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

 

 

Chart Your Course 

“The ability to make that human connection is the key to personal and career success.” – Paul J. Meyer

What’s the first thing a physician does before they walk into an exam room?

They look at the chart.

It doesn’t matter how many times they have seen that patient.

They start at the chart.

Top sales people do the same thing.

One of the best tactics I’ve learned on how to connect is to create a personal “chart” on each customer.

This simple idea is devastatingly effective.

Your chart will help you generate killer dialogue with tough customers on subjects they care about.

You will build trust, expand your time and increase your access.

Consider this….

You already have your customer’s name, email & cell phone in your contacts (You did have the guts to ask for their cell phone, right???).

Now it’s time to complete your customer chart.

The more we call on a customer, the more information we uncover.

We need a system to capture this info that is instantly accessible.

Document the info you uncover in the notes section of your customer’s profile.

After a few conversations, your chart should look something like this:

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So how does this create access?

Picture this…

You are walk into your customer’s office.  They are sitting at their desk waiting for you.

Instead of trying to break the ice with an awkward comment about the weather,

  • “How about this crazy weather?”

You start with this:

  • “So how’s Zoey’s freshman year at Cornell going?”

Or you could ask,

  • “What did you think about that 4th down call vs. Ohio State?” 

Or,

  • “So what’s it like trying to eat Paleo during the holidays?”

Questions like these start emotionally engaging conversations.

They lower the customer’s defenses.

They expand your time.

The customer is more inclined to listen to your ideas.

Your job is to find opportunities to ask these type of questions.

When the customer is done speaking, transition into your OPENING…

“That is awesome.  Great to hear.  So the reason I stopped by today is…”.

Access is 90% of the game.

Access is created when hustle, value, & trust come together.

When it does, you can chart your own course.

– Joe

 

 

The Big 3

“There are 3 things every successful salesperson needs: the right mindset, a refined skillset, and an effective tool kit.” – The Only Sales Guide You’ll Ever Need

Mindset is everything.

We must dial in the right mindset before we go anywhere near a customer.

Below are 3 questions that will help you create a killer pre-call mindset.

These 3 questions are applicable to any selling situation.

Below each question is a micro question related to our customers.

Mentally rehearse these before your next appointment:

  • 1) What can I LEARN?
    • What’s been their experience?
    • What do they perceive?
    • What outcomes do they see?
    • What’s most important to them?
    • Where are they apathetic?
  • 2) What VALUE can I bring?  
    • How comfortable are they with dosing?
    • When do they hold off injecting?
    • What muscles are they afraid to inject?
    • How strong is their reimbursement?
    • How efficient is their schedule?
    • What are they working on in the new year?
  • 3) What ACTIONS can we take?  
    • What idea can we agree upon?
    • What 1 patient can we identify?
    • Who can I connect this customer to?
    • Who can this customer introduce me to?
    • What project can we work on together?

LEARN what’s going on inside your customer’s head.

Bring VALUE to every interaction.

Facilitate ACTION.

Do these 3 consistently, take your access and influence to the next level.

#TheBig3

-Joe Ciccarone