What Drives You Into the Sale? And Drives You Out with the Order?

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Driving into the Sale - mission statement

Got a company mission statement? “Yes, Jeffrey.  We do.”
Really? Can you recite two words of it? “Uh, no.”

How come?  Dude, it’s your MISSION.  It’s what is supposed to drive you into the sale — and, create an atmosphere of success. It’s your mission.

The reason you’re not following your company’s mission statement, is because you had nothing to do with its preparation.  It’s some bull about being the number one company, global positioning to be the best, exceeding customer’s expectations, and building shareholder value. Barf.

It’s a mission statement you’ve seen five-hundred times — but you can’t recite one line of it.  Pretty pathetic huh? The reason you can’t relate to it — is that you don’t relate to it. And it has jack to do with making a sale. (“jack” if you’re not from Philadelphia, is half of a word ☺)

So here’s my challenge — my sales challenge — to you, my sales friend: MAKE YOUR OWN MISSION STATEMENT. A sales mission statement.

A sales mission statement is your affirmation, philosophy, and purpose rolled into one. It’s your personal challenge to yourself, and what you seek to do each time you try for a sale. It’s an opportunity to bring your goals into focus and transfer your ideals into the real world. It is your success plan. And you have a built-in outcome: make the sale!

Here are the ground rules, and the format to write your sales mission:

  • Say who and what you’re dedicated to. Are you dedicated to your profession, your customers, your success, your business?
  • Define yourself. What kind of a person are you, what do you do, what is your character?
  • Define your service to others. Where do you specialize, where is your expertise, who do you serve, how do you help them?
  • Affirm that you will strive to get better, do new things, and help others. What do you want your customers to achieve? What do you want to achieve?
  • Tell how it will get done. How will you employ your enthusiasm, your attitude, your best efforts?
  • State the outcome as though it has already taken place. Affirm what will happen, and how it will lead to other positive actions.

Use your goals and visions to define your mission…

  • The examples you seek to set.
  • The ideals by which you live or seek to live by.
  • The goals you set out to accomplish at each sales opportunity.
  • The affirmations that you can use every day to make you a better person.

Here are some words that will help you define your mission…will, dedication, persist, honest, ethical, positive, enthusiastic, fun, learn new things, listen, help, provide, encourage, memorable, value, loyal.

MAJOR CLUE: IT’S THE MISSION. YOUR SALES MISSION. Get the sale, and all the trimmings.

It’s your purpose for walking in the prospective customer’s door. It’s your purpose while you’re in the sales presentation. And it’s your purpose when you’re walking out the door with the order. It should be your objective, and your philosophy, all rolled into one. Your mission.

Looking for what to say in your sales mission state?  Do you think it’s about making lots of money?  Or do you believe it’s about the value you provide?

Here’s the mission statement that I use: Make an ethical sale that’s so value -packed and memorable that the customer is compelled to buy again, give a testimonial, and tell everyone else how great I am.

  • The process takes time. Write a first draft. Let it sit for a few days. Reread it slowly and make changes that you feel better express your true feelings. Describe the things you think you are, and the things you seek to accomplish or become.
  • Don’t be afraid or embarrassed to flatter yourself. You’re writing this for yourself, not others. Affirm everything you think you are or think you want to become. Do it with a sense of pride and a spirit of adventure.
  • Ask your mentor(s) and associates for help. If they offer constructive criticism, thank them. If they tell you, “You’re crazy,” you’re on the right path. Stay on it.

As salespeople and business leaders we each have a responsibility to do our best. I know I do. By writing a mission statement you have affirmed that responsibility. And carry it with you mentally wherever you go. It is your mission.

I urge you to write yours. It builds your character at the same time it lays it bare. It serves as a beacon of light in the fog of life. It is a path to take that you build on every day. It is your mission.

If your sales mission statement is deep, and honest, then your sales results will be incredible based on your integrity, not based on your sales skills.

Not to say that sales skills aren’t a necessary part of the equation — but I would rather have a sales mission statement than a closing technique when I am battling a competitor, or trying to capture an order.

Post yours on the wall where you can see it every day. Sign it in big bold Sharpie pen.

Live it. Live it every day. You’re certain to make more sales as a result. It is your mission.

 

© 2016 All Rights Reserved. Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@gitomer.com.

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This Place Couldn’t Survive Without Me… Not.

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Couldn't Survive Without Me

When I was 19, my dad made me production manager of his 75 employee kitchen cabinet manufacturing factory. Before I officially took the job I worked in the shop at each job, and set production standards based on what I could produce at each station.

