Professional Jeweler Archive: Four Things You Must Control for Sales Success

January 2005

The Store / For Your Staff

Four Things You Must Control for Sales Success

How you approach your profession makes the difference

by Dave Anderson

1. Control Your Attitude. Attitude is a choice. You can’t choose what happens to you, but you can choose your response. Your attitude will come under siege every day. If you’re not in the right state of mind, you’re much more likely to make the wrong choice. As Winston Churchill remarked, “Success in life is measured by your ability to go from failure to failure without loss of enthusiasm.” Reinforce your attitude by setting and reviewing goals, listening to motivational tapes or reading uplifting material.

2. Control Your Associations. You can associate with and listen to winners or whiners, those who elevate you or those who devastate you. Choose carefully because you tend to become like the people you hang around with. You may have to give up people who narrow your vision, shrink your thinking and diminish your potential. They become the silent, subtle weights beneath your wings. Be aware and keep your distance.

3. Control Your Disciplines. Plan your day, make follow-up calls and contact your customer base, meet prospects at their place of business, role-play and practice presentations. This foundation makes you less susceptible to ruts.

4. Control Your Professional Development. The harder you work on yourself, the easier it is to work at your job. Read books or listen to tapes and CDs that upgrade your skills. Develop yourself in the down times and during your drive time to and from work. One of the best ways to create more passion and excitement for what you do is to get better at it. Life won’t automatically improve you, and years of experience don’t necessarily mean you continue to get better at what you do.

What Your Boss Is Thinking

(But might not say out loud)

1. The good of the team comes first.

2. Customers take priority over paperwork.

3. The business is a meritocracy not a welfare state. Everyone gets what he or she earns and deserves.

4. Attack the status quo and develop a dose of paranoia that never allows you to become too comfortable.

5. Loyalty is measured by performance, not the number of years someone cashes paychecks.

6. Getting better is not optional. If you don’t grow, you go.

7. A manager’s priority time is not spent with problem people. It’s spent with people who have potential. A good manager removes problem people.

Source: Dave Anderson

Dave Anderson is a speaker, trainer and author of Up Your Business: 7 Steps to Fix, Build or Stretch Your Organization (John Wiley & Sons). For more information, visit

Copyright © 2005 by Bond Communications