Tim Ferriss – The Vibe

BOOKS

Here are my favorite books for 2019.

Each of these helped me see the world in a better way.

Stillness is the Key (by Ryan Holliday) Is it possible to be poised, calm and focused even on our most hectic days? Ryan Holiday shows us how. Holiday distills 2+ years of research on ancient philosophy and modern neuroscience to deliver a playbook on how to live a more meaningful life. My favorite book of 2019.

Digital Minimalism (by Cal Newport) The average person spends over 2 hours a day staring at their phones. That’s over 30 days each year. That’s crazy. Cal Newport shows how to control our technology, so it doesn’t control us. (Favorite idea: Remove all social media apps from your phone.)

Wise Guy: Lessons from a Life (by Guy Kawasaki) Guy Kawasaki was Apple’s chief evangelist under Steve Jobs. He is a legend in Silicon Valley and one of its ultimate consigliere’s . Kawasaki shares a series of personal stories on family, career, and how to live a meaningful life. So good. Get the audible version.

Leadership in War (by Andrew Roberts) Winston Churchill said that if someone wanted to understand politics and leadership they needed to “Study history. Study history. Study history”. Andrew Roberts proves Churchill’s point in one of the best leadership books I have ever read. The good (Churchill, Napoleon, & Margaret Thatcher) and the bad (Hitler & Stalin) are on full display. (PS – Napoleon was one of the OG ballers.)

The Art of Simple Living (by Shunmyo Masuno). Page a day books were one of the new genres I really dove into in 2019. This one was my favorite daily reader. Masuno, a practicing Zen Monk, gives 1 idea each day on how to live a more focused, joyful life.

Sea Stories: My Life in Special Operations (by Admiral William McRaven) William McRaven wrote a memoir that reads like a Brad Thor novel. McRaven was part of some of the most famous US military operations of the past decades: capturing Saddam Hussein, rescuing Captain Richard Phillips, and the special forces mission that killed Osama bin Laden. Get the audible version that is read by McRaven.

Outer Order, Inner Calm: Declutter and Organize to Make More Room for Happiness (by Gretchen Rubin) Clutter is everywhere. Rubin shows why getting rid of things we don’t use, need, or love, frees up our minds (and closest) for what we truly value.

Gridiron Genius (By Michael Lombardi) Lombardi had the unbelievable good fortune to be mentored by 3 NFL legends: Bill Walsh, Al Davis, & Bill Belichick. That’s 12 Super Bowl rings of knowledge showing you the ropes. This is a fascinating look into what separates good teams from great ones and champions from dynasties. (PS – Fly Eagles Fly).

YouTube Clip

Warren Buffett, Bill Gates on the Charlie Rose Show. Maybe the most knowledge ever dropped in 90 seconds on YouTube. Buffett and Gates tell us why we have to guard our most precious resource – time.

Happy holidays.

Thank you for reading my blog.

Wish you a massive success in the new decade!

#InspireSomeone

– Joe Ciccarone

“The person that gives value first has the leverage.” – Gary Vaynerchuk

What’s the worst professional advice you ever got?

In Tim Ferriss’ new book, Tribe of Mentors, Ferriss asks a series of questions to a group of elite athletes, super achievers, & billionaires.

Here’s one question that generated some fascinating dialogue:

“What are the bad recommendations you hear in your profession or area of expertise?”

This question brought me back to my first SALES job.

During our weekly sales meetings, my manager would walk around the meeting room and say phrases like “Work the close!” and “A.B.C. – Always Be Closing.”

It was like Alec Baldwin’s character “Blake” from Glengarry Glen Ross giving you a motivational talk each week.

SALES was all about CLOSING a deal.

Get the contract signed and move on.

Helping a customer succeed and establishing a long term relationship had little to do with the process.

For my money, “Always Be Closing.” is the worst professional advice I ever got.

EVERYONE IS IN SALES

Like it or not, EVERYONE is in SALES.

We all have something to sell:

Our product to a customer.
Your kids on brushing their teeth.
Convincing your husband it’s time to remodel the kitchen.

If you really want to CLOSE THE DEAL, focus less on CLOSING and more on VALUE.

LEAD WITH VALUE

Sales is all about providing VALUE.

It’s HELPING someone get the OUTCOMES they are searching for by using your idea, product or service.

Gary Vaynerchuk, internet entrepreneur & bestselling author, has an amazing philosophy on how to get people to decide in your favor.

It’s called JAB, JAB, JAB, HOOK.

GIVE TO GET

Think of the SALES process like a boxing match.

Each JAB is you providing HELP and VALUE to your customer.

The HOOK, which comes only after a series of jabs, is your ask. It’s what you are trying to get the other person to agree to.

Your JABS setup the HOOK.

The JABS increases the chances that your HOOK hits the target.

Just like a boxer has a GAME PLAN before entering the ring, each salesperson needs a plan before entering a customer’s office.

SALES PLAN

Before you ask a customer to do anything, HELP THEM three times.

Prove your VALUE.

It’s not about “Always Be Closing.”

It’s all about: “Always Be Helping.”

It’s:

Give Value
Give Value
Give Value
Ask

The JAB, JAB, JAB, HOOK method delivers knockouts:

It ENGAGES customers.
It creates TRUST.
Establishes long term RELATIONSHIPS.

People are way more receptive to take action on new ideas with people they like, trust, and know have their best interests at heart.

This is not just a GAME PLAN for SALES.

It’s also a great philosophy for life.

#JabJabJabHook

-Joe Ciccarone

http://www.SalesVibe.net

Tag: Tim Ferriss

Leaving 2019 Inspired

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

BOOKS

Podcast

YouTube Clip

JAB, JAB, JAB, HOOK