 Sales
Moves
Is it the
law of attraction, or the law of hard work?
You decide.
By Jeffrey
Gitomer
Published: January / February 2009
I’m a bit sick of all the
bogus information I read about “the law of attraction.”
I have seen everything from “just sit there,” to
“meditate and focus on your dreams, and everything will
come to you.” If you believe this, I have some land in
Florida I want you to buy. Well, it’s under water, but
if you just picture dry land in your mind, and
concentrate really, really hard, you can just lay on
your couch, eat a few donuts, all the water will
evaporate, and the Garden of Eden will appear. Hello!
That’s not the law of
attraction. That’s the law of inaction.
Most books, blogs, websites,
CDs, and DVDs on the subject tell you everything BUT the
2.5 big “secrets” - the real strategies for creating
attraction.
They are:
1. Position yourself .
2. Build a platform.
2.5 Work hard.
I received this email
yesterday:
Jeffrey, I enjoy your
newsletter. It has been a lot of help to me. The idea of
the “Law of Attraction” is an interesting one, and I
have always been fascinated by this concept. I recently
read about a book in Dale Carnegie’s How to Stop
Worrying and Start Living titled As A Man Thinketh by
James Allen. This book was written around the turn of
the 20th century and is a precursor to the Law of
Attraction. The book is about 50 pages long, and what
James Allen says in this book is a very simple and
profound idea that has stuck with me ever since I read
it. It brought me a whole new understanding of the Law
of Attraction.
James Allen states, “You
attract not what you think about, pray for or desire,
but you attract to yourself that which you are.” The Law
of Attraction states, “You attract that which you think
about or want,” and it is really only half of the truth.
James Allen goes on to talk about the Law of
Reciprocity, a law that states you get from the world
and life exactly what you put into it, or more commonly,
you reap what you sow. I find his statement brings new
light to the Law of Attraction, more truth and more
power to it. A lot of people misunderstand what the Law
of Attraction is. Essentially, you gain what you give.
Just a slight change of words can make a huge
difference. Give more in value and you can only receive
more. It is a fundamental law of nature. Happy selling!
-Marlowe
Not bad, eh?
First you think about it,
then you pray about it, then you become an example of
it, and then you DO SOMETHING ABOUT IT. Give value
first, without any expectation of return, and the law of
reciprocity (the law of attraction) sets in.
Not from the person you gave
something to. If you give without expectation, then the
world pays you back, and that payment is not
one-for-one; it’s ten-for-one. Or more. It’s the true
law of attraction.
Sound too good to be true?
Well, there is a catch. Most people have no concept of
“give to get.” They give, and EXPECT to get. Or they try
to give and get at the same time. They feel that someone
OWES them for giving. Not true. Not even close to true.
If you give one and expect to get one, then one is the
maximum you’ll get.
Let me define my personal
rules to create attraction. And pay attention, these are
not rules I made up, these are rules I put into action
every day to create my law of attraction, and it works.
I may not be pretty, but I’m sure as heck attractive.
1. Position yourself as attractive with your valuable
information that others can use and benefit from. My
weekly column in papers. My book in bookstores. And my
weekly email magazine in your inbox positions me as a
person of value that offers valuable information about
sales, service, loyalty, leadership, and personal
development that people resonate with and can use the
minute they read it.
2. Build a platform where people can easily find you
and get the information or message you’re trying to
convey. Website, blog, ezine, speeches, books, white
papers, creative ideas posted, and philosophies offered
in writing creates major attraction.
2.5 Work your ass off. Reality bites – especially
when times are bad or volatile. If you are serious about
creating the law of attraction, you’ve got to resolve,
create a game plan, and work at it daily. Harder than
you can imagine.
You can resolve or resign. You can attract or repel. You
can bemoan or become. And the best part is, you have a
choice.
I have stumbled on a metaphor that works for attraction.
It’s the difference between curious or create. Are you
just curious, or are you willing to work to create
attraction? If you want the metaphor, and the ideas
attached to it, go to
www.gitomer.com, register if you’re a first-time
visitor, and enter the word CURIOUS in the GitBit box.
Jeffrey Gitomer is the
author of The Sales Bible and The Little Red Book of
Selling. President of Charlotte-based Buy Gitomer, he
gives seminars, runs annual sales meetings, and conducts
Internet training programs on selling and customer
service at
www.gitomer.com and
www.trainone.com. He can be reached at 704/333-1112
or e-mail to
salesman@gitomer.com.
© 2008 All Rights Reserved - Don't even think about
reproducing this document without written permission
from Jeffrey H. Gitomer and Buy Gitomer, Inc. •
704/333-1112
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