Listen Up

c78826d7-cf9d-4c48-8b2d-7bcfb4e977c7_screenshot.jpg

“The most successful people I’ve known are the ones who do more listening than talking.” – Bernard Baruch

Welcome to The Vibe!

Each week we discuss one idea that will help you live a better life.

This week’s topic is the power of LISTENING and how listening is the fastest way to connect and INFLUENCE another person.

Thank you for reading The VIBE.

If you think this post is helpful, please forward to a friend.

Let’s do this…

The Vibe: Listen Up

We all lead something.

Some of us coach our kid’s sports teams.

Others run companies that hundreds of people rely on for their livelihood.

While some are the CEOs of their families.

No matter the situation, LEADERS need the ability to connect and gain INFLUENCE to be effective.

No influence, no nothing.

What’s the fastest way to influence another person?

By LISTENING to them.

Learning to Listen

A few years after I graduated college with an accounting  degree, I realized something.

I was possibly the worst accountant in the state of Pennsylvania (but that has never been verified).

That career path was just not for me.

After deveopling some SELF-AWARENESS and building up COURAGE, I changed careers.

I jumped into SALES.

Overnight I went from struggling accountant to clueless salesperson.

My livelihood now depended on my ability to sell.

Just one problem…

I had never sold anything to anyone ever.

Things were really looking up.

So I decided to read every book and article on SALES I could find.

I attended every sales training course that came through Philly with the urgency of someone who’s career was suddenly in the balance.

Because it was.

What did I learn?

To be great at SALES you need to posses a SUPERPOWER.

That superpower is LISTENING.

Sales, like LEADERSHIP, is an art.

Rock star SALES PEOPLE, like great LEADERS, all have different styles.

But they have ONE THING in common.

They are awesome listeners.

They have the ability to CONNECT with people by asking meaningful questions, then thoughtfully listen to what that person says.

Asking questions and listening shows you care.

Listening forms a bond between you and the other person.

You get bonus points for not interrupting someone speaking, even when you know what they are saying is off base.

Listening is hard work.

It takes PATIENCE and POISE.

But guess what?

It’s worth it.

And LISTENING works.

Listening may be the most powerful way to connect with another human being.

George Raveling wrote, “What people need most is not a brilliant mind that speaks but a special heart that listens.” 

There is no better time to build your INFLUENCE.  

Someone out there needs you to LISTEN.  

And they want you to LEAD.  

#ListenUp

Until next week,

Joe Ciccarone

SalesVibe.net

 

 

 

 

 

 

Choose Your List

0*XwQWXqWRNr8ToowV.jpg

“What you choose to focus on becomes your reality.” – Jen Sincero  

Here’s an idea from Seth Godin:

Create two lists.

On the FIRST LIST, write down all your COMPLAINTS:

  • The people who took you for granted.
  • All the bad breaks that came your way.
  • The work you did that was not appreciated.
  • The times you were misunderstood.
  • Projects that did not work out.

Be honest.

Come clean.

No need to hold back.

Let the NEGATIVE VIBES bleed all over the page.

Now on to the SECOND LIST.

Write down all the UNFAIR ADVANTAGES you were given:

  • All the people who supported you.
  • The good breaks that came your way.
  • The friends that had your back.
  • The mentors that accelerated your learning curve.
  • All the times you got the benefit of the doubt.

Now…

Choose one list.

Put this list someplace you’ll see it maybe once a year.

Hide it with the holiday decorations.

Or maybe put it with that crock pot you never use but refuse to donate.

Now take the other list.

Tape it to your favorite mirror.

Or put it in your phone.

Place it somewhere you’ll see it multiple times a day.

Godin writes, “The daily list will determine what you notice and the story you tell yourself.”

The list you look at everyday will create your MINDSET.

It will determine the ATTITUDE you bring into the world.

Here’s the BEST PART…

What list you choose is 100% in your control.

#ChooseYourList

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

 

Enough

the-wolf-of-wall-street-leonardo-dicaprio.jpg

“The greatest misfortune is not to know contentment.” – Dao De Jing

Kurt Vonnegut and Joseph Heller were attending a party at a billionaire’s estate on Shelter Island, NY.

Heller, the author of Catch 22, one of the most acclaimed novels of the the 20th century, was asked a question.

Vonnegut: “Joe, how does it feel that our host made more money yesterday than ‘Catch-22’ has earned in its entire history?”

Heller replied:  “I’ve got something he will never have.”

Vonnegut: “What on earth could that be, Joe?”

