Selling Is A State Of Mind

“The only difference between a rut and a grave is depth and distance.” ~ John Maxwell

 

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Salespeople are behind the eight ball from the very beginning of their career.

They have dug a hole and don’t even realize it.

Salespeople pride themselves on being professional, and society requires initials.

In today’s society, “professionals” are identified with initials behind their name: DDS, RN, NP, JD, MD, MPH, CPA, CMP, OD, DO and many more.

Virtually every person in a physician’s office is also loaded with initials credentialing their education, professional status and legitimacy to be called “a professional”.

Many of these people with initials in their name, are required to take continuing education courses each year, to maintain their stature or licensure as “professional”.

Not salespeople.

Many salespeople attend a 1-2 week long training course and may take a couple quizzes from the company hiring them, and manufacturing the product they are about to sell.

These salespeople may be among the highest paid people in a lawyer or physician’s office, with no requirement for CEC (continuing education credit).

Society may treat salespeople like a label.

They weren’t smart enough to get into medical, pharmacy, optometry, dental or law school.

Since they are not professionals, they settled for sales.

They are like a brother-in-law, who is unemployed or spends most of his time on the couch, claiming to be a professional.

“Professional” in the sales world is a state of mind – the customer’s mind.

Salespeople aim to be perceived and received as “professional” and yet society, doesn’t’ really recognize selling as professional.

Salespeople are already in a hole.

“Wanna be a Better Salesperson – be a better Person.” ~ Jim Trunick

Professional sales people have to be incredibly:

  • Trustworthy
  • Patient
  • Sensitive
  • Hard-working
  • Dedicated

A “professional” salesperson has to rise to the level of ‘professional’ expected in society.

We all know “professionals” who act unprofessionally.

In yesteryear, when professionals with higher education, knew more, it was everyone in society hanging on every word or action of intellectual professionals, to guide their lives.

Today knowledge is so prevalent, that all professionals are in the persuasion game.

All professionals are selling:

  • Teachers sell kids on the value of homework.
  • Parents sell kids on the value of spinach.
  • Brokers sell clients on value of stocks.
  • Physicians sell patients on compliance of medications.

That requires professional conduct even more that professional letters.

In fact, any professional of letters, asked to describe their biggest challenge, or what keeps them up at night, its not their knowledge or studies, they almost always lead with – “getting people to do what they expect”.

We all sell.

Those members of society believing initials somehow separate professionals from non-professionals, are misguided in the emotional intelligence that goes along with influence, persuasion, caring and engagement.

Care More Win More.

Selling is a State of Mind.

– Jim Trunick

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Author, The CORE of Leadership

https://jimtrunick.com/

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Take The Plunge

“You have two choices, control your mind or let your mind control you.” – Paulo Coelho

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There is a scene in the documentary “I Am Not Your Guru” where Tony Robbins jumps into a 57° plunge pool immediately after waking up.

Brrrr…

Robbins TAKES THE PLUNGE every morning to tell his mind that he is in charge of the day.

PROFESSIONALS get up and go to work.

AMATEURS wait to be in the mood.

Our brains are hardwired to keep us SAFE and COMFORTABLE.

They are not concerned about our SUCCESS.  

When our brain spots a PERCEIVED threat, it tells us to go in the other direction.

This worked great 10,000 years ago when we were being chased by saber-tooth tigers.

Not so much when this same FEAR crushes our present day CREATIVITY.  

Our minds will try to convince us not to:

  • Wake up EARLY.
  • WRITE that blog post.
  • Make that UNCOMFORTABLE sales call.

We can’t let our MOOD decide if we will execute or not.

There are ways we can PRIME ourselves to do the work that our minds are trying to keep us from doing.

4 WAYS TO TAKE THE PLUNGE:

WAKE UP AND SMELL THE COLD

Want to create your mood the moment you wake up?

Cold shower.

Standing in a cold shower for 30 seconds is an incredibly effective way to tell your mind who’s in charge.

