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 gitomer.me.

Sales Success Formula


Attitude – Humor – Action

This is a combination of elements I have found to be effective for sales achievement. It’s simple on the surface and even simpler in practice. Each element contributes to the whole and vitally linked to the other two. Theyare useful by themselves, but together they make sales magic.

Here’s how it breaks down:

Attitude – Your positive mental attitude is your driving force to success in every endeavor of your life. Positive attitude is not just a thought process, it’s adiscipline and a commitment. Each day you wake to a rededication to being positive, thinking positive and speaking positive. It’s not something that comes and goes. It’s all consuming. It makes you feel good all the time on the inside, no matter what the circumstance is on the outside. All the time.

Humor – Humor is not just being funny. It’s how you see things. Humor is a perspective for effective living and a successful career in sales. It’s your sense of humor, AND your ability to find and create humor. Making others laugh and feel good in your presence, making others smile. Hearing “I like talking to you, you make me laugh,” or “You just made my day.” That’s what humor does. It makes others look forward to talking to you, instead of ducking your call. It’s medicine, sales medicine.

Action – Walking your talk. Waking up in the morning (one hour before the rest of the world) to a clearly defined set of goals. Having a daily agenda that you’re totally prepared for. Making the last call. Following your own game plan for success. Doing more than anyone else you know. Doing enough to make yourself proud. WOW!

The combination of these three elements provide the pathway to success.

I challenge you to master each element, and then combine them in your own way to suit your own personality. The monetary results will astound you, but the personal reward is way beyond money.

Follow them to the letter and you’ll say Aha!