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Jeff's Selling & Success Newsletter
December 2006

Dear Jeff,

Thanks for reading my newsletter! If you feel it brings you value please forward it to a friend or colleague via the forward link at bottom of the page.

NOTE - In recent e-mails my auto-signature had the wrong phone number. My correct phone number is 516-608-4136.

  • Is this the Year You'll Actually Do It?

  • Is this the Year You'll Actually Do It?

    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,


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    Jeff Goldberg & Associates is a sales training, consulting and professional speaking firm specializing in helping salespeople at all levels sharpen their skills, close more business and make more money. The training and workshops are based on Jeff's 33 years of experience as a sales trainer, salesperson and sales manager.

    Specific areas of concentration are: How to get more appointments, How to shorten your sales cycle and How to close more business. We offer programs that help sales managers be more effective leaders as well as workshops on customer service, selling in a retail environment, presentation skills and many others.

    Besides our standard programs we have the ability to create custom workshops designed to be more closely aligned to a specific industry or culture. Jeff is also available for keynotes and other speaking opportunities.

    phone: 516-608-4136

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    Jeff Goldberg & Associates | 76 Troy Avenue | Long Beach | NY | 11561