Stand Guard

“Stand guard at the door of your mind.” – Jim Rohn

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To live a POSITIVE life we have to feed our minds positive thoughts.

We have to protect our thinking from negative influences.

Negativity is constantly knocking.

It’s searching for a way in.

We have to make a conscious decision to keep it out.

In a interview, Tony Robbins said learning to deal with negative thoughts was one of the greatest lessons he learned from his mentor Jim Rohn.

“Jim Rohn taught me a simple principle.” Robbins said, “Every day, STAND GUARD at the door of you mind.  You alone decide what thoughts and beliefs you let into your life.  For these thoughts will shape whether you feel rich or poor, cursed or blessed.”

We have to STAND GUARD.

In our 24/7 connected world, that’s no easy feat.

Negative is everywhere.

It’s waiting for us each time we log into social media.

Negative is on overdrive on cable news.

We have to curate the information we allow to influence us.

So much of what we are exposed to are sensationalized events that have nothing to do with us.

  • The tragedy 8 time zones away.
  • The celebrity that got arrested.
  • The shady politician screaming into the camera.

FOCUS ON WHAT YOU CAN CONTROL.

Everyday we all have important work to do.

Our job is to FOCUS on what we can control and ignore the noise.

Vince Vaughn said, “Don’t give a voice to things you’re not able to change.”

We have to STAND GUARD.

Keep all that useless, negative information from souring our thoughts and attitudes.

When we allow negative influences into out mind bad things happen:

  • Our attitude sours.
  • We get distracted.
  • We lose focus from the things that really matter.

If we pay attention to uncontrollable, negative events long enough, our thinking becomes negative.

Negative starts to follow us around all day long.

We have to feed our minds a healthy diet of positive information.

THINK ABOUT IT.

The information you allow into your mind affects what you think about.

  • What you THINK about creates your MOOD.
  • Your MOOD creates your ATTITUDE.
  • Your ATTITUDE influences your ACTIONS.
  • Your ACTIONS determine your OUTCOMES.
  • Your OUTCOMES become your LIFE.

Believing that we are unaffected by what we let into our mind is like saying what we eat does not matter.

Shut the door on the PEOPLE, EVENTS, & STORIES that try to pull you down and drain your energy.

Ryan Holiday wrote, “Cut the negative strings that pull your mind.”

Shut out the negative.

Protect your mind.

Improve your life.

#StandGuard

-Joe Ciccarone

http://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

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.

 

 

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

Fair Game

 

Below is simple question that doubles as a direct close:

“Fair enough?”  

  • Describe exactly what you want your customer to do.
  • Immediately ask, “Fair enough?”
  • Dr Mary, if you schedule that patient we just discussed for their first injection, I’ll provide the samples.  Fair enough?”

If they agree, the sale is closed.

If they won’t commit, ask What’s holding you back?”

The real objection will surface.

This idea was taken from a Jeffrey Gitomer seminar.

#PlayFair

– Joe Ciccarone