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Okay...the holidays are upon us and it will be
New Year's in 3 short weeks. There are two
topics I think are important at this time of
year.
First - Don't stop selling now! Many of you
have heard me advise you to not do what the
typical salesperson does. The reason is
clear - if you do what the typical salesperson
does you will be thought of as a typical
salesperson by your prospects and
customers and you will achieve typical
results. This is the time of year the typical
salesperson sits back and relaxes. They say
things like, "Hey, it's the holidays. No one
wants to meet or do business now. I'll start
of the year with a bang."
While it's true that some prospects
might not want to meet with you from now
until the end of the year it's also true that
their are some companies that will still meet
with you and do business. In fact,
historically, I've closed some of the largest
deals of my career the week between
Christmas and New Year's. If you can't close
any business right now you can at least be
setting appointments for the first week in
January. If you don't then you'll be starting
over January 2nd and it will take between
two and four weeks to rebuild your pipeline.
DO IT NOW!
Second - It's time to set your goals for 2008.
OMG, I can hear you groaning all the way in
Long Beach, NY. Like it nor not, the most
successful people know that one of the
secrets to having what you want and
achieving your desires is having clearly
defined, written out goals. So here are Jeff's
tips for goal setting 2008.
1) Goals must be attainable but should be a
reach.
We all like be able to say, "I did it!" You could
set easily achievable goals, like "I'll wake up
each morning and brush my teeth," and
you'll most likely achieve them. But it didn't
push you or cause you to do anything
different than you already do. Your
goals should make you push yourself. They
should be strong enough that you'll want to
do whatever it takes to reach them but they
must be possible. If one of your goals is to fly
like a bird that's all well and good but it's
unlikely you'll achieve that without a quantum
breakthrough in the technology of humans
flying. I'll use a monetary example since
most of us can relate to wanting to have
more money. Let's say you earned
$85,000.00 in 2007. Nice going! Perhaps a
good goal for you would be, "I will earn
$110,000.00 by December 21, 2007." It's a
reach but do-able.
2) Goals must be written down.
If it's not written down it isn't real. I suggest
you take several hours (not during prime
selling time) to consider what your goals are
for 2008 and write them own.
If you need a worksheet for doing it e-mail
me and I'll send you one. Your final list of
goals should be posted somewhere you'll
see them first thing in the morning
(so you can focus your attention on them to
get the day started) and last thing at night.
(so you can focus on them subconsciously
while sleeping) I recommend posting them
next to your mirror where you brush your
teeth. Read them twice a day.
3) Goals must be crystal-clear and colorful
When you are writing out your goals the
clearer and more colorful you can be in
describing them the greater the likelihood of
you achieving them. "I want to have a
Porsche," is a nice goal but a better example
would be, "I'll own a 2008 black, convertible
Porsche turbo Carrera with black leather
interior and premium sound system by June
15, 2008." The second example is much
more likely to be realized. The universe
responds to specific requests and you
can focus more readily on a clear picture of
what you're committed to.
4) You actually have to do it.
I could give you many more suggestions on
goal setting and how to achieve your goals
but all of them are useless unless you begin
by doing the above. How many times have
you heard the advice I've given you here?
You know the above "rules"
for goal setting are true but have you actually
done it?
Will you do it this year? Will you say, "Jeff's
right, I should really write down my goals this
year. I know I should." But when December
31, 2008 rolls around will you be looking at
your list of goals and checking off all those
that you accomplished or will you be
moaning and telling yourself, "I'll do it next
week." (next month, next year)
Pull out your calendar right now and
schedule time for yourself to set your goals
for 2008. In reviewing my goals for 2007 I've
achieved many, came close on
some and not-so-close on others but I
know that I wouldn't have
done nearly as well if I hadn't written them
out at the end of 2006 and focussed on them
each and every day.
I'm wishing you and all those you care about
the Happiest of Holidays & a Healthy and
Prosperous New Year!
Make It Happen,
Jeff
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