CREATE ROUTINES

Before each Jiu Jitsu class, I head to the pull up bar in the back of the academy.

I do a set of 10 pull ups.

This routine tells my BODY & MIND that it is time to train.

No matter what thoughts are bouncing around in my brain when I walk in, after I hit pull up #10,  I am totally focused on training.

FOCUS ON THE OUTCOME

Muhammad Ali said, “I hated every minute of training, but I loved being CHAMPION.”

For me, writing consistently is a struggle but I love having a WEEKLY BLOG.

I focus on how I will feel after I hit the PUBLISH button.

SCHEDULE & PROTECT

Each of us need to use some sort of calendar.

  • SCHEDULE what’s important.
  • PROTECT what we schedule.

If we don’t, life will eat our time for breakfast.

Robbins says, “When you train yourself to do it anyway, you will have a freedom that few people will ever find.”

There will always be things we HAVE TO DO that we don’t WANT TO DO.

Free yourself by taking MOOD out of the equation.

How will you tell your mind that YOU ARE IN CHARGE?  

Feel the fear.

Do it anyway.

#TakeThePlunge

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

 

 

Know When to Fold’em

“You’ve got to know when to hold ’em, Know when to fold ’em, Know when to walk away, And know when to run.” – Kenny Rogers, The Gambler 

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Early in my SALES career I was looking to start a side business.

I did some research.

Somehow I landed on the idea of trading stock options.

I know…

I attended multiple weekend long seminars.

I even bought special software that was supposed to help me find the right stocks to trade.

But the more time I INVESTED, the less it felt right.

Thousands dollars and dozens of hours were sunk into my new options “business”.

What should I do?

Keep going?

Fight through the doubt?

Winners never quit, right?

Fast forward to 2015…

I hear and feel a LOUD pop in my knee while training Jiu Jitsu.

Always fun…

A few weeks later I’m standing in front of an orthopedic surgeon.

He tells me I need my knee reconstructed.

Was it time to RETIRE my GI?

Maybe time to buy my first pair of salmon colored pants and start golfing?

These 2 scenarios raise a Timeless question:

When should we QUIT?

When should we KEEP GOING?

Seth Godin writes in The Dip, “Winners quit all the time.  They just quit the right stuff at the right time.”

Motivational quotes like “Winners never quit. Quitters never win.” can be hazardous to your wallet.

This is FAKE NEWS.

New projects we take on START the same:

  • Excitement when we begin.
  • Then it gets hard.
  • We have to decide to keep going or quit.

This plays out from our New Year’s Resolutions to starting a new SALES position.

Every project has a BIG fat MIDDLE that is not fun.

We have to figure out if that JOURNEY is worth taking.

3 Questions – Hold’em or Fold’em?:

DO YOU STILL BELIEVE?

What is your gut telling you?

Do you still believe in what you’re doing?

The first person we have to convince is ourselves.

WHAT ARE YOU MISSING?

When we say “Yes” to something, we are saying “No” to something else.

Everytime I train Jiu Jitsu or write this blog, I am saying no to something. (Especially teeing off wearing those salmon pants…)

And I am OK with that tradeoff.

IS IT TIME TO CHANGE DIRECTION?

Knowing when to pivot is a true sign of a professional.

There may be a better use of your TIME and TALENT.  

John Wooden said, “Failure isn’t fatal, but failure to change might be.”

Changing course may not be a failure.  It can be a step towards something better.

After asking myself these 3 questions, I knew:

  • It was time to RETIRE as a stock trader.
  • Jiu Jitsu and I were just GETTING STARTED.

Know when to HOLD’EM.

Know when to FOLD’EM.

#TheGamble

-Joe Ciccarone

http://www.SalesVibe.net

 

 

 

The Secret Ingredient

“You never really understand a person until you consider things from their point of view – until you climb into their skin and walk around in it.” – Harper Lee, To Kill a Mockingbird

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My grand mom was a KILLER cook.

Her chicken cutlets were incredible.

The cutlets were so good, they caused arguments before Sunday dinners.