Heller:  “The knowledge that I have ENOUGH.”

Ambition is a double edged sword.

What fuels our ambition is the same thing that keeps us from enjoying what we have.

The need for ‘MORE’ can crush our HAPPINESS.

It stops us from feeling GRATITUDE for the gifts we already have.

Even after we aquire ‘MORE’, the next level always comes into sight.

Ryan Holiday wrote, “It’s delusional to think that doing more of the same will bring about a different result.  The need for more will keep you from being happy.”

HAPPINESS and GRATITUDE can’t be found externally.

They come from within.

Over 2,500 years ago Lau Tzu wrote, “When you realize that nothing is lacking, the whole world belongs to you.”

There’s no denying there are some things we need MORE of in our lives.

But they are those intangible soft skills that can’t be bought or shown on a balance sheet:

EMPATHY.

GRATITUDE.

SELF-AWARENESS.

More TIME with the people we care about most.

Nothing we BUY or SELL can ever take the place of these.

Because what’s essential is invisible to the eye.

On his death bed, Sam Walton, the founder of Walmart and Sam’s Club, was the richest person in the world.

As his family gathered around his hospital bed during his final moments, Walton looked around the room and said his last words, “I blew it.”

No need to blow it.

Stay ambitious.

Keep showing up.

Please give us your best work.  

Just make sure to measure what matters.

#Enough

-Joe Ciccarone

http://www.SalesVibe.Net

22 Paths

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

bookshelf.jpeg

The morning we spent together in Madison was a special one for me.

It was privilege to speak to such an impressive group of people.

I am grateful for the TRUST you gave me investing 2 hours of your time.

Below is a list of the source material that the Sales Vibe course is based.

I included a brief summary following each book.

They come from some of the BIGGEST thinkers out there.

These books are an opportunity,

It’s chance to steal some of the best IDEAS, TACTICS, and STRATEGIES that can help you rock out SALES and LIFE.

Here are 22 PATHS you can explore.

MINDSET

Meditations  by Marcus Aurelius. The most powerful person on earth writes notes to himself on how to be a better person .  Think about that for a second.

GRIT: The Power of Passion & Perseverance by Angela Duckworth. The secret to outstanding achievement is not talent but a special blend of passion and persistence.  Duckworth shows why GRIT eats talent for breakfast.

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 Sun Tzu.

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 Daily Stoic Journal: 366 Days of Writing and Reflection on the Art of Living by Ryan Holiday.  This is the follow up to Holiday’s Daily Stoic book.  This is one part journal, one part life lessons based on stoic philosophy.  It’s part of my daily routine.  

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.”

Digital Minimalism by Cal Newport.  Newport has been called the Marie Kondo of technology. Newport shows how technology is neither good nor bad. It’s our responsibility to control our screens, before they control us. This book shows how.

The Very Little But Very Powerful Book on Closing by Jeffrey Gitomer.  Gitomer shows you how to close sales that build relationships and create partnerships.  This short book also gives you some killer questions that will move the sales process forward.

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.  Fantastic.

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

This Is Marketing by Seth Godin.  A gamechanger on how to approach sales & marketing.  Godin shows you how to do work that matters for people who care.

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.

Tame it by picking just one.

Then find one idea from that book that resonates with you.

Challenge yourself to put that idea into your daily routine.

Day by day.

Step by step.

That’s the formula.

Go…

#22Paths

-Joe Ciccarone

http://www.SalesVibe.Net

 

Competition

“No Pressure, No Diamonds.” – Thomas Carlyle

birdvsmagic.jpg

Larry Bird had Magic Johnson.

Bill Gates had Steve Jobs.

Batman had The Joker.

Nothing worth having comes easy.

Eventually, someone (or something) will stand in your way.

They will want the exact same thing you do.

They will TEST YOU to your limits.

They will do everything possible to stop you.

“They” are the COMPETITION. 

COMPETITION is:

  • That swimmer who just beat your personal best.
  • That new drug that has your customer’s attention.
  • That Jiu Jitsu opponent who submitted you in the finals.

Anything that stands between you and your goal is your COMPETITION.

NO CURSING

Here a tip –

Never speak bad of your competition.

Respect them.

BE HAPPY they showed up.

Why?

COMPETITION will make you better.

They will force you to ELEVATE your game to higher levels.

Magic Johnson said in an interview, “My job was to kick Larry’s butt, and his job was to kick mine. I didn’t want Larry to like me. But we both respected each other.”

Think of your COMPETITION as a TEST.

It’s the test you have to pass to prove how bad you really want it.

