Question of the Day

“Judge someone by their questions rather than their answers.” – Voltaire

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“Get out now while you still can.”

The guy on the other side of the table told me this as he stared at me with no expression.

I was a year out of college and struggling to make a job I disliked (working in a CPA firm) work.

The guy was a senior member of the firm asked to mentor me.

At our very first lunch outside of the office, instead of showing me the ropes, he tried to show me the exit.

Turns out he was miserable.

He hated being a CPA.

But he felt stuck.

He told me he was married, had young kids, car payments, and a mortgage.

“It’s too late for me to get out. Don’t get stuck like I did.” was the way I remembering him putting it.

Warning given.

Warning taken.

I jumped ship (and careers) a few months later.

SALES & LIFE

When I was an accountant, I knew many unhappy accountants.

They did not like their job:

  • The hours.
  • The monotony.
  • All those memorable lunches sitting at your desk alone staring at an Excel spreadsheet.

They may have been unhappy, but they were excellent at what they did.

They produced high level CPA work.

They delivered for their clients.

That’s not possible in SALES.

I’ve never met an unhappy, high achieving sales person.

Never.

An unhappy sales person has almost ZERO CHANCE of:

  • Engaging.
  • Connecting.
  • Building Trust.
  • Providing Value.
  • Helping someone else succeed.
  • Getting invited back.

ELEVATE YOUR QUESTIONS

What’s the best way to feel fulfilled in your career?

That’s hard to say.

It’s different for each of us.

There are no magic answers.

But there are MAGIC QUESTIONS.

The fastest way to elevate your MINDSET is also the fastest way to elevate your sales game:

Elevate the quality of your questions.  

10 QUESTIONS TO JUMP START YOUR SALES (and life)…

  1. What needs to happen for today to be a success?
  2. Who needs my help today?
  3. Who do I need to ignore?
  4. What do I need to stop doing?
  5. What do I need to get over?
  6. Who do I need to spend more time with?
  7. Who do I need to walk away from?
  8. What am I excited about?
  9. What’s missing?
  10. What am I grateful for?

High level questions attract high level answers.

U2’s Bono said, “We thought that we had the answers. It was the questions we had wrong.”

No need to get stuck anywhere.

What tough questions do you need to ask yourself?

That’s the…

#QuestionOfTheDay

-Joe Ciccarone

http://www.SalesVibe.Net

17 Ways

“I’m not saying that you have to be a reader to save your soul…I’m saying it helps.” – Walter Mosley

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Life is made of moments.

Last week was a special one for me.

I had the opportunity to present Sales Vibe Live to our national sales team in San Diego.

The presentation was based on the principles and ideas I write about in SALES VIBE.

We discussed ways to:

  • Prepare.
  • Engage.
  • Build Trust.
  • Organize.
  • Strategize.
  • Question.
  • Close.
  • Get Invited Back.

Over 60 people attended.

It was an awesome experience.

After the presentation, I received multiple requests for the list of books referenced in the talk.

Below is that list with a brief summary following each book.

Here are 17 WAYS to elevate your SALES & LIFE:

MINDSET

Meditations  by Marcus Aurelius. The most powerful man on earth writes notes to himself on how to be a better person .

The Only Sales Guide You’ll Ever Need by Anthony Iannarino.  Iannarino writes “To succeed in sales you need three things: a Mindset, a Skillset, & a Toolset.”  Same goes for life.

Mindset:  The New Psychology of Success by Carol Dweck.  This book made the term “mindset” hip.  Greatness is created, not born.

The Daily Stoic by Ryan Holiday.  Holiday distills ancient stoic wisdom into 1 actionable thought each day.  Holiday is the modern day Robert Green. 

The Little Gold Book of Yes! Attitude by Jeffrey Gitomer.  Gitomer is the best sales trainer on the planet.  He also wrote one of the best books on how to create a winning attitude.

Extreme Ownership by Jocko Willink & Leif Babin.  Willink spent two decades training & leading US Navy Seals in combat.  He shows how the lessons learned on the battlefield can be applied to the boardroom. #GetAfterIt

Secrets of Closing The Sale by Zig Ziglar. Ziglar is famous for saying “You will get all you want in life if you help enough people get what they want.” Written in 1985, it’s still one of the greatest sales books ever.

SKILLSET

The Art of Exceptional Living by Jim Rohn.  Tony Robbins was working as a janitor when he met Jim Rohn.  Rohn taught him these principles to lead an exceptional life. Gold.

The 7 Habits of Highly Effective People by Stephen R. Covey.  Covey’s book is one of the top 10 read books on Amazon.  He boils the secrets of success down into 7 habits.

The Little Red Book of Selling by Jeffrey Gitomer.  This book is the best selling sales book of all time.  You can put Gitomer’s ideas in to action 30 seconds after you read them.

The Little Black Book of Connections by Jeffrey Gitomer.  Gitomer teaches how to connect, engage, and get invited back.  Hint:  “Start friendly, or don’t start at all.” 

Good To Great by Jim Collins.  “If you have more than 3 priorities, you don’t have any.”

The Lost Art of Closing by Anthony Iannarino.  A salesperson job is to ask for and obtain commitments. This book shows you how to be a closer.

TOOLSET

The Sales Bible by Jeffrey Gitomer. The Sales Bible is the most complete book on selling ever written.

Power Questions by Andrew Sobel. I read books then give them away.  I kept this one and refer to it often.  It’s filled with killer questions.

Think & Grow Rich by Napoleon Hill. “Strength and growth come only through struggle and effort.”  Timeless wisdom.

The Obstacle is the Way by Ryan Holiday“What stands in the way becomes the way.”  Struggling through something? This is your book.

Lists can be overwhelming.

Start by picking one.

A great book will lead you to the next one.

There is a Latin Proverb, “Liber Medicina Animi – A Book is the Soul’s Medicine.”

Take the next step.

Go…

#17Ways

-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