first step

first step

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

Untitled Document

I Did It!

I’m going to list in no particular order things that you have achieved in your life that may not seem big now, but at the time would have made climbing Mt. Everest seem small by comparison.

Remember when you first conquered a two-wheeled bike? How did that feel?
How about the pride of getting an A on a big test that really counted. How did that feel?
Remember when you made your first sale? How did that feel?
Remember when you divorced your first wife? (Just kidding. Kinda)

Think back to the times when you “did it.” Big deal or little deal. Big bucks or little bucks. You did it!

The key is to remember it and to recall it as you enter your next potential “did it.” Your feeling of accomplishment, your feeling of achievement, your feeling of success, and your feeling of euphoria combine to give you the feeling of “I can do it!”

Jeffrey Gitomer, is author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts internet training programs on selling and customer service. He can be reached at 704/333-1112 or e-mail to

2003 All Rights Reserved – Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer