17 Ways

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

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

Cutting Edge

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

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

Believe

“Do you believe in miracles?” – Al Michaels

37 years later you can still feel it.

The air inside the building has a presence to it.

You can sense something REMARKABLE happened there.

As you enter Herb Brooks Arena in Lake Placid NY, you are greeted by 2 amazing images:

A 30 foot photo of the 1980 US Hockey Team diving on captain Mike Eruzione.
A banner hanging in the rafters that states, “Miracles Happen Here.”

Goose bumps…

ESPN ranked the 1980 US Hockey Team’s win over the Soviets as THE GREATEST sporting event of the 20^th Century.

A group of rival college kids, under a drill instructor head coach, defeated the greatest hockey team ever assembled.

They went on to win the GOLD medal.

This MIRACLE was made possible by 1 thing:

Synergy.

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

Habit # 6: Synergize

Synergy is defined by the whole being greater than the sum of its parts.

Synergy means 1 +1 = 4.

Synergy is everyone following the same script.

The 1980 US Hockey Team may be one of the greatest examples of SYNERGY.

Most of the players on the US Olympic hockey team could NOT even have made the Soviet roster.

But together they found a way to defeat them on the world’s biggest stage.

The reason?

Synergy.

3 SYNERGY Lessons from the 1980 US Hockey Team:

Diversity is a force multiplier: Brooks selected players with different skillsets, back grounds, & perspectives. Great teams are created with diversity.
Trust: Synergy is built on trust. You know the other person has your back. You know they will be there when you need them. No trust, no nothing.
Expect Adversity: Adversity is going to strike. It’s not a matter of if, but when. How you handle adversity determines who you become.

The 1980 US Hockey team SYNERGIZED their way into history.

Helen Keller wrote, “Alone we can do so little, together we can do so much.”

Believe In:

Yourself
Your teammates.
Your mission.

Synergize.

And watch the miracles unfold…

-Joe Ciccarone

www.SalesVibe.net

2 Ears & 1 Mouth

“A wise old owl sat on an oak. The more he knew the less he spoke. The less he spoke the more he heard. Why aren’t we like that wise old bird?” – Ernest Hemingway

Early in my sales career I worked for a VP that would personally lead our training sessions.

Her philosophy for a “successful” sales call was for the team to spew out the amazing facts about our product.

We were NOT encouraged to ask questions.

She thought asking questions gave up control of the conversation.

She believed we had a much better chance of connecting and influencing by making strong statements and doing all the talking.

Yikes…

Would you be shocked to learn that despite having some of the most talented, energetic people I ever worked with, this team never hit their quota?

Shocking.

No question, this was a bad idea.

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

Habit #5: Seek First to Understand, Then Be Understood.

What’s one of the worst characteristics of sales people?

For me, it’s listening to respond rather than listening to understand.

The fastest way to connect with another human is by LISTENING.

Listening will separate you from the masses.

3 Killer Phrases to Understand, Before Being Understood:

“So what you’re saying is…”
“From your perspective, you feel that…”
“So what I am hearing is that you think…”

2,000 years ago the stoic philosopher Epictetus wrote, “We have two ears and one mouth so that we can listen twice as much as we speak.”

It takes courage to stand up and speak.

It takes even more to keep quiet and listen.

Listen.

Understand.

Connect.

-Joe Ciccarone

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

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 Main Event

“The main thing is to keep the main thing the main thing.” – Steven Covey

Brazilian Jiu Jitsu is a microcosm of life.

When you:

Don’t execute the BASICS, bad things happen.
Lose FOCUS, trouble follows.
Get DISTRACTED, you get hurt.

It doesn’t matter if you are training Jiu Jitsu or negotiating in a customer’s office, you have to PUT FIRST THINGS FIRST or pay the price.

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

Habit #3: Put First Things First

Let’s roll…

There is an amazing disconnect between what we say is IMPORTANT and our actions.

At times we act like a General Manager of an awful sports team.

We trade high value assets for low value items:

We give our ATTENTION to Instagram when our family is right in front of us.
We give away our HEALTH when we pass the gym to get “caught up” on email.
We let people steal our TIME because we are afraid to say “No”.

Take back control by putting first things first.

It all starts by eliminating distraction.

A few weeks ago I found myself losing focus.

My phone pinged all day.

I was reacting, not initiating.

The iphone was stealing my attention away from what was right in front of me.

This was happening more often than I would like to admit.

It was time to put first things first.

I made 3 changes:

Removed all social media apps from my iphone.
Turned off all notifications for everything.
Limited email to 2 times per day.

The result?

More focus.

Less stress.

A game changer.

There is more white space during my day.

But the biggest benefit has been PRESENCE.

I’m more AWARE of what’s going on in front of me.

200 years before Covey wrote the 7 Habits, Goethe said:

“Things Which Matter Most Must Never Be at the Mercy of Those That Matter Least.”

Maybe it’s time we start acting that way.

#PutFirstThingsFirst

-Joe Ciccarone

http://www.SalesVibe.net

Walking Backwards

“Stop focusing on what you need to do. Focus on who you need to become.” – Darren Hardy

walkbackwards

This week’s Vibe continues with the series on The 7 Habits of Highly Successful People.

Habit #2: Begin With The End In Mind

The end of my accounting career was a REMARKABLE teacher.

The CEO of my company brought in a high powered consultant to help fix a slew of problems.

This consultant was at the top of his game.

He was an Ivy League professor, political consultant, and a talking head on CNN.

After watching me struggle close out a project, he pulled me aside.

Consultant: “What are you doing?”

Me: “Umm, trying to finish this.”

Consultant: “What does the finished product look like?”

Me: “I don’t know.”

Consultant: “Then you’ll never get there.”

Consultant: “Decide what you want to accomplish. Work backwards from there.”

My 24 year old mind was blown.

Two questions each of us need to answer:

What do I want to accomplish?
Who do I want to become?

Your answers are an amazing filter to run decisions through.

You know what to work on.

You know what to ignore.

Crossing off insignificant items on a To Do list may trick your brain, but won’t fool your legacy.

Say your career answer is: “Be the #1 salesperson in my company.”

Work backwards:

How would the #1 person PREPARE?
What QUESTIONS would that person ask?
How would that person respond to ADVERSITY?
What type of MENTOR would they be to their colleagues?

BEGIN WITH THE END IN MIND.

Know who you want to become.

Go…

-Joe Ciccarone

Next Week: Habit 3 – Put First Things First

The Power of Habits

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

Name the 1^st 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