazilian Jiu Jitsu.
  • Writing this weekly blog.

These are the places where I invest my time.

Everything else I hire out.

Hire out the grunt work, the complicated repairs, and jobs you have no interest doing:

  • Yard word.
  • House Cleaning.
  • Tax Prep.
  • Home repairs.

This has freed up an incredible amount of time so I can focus on my family, work & personal goals.

I found there’s an added bonus.

The specialists I hire do a way better job than I ever could.

KNOW THY SELF

Everyone is wired differently.

I know people that LOVE taking care of their lawn.

Yard work is where they find their ZEN.

It helps them RESET.  

I’m definitely not in that group, but understand.

If you love it, keep doing it.

But if you don’t, call in the specialist.

Time is disappearing.

Tick, tick, tick…

#TakeItBack

-Joe Ciccarone

http://www.SaleVibe.Net

 

 

 

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

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“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

 

 

 

 

Free Yourself

“Posterity — you will never know how much it has cost my generation to preserve your freedom. I hope you will make good use of it.” – John Quincy Adams

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FREEDOM and COURAGE.

You can’t have one without the other.

I read David McCullough’s fantastic book  – 1776.

It’s an incredible story of how America won it’s FREEDOM.

Midway through the book, no rational person would think the Americans had any chance of winning.

But thanks to the LEADERSHIP of Washington and the COURAGE of his army, they did.

Our FREEDOM came at a tremendous cost.

It’s an amazing gift.

The crazy part is how easily we give our FREEDOM away.

240+ years later we no longer have a foreign power occupying our country.

But sometimes our own insecurities steal our FREEDOM on a regular basis.

Here are 3 THINGS THAT LIMIT OUR FREEDOM:

FEAR OF REJECTION

We have to come to grips that not everyone is going to be a fan.

There are going to be people who are not interested in us or what we do.

Each day we face a sea of rejection.

That’s a good thing!

That rejection keeps out the amateurs.

People are usually rejecting your idea, not you.

Most people are so caught up in their own lives, that they are not even thinking about us.

Don’t hold back.

Produce your best work.

Send it out into the world.

What others think is irrelevant.

ANXIETY

Don’t let the PAST or FUTURE steal another second from TODAY.  

Give yourself the FREEDOM of the present moment.

Lao Tzu wrote, “If you are depressed you are living in the past.
If you are anxious you are living in the future.  If you are at peace you are living in the present.”

The PAST is gone.

The FUTURE is a mystery.

Live in the moment.

EGO

EGO’s are fragile.

They get bruised when we fail.

Our brain tries to protect us by keeping us “safe”.

Unfortunately our safety zone is our DANGER ZONE.

Check your EGO at the door.

Have the COURAGE to fail.

Make today your Independence day.

The Founding Fathers did their part.

Now it’s time we do ours.

Move past FEAR.

Free your mind.

Free your life.

#FreeYourself

-Joe Ciccarone

http://www.SalesVibe.net

 

 

Halftime

“Do your job.  Finish.” – Bill Belichick, Halftime at Super Bowl 51

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The 4th of July…

With the amazing weather and trips to the beach comes a wake-up call.

July 1st is the halfway point of the year.

It’s HALFTIME of 2017.

A good time to pause and reflect.

How’s 2017 going?

Did you make any big RESOLUTIONS?

What type of PROGRESS have you made?

Are you still excited about the NEW YEAR?

Or has frustration set in?

Our best intentions can easily get pushed aside by our daily grind.

Life happens.

Regardless, we’re still in a great spot.

It’s only HALFTIME.

There’s still time to accomplish great things in 2017.

Andy Andrews wrote, “There is nothing less important than the score at halftime.”

Just ask the Atlanta Falcons…

Bill Belichick may not show up in our kitchen to give a motivational speech.

Lady Gaga probably won’t set up a stage in our back yard.

But this week is a great OPPORTUNITY to put on our own HALFTIME show.

3 Ways to Rock Out HALFTIME:

ASSESS

Each year I choose 3 words to guide my decision making in the year ahead.

As I look back on what I wrote, I see progress and missed chances.

Take a moment.

Look back at the GOALS you made going into 2017.

Where are you?

What’s working?  What needs to change?

Define what part of that process you can control.

That’s where your energy needs to go the rest of the year.

ADJUST

The greatest NFL coaches are known for their halftime adjustments.   

They observe the strengths & weaknesses of their opponent during the 1st half.

Then they make ADJUSTMENTS.

General Ike Eisenhower said, “No plan survives contact with the enemy.”

Unexpected things happen.

AVERAGE people fold to circumstances.

REMARKABLE people learn how to adapt.

Be remarkable.

FINISH

The second half is CRUNCH TIME.

The second half is where LEGENDS are made.

Focus on actions that move the needle.

One of my mentors once asked me, “What makes you uncomfortable when you think about it? That’s what you should be working on.”

Decide what’s your #1 PRIORITY for the rest of the year.

Commit to taking DAILY ACTION on that goal.

Move the ball forward a little each day.

The concept of HALFTIME is bigger than 2017.

It’s always HALFTIME in some aspect of our life.

We are always entering the midpoint of some important phase:

  • Our kids living at home.
  • Our career.
  • Our marriage.

It doesn’t matter the phase or the current score:

  • Pause.
  • Make adjustments.
  • Execute.

Come out of HALFTIME swinging.

Do your job.  Finish.

When you do, the best part is yet to come…

#HalfTime

-Joe Ciccarone

http://www.SalesVibe.net