Sales Moves

It’s been a long time coming: a new way to view change!

December 2, 2016
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Change is coming. Got fear or joy? Got worry or positive anticipation?

Putting your head in the sand or headed to the beach to relax and plan?

When you feel or fear that some form of change is coming, you have to define it in your mind as opportunity. Clear your head for “what will be” tomorrow and not worry about “what is” today.

The way this is done is through a combination of faith and belief. These are very similar emotional attributes. And many of you reading this already have misinterpreted them. I’m not talking about praying, I’m talking about planning.

Faith and belief in yourself: belief that you have the capability to withstand any circumstance and emerge both better and victorious and faith in whatever happens or is happening happens for some reason — and that reason is to benefit you, not harm you.

The prime questions to face are:

Do you believe in yourself?

Do you have faith in yourself?

Do you believe you can create ideas that will make you better based on present circumstance?

One key action that will help you more than any other is to collaborate rather than commiserate. Commiseration takes you backward. You may have heard it defined as a pity party. I define it as group whining that usually results in group blaming.

• Collaboration is about tomorrow and what can be done and what needs to be done in order to create an amazing new outcome.

• Collaboration requires a gathering of smart people with positive attitudes and positive outlooks.

Here’s what to do:

• Make a list of your 10 best attributes

• Make a list of your 10 best assets.

• See how many of the same assets and attributes are on that list.

• Make a list of your 10 most positive connections, acquaintances or friends.

• Make a list of your 10 most intelligent connections, acquaintances or friends.

• See how many of the same people are on that list.

Assemble a small group of people in a very short space of time and create an agenda for discussion that you pre-send so people have some time to think about it. It can be both about you and about it (whatever the changing circumstance is).

Have the meeting in a positive place and have all kinds of food on the table when people get there, so the atmosphere is both bright and festive.

Have a recording device and a flip chart in the meeting so all thoughts and ideas are captured. Before everyone leaves, list the top 10 action items or ideas to be implemented and who owns them. And then thank everyone by giving them a book on creativity (see my recommended books on under “Sales Help: Jeffrey’s Reading List”), a firm handshake, a smile, a hug and a genuine, heartfelt thank you.

The results of this meeting will not only move you forward (see my article on change forward at but also will create a mindset that will move you away from the fear, doubt, worry and uncertainty that pending change often creates.

Reality: There are millions of words written on change. Very few of them only look for the positive. Very few of them mention the word “opportunity,” much less “positive collaboration.”

Reality: When a significant event is about to occur that can alter both career path and income, the more time you spend moving forward by creating ideas and taking action, the less time you will have to dwell on the circumstance and fall into the pit of self-pity.

Reality: Rather than go to the bookstore and buy a 300-page book on change, take these 750 words, put them into action, change your outlook, keep your attitude positive, create ideas, take new actions and generate results for yourself based on future.

Note well: This is a time to inspire yourself on a daily, even hourly basis. This might include a visit to an art museum, re-reading positive passages from books in your attitude library, listening to messages that inspire your thinking and give you new resolve and even new purpose and surrounding yourself with the love of family and friends that will encourage you to move on and move up.

The secret: The secret key is to take responsibility to make this happen for yourself. You cannot dwell on “why.” You are responsible for yourself first.

You must focus on “now” and “next.”

You cannot dwell on “woe.” You must focus on “win.”

Change that.

Editor’s note: Jeffrey Gitomer is on sabbatical. This column originally appeared in the June 6, 2015, Business Journal.

Jeffrey Gitomer is the author of 12 best-selling books. His real-world ideas also are available as online courses at For information about training and seminars, visit or, or email Jeffrey at

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