I’m a big Jeffrey Gitomer fan. If you’ve read my blog for long then you’ve probably seen his picture and read some of his quotes. I find his writing style unique, entertaining and most importantly, educational. I’ve used his material in my sales training and frequently recommend his books. I also put my money where my mouth is because I own all of his books. Yup, I have the Little Red Book, Little Black Book, Little Gold Book…I have all those Little Books. And I own a copy of The Sales Bible. It’s not the leather bound, King James edition with my name engraved in gold, but it’s worth its weight in gold…if you do the things Gitomer suggests.
I think I’ve painted a clear picture; I’m a Gitomer disciple. But, even though he wrote The Sales Bible and I’m a disciple, I recognize Gitomer is human and makes mistakes just like all of us. Some of you who are his followers might be shouting at me through your PC, “Blasphemy! Away with him!” Please read on before you excommunicate me.
Several weeks ago, in his weekly Sales Ezine he posed the following question about goal setting, “When setting goals in sales, you should always:”
A. Write them down and tell others.
B. Reward yourself when you reach them.
C. Make them reasonable.
D. Never set them too
Organizations that try to get people to change bad habits (over-eating, smoking, etc.) have taken advantage of the principle of consistency by having people make public commitments then sharing those commitments, with friends and family. Here’s a simple rule to remember; people live up to what they write down.One more way to increase the odds of reaching your goal would be to incorporate the principle of scarcity as opposed to rewarding yourself. A reward is a nice thing but too often we can forgo rewards and not feel bad. However, when we think we’ll lose something, research has found our motivation changes rather dramatically. How can you incorporate scarcity? Try putting $100 of your own money on the line. Go to the bank, get a nice crisp $100 bill and give it to a trusted friend. Tell your friend, “Look, I have a goal I really want to meet. If I don’t meet the goal you have my permission to give the money to [name a charity]. But, if I meet my goal you have to give me my $100 back.” That’s a win-win because if you succeed that’s great. If you don’t, a worthy cause benefits.
So here’s the deal; whatever you choose to do, if you truly want to succeed, start by setting a goal. But don’t stop there, write out your goal then make it known to others. By doing this you’ll take advantage of the principle of consistency because it’s in your nature to begin with. Then ramp it up a bit by putting something of value on the line. Oh yes, and when you reach your goal, take Jeffrey’s advice and reward yourself with the cash you got back because you’ll have earned it.