Everyone’s preparation is either a warning or an example.
Which will yours be?
DANIEL GRISSOM
[visual]
See the visual above. It illustrates that some sellers are quick to take
action, but they “Gamble” on their results because of their lack of preparation.
Some sellers prepare well and “Talk” a good game, but fail to act.
And of course, there are those sellers that do neither and are mere
“Spectators.”
However, “Achiever” performers are different. They slow down to plan,
then take strategic action. This is the combination of behaviors that produces
the best results.
Where would you plot yourself?
Are your results a warning or an example?
You should plan your Day the Night before.
THE POWER OF PLANNING
He who does not look ahead will remain behind.
CHINESE PROVERB
What’s the #1 factor that separates top performers from average performers?
According to research, by Dr. Peter Gollwitzer, Professor of
Psychology at New York University, the answer is Superior Preparation!
Dr. Gollwitzer conducted several studies that demonstrate the benefits
of making specific plans that outline when, where, and how to perform
an action. Dr. Gollwitzer argues that plans allow people to more easily
remember specifically what to do.
Here are the payoffs:
First, they don’t waste time trying to recall what it is they are going
to do. They’ve already made the commitment and decided what to do,
and in what situation, beforehand. When put to the test, they have little
trouble following that plan.
Second, people act more quickly when they have a plan to follow.
Third, when people have a plan, they can more easily ignore interruptions
and distractions. They are able to more easily focus on the task
at hand. In short, proper preparation empowers you to control your destiny
and improve results.16
Think about golf as an analogy. Every hole in golf is assigned a minimum
standard called “par.” That stands for the “average performance
results.” So shooting par is being average. Not bad, but of course you
can’t become a successful golfer (or anything) by merely shooting par.
How do the best golfers ensure they consistently perform above par?
They prepare!
How do they prepare?
They practice!
Anyone who is a Master at any endeavor understands that practice
improves performance. Master golfers have learned to expect a significant
return on their investment – the investment of their preparation time.
They know the difference between winning and losing is often only one
or two strokes. And the lack of practice can easily cost you one or two
strokes. This is true in sales and leadesrhip as well.
You don’t need to beat your competition by 10 strokes. You just need
to win by one or two strokes. Small improvements can produce big results.
You don’t win in the game. You win in the preparation.
___________________________
16. Psychology of Action: Linking Cognition and Motivation to Behavior by Gollwitzer, Peter M.
Tags: Achieve, Achieve Results, benefits, business growth, business success, Daniel Grissom, Get Results, goal setting, goals, incentive, inspirations, keeping resolutions, new years, new years resolutions, resolutions, Sales, sales excellence, sales growth, Sales Guide, Sales Help, Sales Leadership, Sales Management, Sales Results, sales strategies, Sales Tips, Sales Tools, Step Up, Success, success tools
