Perspective

“Be kind, for everyone is fighting a battle you know nothing about.” – Ian Maclaren

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Everyone is in a BATTLE.

Their health.

Their finances.

Their sales numbers.

Their CONFIDENCE.

No one gets a pass.

It’s the cover charge of being human.

On any given day, your BATTLE pales in comparison to what others are going through.

So when you think you have it really tough, it helps to keep that in mind.

#Perspective

-Joe Ciccarone

http://www.SalesVibe.Net

 

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Commencement

“We rise by lifting others.” – Robert Ingersoll

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Graduating students from all over the country are walking down the aisle to receive their diplomas and begin the next chapter of their lives.

Before they throw their caps in the air, they are offered some last words of advice.

This comes in the form of a COMMENCEMENT speech.

Some COMMENCEMENT speeches are REMARKABLE.

Steve Jobs gave a legendary talkto the 2005 graduating class of Stanford.

Others, not so much.

The 2018 speakers ranged from Oprah Winfrey telling the USC graduates to “Live your best life. Keep your word. Get your hands dirty.”to Mad Money’s Jim Cramer telling Bucknell graduates that “It’s OK to fail, but it’s not OK to quit.” 

General James Mattis, the current Secretary of Defense, gave the commencement address to the 2018 graduates of the Air Force Academy.

The class got an unedited talk on the complicated world they enter as they defend our country.

General Mattis, known as the “Warrior Monk”, did what all GREAT LEADERS do.

He made his address about the cadets sitting right in front of him.

He focused his thoughts on the people he will now lead, not himself.

INSPIRE BY YOUR EXAMPLE

“Your example will be the thing that inspires others.”

Talk is cheap.

Your impact will be determined by what you do, not what you think.

Want to INSPIRE others?

Take ACTION.

EXPECT THE UNEXPECTED

“Learn to embrace and enjoy the beauty of the unexpected.”

Life is unpredictable.

Preparation is key.

But sometimes the best laid plans fall apart.

We have to develop the ability to think on our feet.

ATTITUDE IS YOUR ULTIMATE WEAPON

Your primary weapon system is your attitude.”

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

Our ATTITUDE will determine our ALTITUDE more than anything.

THE ULTIMATE BATTLE

General Mattis ended with a challenge to the future leaders sitting in front of him.

“You ultimately only have to win one battle, it’s the battle for your peoples’ respect. Once you win that battle, your people will win all the others.”

The people you lead expect you to have their back.

Your people expect you to be there when they need you most.

There’s no other place a true LEADER would rather be.

#Commencement

-Joe Ciccarone

http://www.SalesVibe.Net

Talking About Practice

“If you don’t practice you don’t deserve to win.” – Andre Agassi 

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In 2002 NBA MVP & Future Hall of Famer Allen Iverson held one of the most famous press conferences in sport’s history.

Iverson was 3 days removed from his team being eliminated from the NBA playoffs.

Emotions were raw.

There were rumors he was on the outs with his head coach.

People around the team whispered he was giving less than 100% at PRACTICE. 

A.I. took his frustrations out with a rant about PRACTICE. 

The word PRACTICE was said over 20 times in a 5 minute period.

A.I. downplayed its importance.

He told the media as long he gave everything he had during the game, PRACTICE did not matter.

The press conference was immortalized with his famous quote:

“We’re talking about practice.”

With all due respect to THE ANSWER…

LET’S TALK ABOUT PRACTICE.

PRACTICE is a force multiplier.

It’s a DIFFERENTIATOR.

PRACTICE makes POTENTIAL reality.

It creates MOMENTUM.

From playing in the NBA to the world of SALES – PRACTICE matters.

PRACTICE can reveal a person’s true CHARACTER.

Many people claim to be “hard workers”.

PRACTICE proves it.

PRACTICE creates champions.

Muhammad Ali said, “The fight is won or lost far away from witnesses…in the gym, and out there on the road, long before I dance under those lights.”

Want to see how much CONFIDENCE a salesperson has?

Just tell them you will video their PRACTICE session and play it back for their peers to critique.

I have seen experienced SALESPEOPLE crumble at the thought.

WHAT WE NEED TO PRACTICE:

SKILL BUILDING

This is the PHYSICAL side of PRACTICE. 

This is Old School practice.

This is the SALESPERSON writing down and rehearsing thought provoking questions before their BIG meeting.

This is the BJJ student drilling a new move dozens of times to ELEVATE their game.

This is the NBA star shooting hundreds of foul shots after practice to fix a problem.

You find something you need to get better at, then – REPEAT, REPEAT, REPEAT

PUTTING YOURSELF OUT THERE

This is the MENTAL side of PRACTICE.

This involves losing your EGO.

This is having the guts to try something new.

It brings about the possibility of you looking foolish doing so.

