chapter 13 chapter 13 managing yourself and your time
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CHAPTER 13CHAPTER 13
Managing Yourself and Your TimeManaging Yourself and Your Time
Demand the best from yourself,because others will demand the best of you. . . .Successful people do not simply give a project
hard work. They give it their best work.”
Demand the best from yourself,because others will demand the best of you. . . .Successful people do not simply give a project
hard work. They give it their best work.”
Win BordenWin Borden
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13Becoming An Agility MasterBecoming An Agility Master
Great leaders have learned the art and science of mastering self-improvement and time management
In many ways, these principles apply to salespeople
To be effective in sales, one must have courage and a positive attitude, even in the face of adversity
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13Six Aspects of LeadershipSix Aspects of Leadership
Each aspect can be applied to selling and to life in general
1. Having a set of beliefs and sticking with them
2. Optimism
3. Courage
4. Relentless preparation
5. Teamwork
6. Communication
Mayor Rudy Giulianni, from a speech given to the Direct Selling Association on June 11, 2003
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13Self-DisciplineSelf-Discipline
Learning to manage oneself and one’s time requires self-discipline, which requires determination
Determination begins with a purpose or a “calling,” the creation of passion, which drives one toward reaching specific goals
“Your dreams will not progress to failure unless you fail to progress”
“Your dreams will not progress to failure unless you fail to progress”
Fern JonesFern Jones
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13Becoming Self-DisciplinedBecoming Self-Disciplined
Self-discipline is defined as making a “disciple” of one’s self Becoming one’s own teacher, trainer, coach,
disciplinarian
Becoming disciplined helps salespeople develop and manage their personal and professional goals (their purpose)
Source: William J. Bennet, The Book of Virtues
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13Habits: Powerful FactorsHabits: Powerful Factors
A good habit, consisting of three elements, is defined as “the intersection of knowledge”
1. Knowledge: the what to do
2. Skill: the how to do
3. Desire (motivation): the want to do
Source: Stephen Covey, The Seven Habits of Highly Effective People
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13Seven Habits of Highly Effective PeopleSeven Habits of Highly Effective People
Stephen Covey’s seven habits are: Be proactive Begin with the end in mind Put first things first Think win/win Seek first to understand and then to be
understood Synergize Sharpen the saw
Refer to Table 13.1--How the Seven Habits Apply to Salespeople
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13Sharpen the SawSharpen the Saw
Effectiveness and Efficiency
Successful people are accountable for how they manage both themselves and their time
Managing oneself is largely concerned with learning how to make oneself more effective
Managing time is largely concerned with making oneself more efficient
“Always demanding the bestof oneself, living with honor, devoting one’s
talents and gifts to the benefit of others—these are the measures of success that endure
when material things have passed away”
“Always demanding the bestof oneself, living with honor, devoting one’s
talents and gifts to the benefit of others—these are the measures of success that endure
when material things have passed away”
Gerald FordGerald Ford
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13Managing OneselfManaging Oneself
When people engage in self-management, they are engaging in a practice of determining what qualities lead to agility and success
Self-management also involves learning how to develop those qualities to build and maintain relationships
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13
Success In Today’sKnowledge EconomySuccess In Today’s
Knowledge Economy
Success in today’s knowledge economy comes to those who know: Their strengths Their values How they best perform
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13AccountabilityAccountability
Why some people succeed and others do not is largely due to how they manage their accountabilities
Accountability refers to being responsible for someone or some activity
Two facets1. Simply performing the activities specified
2. How effectively the person performs those activities
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13Maintaining AccountabilityMaintaining Accountability
Maintaining accountability involves several aspects: What the salesperson wants to be
How the salesperson is going to get there
The salesperson’s assessment of how she is doing
“A great attitude does much more than turn on the lights in our worlds; it seems to magically
connect us to all sorts of serendipitousopportunities that were somehow
absent before we changed”
“A great attitude does much more than turn on the lights in our worlds; it seems to magically
connect us to all sorts of serendipitousopportunities that were somehow
absent before we changed”
Earl NightingaleEarl Nightingale
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13Attitude: The Great MotivatorAttitude: The Great Motivator
The difference between the professional and the amateur is more a matter of attitude
Having the agility to compete successfully depends on many things, but high on the list is attitude
