PSYCHOLOGY
Become a “Do It Now” Salesperson! SELLING POWER EDITORS
Have you ever heard the old saying, “Unfinished business tends to be remembered longer”?
Procrastination is a warning signal. When you put off a high number of tasks, that creates high internal stress. What’s worse, if you’re a procrastinator, you’re likely to find it more difficult to deal with a procrastinating prospect. (That can hurt in the pocketbook.) Here’s one way to help you get a handle on these tasks: 1. Take a sheet of paper right now and list all the tasks you intend to do today.
2. Identify how many unfinished items you’ve got on your list –
30 | MAY 2018 SELLING POWER © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
jobs or tasks you’ve intended to do for several days, but – for one reason or another – you’ve put off. Have you been meaning to call a difficult prospect for several days to find out if he’s made a decision on your offer? Did you figure you would turn in your expense report on Monday morning (but today is Wednesday)?
3. Add up the total number of all tasks you intend to do today, as well as the number of unfin- ished tasks.
If your total number of tasks is 12 and you’ve got six that have been put off previously, you know your share of procrastination is 50 percent. If you’ve got three unfinished, your share would be 25 percent. Think about what you’re telling yourself when you put off that task. You are tricking yourself by transforming a short-term discomfort (like doing your expense report now) into a long-term frustration (you can’t remember what you spent; you’re thinking about that bloody paperwork when you eat supper, finish watching TV, or before you go to bed...). Want to try a new anti-
procrastinating exercise and reduce your internal stress? The first step
BRIAN A JACKSON /
SHUTTERSTOCK.COM
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