SPECIAL FEATURES
Sunday, May 01, 2005
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By Jeffrey Gitomer
In the early days of sales, the methods, tools and systems were quite simple. There was no sophisticated technology for communicating or collecting money. No credit cards, no computers, no Internet, no cell phones, no DVDs - pretty much “no nothing.” But sales were made.
Today, it’s a little more complicated. However, instead of changing from old to new, the best thing to do is expand on what worked in the past. Seems simple.
One of the oldest sales and personal development strategies was the simplistic “Plan, Do, Review.” It was a great method 50 years ago, but is no longer adequate. Notice I didn’t say that it doesn’t work. I just said that it’s inadequate for these times.
The interesting part of this strategy is that, as I show you the upgrade, it has very little to do with technology and finance, but it has everything to do with personal development. Over the years, personal development has expanded beyond its roots.
So, let’s take the “Plan, Do, Review” model and expand it for the 21st century. The new version will give you a more detailed strategy and a more inclusive list of what it takes to get from where you are to where you want to be. It’s about more than goals. It’s about more than quotas. It’s about achieving whatever you desire.
Keep in mind that I used the old “Plan, Do, Review” model in the ’70s and ’80s. Then, with each passing year, I realized its inadequacy and added to it. Here is my current version of “Plan, Do, Review”:
1. Dream. During your younger days, you may have been admonished or criticized for daydreaming. Big mistake. The origin of any great idea starts with a dream. This is also the part where you employ the verb “think.” It helps you crystallize the idea in your mind so you can get to step two: the vision.
2. Visualize. In order to get from dream to realization, you have to have a clear vision of what you want to achieve and an idea of how you want to achieve it. NOTE: If you’re an advanced dreamer and can visualize, you can actually see the idea, the dream or the goal all the way through to completion.
3. Clarify in writing. This is the “plan” part -- also known as committing to the goal. You define (in writing) exactly what you want and what action you will take to achieve it. Write it down. Create a detailed plan. Make sure you list any obstacles you might encounter, any new knowledge you may have to acquire, and any people you may need to work with to reach your goal and to make your dream a reality.
4. Determine the daily dose. No matter what size your goal is, it can be broken down into bite-size chunks -- also known as daily doses. You don’t take a whole bottle of pills at once. You take one every four hours. You don’t eat 31 apples at the end of a month. You eat an apple a day. Same with goals. Bit by bit. Bite by bite. Day by day. The best way to do this is to plan exactly what you need to do each day to achieve your goal. If you save a dollar a day, at the end of the year, you will have saved $365.
5. Determine the date for completion and enter it as an appointment. Establishing a success appointment proves that you’re willing to make the commitment, and that you’re willing to do whatever work it takes to reach your goal. When you make an appointment for success, you’re setting a target date. You have something to work for and toward, rather than simply “someday.” In my experience, I have found that “someday” never comes. But Sunday comes once a week. All you have to do is determine which Sunday.
6. Take specific actions. This is the “do” part. Many people confuse activity with productivity. Just because you’re busy doesn’t mean you’re productive. By identifying the daily dose and making yourself take specific actions, you ensure that you’re working toward the goal, not postponing it.
Well, that’s just six of the 10.5 ways to harness the new power of “Plan, Do, Review.” I wasn’t “planning” on writing this many words, but the subject is very important to your success. So I’m out of space this week.
Why don’t you “plan” to visit me next week, right here. And plan to have a great week between now and then.
Want the secret of goals? It’s all about Post-it Notes. Go to www.gitomer.com, register if you’re a first-time user, and enter GOAL in the GitBit box.
Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com
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