A Beautiful Mind

“Gratitude is the sign of noble souls.” – Aesop

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What’s the SECRET TO LIFE?

The best explanation I ever heard is from Tony Robbins.

In his UNSHAKEABLE podcast, Robbins said there are 2 rules people need to follow to live an extraordinary life.

RULE #2

“Surround yourself with quality individuals.  You become who you hang out with.”

Who do you spend the most time with?

Who’s In Your 5?

These people influence:

  • What you DO.
  • What you EAT.
  • How you MOVE.
  • What you READ.
  • Where you GO.

Think about it.

Is this the life you want to lead?

If not, it may be time to MAKE SOME CHANGES. 

Nothing will elevate our lives faster than being surrounded by great people.

RULE #1

“Develop the ability to live in a state of gratitude regardless of your circumstances.” 

It’s easy to BE HAPPY when things are going our way.

It takes a strong MINDSET to do so when life gets difficult.

Robbins said, “We have to remember that life happens for us, not to us.” 

Each OBSTACLE is there to make us better.

Ryan Holiday wrote, “Obstacles show us who we really are.”

There are seeds of opportunity in every setback.

Gifts are hidden inside each problem.

Our job is to find it.

There is nothing more liberating than…

#ABeutifulMind

-Joe Ciccarone

http://www.SalesVibe.Net

Philly Special

“Is something going on in your life and you’re struggling?  Embrace It.  Because you’re growing.” – Nick Foles, Super Bowl LII MVP

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When you get KNOCKED DOWN you have two choices:

  1. Stay Down and Quit.
  2. Get Up and Fight.

There is a scene in Rocky Balboa where Rocky has a heart to heart talk with his son.

His son is complaining about how hard his life is living under Rocky’s shadow.

Rocky stops his son’s whining faster than you can say “Clubber Lang”.

He gives the secret to life in 24 words:

“It ain’t about how hard you hit.  It’s about how hard you can get hit and keep moving forward.  That’s how winning is done.” 

When a FIGHTER gets knocked down, they get back up.

They keep moving forward.

The challenge makes them better than if they never faced that OBSTACLE at all.

This past week, a real life sports team, also from Philly, shocked the NFL.

The Philadelphia Eagles won the SUPER BOWL.

The Eagles knocked out the football equivalent of Ivan Drago.

Their opponents were the defending champs.

They were a dynasty.

A dynasty composed of what many consider the greatest QB and coach of all time.

The Eagles’ Super Bowl win capped off one of the most unlikely runs in the history of sports.

During the season, the Eagles got knocked down more times than Rocky did in his second fight versus Apollo Creed.

The Eagles absorbed CRUSHING BLOWS.

They LOST their:

  • MVP quarterback.
  • Hall of Fame left tackle.
  • Starting middle linebacker.
  • Backup middle linebacker.
  • Best special teams player.
  • Kicker.

Just losing your starting QB would crush most teams.  Ask the Packers, Texans, or Colts how they made out…

After each set back, the Eagles not only got back up, they got better.

The team used each OBSTACLE as fuel to move forward.

Ryan Holiday wrote, “The world will constantly test us. Are you worthy? Can you get past the things that fall in your way? Will you stand up and show us what you’re made of?”

Obstacles find us.

Things go wrong.

Embrace them.

Be thankful for them.

Those obstacles are there to make us a better.

Take a page out of the Super Bowl Champs playbook.

  • Get Up.
  • Get Better.
  • Move Forward.

#PhillySpecial

-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

 

Step By Step

“One walks over the highest mountain one step at a time.” – John Wanamaker

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How do you eat an elephant?

One step at a time.

Why anyone would want to eat an elephant confuses me, but you get the point.

BIG things are accomplished by breaking them down into small, actionable STEPS. 

Our goal is steady progress.

Keep moving the ball down field.

I just read Anthony Iannarino’s new book, The Lost Art of Closing.

The book is fantastic.

Iannarino shows how taking a STEP BY STEP approach to CLOSING A SALE is a highly effective way to create new business.

Our job as sales professionals is to ask for and obtain commitments.

But when people hear the word CLOSING, they can get a negative vibe.

Alec Baldwin’s character, Blake, in Glengary, Glen Ross comes to mind.

Baldwin plays a shady, money hungry deal maker.

His world is all about getting the customer’s money.

Great movie.

Amazing one liners.

But total BS.

Blake’s “A.B.C.” (Always Be Closing) Method of selling went out of style a few weeks after parachute pants did in the 1980’s.

Modern day selling is about helping your customers succeed.

CLOSING A SALE can take multiple appointments, a number of stakeholders and months to achieve.

A good sales person knows where they are in the SALES process.

They understand the next STEP they need to take.

They know that CLOSING involves more than just asking for the business.

A sales professional knows that they need to secure a series of smaller commitments from the customer before they get anywhere near a sale.

This process can be smooth.

You just have take it STEP BY STEP:

THE INTRODUCTION

Not all stakeholders will want to meet with you.

Many may not even respond to your emails and messages.

That’s a good thing.

This keeps all the AVERAGE sales people out.

The best way to deal with this is to get your advocates inside the customer to make the introduction.

This idea is killer.

Try it.

THE NEXT MEETING

Secure the next appointment before you leave the current one.

The most effective way to keep the sales process alive is to stay in front of your customer.

It’s amazing how many sales “professionals” don’t do this.

TO BE INCLUDED IN THE PROCESS

Great sales people are considered TRUSTED ADVISORS.

They secure a commitment to be included in the customer’s decision making process.

They are sitting next to the customer in the conference room when they are deciding which path to take.

THE ORDER

It sounds cliche, but it’s true.

Many sales people are afraid to ask for the order.

Sometime all you need is the COURAGE to ask.

“Would you like to move forward with an order?”

At worst you get a “No” and the real reason holding them back.

At best you get a new customer.

Ask and you shall receive.

There is a Chinese proverb that says, “Be not afraid of going slowly, be afraid only of standing still.”

This is true in SALES.

It’s true in LIFE.

Slow and steady wins the race.

Just ask that elephant.

#StepByStep

-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

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