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Jeffrey Gitomer

Why do some persist and some quit? Because…

Is there a secret to follow-up? No.
Is there a best way to follow-up? No.
Why do people quit too soon? Big question.
Why do you quit too soon? Bigger question.
Have you ever read Think and Grow Rich? Biggest question.

Reason? Think and Grow Rich (written by Napoleon Hill 78 years ago) has an entire chapter on persistence that provides real insight as to the characteristics of what makes some stick at it until they win, while others stop either just after they start, or stop just before they are about to taste victory.

Rather than be so presumptuous as to paraphrase the great Napoleon Hill, I am going to give you the EXACT words of the master (now in the public domain).

Here are some excerpts (and insights) on persistence quoted exactly as they were written seven decades ago, and still applicable in your sales process today.

Persistence is a state of mind, therefore it can be cultivated. Like all states of mind, persistence is based upon definite causes, among them these:

a. Definiteness of purpose. Knowing what one wants is the first and, perhaps, the most important step toward the development of persistence. A strong motive forces one to surmount many difficulties.
b. Desire. Its is comparatively easy to acquire and to maintain persistence in pursuing the object of intense desire.
c. Self-reliance. Belief in one’s ability to carry out a plan encourages one to follow the plan through with persistence. (Self-reliance can be developed through the principle described in the chapter on autosuggestion).
d. Definiteness of plans. Organized plans, even though they may be weak and entirely impractical, encourage persistence.
e. Accurate knowledge. Knowing that one’s plans are sound, based upon experience or observation, encourages persistence; “guessing” instead of “knowing” destroys persistence.
f. Cooperation. Sympathy, understanding, and harmonious cooperation with others tend to develop persistence.
g. Will-power. The habit of concentrating one’s thoughts upon the building of plans for the attainment of a definiteness of purpose leads to persistence.
h. Habit. Persistence is the direct result of habit. The mind absorbs and becomes a part of the daily experience upon which it feeds. Fear, the worst of all enemies, can be effectively cured by forced repetition of acts of courage. Everyone who has seen active service in war knows this.

How to Develop Persistence

There are four simple steps which lead to the habit of persistence, They call for no great amount of intelligence, no particular amount of education, and but little time or effort. The necessary steps are:

1. A definite purpose backed by burning desire for its fulfillment.
2. A definite plan, expressed in continuous action.
3. A mind closed tightly against all negative and discouraging influences, including negative suggestions of relatives, friends and acquaintances.
4. A friendly alliance with one or more persons who will encourage one to follow through with both plan and purpose.

These four steps are essential for success in all walks of life. The entire purpose of the principles of the (Think and Grow Rich) philosophy is to enable one to take these four steps as a matter of habit.

Now I will grant you that some people will have read this and spit the word “Hokey” at the end. Reason? It’s too simple and does not have an immediate “how to” answer attached to it.

The secret of persistence is not an “answer,” it’s a “realization.” And if you read the above and didn’t “get it.” You will get beat by someone who did.

The Napoleon Hill philosophy of persistence is strong, yet soft. The only omission from the strategy is that it leaves out “what” to persist with. Let me give you that answer in a word – value. Something more than you calling to imply, “I’m calling about the money, is it ready yet? Can I come over and pick it up now?”

Want a few value ideas? Here are four. You may not like them. They require work.

1. Get your prospect a sales lead or give them a referral.
2. Give your prospect an idea how to serve his customers better.
3. Give your prospect a list of things he or she can do to improve morale, productivity, absenteeism, or profit.
4. Get your prospect some free publicity or social media exposure. Help them win.

Get the idea? See the work? Make your persistance pay dividends for the customer. Now look past the work to the victory. If you can see clear to victory, then the secret of persistence is at last yours.

And add to that the final wisdom of Hill: What you need to develop persistence is will-power and desire. In other words, how bad do you want it? And how far are you willing to go to get it? Unless the answer is all the way, you will not persist, you will give up.

Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.


About the Author

Jeffrey GitomerJeffrey Gitomer is the author of The Sales Bible, Customer 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 Getting 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, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].

There is now an online course to master the principles of Think and Grow Rich. All you have to do is go to http://jeffreygitomer.com/napoleon-hill-special and register.

Jeffrey Gitomer

The slight difference in thinking is money.

Have you ever thought about the way you think? How do thoughts just pop into your head? How do you create an idea?

Most people take thinking for granted, or at least never look beyond the surface of what makes it happen. What are the triggers for your thoughts? Are you a reactive thinker or an original thinker? That’s an interesting thought all by itself.

You watch the news, and you have thoughts about it – that’s reactive. When an idea about something you’ve been working on enters your mind – that’s proactive.

All of a sudden, proactive thinking seems better. But reactive thinking is the norm. The great thinkers of the world are all proactive. That should be your first clue.

My personal development, and real creative thinking, began when I read Think and Grow Rich, by Napoleon Hill, in 1971. Actually I did more than read it; I devoured it, reread it several times, studied it, and then applied it to my life.

