Super Power

“Know thyself.”  -Socrates

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If you could have one SUPERPOWER, what would it be?

Growing up I wished I could read people’s minds.

Facebook cured me of that.

Now my superpower would be SELF AWARENESS.

Self awareness is magic.

Self awareness is:

  • Knowing your strengths.
  • Realizing your weaknesses.
  • Understanding how your actions affect others.

Self Awareness is more important than intelligence.

Early in my career, I struggled big time with self awareness.

I wanted to be a tax accountant.

I got a degree in accounting and a position in a CPA firm.

How do you say “bad idea” in Italian?

Family members, who never offered me advice ever, pulled me aside during parties and told me I was making a mistake.

They said accounting and me were not a good combination.

Did their opinions have something to do with my inability to sit still, not being great with math, and my habit of talking to anyone who entered the room?

It’s amazing what others see, but we can’t.

My lack of self awareness caused a number of job changes.

I moved through 3 different industries to find my career path.

Fun times…

Tony Robbins said, “Self awareness is one of the rarest of human commodities.  Very few people are aware of their own patterns.”

So true.

Self awareness dramatically improves your chances of succeeding in SALES.

How?

Selling is about INFLUENCE.

Influence starts with self awareness.

3 Ways to Increase Self Awareness:

1.  Video Yourself 

There’s a reason video is used by every professional sports team on the planet.  The tape does not lie.  Watching yourself give a sales presentation can make you uncomfortable, but gives amazing perspective.  It shows things you would never realize.  Once you see your errors, they are much easier to correct.

2. Imagine You are Being Recorded

This idea came from Jocko Willink.  Willink said just the thought of being recorded will affect your actions.  Imagine your actions, expressions, and words are being taped. Then imagine that video played back to your family & friends. Ouch…

3.  Seek Out Feedback

Find someone you respect.  Ask them to critique your game.  How do they think you’re doing?  What should you start doing?  What do you need to stop?  This one takes courage. Double that if you ask one of your customers.

Gary Vee said, “If you don’t have self awareness, then no matter how smart you are, you aren’t going to get very far.”

#KnowThySelf

-Joe Ciccarone

http://www.SalesVibe.net

 

 

Plus, Minus, Equal

“To become great, you need someone better you can learn from, someone lessor you can teach, & someone equal that can challenge you.” – Ken Shamrock, UFC Legend

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Ken Shamrock is a dangerous person.

Shamrock is a legend in the Mixed Martial Arts community.

He is a 4x World Champion and  UFC Hall of Famer.

What can Ken Shamrock teach us about sales and personal growth?

Everything.

Shamrock is now a renowned trainer for young MMA fighters.

He developed a training strategy that is studied by business leaders and best selling authors.

It’s called:  Plus, Minus, Equal.

Let’s double leg in to take a look…

PLUS

Everyone needs a coach.

We need someone in our life who has more experience than we do.

It’s human nature to revert back to the mean.

You need someone you can go to when you’re in a slump.

You need someone to tell you the hard truth you don’t want to hear.

Consider this:

  • Tiger Woods has a swing coach.
  • Mike Trout has a hitting instructor.
  • Robert De Niro has an acting coach.

Even Warren Buffett has Charlie Munger to run deals by.

It doesn’t matter if you have won 4 Masters, 2 American league MVP’s, 2 Academy Awards, or have a net worth of $74.6 Billion.

You need a mentor.

MINUS

Everyone needs someone to teach.

When you teach something, you are forced to understand it better.

The teacher benefits as much as the student.

I was a blue belt in Brazilian Jiu Jitsu for 7 years.

People earn their law degree faster.

I had incredible instructors.

I had a peer group who enjoyed smashing me into the mat.

But 1 thing was missing.

I was not teaching anyone.

Then I was asked to teach a weekly basic’s class.

An amazing thing happened…

The more I taught, the more refined my own skills became.

That faded blue belt is now draped around my college diploma in my home office.

Find someone to mentor.

EQUAL

We all need a peer group that pushes and challenges us to be our best.

Tony Robbins said in a podcast that there are 2 rules people need to follow to live an extraordinary life.

Rule #2 is:

  • “Surround yourself with quality individuals.  You become who you hang out with.”

Rule #1?

Sorry, that’s a topic for a future Vibe.

The Plus Minus Equals concept works so well because it gives us continuous feedback from every angle.

When we play in all 3 spaces, we get exponential benefits.

Plus Minus Equals changes our mindset.

Too often we get caught up in singular titles:

  • “I’m the director.”
  • “I’m just a sales rep.”
  • “I’m the new guy.”

No more.

Everyone teaches.

Everyone learns.

Everyone trains.

Your CHALLENGE is to find an area in your life where you can dive into all 3 roles.

Mouthpiece not included.

#PlusMinusEqual

-Joe Ciccarone

http://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

Play Your “A” Game

“Intelligence is not enough.  You must create relationships.”Tony Robbins

Proximity is power.

Our success is predicated upon our ability to access our customers.

Access enables influence.

Influence determines relevance.

There are times we need influence in places we have no access:

  • A physician won’t meet with us.
  • A pharmacy director won’t stock our new product.
  • A key administrator won’t buy into our recommendations.

Good times…

What to do?

Get creative!

This is where elite salespeople play their “A” game –

Call in your ADVOCATE.

Think of an advocate as a relationship on steroids.

An advocate is a person inside your customer’s organization that:

  • Believes in you.
  • Believes in your idea.
  • Is passionate about making things better.
  • Is willing to go to bat on your behalf to other members of their team.

Advocates bring your influence to places you are unable to access.

Advocates can facilitate change inside your customer that you can’t accomplish alone.

An advocate could be:

  • An injector.
  • Department administrator.
  • A respected RN.

How can advocates help you?

Glad you asked…

4 Ways Advocates Can 10x Your Influence:

  1. Introduce you to hard to access customers:  
    • “Dr Bill, would you mind walking me down the hall and introducing me to Dr Alison?  I have never met her.  She hasn’t responded to any of my emails.”
  2. Make New Products Available:
    • “Dr Kelly – I need your help.  Would you mind stopping down the hospital pharmacy and asking the pharmacy director to stock the 200 unit vial?  I met with her.  I don’t think I convinced her.”
  3. Get Best Practices Implemented:
    • “Cate, would be able to discuss the flow assessment recommendations with your chairmen?  Dr Andy told me nothing can move forward until they buy in.” 
  4. Create New Customers:  
    • “Dr Mike – Could you connect me with your new resident chiefs over email?  I will work with them on setting up that chronic migraine training we discussed.” 

Our best ideas will not always be embraced.

We will hit obstacles.

We will run into roadblocks.

Average salespeople will respond in average ways.

Don’t be average.

Play your “A” Game…

-Joe Ciccarone

www.SalesVibe.net