I think I can. I think I can. I thought I could. I thought I could. It’s my birthday. I’ve had more than 50 of them. And lets just say that they’re not as exciting to me as they once were. However, they are more stimulating. More thought provoking. And with each passing one, more intense. I think there is an old saying that goes, “The flame burns brightest near the end.” And not that I feel I am near the end, but I certainly feel the flame burning brighter. I started to think of my favorite books. And for more than 50 years, my favorite book has been, The Little Engine that Could. It’s all about a train trying to make it up a hill. Others tried to discourage her, but she had enough fan support, enough cheerleaders, to make it up the hill using the timeless phrase, “I think I can, I think I can.” Well, naturally my thoughts turned to sales. And why not revive this 1930 classic with my version of The Little Salesman that Could. And what started out to be a whimsical thought ended up being a seminar today at the Charlotte Home Builders Association. I will try my best to re-create the points of the seminar. I think I can. I think I can. In order for sales people to make it “up the hill” they must have the same qualities as that 73-year-old little engine. And please keep in mind that for every little engine that could, there are a hundred or more that couldn’t. Interesting to note that no one ever wrote a book about the little engine that couldn’t. Also interesting to note that in 1930 the author, Watty Piper, had the foresight to make the little engine a heroine rather than a hero. Below are elements that I challenge you to think about and self evaluate in your little engine. These are not “how to” sales techniques. Rather, they are “why I” elements of personal development. They are not “sale now” they are “sales forever.” They are not about commissions. They are about wealth. And not just monetary wealth, they are also wealth of knowledge.
1. Your total belief system. The theme of the book is also the theme of your success. Believing that you can achieve what ever you set your mind to. You must believe that you work for the greatest company in the world, that you offer the greatest products and services in the world, and that you are the greatest person in the world, or you are in the wrong job. High self-belief leads to high success. Medium self-belief leads to medium success. Low self-belief…you get the idea.
2. Belief drives passion. Mediocrity stems from lack of belief more than lack of skill. Passion is the intangible in a salesperson’s presentation that makes the message transferable. Passion exhibited by the salesperson creates a desire to buy in the heart and mind of the prospect. Passion exhibited by the salesperson coverts selling to buying. (People don’t like to be sold, but they love to buy.) It’s an emotional transfer that can later be justified logically.
3. Have the attitude of YES! I think I can is a ‘yes’ thought, not just a positive thought. It is a positive determination with a positive projected outcome. It is more than determination. It’s YES. A ‘yes’ attitude is stated in terms of what can be done and stated of a positive outcome. Earl Nightingale in his legendary recording The Strangest Secret says: “You become what you think about all day long.” Think you can.
4. Invest your time in things that will help you succeed. How many hours a day do you spend in ‘non-success’ areas? Time wasters like TV reruns, news for the second time today, or someone else’s drama. What could you achieve if you took half of that time and invested it in studying about your biggest business obstacle or biggest business opportunity? Suppose you just decided to become an expert in relationship building. An hour a day will make you a world-class expert in five years. Or you can take that same hour and become a world-class expert in re-runs of ER. The choice is yours and those who will pass you. Think you can stop watching so much TV.
5. Begin capturing your thoughts, strategies and ideas in writing. If someone were to ask me for ONE thing that I can pinpoint to my success, without a nanosecond of hesitation, I would answer, “writing.” In a month, I will enter my thirteenth year of writing this column. Success is a low level word when I describe what the discipline of writing has done for my career, my success, my fulfillment, and my legacy. It should also be noted that I never started out to be ‘a writer’. I was merely clarifying my thoughts about my strategies, philosophies, and methods of selling, and then getting them published. I never wrote a book, I just wrote a column. However, the column has turned into three books. If you only choose to believe ONE THING that I tell you: Believe that writing will take you from where you are to any place you want to go. Think you can write. Next week you will get the rest of The Little Salesman Than Could. Think you can wait till then? I thought you could.
Free GitBit: If you want a series of quotes to help you think you can. Go to www.gitomer.com — register if you’re a first time user — and enter the words PROVERBS in the GitBit box. Jeffrey Gitomer, 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 at www.trainone.com. He can be reached at 704/333-1112 or e-mail to firstname.lastname@example.org
2003 All Rights Reserved – Don’t even think about reproducing this document without writtenpermission from Jeffrey H. Gitomer and Buy Gitomer o 704/333-1112 www.gitomer.com