Every Rose Has Its Thorn

“Less is more.” – William Shakespeare

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What can a rose teach us about life?

Everything.

As a rose bush grows, it creates more buds than it can sustain.

A rose bush does not have the capacity to keep all of it’s buds nourished.

The bush creates so many buds that eventually it exhausts itself and fades away.

The only way a rose bush can thrive is by pruning the unnecessary buds so the essential buds can THRIVE and BLOSSOM.

Sound familiar?

Our lives work the same way.

Less is more.

We all have way too much to do.

When was the last time you took a hard look at what is on your calendar?

PRUNE the unnecessary from your schedule.

Remove One Distraction This Week.

Before you start this week, look at your schedule.

What’s on there that shouldn’t be?

What did you say “Yes” to because you felt bad saying no?

What interaction provides little value?

Have the COURAGE to take it off your calendar.

Reallocate that time back to your TOP PRIORITY. 

Our life, like that rose bush, needs constant PRUNING:

  • There are COMMITMENTS that no longer make sense.
  • There are RELATIONSHIPS that are holding you back.

Where can you better INVEST your ENERGY instead?

Time to PRUNE away.

Cut out the unnecessary so your life can BLOSSOM.

This won’t be easy, but you’ll be glad you did.

Antoine de Saint-Exupery wrote, “Perfection is Achieved Not When There Is Nothing More to Add, But When There Is Nothing Left to Take Away”

#LessIsMore 

-Joe Ciccarone

http://www.SalesVibe.Net

 

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On Your Mark. Get Set. Delete.

“Be at war with your vices, at peace with your neighbors, and let every new year find you a better man.” – Ben Franklin

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Nothing like a fresh start.

A new day.

A new year.

Before we start piling up the RESOLUTIONS, we need to do something:

Hit the “Delete” button.

We all have aspects of our lives that no longer serve us well:

  • BAD HABITS
  • COMMITMENTS
  • RELATIONSHIPS

Joshua Becker, wrote, “The first step in crafting the life you want is to get rid of everything you don’t.”

The start of the new year is a perfect time to hit the DELETE button.

3 Things We Need to DELETE:

BAD HABITS

Sometimes our habits turn on us.

I used to spend hours each day trying to stay up to date on current events.

I would read multiple newspapers and listen to hours of talk radio.

What started as trying to stay informed, turned into spending way too much time on events that I had no control over.

Habit DELETED.

Now I focus on things relevant to my daily life.

Take back your time.

Hit the DELETE button.

Don’t let a BAD HABIT follow you into the new year.

COMMITMENTS

I was part of a weekly networking group.

At first it served me well.

I met new people and learned some creative ideas.

Then it got stale.

I kept showing up, even though it stopped being a good use of my time.

Eventually, I gathered up the courage to tell them I was not coming back.

I don’t think they even cared.

Lesson learned.

Can you think of a commitment that no longer makes sense?

Hit the DELETE button.

Don’t bring a tired commitment into the new year.

RELATIONSHIPS

Some relationships no longer make sense.

These relationships could be personal or professional.

Only you know who they are.

Time to muster up the COURAGE and move on.

Hit the DELETE button.

Don’t let a bad relationship stand in the way of a great year.

What do you need to DELETE in 2018?

Have the guts to make a change.

This will OPEN UP the space for all the good things to come.

Happy New Year!

Ready.

Set.

Delete.

-Joe Ciccarone

http://www.SalesVibe.Net

Uncommon Gratitude

“Strength and growth come only through struggle and effort.” – Napoleon Hill

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Last week was a great reminder of all that we have to BE THANKFUL.

It’s EASY to GIVE THANKS for the good things:

  • Our families.
  • Good health.
  • Our freedom.

I just listened to a REMARKABLE podcast with Gary Vee and Tim Ferriss.

Ferriss was promoting his new book,  Tribe of Mentors.

Gary Vee asked Ferriss two of the most powerful questions I’ve heard in an interview:

  • What setback are you most grateful for? 

  • What failure propelled you the furthest?

Wow.

It makes you think…

When was the last time you were GRATEFUL for an OBSTACLE that knocked you down?

  • The injuries.
  • The setbacks.
  • The breakups.

These OBSTACLES, which seem horrible at the time are actually the fuel that make the good stuff possible.

Often the view at the top is fantastic, but GROWTH happens in the valley below.

It takes UNCOMMON GRATITUDE to appreciate setbacks.

If we want to BECOME MORE, we have to CONFRONT MORE.

We have to think every obstacle that comes our way was made especially for us.

The tests of life are not there to break us, but make us.

Tony Robbins says, “Life does not happen to you, it happens for you.”

Looking back, I can see where this has happened for me:

  • I got cut from my high school baseball team.  I was crushed. To fill my newfound free time, I started training martial arts.  I’m still training to this day.
  • After missing out on a promotion I really wanted, I decided it was time to PROMOTE MYSELF.  I hired a recruiter and landed a position with a growing company.  One of the best moves I ever made.
  • My knee blows out while training Jiu Jitsu.  What started off as scary, turned into an amazing journey that showed me a better way to EAT, TRAIN & LIVE.

UNCOMMON GRATITUDE is being thankful for all the tough times that make you better.

Gratitude is not an automatic response, especially for the tough times.

