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Sales MovesGot a company mission statement? Of course you do. Can you recite two words of it? Of course you can?t?even though it?s supposed to be driving you into each sale and helping generate an atmosphere of success.
The reason you?re not following your company?s mission statement is that you had nothing to do with its preparation. You can?t relate to it because you don?t relate to it; it has jack to do with making a sale.
So here?s my sales challenge to you: Make your own mission statement, a Sales Mission Statement. A Sales Mission Statement is your affirmation, philosophy, goal, purpose and personal marching orders combined. It?s your personal challenge to yourself, what you seek to do each time you try for a sale. It?s an opportunity to bring your goals into focus and transfer your ideals into the real world. It is your success plan.
Here are the ground rules and the format for writing your sales mission:
Say who and what you?re dedicated to Are you dedicated to your profession, your customers, your success, your business?
Define yourself What kind of a person are you, what do you do, what is your character?
Define your service to others Where do you specialize, where is your expertise, who do you serve, how do you help them?
Affirm that you will always strive You will work to improve, to do new things and help others.
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 Affirm what will happen and how it will lead to other positive actions.
Use your goals and visions to define your mission: the examples you seek to set, the ideals you live by or seek to live by; the goals you set out to accomplish at each sales opportunity; the affirmations you can use every day to make you a better person.
Here are some words that will help you define your mission: will, dedication, persist, honest, ethical, positive, enthusiastic, fun, learn, listen, help, provide, encourage, memorable, value, loyal.
Your Sales Mission Statement is your purpose for walking in the prospective customer?s door. It?s your purpose while you?re in the sales presentation. 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.
As salespeople and business leaders, we each have a responsibility to do our best. I know I do. By writing a mission statement you affirm that responsibility. Carry it with you mentally wherever you go. It is your mission.
The process takes time Write a first draft; let it sit for a few days. Reread it slowly; make changes that better express your feelings.
Don?t be afraid or embarrassed to flatter yourself Affirm everything you think you are or think you want to become.
Ask your mentor(s) and associates for help If they offer constructive criticism, thank them. If they tell you you?re crazy, you?re on the right path. Stay on it.
Here?s the mission statement that I use: ?Make an ethical sale, so value-packed and memorable that the customer is compelled to buy again, give a testimonial and tell everyone else how great I am.?
I urge you to write yours. It builds your character 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 that you build on every day. It is your mission.
If your Sales Mission Statement is deep and honest, then your sales results will be incredible?based on your integrity, not based on your sales skills.
Post your mission statement on the wall where you can see it every day. Then live it every day. You?re certain to make more sales as a result. It is your mission.

Jeffrey Gitomer is the author of ?The Sales Bible,? and ?Customer Satisfaction is Worthless, Customer Loyalty is Priceless.? He can be reached at (704) 333-1122 or via e-mail at [email protected].