Gitomer: Find a time for reflection
Friday, March 01, 2013 7:00 PM
How do you define the word “reflection”?
At the moment, I’m sitting outside on a sunny day overlooking the Pacific Ocean on the Oregon coast. The venue is called Lighthouse Beach because the Cape Arago lighthouse is the prime visual attraction. Or is it?
Actually, the ocean waves are pounding against the beach and the rocks creating majestic waterspray vistas that are indescribable. You gotta be here. You gotta see it.
I spent my first 10 minutes in awe of the sight.
After that, I began to gather thoughts. Thoughts of other beautiful places I’ve been. Thoughts of undone things I gotta do. Goals and dreams. And, of course, just reveling in the moment.
As a writer, this would be termed a “fantasy venue.” As a thinker, there could be no better place to conjure up all sorts of new thoughts.
“So what?” you’re probably saying. “You’re on the beach watching the waves, and I’m here in my office working my ass off, or making cold calls, or out here sweating on a sales appointment, or following up with some guy who won’t return my call, or (worse) being beaten by price.”
Those are your issues, but in the heat of your mess, we do have something in common. It’s time for reflection. Not the one you see in the mirror in the morning. I’m talking about a way bigger reflection than that. It’s a reflection about time, accomplishment, achievement and fulfillment. Life reflection.
When I was cold calling in New York City, often making sales but more often getting my head handed to me, waves crashing on the beach never entered my mind. I was caught in the spiral of the process, failing to reflect on it and see what else could’ve been done, or how much smarter I could have (should have) been.
What do you reflect on right now? And how are those reflections affecting your actions? Your achievements? Your success? Reflections are not just about sales; they’re an important part of life. Your life.
Beyond sales, reflections are about people and moments and books that have affected you. The lessons you have learned along the way. Things completed and things left undone. Your bucket list and the next thing to cross off. And, of course, your present situation and how you got there.
Though it’s a little easier for me to reflect right now, at some point in your life, reflection will begin as well. I don’t know the day, and neither do you. But I promise you it will happen. And when it does, it will mark the beginning of a new era. A big-picture era that no longer focuses on quota. When that transition begins to happen, your sales will double.
You’ll no longer be fretting about the subject line in an email. Instead, you’ll be taking actions to build your personal reputation, your personal brand and your stature in your marketplace.
The transition will help you evolve from salesperson to sales leader. Not manager, leader. You lead your own charge; you lead your own way; you lead your own plan to build your own reputation through the leadership you created with customers.
For some of you right now, this makes no sense. Reason? Simple. You haven’t begun the reflection process. Save this piece. Your day will come. And as I’ve said many times before, when you get what you want, you better be ready.
During this coastal visit, I’m writing about the Unbreakable Law of Selling, a forthcoming book that will help hundreds of thousands of people understand sales better, execute their sales process better, and make more sales to more people. The inspiration I feel right now will directly affect those words.
Today I have clarity – ultimate clarity and understanding of what it took to make my sales (the reflection), and what it will take for you to increase your sales to a point where you can begin to reflect and bask in your own sunlight, at your own ocean, with your own waves pounding against the shore.
Pick a time, pick a place, and go.
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