ow many times have you heard it at a sales seminar? The guest lecturer or speaker almost certainly will say, "Write down your goals!" Now is the season for making resolutions and setting goals for the New Year. The following guidelines will help create achievable aims, so grab your pad and pencil and start scribing.

+ Be specific. If your goals aren't clearly defined, how will you know when you've reached them? Use exact figures and include actual merchants' names.

+ Get real. If your goals aren't reasonable, they won't be attainable. Why set yourself up for failure with a fantasy?

+ Hide in plain sight. Put your goals in a prominent place where you'll eyeball them daily. Out of sight is out of mind.

+ Take little steps. Write down mini-goals on your daily calendar. These small achievements will lead your toward your ultimate goals, provided they're on the right path.

+ Prioritize. Make certain your courses of action make sense. Cold calls precede prospecting. Presentations precede closings.

+ Monitor. Regular checkups are not just for the doctor's office. Keep personal tabs on which goals you're closing in on and which goals you're not. Find out what's not working and fix it.

+ Share. Involve your associates, friends and family in your efforts. Their support will motivate you to stay on track and help you celebrate when you achieve your goals. And above all .

+ Stay positive. Focus on the good things you're doing every day. Commend yourself on accomplishments, no matter how small. Great structures are built one brick at a time. Successful sales are made one smile at a time.

Good Selling!^SM

Paul H. Green