First, some thanks and an announcement. Thanks to
all of you who accepted my invitation for a free 20
minute telephone coaching session. It was my honor
to be able to work with so many of you. I currently
have time in my schedule to accept two new coaching
clients but before considering me as your
personal coach you should know I'm a very
specific type of coach. I am not the "put my arm
around you and gently
prod you to success" type. If you're looking for that type
of coach I have a fantastic associate, with a softer
touch, who I would be glad to refer you to. If, however,
you're looking for an "I'm ready to do whatever it takes
to succeed but need some guidance and a kick in the
ass" coach, call me to discuss. I don't work cheap but
I do get results!
Okay...the holidays are upon us and it will be
New Year's in 2 short weeks. There are two
topics I think are crucial at this time of
year.
1 - Don't stop selling now! This is the time of year the
average 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, you'll be starting
over January 2nd and it will take between
two and four weeks to rebuild your pipeline.
DO IT NOW!
2 - NOW IS THE TIME to set goals for 2009.
You've heard it many times before, 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 my tips for goal
setting 2009.
1) Goals must be attainable but should be a
stretch.
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 they won't push
you or cause you to do anything different than you
already do and they won't be fulfilling. Your goals
should be strong enough that you'll want to do
whatever it takes to reach them but they
must also be possible. If one of your goals is to fly
like a bird that's great but it's unlikely you'll achieve
that without a quantum breakthrough in the
technology of humans sprouting wings. 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 2008. Nice going! Perhaps a good goal
for you would be, "I will earn $115,000.00 by
December 31, 2009." It's a reach but do-able.
Warning - while financial goals are important and
useful, most of us don't really have a goal of having
money. Money, in and of itself isn't very useful. What's
important is what the money can do for you so be
sure, when setting financial goals, that you not only
come up with a specific number but also get clear on
what that amount of money will mean to you and do
for you. Remember, if your goals don't excite you in a
way that
makes you jump out of bed in the morning ready to
push towards their achievement they're probably not
the right goals for you.
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 2009 and write them down.
I've posted a free goal setting worksheet on my
website to help you write them down and get clear on
them. Click here for the worksheet. Goal-Setting Worksheet 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. Focus on and think about your goals
consistently during your day. Whatever
you focus your attention on consistently tends to get
attracted into your life.
3) Goals must be crystal-clear, specific 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 new car in
2009," is a nice goal but a better example of a goal
is, "I'll own a 2009 black, Lamborghini with saddle
leather interior, premium sound system and targa top
by June 15, 2009." The second example is much
more likely to be realized. The more specific your
goal, the easier it is for you to focus on it. Visualize
yourself, on a daily basis, as already having achieved
your goals. Rather than visualizing a snapshot,
visualize your goals as a movie. For example, if your
goal is to have a new house, rather than seeing it as
a picture, see it as a movie with you and your friends
on the deck on the house at a party with waiters
milling through the crowd serving fabulous food and
drinks while a band plays and you and your guests
socialize and dance. The better you visualize yourself
as having your goals the greater the likelihood of you
achieving them and achieving them more quickly.
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, 2009 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 2009. In reviewing my goals for 2008 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 2007 and focussed on them
each and every day.
As always I'm here to help you be your best. If you'd
like some specific advice on goals and goal setting
feel free to call or e-mail me. 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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