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March/April 2017 41 prospective customer's door. It's your purpose while you're in the sales pre- sentation. And it's your purpose when you're walking out the door with the order. It should be your objective and your philosophy, all rolled into one. Your mission. Looking for what to say in your sales mission state? Do you think it's about making lots of money? Or, do you believe it's about the value you provide? Here's the mission statement that I use: Make an ethical sale that's so value-packed and memorable that the customer is com- pelled to buy again, give a testimonial, and tell everyone else how great I am. Other Thoughts to Keep in Mind -The process takes time. Write a fi rst draft. Let it sit for a few days. Reread it slowly and make changes that you feel better express your true feelings. Describe the things you think you are, and the things you seek to accomplish or become. -Don't be afraid or embarrassed to fl atter yourself. You're writing this for yourself, not others. Affi rm every- thing you think you are or think you want to become. Do it with a sense of pride and a spirit of adventure. -Ask your mentor(s) and associ- ates for help. If they offer construc- tive criticism, thank them. If they tell you, "You're crazy," you're on the right path. Stay on it. As salespeople and business leaders, we each have a responsibility to do our best. I know I do. By writing a mis- sion statement, you have affi rmed that responsibility. Carry it with you mentally wherever you go. It is your mission. I urge you to write yours. It builds your character, and at the same time it lays it bare. It serves as a beacon of light in the fog of life. It is a path to take and build on every day. It is your mission. If your sales mission statement is deep and honest, then your sales results will be incredible, and based on your integ- rity, not on your sales skills. Not to say that sales skills aren't a necessary part of the equation, but I would rather have a sales mission statement than a closing technique when I'm battling a competi- tor or trying to capture an order. Post yours on a wall, where you can see it every day. Sign it in a big bold Sharpie pen. Live it. Live it every day. You're certain to make more sales as a result. It is your mission. About the Author Jeffrey Gitomer is the author of 12 best- selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars, visit www.Gitomer.com or www.GitomerCertifi edAdvisors.com, or email Jeffrey personally at salesman@ gitomer.com. © 2016 All Rights Reserved