Attitude conveys a zeal for the work and a sincerity of interest in it
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13 ImageImage
A professional image is extremely important
Image is a function of both physical qualities and personal qualities
A person’s image is a mental picture of what others think of that person
Remember, a person never gets a second chance to make a first impression
Review Chapter 7--Attention
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13Physical QualitiesPhysical Qualities
Physical qualities are those that a customer can see or hear
The physical dimension of “sharpen the saw” is caring for our bodies
Eating the right foods
Exercising
Getting enough rest and relaxation
“Success Breeds Success” “Success Breeds Success”
People who look successful will be perceived as successful
People who look successful will be perceived as successful
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13Personal Qualities of Agile SalespeoplePersonal Qualities of Agile Salespeople
Ego Drive
Empathy
Commitment
Maturity
Personal Magnetism
Sincerity
Self-Confidence
Trainability
Refer to Table 13.3--Qualities of Successful Salespeople
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13Ego DriveEgo Drive
Ego Drive is a balance within oneself Energy:
• Some goal must energize the salesperson Image:
• The salesperson must have a good self image Optimism:
• The salesperson must remain optimistic about achieving her goal
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13EmpathyEmpathy
Throughout Selling ASAP, the importance of having empathy has been emphasized
Empathy is the capacity to participate in another person’s feelings or ideas
Agile salespeople can put themselves in their customers’ situations
Only with empathy can salespeople truly understand customers and inspire them
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13 CommitmentCommitment
The spiritual dimension of “sharpening the saw” has to do with commitment to one’s value system
A person’s value system inspires that person and affects how he treats other people
In a sales context, commitment encompasses the feelings a salesperson has toward the various aspects of his sales career and his customers
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13MaturityMaturity
A mature person is one who can make personal adjustments to people and circumstances
Salespeople show maturity in their ability to control personal feelings
Self-control is a necessary attribute of the successful salesperson
Review the Social Styles Matrix in Chapter 5
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13Personal MagnetismPersonal Magnetism
Personal magnetism is a combination of enthusiasm, intelligence, and smartness
It is a trait that strongly attracts others to those who have it
Salespeople who have personal magnetism are just that much more ahead of their competition
“Sincerity and truth arethe basis of every virtue” “Sincerity and truth are
the basis of every virtue”
ConfuciusConfucius
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13SinceritySincerity
A mental dimension of “sharpening the saw" is sincerity
Sincere salespeople develop trusting relationships with customers Sincerity convinces the prospect that the
salesperson knows what she is talking about
Sincere salespeople are truly convinced that their products and services will meet their customers’ needs and wants
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13Self-ConfidenceSelf-Confidence
Self-confidence is
The belief in oneself or one’s own abilities
The belief that success comes from hard work and intelligent effort, not luck
Covey’s first habit, be proactive, means that salespeople must take responsibility for what they do
Taking initiative requires self-confidence
Refer to Table 13.2--How Salespeople Can Develop Self-Confidence
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13TrainabilityTrainability
Successful people respond well to training and view learning as an opportunity for improving themselves
Achievers are those who thrive on new data and welcome a new challenge
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13ComplacencyComplacency
Complacency is feeling secure and ignoring any threats that exist
Complacency can erode salespeople’s relationships with their customers
Salespeople who become complacent risk using obsolete sales tactics
Refer to Table 13.4 Things Salespeople Should Avoid
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13Managing TimeManaging Time
Covey’s third principle deals with prioritizing
The primary reason people cannot find time to be reflective is that they mix up what is urgent and what is important
“People become addicted to the urgent.They simply define important as urgent. They neglect preventive thinking, they neglect long-
term strategic thinking, they neglect the building of high trust relationships, and they
are consumed by an addiction called urgency”
“People become addicted to the urgent.They simply define important as urgent. They neglect preventive thinking, they neglect long-
term strategic thinking, they neglect the building of high trust relationships, and they
are consumed by an addiction called urgency”
Stephen CoveyStephen Covey
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13Importance and UrgencyImportance and Urgency
Four combinations of importance and urgency relate to activities in which salespeople engage:
Not important, not urgent
Not important, but urgent
Important, but not urgent
Important and urgent
How Much Is Time Worth?How Much Is Time Worth?
