Good, better and best. Which description do you best fit?
Personal achievement. Success. Fulfillment. Big words that every entrepreneur or salesperson seeks. "Get there by setting goals," they say. "Wrong," I say.
Now, I'm not saying don't set goals. I am saying don't set big goals and think that they're the direct path to personal achievement, fulfillment or success. They're not.
In my experience, I have found most people set their goals for the wrong things and reasons. The problem with "big goals" is that they are usually "big dreams." And to further complicate the goal process, most goals are about "it" or "things" (material stuff such as a big house, long vacation, $1 million, luxury car), not goals about "you" (personal achievement stuff, for example a college degree, promotion, physical fitness).
Most people with big material goals end up at low achievement, low esteem, frustrated and cynical or they just become complacent and accept their lot as mediocre. Why? And more to the point, what's to ensure it won't happen to you?
Why are some people able to achieve their goals and others not? Big question. Is there a formula to follow? I can't tell you what will work for sure there's no universal law of achievement, no universal law of success. If there were, everyone would be successful.
Rather, there are elements of success, and degrees of achievement of success, tempered and limited by an individual's desire, determination, dedication and drive. It's a combination of your persistence (never quit) and your positive attitude (I will get it because I believe I will, and I deserve it).
The other day on a radio interview, someone asked me if I had a sales success secret. "Jeffrey, how did you get to this position in sales? What drives you? Do you have a secret success formula?"
The question caught me off guard. Hadn't much thought about my formula. Didn't think I had one. I do have a philosophy, and I live my philosophy. Should I answer with that? No. That's not a secret. So, I answered with one simple truth that I live by be the best.
"When I found out I liked sales, I made one goal: to be the best," I said. "When I discovered I liked writing, I made one goal: to be the best. When writing led me to speaking and training, I made one goal: to be the best. Last year I began to make sales tapes. Same goal be the best."
When I got off the radio show, I rushed to my laptop to capture the essence of what I'd said. As I developed the thought, I realized that there was an elemental process a formula for personal achievement best is just one element in the formula. And I figured I'd add the word "secret" to the formula so that it was more likely to be read. No one likes a formula, but a secret formula now you've got something.
So, there are three initial key phrases to remember when constructing a plan of personal achievement.
- Being the best.
- Having vision.
- Possessing love.
Being the best. The operative element of the secret is best. But it's not the first element; best is element No. 3. If you find (do) something you love, (the second element) and consistently strive to do your best, and be your best all the goals about cars, vacations, houses, and the ever-popular money will appear. The material things are a by-product of personal achievement. They are automatically attached to best. So the question is, what drives you to want to become the "best" at something?
Having vision. The first element of the secret to personal achievement is to identify a vision and put it in front of your goals.
Got a big goal? Sure you do, everyone does. The big question is, what's before (in front of) your goal? Do you have a personal vision that will drive you to achieve all your goals? Where do you see yourself?
Possessing love. Last year I made an accidental discovery. It occurred when I examined all the elements of my career, and tried to structure some of my thoughts into a 10-year plan. I asked myself, "What do I do best? What do I love to do? Where have I been most successful? How do I want to spend the next 10 years?" From those answers, I decided my success would focus around selling and customer service writing, speaking, and making tapes. I love selling and the selling process, and serving is an extension of selling.
Once I realized that my choices were also my passion the vision became clear.
O.K., so we've defined vision, love and best. Stay tuned next week for the rest of the secret.
Jeffrey Gitomer is the author of "The Sales Bible," and "Customer Satisfaction is Worthless, Customer Loyalty is Priceless." President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings and conducts training programs on selling and customer service. Inquiries should be faxed to the WBJ at (48-22) 646-0576 or
e-mailed to salesman@gitomer.com
