March '17

For the Business of Apparel Decorating

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12 || P R I N T W E A R M A R C H 2 0 1 7 Jeffrey Gitomer is the author of The Sales Bible, Custom- er Satisfaction Is Worthless Customer Loyalty Is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Get - ting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM!. His website,, will lead you to more information about training and seminars, or email him personally at SELLING SMART B Y J E F F R E Y G I T O M E R H ate your job? Things at work not going your way? Pro- ductivity down? Not earning enough? Thinking of leav- ing? Here are some job realities you may want to consider before making the move to the next gig. WHY? First, figure out the whole reason why you're unsatisfied in your cur- rent position. You need to take a deep look into the situation before you decide to move. What is causing these feelings of unrest, dis- trust, or unhappiness? Here's a list of common reasons, but, don't just read them. If you're unhappy at work, list the ones that apply to you and write a "why" sentence next to it. Don't just confirm the reason in your mind, go deeper to discover the "reason behind the reason." • Belief system failing in the product; you don't think your product is re- ally better than the competition's • Belief system failing in the com- pany; you've lost faith in the com- pany's ability to perform • Poor service after you sell it; con- tinued complaint calls are lowering your morale • The boss is a jerk; for one reason or another he or she hasn't earned your respect • Poor management; acting in their own self interest • Conflicts with coworkers or management; too many politics • Poor training; you aren't getting adequately prepared to sell • High turnover; an alarming number of good people are leaving • Too much work; you work too hard, with little reward • Poor pay; you recieve low pay for your effort • Poor working conditions; whether it's physical conditions or a lack of sales support • The business is hurting; the economy and sales are less prevalent or slower • There is no upward opportunity; you're stuck in non-growth mode There's one other component to being miserable at a job: you. Ask yourself these questions to better determine if, in fact, you're the problem: • Your poor attitude • Home-life problems • Money problems • Drinking or other self-abuse issues • Poor sales skills • Poor work habits • Poor performance on your part • Placing blame rather than taking responsibility • Stress (caused by one or many of the above) Well, that's an "ouch" test, huh? Did you find your "thorn?" Did you discover "why?" Or, did you already know, and just confirmed it? Now that your skin is itching with reality, what are you going to do about it? When you find your biggest reason(s), ask yourself "why?" The Grass is Always Greener on the Other Side of the Job Or is it? continued on page 95

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