He Who Chases After Two Rabbits, Loses Both

He who chases after two rabbits, loses both – Chinese Proverb
 
Remember when you played with a magnifying glass (probably more a guy thing) and tried to light up everything in your path. You’ll have noticed that when you focussed the sun’s rays on one spot, you got enough energy to start a fire. Of course, when you moved the magnifying glass all over the show, nothing happened.
 
The same is true for those of us in sales. When we focus our energy on result-producingactivities … guess what we get? We get results, of course. However, when we’re flitting around like a fly on speed we do not create enough energy to be able to achieve something worthwhile.
 
If you can concentrate your energy on one thing at a time, you will create miracles. So, how does one do it?
 
Simple. Be in the moment 100%. Your focus must be like a laser beam so that you can cut to the essence of what you are trying to achieve.
 
One of the best ways I’ve found that helps keep one’s focus is to chunk.
 
Chunking means that you allocate yourself blocks of time to undertake result-producing activities.
 
Prospecting
 
Let’s take prospecting, for example. You cannot hope to be successful in getting appointments over the phone if your focus is diluted. You know what I mean (let’s be honest, we all do it) – whilst you’re phoning, you’re busy typing something arcane on word, you’re reading email or worse browsing the web (the Satan-spawn of time-wasting), slurping your coffee. Hey, if you’re supposed to be phoning prospects and clients now and reading this email. Please stop right now and look at it in your lunch break ;-).
 
You know the deal with prosecting don’t you: All you have on your desk is your prospect list (which you pulled together the day before in preparation for your morning prospecting session); your diary and your telephone. OK, you can also have your goal poster in front of you. That’s it. No coffee, no snacks, no bad attitude and no shooting the breeze with your colleagues. (Can I suck the fun out of your day, or what ;-)?) If you just spend an hour every morning with the prime objective of getting qualifed appointments, you’ll create a spark which will start a raging fire.
 
Give 100% of your attention to everything you do (results-producing activities) and you will be successful.

Jacques

www.persuade.co.za