Issue link: https://www.e-digitaleditions.com/i/799779
40 FEDA News & Views Got a company mission statement? "Yes, Jeffrey. We do." Really? Can you recite two words of it? "Uh, no." How come? Dude, it's your MISSION. It's what is supposed to drive you into the sale—and create an atmosphere of success. It's your mission. The reason you're not following your company's mission statement is because you had nothing to do with its prepa- ration. It's some bull about being the number one company, global position- ing to be the best, exceeding customers' expectations, and building shareholder value. Barf. It's a mission statement you've seen 500 times but you can't recite one line of it. Pretty pathetic, huh? The reason you can't relate to it—is that you don't relate to it. And it has jack to do with making a sale. (If you're not from Philadelphia, "Jack" is half of a word.) So here's my challenge—my sales chal- lenge—to you, my sales friend: MAKE YOUR OWN MISSION STATEMENT, a sales mission statement. A sales mission statement is your affi r- mation, philosophy, and purpose rolled into one. It's your personal challenge to yourself, and what you seek to do each time you try for a sale. It's an opportu- nity to bring your goals into focus and transfer your ideals into the real world. It's your success plan, and you have a built-in outcome: Make the sale! Here are the ground rules and the format to write your sales mission: -Say who and what you're dedi- cated to. Are you dedicated to your profession, your customers, your suc- cess, your business? -Defi ne yourself. What kind of a person are you, what do you do, what is your character? -Defi ne your service to others. Where do you specialize, where is your expertise, who do you serve, how do you help them? -Affi rm that you will strive to get better, do new things, and help others. What do you want your customers to achieve? What do you want to achieve? -Tell how it will get done. How will you employ your enthusiasm, your attitude, your best efforts? -State the outcome as though it has already taken place. Affi rm what will happen, and how it will lead to other positive actions. Also Helpful Use your goals and visions to defi ne your mission… • The examples you seek to set. • The ideals by which you live or seek to live by. • The goals you set out to accom- plish at each sales opportunity. • The affi rmations that you can use every day to make you a better person. Here are some words that will help you defi ne your mission: will, dedication, persist, honest, ethical, positive, enthusi- astic, fun, learn new things, listen, help, provide, encourage, memorable, value, loyal. MAJOR CLUE: IT'S THE MISSION. YOUR SALES MISSION. Get the sale, and all the trimmings. It's your purpose for walking in the What Drives You Into the Sale? And Drives You Out With the Order? By Jeffrey Gitomer, the author of The Very Little but Very Powerful Book on Closing