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Okay...the holidays are upon us and it will be New
Year's in 2 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 2007. 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 2007.
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 that one. 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 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 2006. 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 2007 and
write them down. 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 2007 black, convertible
Porsche turbo Carrera with black leather interior and
premium sound system by June 15, 2007." 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, 2007 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 2007. In reviewing
my goals for 2006 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 2005 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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