Batter Up

“Every strike out brings me closer to the next home run.” – Babe Ruth

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The game of BASEBALL is an amazing teacher.

From my earliest memories of playing tee ball to walking off the field for the last time in college (knowing it was the end, I actually kissed home plate on my way off the field) the game of baseball taught me many life lessons.

Baseball requires the same skills we need to succeed in SALES and LIFE:

  • Preparation.
  • Awareness.
  • Hustle.

But for my MONEYBALL, the most important concept the game teaches is how to deal with FAILURE.

The past 2 years I have been part of the coaching staff for my son’s travel baseball team.

It’s a REMARKABLE learning experience.

What’s the toughest lesson?

Teaching the kids (and sometimes us coaches) how to to respond to FAILURE. 

The best baseball players are not the ones with the STRONGEST arms, the FASTEST times to first base, or the most EXPENSIVE bats.

It’s the players who learn how to bounce back from FAILURE the quickest who have the most success.

Baseball mimics life.

To succeed you have to condition yourself to:

  • Fail.
  • Adapt.
  • Move On.

FAILURE

Think about hitting.

You can FAIL at the plate 7 out of 10 times.

That’s a 70% FAILURE rate.

If you can manage to FAIL at 70% for an entire decade, you will go in the HALL OF FAME when you retire.

Wow.

That’s a lot of FAILURE. 

It’s easy to lose your composure.

It’s even easier to dwell on that bad play you just made.

A good baseball player has a SHORT MEMORY. 

They never let the last play ruin the next one.

ADAPT

Baseball is a game of CONSTANT ADJUSTMENTS. 

The game forces you to pay attention.

  • Where did they hit the ball last time?
  • What does this pitcher like to throw with two strikes?
  • What do I need to adjust?

ADAPT or lose to someone who does.

MOVE ON

In baseball, it’s all about the next play.

Not everything will go our way.

That’s a good thing.

Failure can be the spark that forces you to GROW and become better.

The best players learn from their mistakes, then MOVE ON to the next play.

Baseball is the ultimate HEAD GAME.

It’s all about MINDSET.

Yogi Berra said, “Baseball is 90% mental and the other half is physical.”

Did you just make a mistake?

Did your ERROR allow the other team to take the lead?

Good.

Make some adjustments.

Jump back into the batter’s box.

Time for a two out rally…

#BatterUp

-Joe Ciccarone

http://www.SalesVibe.Net

 

Break Away

“My only requirement for life is that I don’t get stuck in a rut.” – Malin Ackerman

Break Away

It was time for a break:

  • No blogging.
  • No city traffic.
  • No hustling 5 people out the door by 7am.

Time to reset.

Time to BREAK AWAY.

We had an opportunity to take a vacation.

I booked our family’s first flight together.

Traveling with 3 young kids is no joke.

But it was time to roll the dice.

Time to create some memories.

The anticipation of a BIG event is sometimes better than the event itself.

Not this time.

“Best week of my life.” – our 8 year old said on the plane ride home.

BIG words from a little one.

  • We snorkeled over coral reefs.
  • Hiked in a rainforest.
  • Kayaked to an island where one of our kids’ favorite movies was filmed.

All accomplished while keeping a non-stop 3 year old entertained.

This family vacation taught me 3 life lessons:

When you have an opportunity to create a memory, seize it.

Memories just don’t happen.

They must be created.

Family vacations take:

  • Time.
  • Energy.
  • Cash.

All 3 can easily be allocated elsewhere in your life.

A new car or dining room set will NOT create the memories that walk with you through the rest of your life.

Creating special moments with your family will.

Shared experiences bond people together.  

Hiking over a narrow bridge 100 feet above a valley (while carrying your chatty 3 year old) bonds a family together.

There’s a special closeness that forms when you experience uncommon situations together.

The more experiences shared, the closer the bond.

Sometimes you have to dive in head first.

There was a moment when I came face to face with a childhood fear.

I never fully conquered my phobia of swimming in the ocean.

Double that fear when snorkeling.

Watching Jaws a dozen times as a child probably did not help.

“You’re gonna need a bigger boat…”

I have no problem jumping on the jiu jitsu mat with a 25 year old looking to choke me unconscious.

But putting on snorkel gear has me focusing on my breathing.

This trip brought me face to face with a snorkel swim that checked every box on my phobia checklist.

Yikes…

It was time to PUNCH fear in the face.

My 8 year old son and I put on our snorkel gear.

We looked down over a coral reef.

And…

Dove in.

Getting caught in a rut is AVERAGE.

Diving into life head first feels REMARKABLE.

#BreakAway

– Joe Ciccarone

http://www.SalesVibe.Net

(This post was originally published April 2015 on http://www.JoeCiccarone.com)

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

 

 

 

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