Being grateful for both the good and the bad transforms an AVERAGE life into a REMARKABLE journey.

What OBSTACLE made you better in the past?

What TOUGH CHALLENGE are you facing now?

Time to give thanks.

#UncommonGratitude

– Joe Ciccarone

http://www.SalesVibe.Net

 

The Best Investment

“The most important investment you can make is in yourself.”― Warren Buffett

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Be Bullish

INVESTING means different things to different people.

For some, it means the stock market.

For others, its real estate.

There is one INVESTMENT that gets overlooked.

This investment generates the highest RETURNS and has the least amount of RISK:

  • YOU

When I started in SALES I knew I had to level up or I wasn’t going to last long.

So I started attending SALES seminars.

The first one I attended was a game changer.

The conference had amazing speakers:

It was awesome.

But an author named Brian Tracy was the one who changed my MINDSET.

Tracy told the group that the THE BEST INVESTMENT a person could make is in THEMSELVES.

He challenged the audience to invest a portion of their annual income on their continuing education & personal development.

Tracy said INVESTING IN YOURSELF would return exponentially more than any stock or real estate holding ever could.

The 20 something version of me was SOLD. 

It’s a PHILOSOPHY I live by to this day.

HOW TO MAKE YOUR BEST INVESTMENT: 

INVEST IN YOUR CAREER

Jim Rohn said, “Income seldom exceeds personal development.”

In every field there are THOUGHT LEADERS. 

There were REMARKABLE people that came before us.

They established best practices.

Our goal is to make original mistakes, not the same ones they did:

This INVESTMENT alone will separate you from the masses.

INVEST IN YOUR HEALTH

Thomas Sowell wrote, “There are no decisions, only trade offs.”

One thing we don’t want to trade for anything is our HEALTH.

No amount of money or recognition is worth it.

We have to INVEST a portion of each day to:

  • Exercise.
  • Healthy Eating.
  • Good Sleep.

We all have the same amount of time.

We just have to decide that being HEALTHY is a PRIORITY.

INVEST IN A HOBBY

Nothing centers us and clears our mind like a fulfilling hobby.

For me, its Brazilian Jiu Jitsu.

BJJ delivers an unbelievable workout.

It keeps me humble and focused.

Jiu Jitsu has introduced me to an amazing group of people.

It even gave me a new ACL.

Like Robert Arnott said, “Investing in what is comfortable is rarely profitable.”

Find a hobby you love.

It will pay lifetime DIVIDENDS.

INVEST IN RELATIONSHIPS

With the exception of just one person, the entire world is about everyone else.

Make it a priority to invest the TIME and ENERGY into the special people in your life.

BE BULLISH

There are times when we need to HEDGE our bets.

Investing in yourself is NOT one of them.

Time to go all in…

#InvestInYou

-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

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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

 

 

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

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

 

 

The Big 3

“There are 3 things every successful salesperson needs: the right mindset, a refined skillset, and an effective tool kit.” – The Only Sales Guide You’ll Ever Need

Mindset is everything.

We must dial in the right mindset before we go anywhere near a customer.

Below are 3 questions that will help you create a killer pre-call mindset.

These 3 questions are applicable to any selling situation.

Below each question is a micro question related to our customers.

Mentally rehearse these before your next appointment:

  • 1) What can I LEARN?
    • What’s been their experience?
    • What do they perceive?
    • What outcomes do they see?
    • What’s most important to them?
    • Where are they apathetic?
  • 2) What VALUE can I bring?  
    • How comfortable are they with dosing?
    • When do they hold off injecting?
    • What muscles are they afraid to inject?
    • How strong is their reimbursement?
    • How efficient is their schedule?
    • What are they working on in the new year?
  • 3) What ACTIONS can we take?  
    • What idea can we agree upon?
    • What 1 patient can we identify?
    • Who can I connect this customer to?
    • Who can this customer introduce me to?
    • What project can we work on together?

LEARN what’s going on inside your customer’s head.

Bring VALUE to every interaction.

Facilitate ACTION.

Do these 3 consistently, take your access and influence to the next level.

#TheBig3

-Joe Ciccarone

The Art of the Start

“Every day the world you live in is created by your attitude.” – Zig Ziglar

Sales professionals live in a sea of rejection.

It’s an occupational hazard.

We hear “No” infinitely more than “Yes!”.

Our job is to weather adversity and keep our positive attitude flowing.

Nothing will destroy your success (or career) faster than a poor attitude.

The good news is that we control 100% of our attitude.

Start each day by creating the attitude you want to bring into the world.

Here’s the advice a mentor gave me:

  • Wake up 15 minutes earlier.
  • Read from a positive, thought provoking book for 10 minutes.
  • Write the best idea you learned in a journal.

This process pushes out any negative thoughts floating in your head when you wake up.

It fills that negative space with positive.

It’s one of my favorite parts of the day.

As an added bonus, in just a few weeks, you will create a KILLER JOURNAL filled with the best ideas you ever came across.

It’s a simple process, but CONSISTENCY is key.

Like bathing, this must be done daily to be effective.

Our minds will go in the direction they are pointed.

What we think about becomes our reality.

We are 100% responsible for the energy we bring into each room.

It’s up to us to bring our best self to our family, friends, & customers.

Wake up positive.  Live positive.

Get your morning right, the rest of the day follows.

#StartRight

-Joe

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