Nearsighted

“Do not dwell on the past.  Do not dream of the future.  Concentrate the mind on the present moment.” – Buddha

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It easy to fall into the FUTURE TRAP.

“Here’s our 5-year plan…”

“This is what 2021 will look like…”

Just a quick reminder…

The future will bring us a thousand unexpected variables we can’t control.

That’s fine.

We can deal with them when they get here.

In the meantime…

Want this to be an AWESOME YEAR?

Focus on the PRESENT MOMENT.

Be fully engaged with WHAT and WHO is in front of you.

Seth Godin likes to say, “It’s not about what’s next, it’s about what’s now.”

Own the moment.

The future will follow.

#Nearsighted

-Joe Ciccarone

 

 

 

 

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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

Stay Calm

“Don’t worry about a thing, every little thing is gonna be alright.” – Bob Marley, Three Little Birds

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This week my local Starbucks went from Falling Leaves to Holiday cups faster than Psy’s music career.

Lowes has their fake Christmas trees displayed likes it’s December 23rd.

The HOLIDAY CHAOS has begun.

The end of the year brings more DEMANDS.

We have PRESSURE to:

  • CLOSE OUT projects.
  • Bring in SALES.
  • PLAN for the coming year.
  • VISIT Aunt Betty.

It’s enough to make a Buddhist monk reach for the Ativan.

How do we STAY CALM in the middle of chaos?

STAYING CALM is a skill set we all need to develop.

Calmness is a MINDSET that can be learned, practiced and refined.

STAYING CALM under pressure will improve all aspects of our lives.

HOW TO STAY CALM: 

PRIORITIZE

All the requests for our TIME and ATTENTION can not be met.

PRIORITIZING reduces anxiety and keeps us focused on what’s important.

Trying to make everyone happy is a recipe for failure.

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

It’s easier to STAY CALM when we are centered on our PRIORITIES.

CONTROL THE CONTROLLABLES

STAYING CALM comes from knowing the difference between what’s in our control and what’s not.

NFL Coach Andy Reid said, “Figure out what you can control.  That’s your next move.”

What’s in your CONTROL?

What’s ACTIONABLE?

Start there.

TAKE ACTION

Sometimes the only way out is through action.

Tony Robbins said, “Nothing succeeds like massive action.”

Be PROACTIVE.

Action crushes anxiety.

Be like Nike – “JUST DO IT”.

FIND YOUR OWN ZEN

Calmness comes from within.

We each need to find our own ZEN. 

It may be the YOGA mat, spinning class, or taking a walk on a brisk autumn day as the leaves fall around you.

Each of us has to find our own methods that help us STAY CALM.  

Eben Pagan wrote, “The calmest person in the room is the most powerful.”

Life throws constant OBSTACLES. 

It’s easy to lose our peace of mind.

When chaos shows up:

  • Prioritize.
  • Control the Controllables.
  • Take Action.
  • Find Your Own Zen.

Everything we need is already inside of us.

Time to let it show…

#StayCalm

-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