Say No

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“Half of the troubles of life can be traced to saying yes too quickly and not saying no soon enough.” – Josh Billings

It’s one of the shortest words in the English language.

It has the POWER to free your day.

And clear your mind.

It’s also one of the hardest to say:

“No.”

Want more FREE TIME?

“No, I can’t make it.”

Want to be less BUSY?

“No, I am not available.”

Want to FOCUS more on what matters most to you?

“No, I have something else scheduled.”

Ryan Holiday wrote, “The more you SAY NO to the things that don’t matter, the more you can say yes to the things that do.”

Saying “No” takes COURAGE.

It may even get some people ticked off at you.

That’s fine.

Why?

Because SAYING NO lets you live life on your terms.

No better way to start a new year than doing that.

#SayNo

-Joe Ciccarone

http://www.SalesVibe.Net

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The Best of 2018

“Here’s to those who inspire us and don’t even know it.” – Anonymous

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Here are 3 of the BEST BOOKS I discovered this year.

A great book changes the way you THINK.

A great book makes you SEE the world differently.

A great book changes how you APPROACH life.

These 3 are that type of book.

As a BONUS, I also included my favorite PODCAST episode of 2018.

Conspiracy: Peter Thiel, Hulk Hogan, Gawker, and the Anatomy of Intrigue (by Ryan Holiday) 

Holiday is my favorite author.  His latest book “Conspiracy” is a modern-day combination of Machiavelli’s “The Prince” and Sun Tzu’s “The Art of War”.  I knew little about Peter Thiel.  I’ve not thought of Hulk Hogan since high school.  I never heard of Gawker.  No matter.  This is an amazing book about strategy, the danger of hubris, ego, and human nature.  Two of Holiday’s other books, The Obstacle is the Way and The Daily Stoic, are the books I gift most to others.

The Captain Class: A New Theory of Leadership (by Sam Walker) 

Hands down the best leadership book of 2018.  Walker goes on a search to find – What makes a team elite?  How does a great team become a dynasty?  It’s NOT how much they spend.  It’s not their “system”.  It’s not even their star players.  It’s whether or not they have great CAPTAINS. The Captain may not be the most talented or well know, but they are the glue that holds the team together.  The captain’s GRIT, TENACITY, and CHARACTER determine how far their team can go.  Amazing stories.

Leadership In Turbulent Times (by Dorris Kearns Goodwin)

Goodwin explores the decisions that shaped lives and times of four of the greatest US Presidents – Lincoln, FDR, Theodore Roosevelt, and Lyndon Johnson.  Kearns shows how good leaders became great leaders by rising to the occasion of unbelievably difficult circumstances.  This is one of those massive books that you are bummed when you hit the last page.

Bonus:  Best Podcast Episode of 2018

The Tim Ferris Show:  Coach George Raveling — A Legend on Sports, Business, and The Game of Life (#332) 

Raveling is a pioneer in civil rights, business, and coaching.  If a university ever offered an MBA in Life, this podcast would be on the syllabus.  Do yourself a favor and download this episode.  It’s a master class on how to live an incredible life.

Hope you enjoy.

Wish you a REMARKABLE 2019!

#TheBestOf2018

-Joe Ciccarone

 

Clean Slate

“The beginning is always today.” – Mary Shelly

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I thought it would never happen.

It did.

We moved.

We left the house we lived in for 14+ years.

Holy boxes…

Everywhere.

Has anyone seen our Vitamix?

Time for NEW BEGINNINGS.

Nothing like a CLEAN SLATE. 

Moving is an experience that literally MOVES you out of your COMFORT ZONE.  

New surroundings force you to create NEW ROUTINES.

You have to forget how things “used to be” and adjust to a new reality.

Moving is an awesome opportunity to create a CLEAN SLATE. 

But before you can start the next chapter of your life, you have to let go of yesterday.

WIPE THE SLATE CLEAN

The house buying / selling process gets complicated.

Nothing is guaranteed.

Everyone is looking out for their own best interests.

Timing has to be on your side.

We were fortunate to sell our old home a few hours before we bought our new one.

Many balls in the air.

They have to all land in the right order or things get complicated fast.

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

FORGIVE

Buyers can get petty.

Their requests can seem over the top.

It helps to take nothing personal.

Deepak Chopra wrote,“Everyone is doing the best they can with their level of consciousness.”

You have to cut people some slack.

Easier said than done.

You have to FORGIVE (and forget).

MOVE ON

You have to MOVE ON from the things that no longer serve you.

Moving forces you to EDIT both your possessions and mindset.

The next chapter of your life is going to require a better version of you.

KEEP WALKING FORWARD

The most emotional moment came for us when we walked through our old house for the last time.

My last view of the inside of our home came as I shut the the front door.

A flood of happy memories of our kid’s lives flashed before me.

Wow.

It’s hard to believe we will never be back there again.

The best way to WIPE THE SLATE CLEAN is to KEEP WALKING FORWARD.

Ryan Holiday wrote, “The last step of the journey is the first step of the next.”

Step, step, step…

 

#CleanSlate

-Joe Ciccarone

http://www.SalesVibe.Net

 

Write It Down

“I want to write, but more than that, I want to bring out all kinds of things that lie buried deep in my heart.” —Anne Frank, The Diary of Anne Frank

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What do the following people have in common?