A constant stream of cousins would walk by and grab the cutlets as they came off the frying pan.

Everyone would downplay how many they swiped.

There would be none left to put on the table.

This cutlet heist played out over decades.

The early bird gets the cutlet…

One day I asked my my grand mom to teach me how to make them.

My version was average at best.

The cutlets all made it to the table.

Something was missing.

Years later I learned I forgot her “secret ingredient” that tied everything together.

The art of COOKING & SALES share the same principles.

Leaving out 1 ingredient can separate AVERAGE from REMARKABLE.

In SALES, that secret ingredient is EMPATHY.

Empathy is defined as the ability to step into someone else’s shoes & experience emotions from their perspective.

In his new book, Sales EQ, Jeb Blount writes, “Empathy is the most important of all the Sales Emotional Intelligence traits.”

The BIGGEST communication problem in SALES is we tend to listen to reply, not understand.

This habit can crush opportunities and destroy relationships.

Your EMPATHY must precede your advice.

If your customer doesn’t feel you UNDERSTAND them, you have zero chance of INFLUENCING them.

People like to think they’re special.  This mindset carries over to their perceived problems.

It doesn’t matter how simple the customer’s problem is to fix.

It doesn’t matter how amazing your solution is.

Your solutions (and sales) will go unheard if your customers don’t feel you understand them.

3 Ways To Bring More Empathy to Your Sales Game:

Never Interrupt or Correct

  • Give your customer your full attention.
  • Listen.  Then listen some more.
  • Let them say everything they need to say.

ReState Their Position Back to Them

  • After they finish speaking, say, “If I hear you correctly, you feel that…”
  • Then list each of their points back to them 1 by 1.
  • This will make your customer feel heard.
  • This will make them receptive to what you have to say.

Show How Your Can Help

  • Only after you do the above, offer your ideas.
  • Be Concise.
  • Be Relevant.

Empathy is a key ingredient for success in SALES and LIFE.

Empathy will increase your influence.

Empathy will help you close the sales that feed your family.

Will that food make it to the table?

Depends who’s cooking…

#LeadWithEmpathy

-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

Cutting Edge

“If I had 6 hours to chop down a tree, I’d spend the first 4 hours sharpening the ax.” – Abraham Lincoln

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It happens slowly, but realized suddenly.

It’s the salesperson who has not READ a book since college.

It’s the physician who doesn’t take time to EXERCISE.

It’s the retiree who lost their ENTHUSIASM for living.

Drift happens.

Skills dull.

Bodies become soft.

Attitudes get stale.

Our MINDSET can become more dated than our crazy Uncle Pete’s wardrobe.

To stay RELEVANT, we have to keep our BODY, MINDS, & SPIRIT sharp.

This week we conclude a series on the 7 Habits of Highly Effective People.

Habit #7:  Sharpen the Saw.

Sharpening the Saw means you make it a PRIORITY to keep your:

  • MIND sharp.
  • BODY strong.
  • SPIRT unbreakable.

Sharpening the Saw is the M.V.H. – Most Valuable Habit.

Why?

It makes the other 6 habits possible.

There is no way we can be proactive, think win win, understand others, and synergize if our bodies & minds are dull.

Sharpening the Saw keeps you effective.

Sharpening the Saw keeps you RELEVANT.

To make this habit a reality, you literally have to make it a habit.

3 Ways To Sharpen The Saw:

 1) Get Moving (Body)

  • Find an activity you LOVE.
  • Walk, hot yoga, spin, or Jiu Jitsu your way into motion.
  • Schedule that activity 3-4x into your week.
  • Protect your schedule.

2) Learn 1 New Thing Every Day (Mind):

  • Read from an inspiring  non-fiction book for 10 minutes each morning.
  • Write the best idea you discovered in a journal.
  • That journal may become one of your most prized possessions.

3) Show Gratitude (Spirit):

  • Take 2 minutes before bed to reflect on your day.
  • Write 1 thing you are grateful for in your journal.
  • Be as specific as possible.