MIND GAMES

Barbara Corcoran said, “The biggest challenge is not the competition, it’s what goes on inside your head.” 

Winning begins in your MIND.

REMARKABLE people rise up.

AVERAGE people crumble.  

Which one are you?

PERSONAL BEST

How do you beat the COMPETITION?

By NOT focusing on them.

Your path to reaching your goal will be decided by how good you want to be.

The goal is not to beat the competition.

It’s to be the best you can possibly can be.

Jeffrey Gitomer wrote, “Competition does not mean war. It means learn, it means prepare, and it means be your best.” 

The COMPETITION does not decide your fate.

You do.

#COMPETITION

-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

bookshelf.jpeg

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

 

 

 

 

 

Nix the Selfie

“You can have everything in life you want, if you will just help other people get what they want.” – Zig Ziglar

winwin.jpg

This week we continue our series on the 7 Habits of Highly Effective People.

Habit #4: Think Win Win

This concept may be the most difficult of all the habits to implement.

Double that if you are in sales. 

Why?

The first 3 habits were about us:

  • Be Proactive.
  • Begin With the End in Mind.
  • Put First Things First.

It’s EASY to think about us.

Sometimes it’s hard to think about others.

This is especially true because the game of sales rewards individual performance.

Thinking “Win Win” means each party benefits from the end result.

Thinking “Win Win” takes CONSIDERATION and EMPATHY.

Contrary to popular belief, sales is not a zero sum game.

The opposite is true.

Elite sales people are COLLABORATIVE.

They see their work through the eyes of their customer.

Elite sales people create results where both sides win.

For you to win, the other person does not have to lose.

You win.

They win.

Each party becomes more.

Give to get.

Make other people look good.

Create an environment where everyone walks away with something to brag about.

Nix the selfie.

Take the group photo.

-Joe Ciccarone

www.SalesVibe.net

 

 

Own It

“It ain’t the rain, the snow, the boss, the competition, the spouse, the money, the car, the job, or the kids – it’s you! And it always has been.” – Jeffrey Gitomer

The first person we have to lead is ourselves.

We have to own the outcome for all areas of our life.

This is called taking Extreme Ownership.

When we take Extreme Ownership, we change everything.

We no longer have our happiness dictated by circumstances.

We set the tone, not others.

But this mindset requires COURAGE.

Why?

Because when something goes wrong it’s on us.

There is no one else to BLAME.

Taking full responsibility can bruise your ego.

The BIGGEST threat to our own success is not some uncontrollable outside factor.

It’s our decision making process.

Don’t like the way things are going?

Change it.

Not where you want to be?

Adjust.

We may not be able to control what happens to us.

But we have 100% control on how we respond.

Once we figure this out, everything else becomes easier.

#OwnIt

-Joe Ciccarone

www.SalesVibe.net

 

Drain Your Brain

“I couldn’t sleep at all last night.” – Bobby Darrin, Tossin’and Turnin

Life gets unbalanced.

Things come at us from all directions.

Our mind wanders.

ANXIETY creeps in.

It gets difficult to stay in the PRESENT MOMENT.

Time to FIGHT back.

It’s time to kick anxiety to the curb.

Elite performers teach themselves how to tame chaos.

One of the best tactics I’ve learned to work through this is called, “Drain Your Brain.”

Jeffrey Gitomer writes about this in the “Little Gold Book of Yes! Attitude.”

This idea is simple, but highly effective.

When life gets HECTIC:

  1. Grab a writing tablet
  2. Write EVERYTHING down on paper you need to do.

EVERYTHING.

From the $1,000,000 sales proposal you need to create to picking up your dry cleaning.

Don’t stop until:

  • Everything is on paper.
  • Your mind can’t think of anything else that needs to be done.

What does this do?

There is a therapeutic effect to getting your thoughts out of your mind and on to paper.

Your mind is now free to focus on SOLUTIONS rather than carry the weight of your to do list around.

This tactic literally clears up space in your brain that allows your PROBLEM SOLVING ability to kick in.

Your mind is freed.

CREATIVITY flows.

Ideas pop into your head.

There is a quote that fits perfectly here, “The most tiring project is the one we never get to.”

So true.

Why?

Because our minds drag unfinished tasks around like a 50 pound backpack.

No more!

Empty your mental backpack.

Drain your brain.

Free your mind.

Free your life.

#MindsetIsEveything

-Joe Ciccarone

NEXT WEEK:  Prioritize & Execute.  How to turn your to-do list into a strategic game plan.