On my first official day as boss, Ozzie, our superstar cabinet assembler (main guy in the most important position), came to me and asked for a 25¢ per hour raise. I went to my dad for advice and he said, “Give it to him, son.” So I did.

A week later Ozzie returned and demanded another 25¢ raise, and he said he would quit if he didn’t get it. I went back to my dad for advice and he said, “Fire him, son.” I went nuclear, “You can’t fire Ozzie,” I pleaded, “the place will fall apart.” “Fire him, son,” he repeated. So I did.

I dreaded the next day. But to my everlasting surprise, four guys came forward to claim Ozzie’s position. We had a contest to see who would get it. Production was up 25% and “Mr. Irreplaceable” was replaced in less than 24 hours — and was never missed.

How irreplaceable do you think you are, Ozzie?

I have heard salespeople boast on hundreds of occasions:

  • If it wasn’t for me this place would fold.
  • If it wasn’t for me we’d be out of business.
  • This place couldn’t survive without me.
  • I do all the selling so this place can operate.
  • My sales built this place.

Those are warning chants that the end is near.

Here are 9.5 early warning signals that your sales brain has stopped functioning.

  1. You think sales reports are a waste of time.
  2. Everyone else does wrong things except you.
  3. You get blamed for things you’re certain are someone else’s fault.
  4. You think your sales production could be better – if you just got a few breaks.
  5. You don’t listen to sales information in the car, or do anything to further your sales education.
  6. You’re way too cocky, cynical, and critical.
  7. At night you socialize or watch TV instead of read and plan your next day.
  8. You go to sales calls unprepared (no personalized ideas for the prospect or information about the prospect).
  9. You think most prospects and customers are dumb (or at least not as smart as you).

9.5 You think your boss is stupid.

Many salespeople are failing or doing poorly and claim they don’t know why, or blame everyone and their dog. Many more salespeople get fired and claim or blame the same way. Truth is they can’t or won’t face themselves. They blame others and things instead of taking personal responsibility.

If you’re doing poorly and you blame “circumstances,” — take a look in the bathroom mirror.
If you get fired  and you leave thinking it’s someone else’s fault – you’ll likely repeat the process at your next job.
If you get blamed  and you think it’s someone else’s fault – think again.

It may take one face down spill in the gutter to wake you up. But it’s a whole lot easier (and less costly) to catch yourself before you fall.

Success Strategies: Here are a few positive steps that will lead to better personal and team responsibility.

  • Look at your belief system. To succeed at sales you must believe that you’re the best, your company is the best, and that your product is the best. All three are needed to succeed.
  • Rededicate yourself to be more customer focused — not me focused. Customer dedication eliminates a lot of the ego problems. When you’re busy helping customers, your time to brag and complain diminishes.
  • Rededicate yourself to get more educated. Listen to attitude and sales information an hour a day.
  • Work longer hours. Get there an hour before everyone else. People who struggle to get to work “on-time” never seem to make it.
  • Get more “help” oriented. Help others get sales. Help others succeed. Help customers get what they want and need.
  • Transition from cocky to self-confident. Show it with deeds, not words.
  • Transition from blaming others to taking responsibility. Most of the time when things go wrong, you could have done something to prevent it. Admit fault. Take the hit without a bunch of defensive whining.
  • Read (re-read) How to Win Friends and Influence People, by Dale Carnegie, and Think and Grow Rich, by Napoleon Hill. The two bibles of business and sales success. Rededicate yourself to those success principles.
  • Admit the truth to yourself. Admit fault. Then document what you could have done to have prevented the problem or made things better. Then make a daily (morning) plan to make a change for the better.

In order for the things and circumstances of your life to change — you must change first. Not much will happen without a change in your thought process, your attitude, and maybe eating a piece of humble pie. Admit it — it starts with you.

FREE GitBit. I have one more piece of secret about job success. Something to think about and act on everyday. Go to www.gitomer.com, register if you’re a first time user, then enter YOUYOU in the GitBit box.

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, The Little Gold Book of Yes! Attitude, and 21.5 Unbreakable Laws of Selling. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com, or email Jeffrey personally at salesman@gitomer.com.

© 2016 All Rights Reserved – Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer • 704/333-1112

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Sales Strategy? Yes! Sales Approach? Yes! Sales System? NO!

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Show Me the Value, or I’ll Show You the Door.

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The Opportunity of Business Social Media

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