In his killer new book, “Tools of Titans”, Tim Ferris interviews billionaires, icons, & world-class performers.

Ferris deconstructs their habits, routines, and best practices for the average person to benefit.

One common thread running through each of their stories is their continual commitment to keeping their minds & bodies sharp.

They create routines into their incredibly busy schedules to sharpen their saw.

Saying you are “too busy” or “don’t have the time” is an excuse.

If the General in charge of the U.S. Joint Special Operations Command can find the time to exercise, read, and clear his mind, so can we.

The key is consistency.

As Seth Godin wrote, “Rust never sleeps”.

Stay sharp.

Stay relevant.

#CuttingEdge

-Joe Ciccarone

www.SalesVibe.net

 

The Power of Habits

“First we make our habits, then our habits make us.”  – John Dryden

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Name the 1st book that changed the way you think?

For me, it was The 7 Habits of Highly Effective People.

The 7 Habits changed the way I conducted business.

It changed the way I approached life.

Each habit called me out.

The Habits are simple concepts that separate the REMARKABLE from the AVERAGE.

The Vibe will cover each habit over the next few weeks.

Let’s go…

 Habit 1:  Be Proactive

You can’t wait for things to happen.

Nothing starts until you do.

To live our best life, we need to LEAN FORWARD.

We can’t wait for perfect circumstances or the mood to strike us.

We must create the mood with ACTION.

One of my mentors in Gracie Jiu Jitsu told me “If I only trained when I was in the mood or had the time, I would train 3-4 times a year.”

Tony Robbins said, “Great concepts don’t just appear, they must be pursued.”

Being PROACTIVE means stop negotiating with your mind.

Your mind is wired for survival, not success.

Your mind will tell you to:

  • Stay in bed.
  • That’s too hard.
  • You’re not qualified.
  • It’s too cold.
  • It’s too hot.
  • You’re too old.
  • You’re not good enough.

All lies.

Being PROACTIVE means moving the ball forward a few yards each day.

Proactivity starts with changing your MINDSET.

When we are proactive, we no longer blame outside circumstances.

We become the circumstances.

Think of all the VIP’s in your life:

  • Family
  • Friends
  • Customers
  • Coworkers
  • Managers

How can you be more PROACTIVE in their world?

Go there.

How can you be more PROACTIVE in your world?

  • Get proper sleep
  • Limit distractions
  • Eat Right
  • Exercise
  • Read a Weekly Blog J

Where do you need to step up?

Start that habit today.

-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.

The Gift

“Feedback is a gift.  Embrace it.” – Anonymous

The fastest route to customer access is to provide REAL value.

A HUGE problem for new salespeople is that they have no clue what value looks like.

This killer question can help.

It allows your customer to share their top of mind thinking.

It provides a path to the real value they are looking for you to provide.

“On a scale of 1 to 10, how would you rate…”

  • the outcome of your last chronic migraine patient?”
  • your confidence in your reimbursement process?”
  • the quality of the toxin training your residents receive?”

Any response less than a “10” gets a series of follow up questions:

  • What’s missing?
  • How would you change it?
  • What do you think the next step should be?

The difference between the customer’s answer and “10” is the VALUE that customer is looking for someone to provide.

The person who does gets the access.

If you are really brave, you can use a version of this question to see what your long time customers think of the value you are providing:

  • “Dr Smith, I have been calling on you for over 5 years.  I am always looking to get better and be a better resource for you.  On a scale of 1 to 10, how would you rate the value I bring to your office?”

Yikes…

This question takes guts.

This question helps you figure out where you need to be.

The answers will not always be pleasant.

It took me years to learn how NOT to get defensive when someone gave me feedback I did not want to hear.

Just remember, feedback is a gift.

Feedback shows you a better way forward.

Average sales people get defensive.

Good sales people embrace it.

Exceptional sales people seek out feedback to become more.

#BeTheException

-Joe Ciccarone

http://www.SalesVibe.net

 

 

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