Driving for sales success? Jim Rohn is the fuel

The root of your sales success lies in your sales philosophy. How did you develop yours? Mine came from a combination of home environment, books, education, mentors, personal development programs, personal experience and observations. You establish and revise the basic principles of your philosophies by exposure to information, your experiences, and listening to the beliefs of others - especially those you respect. You try to only accept "the good stuff" and then adapt it to (or change) your way of life. While you may believe that you determine your own philosophy, much of it is predetermined or influenced by your home environment during childhood. After that, it's up to you to seek influencers and mentors - people who impact the way you think and create the motivation that drives your actions. One of my most respected influencers is Jim Rohn, who is considered by many (me included) to be the United States' foremost business philosopher. He takes situations in life in which there are are subtle differences between success, mediocrity and dismal failure, and empowers his listeners to understand their own worlds in new and more powerful ways.

Last week I was reviewing the seminar notes that I have taken at his events over the past five years. Since I was planning to attend another "Weekend with Jim Rohn" seminar this year (www.jimrohn.com), I was craving a little advanced inspiration. I rediscovered hundreds of morsels-of-wisdom notes and reconfirmed why I can't WAIT to see him again. Here are some philosophical quotes and concepts that drive Jim Rohn - and may put gas in your car:

Balance. Life is a combination of "want to" and "how to," and we need to give equal attention to both.

Activity. The few who do are the envy of the many who watch.

Career growth. The most important question to ask on the job is not "What am I getting?" The most important question to ask is "What am I becoming?"

Goals. Set the kind of goals that will make something good of you.

Reality. You must get good at one of two things: Planting in the spring or begging in the fall.

Motive to educate. Motivation alone is not enough. If you have an idiot and you motivate him - now you have a motivated idiot.

Personal development. Formal education will make you a living. Self-education will make you a fortune.

Hypocrisy. What we demand from our children, we must demand from ourselves. There must be a standard by which they live - and as parents, we must set it and live it.

Motivation the wrong way. If someone is going down the wrong road, he doesn't need motivation to speed him up. What he needs is education to turn him around.

The nose on your face. Success is the study of the obvious.

Work vs. pay. If you work at your job, you will make a living. If you work on yourself, you will earn a fortune. Work harder on yourself than you do on your job.

Numbers. Get your personal numbers in line with your business numbers. Balance sales numbers with education numbers and health numbers.

Wealth. You'll find it easier to get rich than to make excuses.

Time. We can no longer afford to spend major time on minor things than we can afford to spend minor time on major things.

Pay. You don't get paid for the hour. You get paid for the value you bring to the hour.

Paid. My father taught me always to do more than you're paid for as an investment in your future.

Customers. One good customer well taken care of could be as valuable as $10,000 worth of advertising.

Happiness. Learn to be happy with what you have while you pursue what you really want.

Plans. If you don't make plans of your own, you will probably fit into someone else's.

Jeffrey Gitomer, the author of "The Sales Bible" and "Customer Satisfaction is Worthless, Customer Loyalty is Priceless" is the president of North Carolina-based Buy Gitomer. He gives seminars, runs annual sales meetings and conducts training programs on selling and customer service. He can be e-mailed at salesman@gitomer.com.