Are you physically disabled, or just mentally handicapped.

Are you physically disabled, or just mentally handicapped.

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at



Editor’s note: We recognize that many salespeople read The Business Journal each week for information and sales leads. This is a weekly column dedicated to the science of selling, presenting practical information about making sales today.

…Sales Moves…

practical information about making sales today.

Are you physically disabled, or just mentally handicapped.

The only thing worse than a physical disability or handicap is a selfimposed mental disability. People with physical disabilities can be inspirational, and usually overcome their handicap in a way that sets examples and standards beyond their nonhandicapped counterparts. People with selfimposed mental handicaps are pathetic. What is a mental handicap? See if these excuses sound familiar…

I can’t get him on the phone.

She won’t return my calls.

He won’t give me an appointment.

I overslept. I forgot. I didn’t write it down. No one told me.

She didn’t show for our appointment.

I can’t get him to commit.

Wah, wah, wah. Woe is you.

Is it brain cancer that can’t be operated on, or was it just a problem getting a customer or prospect to return your call? Big deal. It seems to me that it’s actually harder to invent excuses than it is to get the sale.

The answer to mentally handicapped salespeople lies in their ability to be, or not to be FOCUSED.

Focus leads one in the direction of the sale. It creates intensity, desire and commitment. Focused energy provides the drive you need to follow through and win (make the sale) in a competitive market. Face it, the days of the easy sale are gone. Competition is so strong sometimes it can cause you to rethink your career or position.

Here are seven things you can do to keep the focus, intensity, drive and commitment necessary to change your direction from woe is me to whoa, what a sale!

1. Stop blaming circumstances for your situation. It’s not the rain, or the car, or the phone, or the product, it’s YOU. You have a choice in everything you do. Choose a better way. Don’t blame the path, change the path. Don’t blame the situation, change the situation.

2. Stop blaming other people for for your situation. Take responsibility for yourself and your actions. If you are consistently blaming other people, guess what bubba it ain’t them.

3. Know your customer or prospect better. It is just as powerful to prevent problems as it is to handle them. If you can’t get the prospect on the phone, it’s your fault for not knowing the best time to reach him. Know the right time to call, know when a decision is to be made. Double confirm every commitment.

4. Persist until you gain an answer. A prospect will respect a tenacious salesperson. If it takes five to ten exposures to make a sale, do you have what it takes to hang in there? Even if it’s “no,” at least you know where you stand.

5. Know where you are, or where you should be. Manage your time. Lunch a customer, not a friend. Keep perfect records. Know enough about your prospect or customer that follow up becomes easy, fun. Are you organized enough to get to the tenth exposure and have the situation under control enough to make the sale?

6. Work on your skills every day. Tapes, books, seminars. You can never read enough books or listen to enough tapes. I challenge you to do it for an hour a day. One hour a day, seven days a week for one year is equal to more than nine full weeks of work. Think about what you could be doing to improve your focus and knowledgebase the next time you mindlessly turn on the TV.

7. Become solution oriented. Instead of griping or wallowing in your problems, why not spend the same amount of time working on solutions. I have found that being solution oriented has done more for me and my path to success than any single philosophy. Every obstacle presents an opportunity if you’re looking for it. If you’re too busy concentrating on the problem, the opportunity will pass you by.

You have been given a bag of cement and a bucket of water. You can either build a stepping stone, or a stumbling block. The choice is (and always has been) yours.

FREE GitBit…The Positive Attitude Test. Got a positive attitude? Let’s find out. Just go to click FREE STUFF then click GitBit register and enter the secret word, “ATTITUDE”.

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Are you missing opportunities because you are too focused

on obstacles?

Jeffrey Gitomer, President of Charlottebased BuyGitomer, gives seminars, runs annual sales meetings, and conducts training programs on selling and customer service. His book The Sales Bible is now available in bookstores everywhere. He can be reached at 704/3331112.

1999 All Rights Reserved

Don’t even think about reproducing this document

without written permission from Jeffrey H. Gitomer

and BuyGitomer 704/3331112.