This is putting yourself out in the arena, again and again, to either succeed or fail.

This type of PRACTICE is far more rare.

It’s gettin knocked down, making adjustments, and having the guts to try again.

This is knowing you have to EVOLVE and having the COURAGE to do so.

This type of PRACTICE gives no guarantee.

Seth Godin writes, “This is doing things that might not work.”

PRACTICE IS A MINDSET

In Carol Dweck’s book MINDSET, she proves the greats in every field are MADE, not BORN.

How?

PRACTICE.

The world is filled with talented people who never ESCAPE AVERAGE.  

But not you.

You’re better than that.

Here’s THE ANSWER…

#TimeToPractice

-Joe Ciccarone

http://www.SalesVibe.net

 

The Enemy Within

“We have met the enemy and it is us.” – Walt Kelly

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I was training Jiu Jitsu with a less experienced partner.

I fooled myself into believing I was better than I really was.

My “less experienced” partner caught me in an arm bar.

Instead of tapping, I tried to fight my way out.

My EGO refused to be submitted.

Big mistake.

I did tap, after I heard something pop in my elbow.

Not fun.

Lesson learned the hard way.

Our worst enemy lives inside our mind.

Our EGO.

Ego is:

  • the false story of our own greatness.
  • the unhealthy belief in our own importance.
  • thinking we are better than we really are.

Ego is arrogance and entitlement.

“The first principle” Richard Feyman wrote, “is that you must not fool yourself – and you are the easiest person to fool.”

It’s the polar opposite of CONFIDENCE.

Confidence is earned.

Ego is not.

Ego is the Enemy within each of us.

Ego has caused BIG crashes everywhere from politics, to sales deals gone bad, to personal relationships.

Nothing will hurt you faster than your own ego.

3 Ways to Keep Your EGO in Check:

Have a Student Mindset

Commit to something hard.

Train Jiu Jitsu.

Take up a musical instrument.

Do something that exposes the massive amounts of skills you do NOT currently possess.

It’s hard to have a huge ego when you are getting smashed on the mat or can’t play Jingle Bells.

Ho, Ho, Ho…

Get Natural

Walk by the ocean.

Look up at the stars.  Get lost in the mountains.

Nature has a way of keeping people grounded.

Know Your History

Look at history.

Chester Arthur, Marcus Aurelius, & Genghis Khan were 3 of the most powerful and famous people on earth.

Now they’re not.

We all do important work.

Value the work you do but stay humble.

There is a sign that hangs over the entrance to our Jiu Jitsu academy.

It’s both a welcome & a warning.

The sign reads,

“Please leave your EGO and SHOES at the door.  Enter with a Beginner’s Mind.”

This is a fantastic mindset to bring on the mat.

It’s even better to bring into your life.

#EgoIsTheEnemy

-Joe Ciccarone

www.SalesVibe.net

Win the Day

“Each day you are writing your legacy.” Gary Vaynerchuk

 

Picture this…

It’s 20 years from now.

You are looking back at your career.

What do you see?

How will you be remembered?

Will you even be remembered?

Ouch…

Tough questions.

No easy answers.

One thing is certain.

Amazing careers are the byproduct of great years.

Great years are built on productive days.

There is no better way to create your legacy than to WIN the day.

When you win the day, great years start showing up.

Jim Rohn said, “Run the day, or the day runs you.”

You are the author of your career.  It’s time to start writing…

Below are Gary Vaynerchuk’s “5 Rules to Win the Day”.

These are simple, but profound.

For those not familiar with Gary V, start here.

Below each rule, I list ideas on how to apply these principles to our daily SALES hustle.

Gary V’s 5 Rules To Win the Day:

1) Be Confident

  • Your confidence shows up before you do.
  • Confidence starts with PREPARATION.
  • Anxiety is your mind telling your body that are not fully prepared for what you are about to do.
  • Preparation eats anxiety for breakfast.

2) Positive Vibes Only

  • You can focus on the POSITIVE or dwell on the negative.
  • Positive energy attracts. Negative energy repels.
  • The choice is yours.

3) Strength Over Weakness

  • Develop your strengths.
  • Too many people waist time trying to upgrade their weaknesses. BIG mistake.
  • The best version of you is hiding out in your undeveloped strengths.

4) Legacy > Currency

  • Play the long game.
  • People who focus on the short sale over the long term relationship lose.
  • Think LEGACY over moment.

5) Hustle

  • HUSTLE beats talent.
  • HUSTLE + TALENT = ELITE PERFORMER
  • Be the first to show up.
  • Be the first to follow up.
  • You are responsible for the ENERGY you bring to each room you enter.
  • #BringIt

Average people have AVERAGE years.

Elite performers create REMARKABLE years.

When you look back on your career, what will YOU see?

Up to you…

-Joe Ciccarone