How I’m going to have my Best Sales Year?
For me, it’s easy. After spending the last 42 years in Engineering positions: Designer, Engineering Manager, Product Development Engineer, Product Development Manager etc; I found myself out of a job.
My first thought was to do something different. That different thing for me was a position in Sales. I’m the new, first and only member of the Sales Department for an Engineering firm that I had previously done business with in the past. My new boss loaned me his copy of “Little Red Book of Selling”.
Now, I’m starting from zero. I’m excited and now I have the “red book” (I’ll buy my own copy when I’ve completed this one).
It’s not a question of will it be my best selling year, it’s a matter of how good will it be? This book is one of the few I’ve encountered that I can embrace. I believe it and know if I follow, understand and lead with the principles you define, I will be successful. Up until I picked up this book I questioned, “Can I sell?” Now I can say with confidence that I can.
I have been in car sales for about 4 years. I have had some periods of great success, but last year, for a variety of reasons, was dismissed. Last month, I started with a new dealership and sold 9.5 cars which at this particular dealership is a record for me; however, I missed a huge bonus level by not reaching 10 units. It was the difference in my last check being $900 take home, and about $2100 take home (what it would have been if I had reached 10 units).
I have realized now that the difference between mediocre earnings and vastly better earnings can be just a small “tipping point”: Putting in that extra hour to send out thank-you notes, or making a few extra phone
calls instead of napping after a big lunch.
I have vowed to myself, God helping me, that I will never again sell fewer than 10 cars in a month, and will do whatever it takes to reach the objective, and to reach it EARLY, so that I don’t have to stress out
about goals during the last few days of the month.
I’m succeeding at having my Best Year Ever simply by following your advice. I’m reading every
great book on your list, I’m listening to every audio tape during my commute and I’m following the first line in my personal sales mission statement… “I will kick my ass so hard and devote so much time and energy into increasing the quality and quantity of my services so that by January 1st, 2007 I will have in my possession $50,000 dollars cash.” (The first part of this statement came from The Little Red Book of Selling, the latter from Think and Grow Rich, by Napoleon Hill. The execution of this statement is all I can
take credit for.
How’s it going do you ask?
In the month of January alone I outperformed my sales performance for the entire year of 2005 by more than 250%!!!!! I was the top salesperson among all branches of our business in the
So now, though my monster paychecks are coming from another company, I owe a debt of gratitude to the boys at ADP! For their denial/referral is undoubtedly part of the reason for my recent and continuing success!!! Last thing, I’m also attending all the seminars I can possibly attend! So Jeffrey I’ll see you in
I had my Best Year last year! This year began by loosing my top client due to their own internal mess. I’m now constantly building my client base always remembering, never to put all your eggs in 1 basket. My question to you is, “How do you always have your best year ever?”
Thanks so much,
www.sedona.com. By far one of the best resources around for removing the speed bumps of life.
My name is Tom Chuna, and I am helping to build the company that will reduce our country’s dependency on foreign oil, dramatically lower emissions, and enable our customers to increse their profits at the same time.
What I’m doing to have my Best Year Ever is this: I am comitted and resolved to only calling on company owners and Presidents.. the decision makers, if you will.
Your Little Red Book of Selling and newsletter have taught me the importance of believing in my company, my product and myself. The way to manifest that is to take my story to the highest level possible.
Thanks for being an outstanding, no BS resource.
My name is Paul Kelly, I am 59 years of age, I have read your column for years and many of your ideas have helped me along the way. As a senior sales person it takes a little bit more to motivate oneself, to re-invigorate my goals and to work toward attaining those goals.
There are a few more grey hairs on my head, but this is offset by the fact that I have more knowledge than I did the year before. In my mission statement this year I have dedicated myself to making sure that I am listening to my client’s, verses talking to them. I have tried to become more of a consultant and less of a sales person. I found that doing this has helped my clients achieve their goals, and in turn it has been financially beneficial to me.
Thanks for letting me put my two cents in!
Jeffrey Gitomer is the author of The Sales Bible, and The Little Red Book of Selling. 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 email@example.com
C 2006 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