“Jeffrey, I’ve been in sales two years. How do I get better?”

“Jeffrey, I’ve been in sales twenty years. How do I get better?”

It’s the same 3.5 answers for all three questions:

1. Put your “big picture guidelines” in front of your face and keep them there. Too many salespeople are fixed on making one sale at the end of the week, end of the month, end of the quarter, or meeting a quota. Your mind is fixed on the SMALL picture. Why? One more sale is not the answer.

MAJOR QUESTION: Why aren’t you focusing on bigger issues so that sales come to you from prospects and customers that want to buy? The bigger issues are:

• Value messages – that can impact your worth to the customer. Worth is more powerful than price.

• Impact speeches – at trade associations that establish your reputation as a knowledgeable leader and thinker.

• Top-tier networking – to get to know the people that count in your customer base, industry, and your career.

• Industry positioning – to become better known. Get involved in the associations and impact organizations of your marketplace.

• Consistent writing and publishing – a monthly article in your trade publication will raise everyone’s awareness of your ideas and capabilities.

• Personal branding – combining your words and deeds with your reputation to create the law of attraction.

2. Identify your principles for success and master them.

• Honesty, ethics, gratefulness, and being a servant are the core elements. They make you a better person; not just a better salesperson.

• Nothing takes the place of, or is more powerful than, hard work. Hard work will impact your results. Hard work makes luck.

• Stay a student by dedicating time to read and study. Here’s the lifetime formula: The more you learn, the more you earn.

3. Make certain you have a passion for what you’re doing.

• Your belief system drives your success results. Establish belief in your company, your products and services, yourself, and most important, belief that the customer is better off having purchased from you.

• Attitude and enthusiasm are at the core of your thought process and expression. Your attitude either attracts or repels – and the best part of that is: you control it.

• Identify your tolerance for risk and go to that edge. Once you identify risk, reward becomes much more predictable, and much more frequent.

• You must love what you do. If you’re in sales for the money, you’ll never find it.

• Love who you are. Loving yourself makes your self-confidence shine – and become a dominant factor in the decision-making process.

3.5 Make commitments to yourself and keep them.

• Small sales are scrutinized and micro managed. This is why sales reports are hated and falsified (not by you of course).

• Big picture achievements are up to you – no one else is watching, or cares. Your private dedication and self-commitment are the winning attributes.

• Dedication to being BEST at anything you do. There’s no place for second place in sales. It’s best or lost to best.

Take 30 minutes and read something about The Crusades. They were much more than a religious war. The Crusades were about people going after what they believed in…passionately. They did it regardless of the hardship and risk. Do you? Are you a Sales Crusader?

Sales is not a religion; it’s a way of life. It should not consume your life; rather, it should be incorporated into your life. Sales enhances life and embraces the philosophy for living it – to it’s maximum potential.

Doubling your income isn’t pie in the sky, if you are determined and committed, and if you see the big picture. This means career objectives and achievements, not just a quota or sales plan achievements.

Can you see the big picture?

Are you dedicated to your big picture of success?

Are you shooting for success, or just a sale?

Jeffrey Gitomer is the author of The Little Red Book of Selling and eight other business books on sales, customer loyalty, and personal development. President of Charlotte-based Buy Gitomer, he gives seminars,runs annual sales meetings, and conducts Internet training programs on sales, customer loyalty, and personal development.

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Desde grandes industriales hasta pequeños empresarios haciendo negocios durante tres días.

Expo Fórum Hermosillo, marzo 25 a 27, 2009.

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