Sales Moves

By Jeffrey Gitomer

I’m a writer, not an author. I write my own material. Many “authors” don’t. It would disappoint you to know who doesn’t write their own stuff.

To me, it’s a matter of pride. Personal pride. It’s called pride of authorship.

Many of you, at some point in your lives, would like to write something of significance. I ask my audiences, “How many of you have said to yourselves, ‘I’d like to write a book.’” Tons of hands go up.

I follow that question up with, “Keep your hand up if you have the first chapter written.” Almost all hands go down.

For most, there doesn’t seem to be much will beyond the “want.” It’s too bad because writing unleashes a whole new set of awareness within you.

Here are a few of them:

• Writing provides personal insight.

• Writing clarifies thought.

• Writing fleshes out existing ideas and generates new ones.

• Writing creates characters and character.

• Writing is a discipline.

• Writing enhances your creativity.

For the past 14 years, I have challenged myself to create new ideas and new thoughts for salespeople and entrepreneurs. But I didn’t do it for you; I did it for me.

What are you doing?

What are you doing for your “self?” What ideas are you developing? What stories or books are you writing that you “have always wanted to,” but somehow television got in the way?

Well, if you have read this far, I have an answer.

Start a personal journal. Not a “what happened today” journal. A “what’s happened in life” journal. A collection of your thoughts and experiences. A collection of your ideas and philosophies. A collection of lessons.

A “where you are today, based on what happened or what you learned yesterday.”

Take a look at my writing. You can view the titles of more than 750 articles at www.gitomer.com. For the past 14 years, I have been writing my personal sales journal in the form of a weekly column.

I don’t just sit down and write a column. I collect ideas and turn them into columns.

Here is how to begin your personal journal (and your personal journey):

• Pick a topic. Title it. Write until you have nothing more to say. Don’t think about it; don’t worry about where to start or what to say—just write. Write as fast as you can.

• Write like you talk. Write as if you were speaking to someone else, and the story or the idea will flow.

• Edit later. Let it sit for a day or two. Re-read it. Read it aloud. If you read it aloud, all edits will be evident.

• Be consistent. Set an imaginary weekly deadline. Never miss it.

You’re doing this for yourself. Others may benefit, but you are the one who benefits the most.

Start a journal

And now with the Internet, you have a new choice. Is it a personal journal or a public personal journal?

Many people have taken their personal journal public in the form of an online Web log, or blog. I will be beginning my blog in January 2006.

It is a way for me to communicate to other salespeople how I conduct my own sales life. It will be a combination of present sales situations and past sales experiences.

Writing leads to self-understanding. Writing leads to personal awareness. Writing creates mental clarity. And if you do it right, writing leads to wealth.

Here are a few ideas about where to start your personal journal:

• Who are you?

• What do you want to become?

• How are you doing that right now?

• Best thing that ever happened to you.

• First date.

• Family memory.

• What kind of a parent are you?

Pick a topic and write a brief essay, a paragraph or three about your thoughts or remembrances.

Try it. I promise you will be inspired to continue.

If you doubt the writing process works, keep in mind that you are reading my thoughts. I’m not reading yours.

You do have me beat in one area, though; you know what is on TV tonight.

Jeffrey Gitomer, author of The Sales Bible and The Little Red Book of Selling, is the president of Charlotte-based Buy Gitomer. E-mail him at salesman@gitomer.com.

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