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Volume VII - #22
U.S. Library of Congress ISSN : 1543-0332
From The Baum Group files
Persistence!
by Jeffrey Gitomer
1. Achieve and maintain a positive attitude...
* You become what you think about.
2. Develop, define and act on clear goals...
* Goals are the roadmap to success.
* You may have to change direction... but do not quit or turn back.
3. Unyielding determination...
* The self drive.
* Don’t dwell on the problem, concentrate on the solution.
4. You must have energy...
* This means health on top of attitude.
5. Persistence is a selfishness...
* Wanting to do it for yourself.
6. The ability to take NO for an answer and not quit...
* It takes 7-10 exposures for the average yes.
* As a kid in the supermarket you screamed and were willing to get
hit to get a yes from your mother.
* You will hear the word no 116,000 times in your lifetime.
7. Get support from others...
* There is nothing like an occasional "way to go".
8. Ask for help if you need it or don’t know the answers...
* Getting help is often the difference between achieve and fail to
achieve.
* If you need money, reach for your own wallet - others will (almost)
never lend when you really need it.
* If you need it, don’t show it.
9. Keep a constant sense of humor...
* Good humor will create winning situations.
10. Believe in yourself...
* You control the most important tool in selling, your mind.
11. Believe in what you’re doing...
* If you don’t, no one else will, if you do others will follow.
* Show pride.
12. Be prepared...
* Be ready to make the sale or achieve the goal with tools, questions
and answers.
* The will to win is nothing without the will to prepare to win.
13. Create your own luck...
* Luck creation - develop good habits/execute solid fundamentals.
* Self-management (priority not pressure).
* Timely, consistent hard work makes luck.
* Make every day as productive as the day before you go on vacation.
14. Follow-up, follow-up, follow-up...
* If it takes between five and ten exposures before a sale is made
or a goal is accomplished, be prepared to do whatever it takes to
get to the 10th meeting.
*The essence of persistence is follow-up.
15. To get commitments - you must give commitments
* Live up to yours to set an example for others to live up to theirs.
* Whatever you do, do it passionately.
* Failure is an event, not a person.
* Every obstacle presents an opportunity... If you’re looking for it.
* You only fail when you quit.
* Enthusiasm - from the Greek entheos meaning the God within.
The real enthusiasm.
Jeffrey Gitomer, author of The Sales Bible and Customer Satisfaction
is Worthless, Customer Loyalty is Priceless, is president of Charlotte-
based Buy Gitomer. He gives seminars, runs annual sales meetings,
and conducts interent training programs on selling and customer service.
Sign up for his free weekly Sales Caffeine at gitomer.com. He can
be reached at 704/333-1112 or e-mail to salesman@gitomer.com.
Get your copy of Jeffrey's books here...
The Sales Bible
Customer Satisfaction is Worthless, Customer Loyalty is Priceless
Next week : More Reader's Choice (send your requests to...)
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