 Sales
Moves Best Practices
It’s not WHAT are you investing in;
it’s WHO are you investing in.
by: Jeffrey
Gitomer
When I say “investing”, what one word comes to mind?
Stocks? Day-trading? Hot tip? Jim Cramer? Booyah? Well,
those are not the words I’m thinking of.
Investing has a much more powerful opportunity that most
people do not take advantage of. Investing in you.
Personal investing that, if done correctly, will lead to
wealth and security without one share of stock.
Investing in you consists of several elements. Rate your
self-investment superiority as you read each one:
Think investment.
How much “think time” are
you setting aside each day? Quiet contemplation. Even if
it’s in the car with no radio, it will allow new
thoughts and ideas to surface. The silence is so
deafening, you’ll find yourself “thinking out loud.”
Library investment.
Survey your library. Look at
the books you admire most. Look at the ones you promised
yourself you’d read, but somehow never did. What about
the books you need to read to get ahead? And don’t go to
the library. Go to your local bookstore or online
bookseller. Don’t “borrow books.” BUY them. Books are
not just for reading and learning. They’re also for
education and reference. It’s not your library; it’s
your personal success library. Think of it that way and
you’ll be more willing to invest.
Style investment.
Do you look successful? Do
you feel successful when you look in the mirror? Style
helps build self-image and self-esteem. Each person must
create their “look,” and invest in it. It’s part of
character. Women have known this for years -- some men
are just now discovering it.
Mental investment.
How much time are you
investing in your attitude, and the way you dedicate
yourself to the way you think. From which side of your
brain do you process thoughts? Invest in positive
self-thought, and your outcomes will follow suit.
Physical investment.
What shape is your body in?
If it’s like most Americans’, it’s carrying between
10-20 pounds too many. You must invest in a healthy
lifestyle to have a healthy look. Don’t just invest in a
health club membership or workout equipment. Invest in
the right food and eating habits. (This is my most
difficult personal investment. Travel begets bad
personal physical habits, and takes an extra measure of
self-discipline.)
Health investment.
When you’re sick, nothing
else matters besides getting well. That’s why it’s an
imperative to invest in heath and well-being.
Prevention. Not “cure what ills.”
Value-first investment.
I have a marketing strategy
that appears in no marketing book in the world. “I put
myself in front of people who can say yes to me, and I
deliver value first.” My weekly column, my e-zine, Sales
Caffeine, my Web site, and my books are all about the
value I offer. People read my information, believe I can
help them, and they call. In 15 years of selling
seminars, I’ve never made a sales call to book one.
Rather, I invest my time in positioning my material to
be in front of decision makers. (And it works.)
Study investment.
In sales, the word “student”
is defined by the salesperson’s dedication to lifelong
learning, AND the salesperson’s willingness to research
sales calls BEFORE they are made. Study your customers
and prospects. Study sales. Study loyalty and
incentives.
Time investment.
I saved this quality for
last, because it’s the glue that holds all the other
investments accountable. Time to study your product,
time to think, time to study your customers and
prospects, even time to study the competition. There is
also a time commitment for networking, writing, and
marketing. Time is your best friend. Take advantage of
it.
In my experience, more people spend more time trying to
figure out how to get a 7% return on their money than
they do trying to figure out how to get a 1000% return
on their life lives, their careers, their success, and
their fulfillment.
Instead of searching for a hot tip, you might want to
consider searching your PDA and inserting some
appointments with yourself for thinking, writing,
reading, exercising, and studying -- elements vital to
your success, but currently missing from your lifestyle.
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Jeffrey Gitomer is the
author of The Little Red Book of Selling and The Little
Red Book of Sales Answers. President of Charlotte-based
Buy Gitomer, he gives seminars, runs annual sales
meetings, and conducts Internet training programs on
sales and customer service at
www.trainone.com. He can be reached at 704/333-1112
or e-mail to
salesman@gitomer.com
If you need more information on urgency, go to
www.gitomer.com, register if you’re a first time
user, and enter the word URGENT in the GitBit box.
© 2007 All Rights Reserved - Don't even think about
reproducing this document without written permission
from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112
www.gitomer.com |
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