The Power of Consistency

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

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Consistency has been an archenemy of mine for fifty years. I dare say you’ve had a bout or two with consistency yourself.

Why are you consistently inconsistent?

One of the reasons that consistent slowly morphs into inconsistent is complacency. You worked out consistently, you were incredibly athletic, and then you got married and put on 25 pounds. That’s an example that nearly every male and female (who’s ever been married, or been in a long term relationship) can relate to. Including you.

Here’s what I am currently doing to win the ongoing battle of maintaining my personal consistency:

1. Personal organization. Take a walk into your closet. And then take a look at your desk. Then ask yourself: What would a daily, fifteen-minute investment do to make my life a bit more organized? Not anal, just a bit more organized. Personal organization helps you feel positive about what you need to accomplish, and clears the way for action to take place. Me? I try to pick up after myself for five to ten minutes, twice a day. Morning to start my day. Evening to complete it.

2. Consistent writing. Writing is the core of my wealth. Not wealth of money, wealth of knowledge — wealth of new ideas — wealth of creativity — wealth of material for seminars. The consistency of writing has helped me get from good salesperson, to world-class salesperson, to world-class expert at selling, to THE world-class expert at selling. You may take that as a brag — I’m throwing it at you as a challenge. The consistency of writing has brought me wealth, and that wealth has brought me money. And it can do the same for you. Putting your thoughts in writing helps you feel positive about your thinking process and your creativity process. It proves you’re a thinker. It guides and validates your positive thought process. It also breeds new ideas, solidifies existing ones, and inspires action.

3. Wanting to be your best and look your best. Your personal style and fashion choices reflect the pride that you have in yourself. You’ve all heard the phrase, “Letting yourself go.” What it means is that you have lost your self-esteem, and lowered your self-image. Looking your best and creating your own style helps you feel positive about who you are as a person. I want to (try to) look my BEST every day. The opposite of consistency is not inconsistency. The opposite of consistency is procrastination that leads to giving up. Complacency. Then there’s being your best. Being the best you can be, always trying for your personal best, sustains your inner fire. Combining these two elements – being your best and looking your best — creates your highest outer and inner self-image.

3.5 Having a supportive partner. I wish I could explain the value and the fulfillment that comes from living with a supportive person, or a supportive family. Being with someone who is supportive, and being surrounded by supportive people, affirms all of your positive thoughts, your positive expectations, and your positive actions. It’s not just a pat on the head, or a pat on the back — it’s an external boost to your internal strength. With a supportive partner, you praise one another for your accomplishments and your style. You encourage others to succeed, and they encourage you. Those affirmations and reinforcements are the incentive to maintain the consistency of your positive actions.

NOTE WELL: These elements of consistency are not individual. Their power comes from combining them. Read all 3.5 consistency points at once, and then recognize (try to visualize) the power that happens when they’re united.

Before you can be consistent, you must be inspired to be consistent. That inspiration comes from taking small actions that lead to consistent small actions.

Measure your own consistency. What do you do every day that gets you closer to your success and fulfillment? Review your daily actions, consistently.

On the surface, this lesson seems simple. So simple many of you will go past it. Hopefully they will be your competition.

Jeffrey Gitomer is the authorof The Little Red Book of Selling and The Little Red Bookof Sales Answers. President of Charlotte-based Buy Gitomer, hegives seminars, runs annual sales meetings, and conducts Internettraining programs on sales and customer service at www.trainone.comhttp://www.trainone.com.He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com.