with: “They don’t pay me enough to…” or “That’s not my job.” If you say, “I’m not ’cause he’s not,” who loses? If you say, “Why should I?” who loses? Think “learn,” “lessons,” “experience,” “help,” and “solutions” before you make a statement.
12. Think about your mood and your mood swings. How long do you stay in a bad mood? If it’s more than five minutes, something’s wrong. And your attitude (and your relationships, and your results, and your success) will suffer.
13. Are you the head of the complaint department – and the chief complainer? Many people slip into cynicism day by day. They become bitter because of their jealousy or envy of other people or their own misfortune. That’s a big mistake. List the les- sons you can learn from those toward whom you have bitterness and the results will turn your think- ing toward your own success and away from theirs.
14. Celebrate both victory and defeat. In my early days of selling, I would go to a department store and buy myself something every time I made a sale. It made me feel great! When someone told me to celebrate victory and defeat, I started to buy myself something after I lost a sale, too. That felt great, too. After a while, I was feeling great all the time. Winning and losing are part of life and are separate from attitude.
15. Visit a children’s hospital. Get comfortable with the plight of others and feel good about the minute- ness of your problems compared to theirs.
15.5 Count your blessings every day. Make the list as long as you can. Start with health – if you are for-
SELLING TIP Develop Real Motivation
1. People want to do what they like to do – not what they have to do. So get some fun from your sales job.
2. The more savvy you become, the more enjoy- ment you derive. So crack those books.
3. Encourage people to come to you for advice. It builds respect and self-satisfaction.
4. Make friends on the job and with your custom- ers. This makes it all worthwhile.
– RAY DREYFACK 20 | JULY 2015 SELLING POWER © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
tunate enough to have it. Add the love of children and family. From there, it’s easy to build the list. Oh, and then there are the “attitude a-has.” Many (many) years ago I was riding down the road listening to a tape by Earl Nightingale (one of the founding fathers of personal development). On tape four of his legendary, but unavailable, series “Direct Line,” the topic was enthu- siasm. “Enthusiasm,” Earl said, “comes from the Greek entheos, meaning “the god within.” A-ha! All of a sudden, all the other quotes and advice made sense. The strength of self-belief is within your own spirit – if you hunger for the feeling.
And these words are food for yours. In the words of the
Jefferson Airplane rock anthem “White Rabbit,” “Feed your head.” Want an instant lesson? Go out and buy a copy of The Little Engine That Could. Or go to your kid’s room and get the copy that’s full of crayon marks. Read it regularly. It’s not a book for kids – it’s a philosophy for a lifetime. Positive attitude is a self-imposed blessing. And it is
my greatest hope that you discover that truth and bless yourself forever.
Jeffrey Gitomer is the author of twelve best-selling books, including The Sales Bible, The Little Red Book of Sell- ing, The Little Gold Book of YES! Attitude, and 21.5 Unbreakable Laws of Selling. His real-world ideas and content are also available as online courses at
www.GitomerVT.com. For information about training and seminars, visit
www.Gitomer.com or
www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at
sales@gitomer.com.
VIDEO: GITOMER’S NEW BOOK – THE NEW SALE
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