If annualearnings are . . .
Every hour isworth
approximately . . .
$25,000 $13
$30,000 $15
$35,000 $18
$50,000 $26
$75,000 $38
$100,000 $50
$200,000 $102
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13It’s About TimeIt’s About Time
Time is a precious resource that should be used wisely
The allocation of time between nonselling and selling activities represents one of the salesperson’s most important challenges
The key for salespeople in building long-term relationships is to make sure that nonselling time has a focus
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13Success Is a Race Against TimeSuccess Is a Race Against Time
Advanced technology has accelerated the pace of work life
Time is part of the agile professional’s inventory
Agile sales professionals adjust their work habits to meet the changing demands on their time
The work you do between 8:00 A.M. and 5:00 P.M. is what you get paid to do
The work you do between 8:00 A.M. and 5:00 P.M. is what you get paid to do
The work you do between 5:00 P.M. and 8:00 P.M. is what gets you promoted
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13Professional Selling EfficiencyProfessional Selling Efficiency
Efficiency is often described in the sales profession in the form of advice: “Plan your work, and work your plan”
The time-management challenge for salespeople is to separate the unnecessary from the essential
Salespeople must learn to assign priorities to important activities
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13PlanningPlanning
Planning involves setting SMART objectives
Specific
Measurable
Attainable
Realistic
Time-based
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13Cycles of ProductivityCycles of Productivity
Productivity involves making the clock work to a person’s advantage
Individuals must determine their own peak periods and use them to their advantage
Salespeople should do the most demanding activities when they are at their best
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13Suggestions for Managing TimeSuggestions for Managing Time
Set goals
Manage interruptions
Clear the clutter
Use multiple contact media
Learn to say no
Manage appointments
Call on prospects who can buy now
Put a time value on entertainment and travel
Increase personal efficiency
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13Setting GoalsSetting Goals
By setting goals, people know exactly what is to be accomplished and where they want to be
In order to be effective goals must:1. Be in writing2. Be specific and relate to results3. Be realistic4. Have a time schedule and a target date for
finishing each step as well as each goal
Refer to Table 13.5--Possible Goals for the Salesperson
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13Managing InterruptionsManaging Interruptions
Constant day-to-day interruptions are huge time-wasters for people Unnecessary visits Unplanned social conversations and meetings
Self-sabotage is another form of wasting time Procrastination Perfectionism
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13Clearing the ClutterClearing the Clutter
A good way for salespeople to eliminate clutter and get organized is to
Standardize all routine tasks
Consolidate tasks by combining separate but similar ones
Redistribute work to the appropriate people
Anticipate what is to come by identifying tasks that can be done in advance
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13Managing AppointmentsManaging Appointments
Salespeople should work cold calls and appointments concurrently because this maximizes the salesperson’s available time
Many salespeople use both appointments and cold calls, reserving their cold calls for fact gathering and finding out about a company’s products
Refer to Table 13.6 Working Appointments and Cold Calls
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13
Calling on ProspectsWho Can Buy NowCalling on ProspectsWho Can Buy Now
The salesperson’s best opportunity to impress prospects is on the first call
The average cost of a sales call is increasing
Calling on customers who are not “real” prospects costs a lot of money
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13Personal EfficiencyPersonal Efficiency
Salespeople who are striving to increase their efficiency should record their transactions using:
A Personal Digital Assistant (PDA)
A Pocket Calendar or Day Planner
A Tickler File
Those who are persistent and who work hard and work smart
can fulfill their visions
Those who are persistent and who work hard and work smart
can fulfill their visions
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13Going Back In TimeGoing Back In Time
The following are people who believed in themselves in spite of criticism from others
Michelangelo
The Wright Brothers
Benjamin Franklin
Henry Ford
Can you name a few?
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13Stepping Out on FaithStepping Out on Faith
History provides many accounts of individuals who stepped out on faith with an idea—with a dream
Their belief system, along with determination and perseverance, allowed them to run with purpose, in spite of criticism from the masses
PerseverePersist
Pursue your dreams with courage and optimism
Pursue your dreams with courage and optimism
The Authors of Selling ASAPThe Authors of Selling ASAPEli Jones, Carl Stevens & Larry Chonko
Believe
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