“See” and “Think” before “Do” = bigger success

In order to succeed and grow in your sales career, you have to get past the mentality of “make more sales,” “hit my quota,” “end of the month,” “end of the quarter” or “make my plan.” It is not that you do not have to “hit your numbers,” it is that you have to THINK beyond them and SEE beyond them to get to the success level in sales that you seek.
Thought and vision are two critical elements in growth, whether it’s company growth, career growth, or personal growth.
How do you see things?
Do you see the big picture or a commission?
Do you see the big picture or a sale?
Do you see the big picture or a quota?
Do you see the big picture or a cold call?
Do you see the big picture or your job?
Do you see the big picture or the big problems?
Do you see the big picture or the big complaints?
Do you see the big picture or the present economy?
Do you see the big picture or the price of gasoline?
How do you think about things?

  • Do you turn on the TV without thinking, or do you read a few pages of a book to generate thought?
  • Do you think about traffic on the way to work, or your first sales call of the day and how successful it will be?
  • Do you think about prospecting and leads, or building relationships to earn referrals?
    If you “see” your career with the right vision, and you “think about” your actions with the right vision, then your direction will be towards success rather than just “numbers.” And your direction will be towards “best” not just “sales.”
    Numbers are important, but the right vision will get you to them faster than another cold call.
    The following list is an eye opener and a brain opener. I am asking you to read, understand, apply, and become proficient in each of these elements and characteristics of BIG PICTURE.
    The big picture is delivering value.
    The big picture is having a great attitude every day.
    The big picture is believing in what you do.
    The big picture is being of service without measuring.
    The big picture is earning a referral.
    The big picture is building a relationship.
    The big picture is thinking long term.
    The big picture is making all decisions based on the person you seek to become.
    The big picture is having a great reputation.
    The big picture is community volunteering and helping.
    The big picture is creating family and community value.
    The big picture is achievement.
    The big picture is improvement.
    The big picture is striving to be your best.
    The big picture is dedicating yourself to remaining a life-long student in sales, service, and attitude.
    The big picture is devoting yourself to your success and your fulfillment.
    The big picture is loving what you do.
    How much time do you devote to thinking about the big picture? Can you visualize the big picture? Can you see the big picture? Is it a clear picture? Are you taking action towards the big picture? Are you becoming proficient in the elements of the big picture? Or are you “too busy” to see BIG, because you’re all wrapped up in SMALL?
    SMALL is striving for a new car, or some other material goal. SMALL is spending your time planning a one-week vacation or worrying about just “making your numbers.”
    I saw a quote the other day that gave me an insightful AHA! Perhaps it will do the same for you. “People think I’m disciplined. It is not discipline. It is devotion. There is a great difference.” Luciano Pavarotti, opera singer 1935-2007.
    It’s interesting to me that people in the arts have a huge dedication and devotion to their craft. They love what they do, and they are emotionally driven to perform their personal best every day. And the ones who rise to the top earn a fortune.
    They have vision of performance way before they perform, they think about their performance way before they execute, and they practice to perfect their skills with a devotion to excel.
    Here are a few thoughts that will help your vision and your thinking:

  • If you dedicate more time for yourself and your studies, the money will follow.
  • If you love what you do, the money will follow.
  • If you help enough people, the money will follow.
  • If you are the best at what you do, the money will follow.
    Dedicate time to your self-improvement in areas beyond selling. Devote yourself to providing value and being your best for your customers. Take career achievement actions, don’t just make more sales calls.
    What do you see?
    What do you think?
    Want a few more ideas to help you see more and think better? Go to www.gitomer.com, register if you’re a first time visitor, and enter the word THINK in the GitBit box.

    Jeffrey Gitomer is the author of 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 selling and customer service at www.trainone.com. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com

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