人生规划和GTD——“知”、“得”与“合”

本文来自读者 零折 投稿。

小强升职记 作为《小强升职记》的读书感悟,给我自己。作为分享,也送给或许需要的给你。

我不知道你是否真的需要。但我受Amy师姐等一众人的影响,已经爱上了分享。呵呵,话也可以倒过来说,其实分享也就是爱。(个人感悟,参照《少有人走的路》对爱的定义。)

本文如题,主要是分享与探讨人生的规划与GTD系统。由于能力有限,如有不解请善用搜索,同时也欢迎探讨。(以下很多图文非本人原创,感谢大家,如有侵犯,必定修改。用得最多的,就是《小强升职记》里面的东西了,毕竟是本文是读书后的产物嘛。)

一、何为修

人生是一个不断认清自我,一个提升自我的过程,即:一个不断修炼的过程。借用徐公子胜治的话:知来处去处,得来处去处,合来处去处。为修。(出自《神游》)。

先个人重点解读一下里面的关键词:(来处去处不解释了)知、得、合。知便是知道,合就是结合。得是什么呢?思考了一下,还没想清楚,姑且算是内心真正的认同吧(因为知道和认同不同)。

这里的认同,是对自己的彻底认识,无论好坏。因此,在自我认识的过程中,比如伴随着内心的痛苦,因为你不但要知道,而且要认同并承认自己有很多缺 点。因为你不是无所谓,因为你是在追求个人的成长,你看到自己如此多的缺点,必然会痛苦的,否则就是不够深刻。(读《少有人走的路》感悟)

整句话合起来就是:知道自己的来处去处,接受自己的来处去处,并把两者结合起来(用行动)。这就是修炼。

对我而言,我通过人生规划“知”和“得”来处去处,借助GTD系统“合”来处去处。

二、知来处去处,得来处去处

如何“知”、“得”?通过人生规划。

1、通过目标,看人生规划的重要性

对人生的规划也就是为人生设立目标

1953年哈佛大学曾经做过这样一个关于目标对人生结果影响的调查,一群智力、学历、环境、条件都相差无几的学生在走出校门之前,哈佛大学对他们进行了一次关于人生目标的调查。

25年后,哈佛大学再次对这群学生进行了跟踪调查,结果是这样的:

25年前 25年后
3%有 清晰而且长远的目标的人 一直朝着同一个方向努力,成为社会各界的顶尖成功人士,他们不乏白手创业者、行业领袖、社会精英
10% 有清晰但比较短期的目标的人 他们生活在社会的上层,他们的短期目标不断达成,成为行业专业人士,有很好的工作,比如医生、律师、公司高级管理人员等
60% 目标模糊的人 他们生活在社会的中层或下层,尽管能够安稳地生活,但是没有取得什么成绩。
27% 没有目标的人 他们生活在社会底层,生活得十分不如意,不断抱怨社会和他人,经常失业,家庭也不幸福。
这说明目标对人的成功很重要。一个明确的目标为什么具有那么大的作用?

这是因为目标有以下作用:

  • 它给人以明确的方向感,使人充分了解自己每个行为的目的。
  • 它让人清晰地评估自己的行为,进而正面检讨自己的行为。
  • 它让人从忙乱中转移到自己的工作重点上。
  • 它让人更关注结果,产生持久的动力。
  • 它能激发出人的潜能。

(案例出自《小强升职记》,觉得很合适,便拿来用了,再次荐书。)

2、超越目标,规划不仅仅是目标

百度百科曰:目标是个人、部门或整个组织所期望的成果。规划,意即进行比较全面的长远的发展计划,是对未来整体性、长期性、基本性问题的思考、考量和设计未来整套行动方案。

本人对目标与计划的理解是,两者的主要差别在于站立的高度不同,视野的开阔度不同。一般而言,我们所说的目标,一般都是短期的。而规划,一般时间跨度都是中长期,因此很自然地,不同的时间跨度要求我们用不同的视野来考虑问题。

但目标与规划更是一脉相承的,短期的目标应该服从中长期的规划。否则,就是南辕北辙了。规划也失去了意义。

人生规划,重点在于高度的变化。

3、六个高度

对于工作和人生的规划,戴维·艾伦提出了“六个高度”的概念。它们分别是:

戴维·艾伦提出的“六个高度”

  • 原则(五万米):
    这是最高的高度,这是个人自身的三观(人生观、世界观、价值观)决定的。
    举例就是:生命意义探索、个体价值澄清、使命寻求、人格特质等。
    需要思考的是:我是谁?我的人生应该是怎样的?
  • 愿景(四万米):
    中长期(3-5年)规划。
  • 目标(三万米):
    比愿景更细化,一年以上计划。
  • 责任范围(两万米):
    工作上的角色,如销售、管理、产品开发等,生活中的角色,家庭、个人财务、 精神层面。于是便有任务要执行,以拉近现实和期望的距离。
  • 任务(一万米):
    需要一个行动以上才能完成的事情。
  • 下一步行动(跑道):
    下一步需要做什么?