Think and Grow Rich impacted me and led me to all the other works of Napoleon Hill. Most notable to me are How to Sell Your Way Through Life (the best sales book of all time), and The Master Key to Riches (the follow-on elaboration of Think and Grow Rich). Hill filmed The Master Key to Riches and as I was watching it again last week, I thought this below piece was worthy enough to share with you. It’s about thinking, or should I say accurate thinking, or should I say YOUR accurate thinking.

Here are Hill’s exact words (keep in mind this was written 60 years ago)…

Rules for Accurate Thinking by Napoleon Hill

Now I will give you seven rules to follow which, if you memorize them and follow them as a daily habit, may bring you top-rating as an ACCURATE THINKER.

1. Never accept the opinions of other people as being facts until you have learned the source of those opinions and satisfied yourself of their accuracy.

2. Remember that FREE ADVICE, no matter from whom it is received, will bear the closest of examination before it is acted upon as safe, and generally speaking this sort of advice is worth exactly what it costs.

3. Alert yourself immediately when you hear anyone speaking of others in a discourteous or slanderous spirit because this very fact should put you on notice that what you are hearing is BIASED to say the least about it, and it may be out and out misstatements.

4. In asking others for information DO NOT DISCLOSE TO THEM WHAT YOU WISH THE INFORMATION TO BE, because most people have the bad habit of trying to please under such circumstances. Well measured, tactful questions can be of great benefit to you in THINKING ACCURATELY.

5. Remember that ANYTHING WHICH EXISTS ANYWHERE THROUGHOUT THE UNIVERSE IS CAPABLE OF PROOF, and where no such proof is available it is safer to assume that NOTHING EXISTS!

6. One of the great inexplicable miracles consists in the fact that both truth and false-hood, no matter by what means they may be expressed, carry with them silent, invisible means of identifying themselves as such. Therefore, remember this truth and begin developing the necessary intuitive faculty to enable you to “sense” what is false and what is true.

7. Follow the habit of asking “HOW DO YOU KNOW?” when anyone makes a statement you cannot identify as true. Follow this habit faithfully and you will see many persons squirm and turn red in the face when you insist upon a direct reply.

The most ACCURATE THINKERS are the scientists. They investigate with open minds and never allow their WISHES TO BECOME THE FATHERS OF FACTS, but deal with each fact as it is – not as they would like it to be.

Now, one final word of warning I feel I should leave with you: STUDY YOURSELF CAREFULLY AND YOU MAY DISCOVER THAT YOUR OWN EMOTIONS ARE YOUR GREATEST HANDICAP IN THE BUSINESS OF ACCURATE THINKING. It is easy to believe that which you wish to believe, and unfortunately that is precisely what most people do!

It’s interesting the way that Hill distinguishes between fact and fantasy, true and false, logic and emotion, and accurate and inaccurate.

It’s about challenging your own thinking, and having the courage to challenge others about their thinking. It’s about doing so in a positive way, and challenging yourself to rely on your senses, not just your beliefs.

‘Think’ is a very powerful word in our language, and it’s an even more powerful action. I recommend that you set aside at least 10 minutes a day to think. Put it on your calendar. Daily. Document your thoughts, and then put them into action.

When you dedicate time to yourself, and have a relaxing, creative atmosphere that allows you to dig deep into your own thoughts, and you have some recording device or keyboarding device to document your thinking and your thoughts, after a few months you will begin to blossom as both a thinker and a person of action.

You will begin to feel your genuine power. Thought power. And that power will manifest itself into stronger relationships, stronger sales, and a stronger bank account.

Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.


About the Author

Jeffrey GitomerJeffrey Gitomer is the author of The Sales Bible, Customer 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 Getting 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, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].

Jeffrey Gitomer

Napoleon Hill’s Think and Grow Rich is full of timeless lessons.

“Thoughts are things” is the title and the first words of the first chapter of the book.

When I first read those words, I didn’t really understand what they meant – even when I read the first chapter and the examples offered in Napoleon Hill’s classic Think and Grow Rich. It didn’t resonate until I got to the end of the chapter and read, “Whatever the mind of man can conceive, and believe, it can achieve.” Then I started to get it. That was 1972.

By coincidence, it was only a few days later that I heard the late, great Earl Nightingale say, “You become what you think about.” At that moment, I got it. It clicked. And it has clicked ever since then.

More reading and studying about thinking and the thought process revealed that neither Hill nor Nightingale had the original thought.

From Socrates to Samuel Smiles, to Orison Swett Marden, to Elbert Hubbard, to Dale Carnegie, to Napoleon Hill, to Earl Nightingale, to Jim Rohn – they all had their own way of saying THE SAME thing.

Your thinking becomes your actions. And it’s those dedicated, well-planned, and directed actions that lead to your outcomes. Your reality. Better stated, your success.

All of these legendary scholars can’t be wrong.

All of them told me in their writings – the same way I’m telling you – that positive thought leads to positive actions and positive results, if the aim and the purpose are passionately believed.

Orison Swett Marden’s book, He Who Thinks He Can, written in 1908, says it in the title. It’s plain as day right on the cover of his book. It was Marden, by the way, that FOUNDED Success Magazine in 1888.

