By Jeffrey Gitomer
Sales Moves

Consistency has been an archenemy of mine for 50 years. I dare say you’ve had a bout or two with consistency yourself.

One of the reasons “consistent” slowly morphs into “inconsistent” is complacency. You worked out consistently, you were incredibly athletic and then you got married and put on 25 pounds. That’s an example that nearly every male and female who’s ever been married, or been in a long-term relationship, can relate to. Including you.

Here’s what I am currently doing to win the ongoing battle of maintaining my personal consistency:

1. Personal organization. Take a walk into your closet. Take a look at your desk. Then ask yourself: What would a daily, fifteen-minute investment do to make my life a bit more organized? Personal organization helps you feel positive about what you need to accomplish, and clears the way for action to take place. Me? I try to pick up after myself for five to 10 minutes, twice a day. In the morning, to start my day, and in the evening to complete it.

2. Consistent writing. Writing is the core of my wealth. Not wealth of money, but a wealth of knowledge, a wealth of new ideas, a wealth of creativity, a wealth of material for seminars. The consistency of writing has helped me get from a good salesperson, to a world-class salesperson, to a world-class expert at selling, to the world-class expert at selling. You may take that as a brag, but I’m throwing it at you as a challenge. The consistency of writing has brought me wealth and that wealth has brought me money. And it can do the same for you. Putting your thoughts in writing helps you feel positive about your thinking process and your creativity process. It proves you’re a thinker. It guides and validates your positive thought process. It also breeds new ideas, solidifies existing ones and inspires action.

3. Wanting to be your best and look your best. Your personal style and fashion choices reflect the pride that you have in yourself. You’ve all heard the phrase “letting yourself go.” What it means is that you have lost your self-esteem and lowered your self-image. Looking your best and creating your own style helps you feel positive about who you are as a person. I try to look my best every day. The opposite of consistency is not inconsistency. The opposite of consistency is procrastination that leads to giving up and complacency. Then there’s being your best. Being the best you can be and always trying for your personal best sustains your inner fire. Combining these two elements—being your best and looking your best—creates a higher outer and inner self-image.

3.5. Having a supportive partner. I wish I could explain the value and the fulfillment that comes from living with a supportive person or a supportive family. Being with someone who is supportive, and being surrounded by supportive people, affirms all of your positive thoughts, your positive expectations and your positive actions. It’s not just a pat on the head or a pat on the back; it’s an external boost to your internal strength. With a supportive partner, you praise one another for your accomplishments and your style. You encourage others to succeed and they encourage you. Those affirmations and reinforcements are the incentive to maintain the consistency of your positive actions.

These elements of consistency are not individual. Their power comes from combining them. Read all 3.5 consistency points at once and then recognize and try to visualize the power that happens when they’re united.

Before you can be consistent, you must be inspired to be consistent. That inspiration comes from taking small actions that lead to consistent small actions.

Measure your own consistency. What do you do every day that gets you closer to your success and fulfillment? Review your daily actions, consistently.

On the surface, this lesson seems simple. So simple many people will go past it. Hopefully they will be your competition.

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

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