Jeff Gitomer's Formula for Sales Success

Tx. Jim for sharing

Here are the 12.5 elements in the formula…
1. Your attitude. The key to your success. Get CDs now. Listen two hours a day for six months. Stop doing or listening to negative things.
2. Your goals. Set them today. Read the 6.5 steps in the Post-it Note section again (page 47). Use the Post-it Notes beginning right now.
3. Your networking. Find out where your best customers and prospects meet (trade association, chamber, club). Begin attending every meeting you can. It is imperative that you attend regularly.
4. Your power questions. Write ’em. Learn ’em. Use ’em.
5. Your power statements. Write ’em. Learn ’em. Use ’em.
6. Your sales tools. Figure out what tools you need and get ’em.
7. Your sales knowledge. Get sales skills CDs and listen to them. Alternate with the attitude CDs. Use the idea as soon as you hear it. Read every chapter in this book twice. One chapter per day.
8. Your preparedness. Are you truly ready to sell? If you are, you will. If you’re not, you won’t. The opposite of preparedness is failure.
9. Your follow-up. Tenacious, creative persistence that leads to a sale.
10. Your sales numbers. Making yourself see the numbers you need to build your pipeline and keep it full. Find your formula and use it.
11. Your prospect pipeline. Seeing the proper number of people a day who are qualified to buy builds your pipeline. The key to double income is having the right number of prospects ready to buy.
12. Your commitment. Write it to yourself. Tell others who will help you. Your commitment is your personal promise to yourself. Keep it at all costs.
12.5 Your self-discipline. Your determination and ability to achieve your goals and live up to your commitments.

There is a sales adage that says, “Your chances for success increase in proportion to the number of sales calls you make.” It’s amazing how the truth can be so simple. If it’s so simple, why don’t you do it?