Hill’s title THINK and GROW RICH tells you first you gotta THINK! Your thinking will affect your BELIEF, your belief will help you create your MAJOR PURPOSE, your major purpose will clarify your DIRECTED ACTIONS, and your actions, combined with your DESIRE, your DEDICATION, and your DETERMINATION will determine your WEALTH.
First THINK, then GROW RICH.

Got it? Sure you do. Getting it, that’s the easy part. First you get it, you understand it THEN you agree with it. Easy so far. THEN the harder part, you have to believe you can do it. You have to THINK YOU CAN. Finally, the HARDEST part is you have to be willing to TAKE ACTION! Do it! That’s chapter one. Read it lately?

The rest of Think and Grow Rich contains the ideas, the definitions, and the clarifications that provide the ANSWERS. Hill describes it as the roadmap to riches. I’m telling you, it’s the most important success thinking you’ll ever be exposed to – as long as you repeat it until it becomes your reality.

But I have to stop here and clarify the book. Think and Grow Rich, and Hill’s writing, is not written in today’s language. There are no references to computers, email, the web, Facebook, social media, credit cards, or even television. Because none of those things existed when Hill penned this classic self-help book. Yet somehow the book has managed to sell more than 100 MILLION copies over the past seven decades.

To receive all the wealth in the book, you have to get over the fact Think and Grow Rich was written 70 years ago. As a country, we were fresh out of the Depression and the stock market crash of 1929. World War II was in full swing, the mood of the country was nervous, and Napoleon Hill – and his colleague Dale Carnegie – were screaming, “Make friends, be positive, believe in yourself, be influential, develop a goal and a plan, articulate yourself clearly, dedicate yourself to excellence, take directed action, and encourage others to do the same.” Pretty cool, eh?

These books aren’t 70 years old, rather they were 70 years ahead of their time. Maybe that’s why Hill’s Think and Grow Rich and Carnegie’s How to Win Friends & Influence People have been on bestseller lists for 70 years.

The first chapter ends the same way it began. With one sentence of immortal wisdom. “Whatever the mind of man can conceive, and believe, it can achieve.”

I’m sharing this information today in the hopes you will read or re-read this timeless classic. Rededicate yourself to YOUR best thinking (first), so you can do your best for others (second).

That’s the secret! Please tell everyone.

Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.


About the Author

Jeffrey GitomerJeffrey Gitomer is the author of The Sales Bible, Customer 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 Getting 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, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].

Take Your Career to the Next Level by Being Fearless

One of the biggest mistakes we can make as professionals is letting fear seep into our mindsets. Most do not realize how strong a role this dominating emotion can play in their everyday actions, but once it enters, the results can be catastrophic to the person’s short- and long-term goals. Whether it be fear of failure, fear of the unknown or fear of taking risks, it is important to banish the bad habit of fear and worrying in order to achieve your true purpose.

In order to gain more control of your career and take it to the next level, implement a strategy to overcome fear by following these seven principles that will help put you on the path to success.


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About the Author

A life-long education advocate, Sharon Lechter is the founder of Pay Your Family First, a financial education organization, and YOUTHpreneur, an innovative new way to spark the entrepreneurial spirit in our children.

In 2008 Sharon was appointed to the first President’s Advisory Council on Financial Literacy. She and the 18 other members of the council, selectively appointed by President Bush, continue to serve President Obama and advise him on the need for financial literacy education. To read Sharon Lechter’s complete biography, click here.

Three Feet from Gold

Given the current economic roller coaster, does it feel like you are taking two steps backwards for every one step forward? Have you ever felt like quitting? Even though you knew you were on the right track?

Once a highly coveted and symbol of ultimate success, the job of CEO today has been tarnished in the public’s opinion by the news stories of corporate scandals and executive excess.

Napoleon Hill, wrote “Many successful people have found opportunities in failure and adversity that they could not recognize in more favorable circumstances.” It is through perseverance, and definiteness of purpose that the truly talented CEOs of today will identify those opportunities and reach even greater heights of success than ever imagined.


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About the Authors

Sharon L. Lechter, co-author of Three Feet from Gold is co-author of the #1 New York Times and international bestseller Rich Dad, Poor Dad and 15 other books in the Rich Dad series of books. Sharon works with the Napoleon Hill Foundation to promote Napoleon Hill’s principles for success around the globe. In January 2008, President Bush appointed Sharon to the President’s Advisory Council on Financial Literacy. She serves on the National Boards of Childhelp and Women Presidents’ Organization and speaks internationally as an advocate for financial literacy. To read Sharon’s complete biography, click here.

Greg S. Reid is an author, speaker, filmmaker, CEO of several successful corporations, and co-author of Three Feet from Gold. His prior books include The Millionaire Mentor (2003) and Positive Impact co-authored with Charlie “Tremendous” Jones. In addition, he is co-founder of Personal Development magazine and his work has appeared in more than 30 books. Reid has been featured on local and nationally syndicated programs across the country. He also speaks frequently at corporations, universities, and charitable organizations. To read Greg’s complete biography, click here.