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In 1972, when I was studying sales and positive attitude, I watched a movie called “Challenge to America” almost every day.

In it was a story told by the great Glenn W. Turner about writing a letter to Santa Claus every year that matched his wealthy cousin’s. Glenn was a poor farmer’s son who never got anything but apples and oranges, even though he asked Santa for exactly the same thing his wealthy cousin got. Every year, Glenn would go out behind the barn and cry. One year, when his cousin wanted a brand-new bicycle and Glenn wanted a brand-new bicycle, and as usual, the cousin got it and Glenn didn’t, he went out behind the barn and said, “OK, Santa, if that’s the way you want to play.”

He went on to complete the story by saying, “And on that day, I decided to become my own Santa Claus.” He challenged the viewers to be their own Santa Claus. The first 10 or 20 times I watched that movie, I didn’t think too much about it. I thought it was a story, I thought he made a good point, and I went on. That was November 1972.

Two weeks later, I made a shopping list for Christmas. I was in the department store in the men’s section, when for some reason the message, “Be your own Santa Claus” popped into my mind. And so the first gift I bought was for me. I bought myself something nice and expensive, because I deserved it.

“What the heck,” I said to myself. “I’m Santa Claus.” From that day on, I have continued to be my own Santa Claus. All kinds of cool things have resulted from it.

No. 1: Christmas for me is no longer just Dec. 25. It’s any day I choose. What the heck; I’m Santa Claus.

No. 2: I can change any mood I’m in by buying myself a present. That’s one of the privileges of being Santa Claus.

No. 2.5: I’m celebrating!

In the spirit of the holiday season, in the spirit of passing down messages that can affect others forever, and of course, in the spirit of making more sales, I’m challenging you to become your own Santa Claus.

NOTE: For those of you fortunate enough to be parents, there’s not much of a transition involved, because for your children, young and old, you already are Santa Claus.

It sounds kind of selfish, I know, but let me assure you that the real Santa Claus (although I have never met him personally) surrounds himself with all kinds of fun stuff long before he gives it away to all the good little girls and boys.

Let me help you in your transition. Here (in no particular order) are some gifts I would like you to give yourself this year. Some of them cost money; some are free.

1. Give yourself the gift of learning. Something new every day. Resolve that you will buy and read, study and put into practice, one book each month.

2. Give yourself the gift of making an achievable game plan to become a better person, not just a better salesperson. Shape your philosophy and your attitude, Santa, so that your actions will have purpose.

3. Give yourself more sales by providing business gifts for others that help them build their business, not expand their waistline.

4. Give yourself the gift of something fun. I buy funny art and hang it where I can see it every day. It keeps me smiling. And others smile when they see it. By giving yourself fun, you are also creating an atmosphere of fun that rubs off on others.

4.5. Count your blessings. Not just on holidays. Count them every day. Naughty or nice, everyone has blessings. Far fewer count them. Far fewer even recognize that they are the key to personal success and fulfillment.

OK, Santa, I’ve given you the challenge. Your job is to put the suit on and live the part.

HERE’S THE BEST PART: You will develop the passion that will make you more sales, while your competition gets what they deserve for Christmas – coal. Ho, Ho, Ho!

Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com. © 2009 Jeffrey H. Gitomer