Besides changing the course of history, they all shared a common practice.

They kept a JOURNAL.

Journaling is a life changing habit.

When I first heard about journaling, I was sceptical.

I thought writing in a journal was something that people who wrote bad poetry did.

I was wrong.

Jim Rohn said, “If you’re serious about becoming a wealthy, powerful, sophisticated, healthy, influential, cultured, and unique individual, keep a journal.”

There are a number of studies that show keeping a journal helps you better cope with STRESS and ANXIETY.

A journal will help you:

  • PRIORITIZE your day.
  • CLARIFY your thinking.
  • Stay ORGANIZED and FOCUSED.
  • Increase your CREATIVITY.

HOW TO JOURNAL:

FIND YOUR PLACE

You don’t need a vista.

You don’t need an ocean view or a Pottery Barn table.

Da Vinci wrote (in one of his journals), Simplicity is the ultimate sophistication.” 

Keep it simple.

Pick a spot where you can open up your blank notebook, feel comfortable and write down your thoughts.

GET YOUR TIMING WRITE

Start by allocating 10 minutes each day.

We are all busy.

But we all need time to THINK and REFLECT.

For many, there is a burst of creative energy that comes after a good night’s sleep.

For you NIGHT OWLS, there might be no better way to clear your mind than writing your thoughts down before bed.

Capture those ideas on paper.

WHAT TO WRITE?

The first step is the hardest.

Don’t let what to write be an OBSTACLE.

Here are some journal prompts to get you started:

  • What’s got my attention?
  • What made me happy today?
  • What surprised me?
  • What challenges am I facing?
  • What am I grateful for?
  • What excites me?
  • What scares me?
  • What did I learn today?
  • What great quote did I hear?
  • What people do I need to spend more time with?

NO FEAR

Write without fear.

Lose your inhibitions.

Don’t hold back.

Let your writing express how you really feel.

This journal is for you.

No one else.

THE BENEFITS

Journaling will help you enter each day with greater clarity.

Your actions will be more focused.

You’ll start to feel GRATITUDE for the little things.

2,000 years ago, the stoic philosopher Epictetus wrote, “Just as one person delights in improving their farm, so I delight in attending to my own improvement.” 

So…

What’s on your mind?

What’s keeping you up at night?

How can you make tomorrow better than today?

Do what some of the greatest minds in history have done…

#WriteItDown

-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

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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

 

 

 

 

 

Leaving 2017 Inspired

“Here’s to those who inspire us and don’t even know it.” – Anonymous

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Below are the PEOPLE, BOOKS, & PLACES that inspired me in 2017:

People

Ryan Holiday is my favorite author.  Holiday’s writing draws modern day wisdom from ancient philosophy.  His latest book, Perennial Seller shows how to create perennial success by basing your work on timeless principles.  His other book,  The Daily Stoic , is the book I give to others the most.

Seth Godin has the greatest blog on the planet.  He has published a daily blog post for over a decade without fail. His blog is the first thing I read each morning.  Godin challenges people to stop hiding and leap. He is known for asking, “Would they miss you if you were gone?”  The answer is up to you.

Jocko Willink spent 20+ years leading & training Navy SEALS.  His Jocko Podcast is a weekly wave of leadership & life lessons.  Jocko tells stories from military history, modern day business, & Brazilian Jiu Jitsu.  Willink inspires you to rise up when others fade away.

Tom Petty is the person from 2017 who I never met, but will miss.  Petty, who died this year at 66, has been part of the soundtrack of my life since high school.  His concerts were the best.  Petty’s, I Won’t Back Down”  inspired me through tough times. RIP Tom.  Your music made many “Feel A Whole Lot better.”

Books

Finish: Give Yourself the Gift of Done was my favorite book of 2017.  Jon Acuff breaks down why starting is not the problem; finishing is.  Acuff writes about simple tactics to overcoming obstacles that keep us from finishing.  One of my favorite quotes from the book, “Starting is fun, but the future belongs to finishers.”

The Subtle Art of Not Giving A F*ck was my surprise book of 2017.  I had no expectations, but found myself completely engaged and not wanting it to end.  This book informs and entertains.  The first chapter drops more “F” Bombs than the bar scene in Martin Scorsese’s Goodfellas The F*cking premise of the book is that our time & energy are limited.  They are the greatest resources we have. We need to figure out who & what are most deserving of them and “not give a F*ck about everything else.”

Tools of Titans by Tim Feriss is a true gift.  Imagine having access to billionaires and world class performers like Brene Brown, Peter Theil, General Stanley McChrystal and Malcolm Gladwell.  Then imagine having them share their best habits, routines, and tactics.  Thanks to Feriss, we now do.  You can open this book to any page and get inspired.

Principles by Ray Dalio.  Ray Dalio is a self-made billionaire and a legend in the financial world.  Bill Gates and Tony Robbins go to Dalio for advice and council.  This book is filled with ideas and principles that lead to success in business and life.

Places

Our family’s most “Magical” week of 2017 happened in Disney World.  We took our first family trip to the Magic Kingdom.  Mickey did not disappoint.  I was skeptical going in.  Impressed on the way out.

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Happy holidays.

Wish you a REMARKABLE 2018!

– Joe Ciccarone

http://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

 

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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