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

In it was a story told by the great Glenn W. Turner, in which he wrote a letter to Santa Clause every year that matched his wealthy cousins. 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 cousins got.

It never happened, and every year, Glenn would go out behind the barn and cry. One year, his cousin wanted a new bicycle. Glenn, too, wanted a new bike. As usual, the cousin got it and Glenn didn’t. After that incident, Glenn decided to break the cycle.

“And on that day, I decided to become my own Santa Claus.” Glenn challenged the audience 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 good story and that Glenn made a good point, but that was about it. Recently, it has hit me.

So there I was, doing my obligatory shopping for Christmas. I’m in the men’s department of a department story, when for some reason the message, “be your own Santa Claus” popped into my mind. 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.” All kinds of cool things have resulted from it. Number 1: Christmas for me is no longer just December 25th. It’s any day I choose it. What the heck, I’m Santa Claus. Number 2: I can change any mood I’m in by buying myself a present. That’s one of the privileges of being Santa Claus.

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.

It sounds selfish. I know. Let me assure you the real Santa Claus surrounds himself with all kinds of fun stuff way before he gives it away to all the little girls and boys.

I’ll be more specific as I help you in your transition. There are some gifts I would like you to give yourself this year. Some cost money and others – the best ones – are free.

1. Give yourself the gift of learning. 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, 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. People don’t want food as much as they want new business.

4. Give yourself the gift of something fun. I buy art that’s fun and funny. I hang it where I can see it everyday. It keeps me smiling all the time. By giving yourself fun, you are creating an atmosphere of fun that rubs off on others. That’s the spirit of fun that Santa himself would endorse.

5. Count your blessings. Count them every day. Naughty or nice, everyone has blessings. Far fewer count them. Far fewer yet recognize they are the key to personal success and fulfillment.  OK Santa, I’ve given you the challenge. Your job is put the suit on and live the part. Now is the best time to try it. No one will know.

The best part is that you will develop the passion that will make you more sales, while your competition gets what they deserve for Christmas – coal. Ho, Ho, Ho!

Free GitBit: I have a list of questions you need to ask yourself that will help you understand your present belief system. They’re good and they’re free. Go to www.Gitomer.com. Register if you’re a first-time user and enter the words BUILD BELIEF in the GitBit box.

President of Charlotte, N.C.-based Buy Gitomer, Jeffrey Gitomer gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service. He can be reached at (704) 333-1112 or by e-mail at salesman@gitomer.com.