Changing The Future

GIL-ISM: Nobody can change the past, but everyone can change the future!

EXPLANATION: It is always amazing to me that so many people look backward at their life and yearn for "the good old days" but give comparatively little thought and planning to what lays ahead. In addition, most people yearn for a future different from their current situation but are not proactively engaged in directing events to produce that desired future. If your today doesn't line up with where you want to be, forget about your past and focus one what you can do today ... and tomorrow ... and next week ... to reshape your future. It's the only thing you truly have control over.

Crackpots and Crockpots

GIL-ISM: Crackpots shrink the value of other people. Crockpots increase the value of other people.

EXPLANATION: People who are weak in sales seem to have a innate tendency or need that attempts to raise their personal sense of net worth by denigrating other people, including their prospects. Their need to be placed above others means that their sales careers tend to "crack" quite early. By contrast, great sales performers know that when the right ingredients are properly blended together and slowly warmed, the result is often delicious and memorable. 

Never Dropping The Ball

GIL-ISM: Don't worry about scoring in sales until you at least have a hit and make it to first base.

EXPLANATION: Successful Harvesters know that timing is everything. Just as a baseball player can drop a perfect throw if they take their eye of the ball by thinking of their next move before the ball arrives, a modern era sales pro concentrates only on the next step. Once that has been successfully completed, they begin working on perfect execution of the step that follows, ultimately aiming to get into scoring position.

Harvesters Build Systems

GIL-ISM: Great minds read everything they can find on their subject of choice, compile careful notes, test the practical applications and ultimately develop a system that produces predictable results.

EXPLANATION: One of the hallmarks of a "new generation" Harvester is their ability to FOCUS (Follow One Course Until Successful) by looking for repeatable processes and systems that multiply their efforts. They are much more efficient than old school salespeople and rainmakers who depend more on the power of their personality and persistence.

Things can always be replaced or duplicated, but relationships can't.