“Right when we think we’re down, often there is someone there to pay it forward”
Interesting word, is it not? At first, it was a personalization play on an acronym from years ago, until I looked it up, and realized the original Ecuadorian meaning is “wake up.” How appropriate, as the challenges of 2020 have forced us all to arouse some tried and true attributes to help guarantee our continued success.
When I first wrote this article, I felt sure that mentally I was in a great place and my focus was to simply to emphasize these core pillars. However, an ongoing pandemic, a country in turmoil, businesses going out of business and hiring freezes, etc, can challenge even the strongest of us. Yet, right when we think we’re down, often there is someone there to pay it forward. This happened to me today, with two friends checking in from out of the blue and two other friends referring me for jobs. It is humbling to say the least.
I enjoy thinking back to my first sales company which had a training philosophy stating that “the old is forever new.” Translation: sometimes it is best just to go back to the basics.
There is no philosophy more basic than PEOPLE BUY FROM PEOPLE. People buy from people they like, people they trust, people with whom they have a relationship, and people of integrity.
So, what is JATARI?
J stands for Jay
Yours truly, though now that we know what JATARI actually means, the J completes our new catchy “wake up” acronym.
A stands for Attitude
A favorite sales leader and mentor likes to say, “Enthusiasm is Contagious, Confidence is Contagious.” Take a moment to think that through. Who can disagree? Are you that person? Do people choose to be around you? Do they like being around you? Always act as if it were Impossible to Fail. Whether you think you can or think you cannot, you will be right.
T stands for Trust
Zig Ziglar once said that if people like you, they will listen to you, but if they TRUST you, they will buy from you. Remember, one good screw-up can replace 1,000 attaboys. I was fortunate growing up that my parents made me commit to earning my Eagle Scout before they would let me get my driver’s license. The core values that scouts taught millions of young kids through the years start with the Scout Law. The first word of the 12 included in the Scout Law is TRUSTWORTHY. Enough said.
A stands for Activity
Sales is an activity-based sport. Activity, however, should never be confused with Productivity or Achievement. I still recall the “get out of the office” line from my first professional manager who stated that if you are not out selling, you’re getting outsold. I have been privileged to volunteer for our local PGA Tour Tournament, The Wyndham Championship. Back in August of 2020, at 500 to 1 odds, Jim Herman won our local PGA Tour Wyndham Championship. In an interview the next day, Jim said that if you just make it to the weekend, who knows what can happen. Jim shot the lowest 2-day weekend score EVER in a PGA Tour event. 500 to 1 odds, no problem. How? He was in the game.
R stands for Relationships
Customacy! Customer Intimacy. Know your customers intimately. Not in that way of course but know their business better than they do. Know what is important to them, not only in business but in their personal lives. Know what they care about. To use the baseball analogy, where “the tie goes to the runner,” in competitive sales, the tie goes to the relationship. Be interested, not just interesting.
I stands for Integrity
I have always appreciated the concept that Integrity is what you do when no one else is watching. I love golf. The old saying goes that if you want to really get to know someone, spend 4 hours with them on the golf course. Einstein said that whoever is careless with the truth in small matters, cannot be trusted with those of greater importance. We don’t necessarily get points just for having it, but it sure is a strike-out factor when we don’t. Success without integrity is failure.
Remember, the old is indeed forever new. Wake-up (JATARI) every day with a positive attitude. Be Trustworthy. Hard work ultimately outlasts talent. Practice customacy. Do what’s right, and always pay it forward.
My name is Jay and I am UNCrushed
