207 Chapters
Medium 9781576752739

16 Make Every Minute Count

Tracy, Brian Berrett-Koehler Publishers ePub

Set priorities for your goals. A major
part of successful living lies in the ability
to put first things first. Indeed, the
reason most major goals are not
achieved is that we spend our time
doing second things first.

— ROBERT J. MCKAIN

Your most valuable asset, in terms of cash flow, is your earning ability. It is your ability to go out each day and apply your skills in your profession to earn an excellent income. The most successful salespeople, in every field, work on maximizing their earning ability every single day.

It has taken you an entire lifetime of education and experience to develop your earning ability to where it is today. You should never take it for granted.

By leveraging your earning ability, you can enjoy one of the highest standards of living in the world by focusing your time and talents on selling more and more of your products or services in your marketplace.

Your most precious resource is your time—the minutes and hours of each day. It is all you really have to sell. In fact, your entire lifestyle today—your home, your car, your bank account, and so on—is the result of how you have traded your time up to now. If, for any reason, you are not completely happy with the results of the way you have traded your time in the past, you can begin right now to trade it better for the future.

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Medium 9781523095377

20 Develop a Sense of Urgency

Tracy, Brian Berrett-Koehler Publishers ePub

Highly productive people are action oriented—they take the time to think, plan, and set goals, but they also take immediate action. Working on important tasks quickly and continually can trigger “flow”—an amazing mental state where you feel clear, elated, calm, and effective. Instead of continually talking about what you’re going to do, take immediate action, and you’ll be more likely to trigger flow in yourself.

1. In areas where you have a tendency to procrastinate, what is it that keeps you from getting started?

1. _____________________________________
_____________________________________
_____________________________________
_____________________________________
_____________________________________
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What is the one area where you find yourself having the strongest tendency to procrastinate?

1. _____________________________________
_____________________________________

2. One of the simplest and most effective ways to get started on unpleasant tasks—or just tasks that seem easy to put off—is to repeat the words “Do it now!” to yourself. When you catch yourself getting off task, it can help to repeat the words “Back to work!” to yourself.

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Medium 9781523095377

9 Prepare Thoroughly Before You Begin

Tracy, Brian Berrett-Koehler Publishers ePub

The most creative people in the world set up a work area where they enjoy spending time. Like getting every thing ready to cook a great meal—a big, juicy frog, perhaps—getting your work space in order is one of the best ways to beat procrastination and get more things done faster.

1. For now, take a break from writing in this book. Instead, take a minute to clear off your desk. Set up your work area so that it’s comfortable, attractive, and conducive to working for long periods. Make sure that your chair is comfortable and that it supports your back and lets your feet sit flat on the floor. Go ahead; I’ll wait.

2. Next, put every thing that you need to accomplish your most important task—writing materials, login numbers, access codes, and anything else—in easy reach. Put everything you don’t need to accomplish this task somewhere out of sight.

3. Take five minutes at the end of the day to get your work area set for tomorrow. Resolve to keep your desk and work space completely cleaned, so you feel effective, efficient, and ready to go whenever you sit down to work. If it helps you remember, set a calendar alert or use some other method to build this into your schedule.

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20 Manage Your TerritoryWell

Tracy, Brian Berrett-Koehler Publishers ePub

Our goals can only be reached through
a vehicle of a plan, in which we must
fervently believe, and upon which
we must fervently act.
There is no other route to success.

— STEPHEN A. BRENNEN

Just as a retail shopkeeper has a store from which he or she sells, you have a store as well. It is your sales territory. It is the area in which you work to develop sales and customers. And just as a physical store must be well organized for maximum sales results, so must your territory.

One of the major reasons for failure in selling is poor territory management. The average salesperson travels randomly throughout his or her territory, driving from place to place depending on whoever calls or is willing to see him or her at the moment.

This salesperson will often drive all the way up to the north end of the city to make one call and then all the way down to the south end of the city, spending an hour or more in traffic, to make the second call. Then he or she drives all the way back to the north end again for the next call.

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Medium 9781576751268

The Laws of Life

Tracy, Brian Berrett-Koehler Publishers ePub

1. The Law of Cause and Effect

2. The Law of Belief

3. The Law of Expectations

4. The Law of Attraction

5. The Law of Correspondence

Why are some people and organizations more successful than others? Why do some people have wonderful careers, moving from position to position, onward and upward, earning far more money, being consistently paid more and promoted faster?

And why is it that others go from job to job, continually worrying about money and feeling that they are unappreciated for their hard work and their contributions? Why do so many people, as Henry David Thoreau once wrote, “live lives of quiet desperation"?

When I started my business career, I was so far behind, I thought I was first. I moved from job to job, seldom by choice, a bit bewildered by the swirl of events around me and the seemingly unreasonable and unpredictable behaviors of my bosses. I felt like a pawn, playing in a game, or being played in a game, in which I didn’t clearly understand the rules.

Then I began asking, Why are some people more successful than others?

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