Nix the Selfie

“You can have everything in life you want, if you will just help other people get what they want.” – Zig Ziglar

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

Habit #4: Think Win Win

This concept may be the most difficult of all the habits to implement.

Double that if you are in sales. 

Why?

The first 3 habits were about us:

  • Be Proactive.
  • Begin With the End in Mind.
  • Put First Things First.

It’s EASY to think about us.

Sometimes it’s hard to think about others.

This is especially true because the game of sales rewards individual performance.

Thinking “Win Win” means each party benefits from the end result.

Thinking “Win Win” takes CONSIDERATION and EMPATHY.

Contrary to popular belief, sales is not a zero sum game.

The opposite is true.

Elite sales people are COLLABORATIVE.

They see their work through the eyes of their customer.

Elite sales people create results where both sides win.

For you to win, the other person does not have to lose.

You win.

They win.

Each party becomes more.

Give to get.

Make other people look good.

Create an environment where everyone walks away with something to brag about.

Nix the selfie.

Take the group photo.

-Joe Ciccarone

www.SalesVibe.net

 

 

The Art of the Start

“Every day the world you live in is created by your attitude.” – Zig Ziglar

Sales professionals live in a sea of rejection.

It’s an occupational hazard.

We hear “No” infinitely more than “Yes!”.

Our job is to weather adversity and keep our positive attitude flowing.

Nothing will destroy your success (or career) faster than a poor attitude.

The good news is that we control 100% of our attitude.

Start each day by creating the attitude you want to bring into the world.

Here’s the advice a mentor gave me:

  • Wake up 15 minutes earlier.
  • Read from a positive, thought provoking book for 10 minutes.
  • Write the best idea you learned in a journal.

This process pushes out any negative thoughts floating in your head when you wake up.

It fills that negative space with positive.

It’s one of my favorite parts of the day.

As an added bonus, in just a few weeks, you will create a KILLER JOURNAL filled with the best ideas you ever came across.

It’s a simple process, but CONSISTENCY is key.

Like bathing, this must be done daily to be effective.

Our minds will go in the direction they are pointed.

What we think about becomes our reality.

We are 100% responsible for the energy we bring into each room.

It’s up to us to bring our best self to our family, friends, & customers.

Wake up positive.  Live positive.

Get your morning right, the rest of the day follows.

#StartRight

-Joe

*** If you would like 12 AWESOME books to consider, click THIS LINK.

 

 

 

Before We Get Started…

Begin friendly. Begin by finding common ground, or don’t begin at all.”  – Jeffrey Gitomer

We all have them: customers we struggle to connect with.

Our call starts with the customer’s arms crossed and them asking, “What’s up?”. 

The customer’s style is transactional.  We struggle to build rapport.

“Before we get started…”  can help.

Insert this phrase after your opening, but BEFORE you get to business.

It only takes a little preparation & creativity on your end:

  • “Dr Meredith, there are 2 ideas I want to run by you, but before we get started…I saw the residents just named you best teacher.  How did that come about?”
  • “Dr Jim, I’m here to follow up on _____, but before we get started, Amy told me that your daughter just left for college. How’s that going?”
  • “Dr Thought Leader, there is a resident training idea I want to run by you, but before we get started, I saw on the hospital website that you are leading a new committee. What’s that all about?”
  • “Dr Dan, the last time we spoke, you asked me to look into_____. But before we get started,  I heard you just ran your first half marathon.  How did that go?”

“Before We Get Started..” is a tactic that will help:

  • Build rapport.
  • Expand your time.
  • Give your ideas a better chance of being heard.

#EngageOrDie

-Joe Ciccarone

Power Up

“Small salespeople ask weak questions.” – Anthony Iannarino

Our job is to ask power questions to people in power.

Below are 3 POWER QUESTIONS to ask your thought leaders, chairpersons, & key influencers:

  • “_______________ has been a hot topic to many of our top customers, how are you handling this?”
  • “As you look out to the year ahead, what is the most exciting project you are working on?”
  • “From your perspective, what is the most important issue we should be discussing today?”

#PowerUp

-Joe Ciccarone

What Do You Sell?

This week’s Vibe come from Anthony Iannarino’s new book “The Only Sales Guide You’ll Ever Need.“:

·         “Finish this sentence: “I sell ___________________.”

·         If you answered with anything other than “outcomes”, you are wrong.

·         Focus your conversations on your customer’s desired outcomes and watch your                 discussions & results take off. 

Good selling!

– Joe Ciccarone

Level Up

The fastest way to level up your sales game is to ask better questions.

These 3 questions generate awesome dialogue:

  • “When you see ________,  what treatment options come to mind?”
  • “What type of outcome are you looking to get when you _______?”
  • “What has been your experience with _________?”

“Questions are to sales what oxygen is to life.”Jeffrey Gitomer

#RaiseYourGame

 –Joe Ciccarone

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