Sales Moves

Turn your ideas into action to have a great year

January 13, 2017
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Everyone wants to have a great year, and many start with a flurry.

Problem is that many can’t keep up the momentum or maintain the dedication to make “great” a reality. The health clubs and gyms are already less crowded.

I posted my list of 21.5 things to do so that you can have a great year, which you can find on my LinkedIn page (linkedin.com/in/jeffreygitomer).

Here are a few items from that list that will help you maintain “great” all year long:

3. Have a deep belief in the 3.5 critical areas of selling.

In order to make your message transferable, in order to engage your prospective buyer in a way they want to do business with you, and before you develop your sales skills and your presentation skills, you must deepen your belief in your company, your product or service, and yourself. AND you must believe the customer is better off for having purchased from you.

If you’re going to have a great year, you have to believe you work for the greatest company in the world. You also have to believe you offer the greatest product or service(s) in the world, and you have to believe you’re the greatest salesperson in the world.

I have often said in my live seminars that “mediocrity stems from lack of belief more than lack of skill.” I say it because it’s true. Most people blame their own inability and their lack of belief on a variety of external circumstances: pricing, the marketplace, the internet, the competition, bidding, the economy and a bunch of other conjured-up excuses that prevent a belief system from anchoring in success.

If you believe, all the excuses fade away. If you want to have a great year, you have to believe that you’re going to have a great year.

12. Write down your thoughts.

Begin capturing your thoughts and ideas in writing. I have been writing for 23 years. Every penny I have earned since March 23, 1992 (the day my first column appeared in print), I can trace back to something that I wrote.

Capturing your thoughts in writing not only helps clarify them to yourself; it helps clarify and transfer them to others. Writing does not just lead to success, it leads to wealth. If you’re looking to have a great year, begin writing down how that’s going to happen and what things you have to do to make that happen. Begin to write a game plan. And begin to list the people who can help you and the ways they can help you.

In order to get in the groove of writing, I recommend you begin by writing down things at the end of the day that are on your mind. It might be an idea. It might be a task. It might be points you want to cover in a sales presentation. But the more you write down, the less you will have on your mind and the easier it will be for you to create new ideas.

In order to have a great year, you have to have great ideas. And in order to come up with great ideas, your mind has to be both clear and positive. 

16. Keep your present customers loyal to you and your company.

In order to grow your business organically (the best, strongest and most economical way), you must first preserve the customers you have.

You do this with on-time delivery, excellent service, giving value and superior communication (not with lowest price). This will breed referrals and testimonials — two key ingredients for having your best year ever.

17. Double your testimonials.

Testimonials make sales when salespeople (you included) cannot. Your customers can sell for you way better than you can.

If you’re not employing video testimonials in every aspect of your sales process, you will not have a great year. And worse, you’ll continue to fight the silly “price wars” against your dirtball competitors.

Testimonials make sales when salespeople cannot.

20. Start every morning with attitude.

Wake up tomorrow morning and grab an attitude book off your bookshelf: Napoleon Hill, W. Clement Stone, Dale Carnegie — any past master who can give you continued insight into the way you dedicate yourself to the way you think.

The late great Earl Nightingale said, “You become what you think about all day long.” The best way for you to have a great year is to begin to think and believe that you’re going to have a great year.

Editor’s note: Jeffrey Gitomer is on sabbatical. This column originally appeared in the Feb. 23, 2015, Business Journal.

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

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