六个高度,就是帮助我们“知”和“得”来处去处的工具。(而帮助我们“合”的GTD系统稍后再探讨。)具体而言,原则(五万米)就是要我们知道自己 的来处去处。既是对现实中自我出身的追溯与未来发展的思考,更是在心灵上的一种哲学追问“我是谁?我从哪里来?我要到哪里去?”。原则的五万米高度,让我 们看到我们最终的去处——按照计划,将会走到哪?

定下了这六个高度还没完,还有很重要的注意事项。

4、检视

苏格拉底说:“没有检视的人生不值得活”。规划完,计划完之后,重在去执行与检查执行的情况,也就是检视。正如规划有不同的高度,不同的高度也有不同的检视周期。下面是twhsi的心得:

  • 下一步行动:也就是跑道管理,每日检视。
  • 任务:10,000ft,每周检视。
  • 责任范围:20,000ft,每月检视。
  • 目标:30,000ft,每季检视。
  • 愿景:40,000ft,每年检视。
  • 原则:50,000ft,人生有大的转折点时检视。

好了,人生规划就这样。划出了道路,重在要去走。规划是“道”,下面是帮助我们执行的“术”——GTD系统。

三、合来处去处

如何“合”来处去处?过去已成历史,现在正在进行,未来已有规划。靠什么来连接现在与未来?行动!然而,现代生活,大家总是抱怨事情太多,以至迷失了方向。人的惰性,更是让前路艰难重重。有了地图,还需要工具。GTD系统,正是帮助我们奔向理想未来的越野车!

1、什么是GTD?

GTD即Getting Things Done,中文直译就是“把事搞定”。来自于David Allen 戴维·艾伦的一本畅销书《Getting Things Done》,国内的中文翻译本叫《尽管去做:无压工作的艺术》。David Allen将GTD总结成为一种将繁重超负荷的工作生活方式变成无压力高效的时间管理系统。

2、如何GTD

目的是提高效率,方法是一时一事、对时对事,工具是清单系统。(一个时间只做一件事,正确的时间做正确的事,是高效的保证。“多任务”的坏处可见我之前的一篇唠叨文:从心猿说到多任务

GTD的清单系统不同于普通的待办事项清单,后者只是前者的一部分。GTD系统的设计,必须具有两个部分:收集篮、待办事项。

为什么是两个部分,而不是一个待办事项就完事了呢?这就涉及到GTD的一个理念:当事情可以在两分钟之内完成时,马上去做。

于是,流程便是这样的:收集要做的事,放进收集篮。完成后检查收集篮里面的项目,如果事情是两分钟内可以搞定,就搞定它,如果不行就把事情放入待办事项清单。

这样就保证了头脑中不会充斥着很多事。清空了头脑,达到一时一事。而通过其他清空,让非两分钟项目可以在适合的时间完成,达到对时对事。

GTD系统流程图

3、建立自己的GTD系统

对GTD有了简单的理解后,让我们来建立自己GTD系统。GTD系统的建立应该根据个人情况,比如“便利贴女孩(先生)”、“邮件狂热”、“交际花 (草)”和“掌柜的”这几种人的GTD系统肯定不同。现在介绍的是“3+1”清单系统,比较大众化,可以在使用一段时间后自行调整。

“3+1”清单系统如下:

“3+1”清单系统

如上图,此“3”指的是“将来某清时/也许清单”、“待办事项清单”和“项目清单”三个清单。而“1”则是收集篮。以下是详细介绍:

  • 收集篮

收集篮顾名思义就是收集我们的想法的地方。可以收集什么?可以收集平时生活中迸发的灵感,以便实施。对于这个清单,我们要做到的是每日清空。

经过我们对收集篮里面项目的思考(也就是孵化),那些事项要被赶出收集篮,那么它们将何去何从?有3个归属。

  • 将来某时/也许清单

这里面的事项都不是可以在短期内实行的,或许未来也不会去做的一些事。(如果长时间不去做,就删掉)因此一般而言,这里放的都是既不紧急又不重要的事。

  • 待办事项清单

不言而喻,放在里面的事都是要去做的事。这里的事属于重要不紧急的事,但要好好安排一个时间去完成。需要注意的是,这里面的事要是能执行的,也就是说属于“下一步行动”的事,如“查收电子邮件”,而“制定新产品销售策略”就不是了。

  • 项目清单

其实这个清单也算是待办事项清单,只不过,这里的事依然重要,却更不紧急。因此,这里面的清单还需孵化,把项目分解成一个个“下一步行动”。上面提 到的“制定新产品销售策略”就可以作为一个项目,分解为:“针对产品做市场调研”、“调查同类产品的销售策略”等的子项目,然后子项目再分解出具体的“下 一步行动”。

注:重要与紧急的判断,可以参考下面的“四象限法则”。重要与否的判断标准:是否符合人生规划,是否有利于实现人生规划。

4、配合GTD的技巧、工具

仅有上面的理论还不够,下面要补充一下很有用的技巧和工具:四象限法则和日程表。

  • 四象限法则

所谓“四象限法则”,是由著名管理学家史蒂芬·科维(Stephen R. Covey)提出的一个时间管理理论,把工作按照重要和紧急两方面的不同程度进行划分,基本上可以分为四个象限:重要而且紧急、重要但不紧急、不重要但紧急、不重要而且不紧急。

四象限法则

这个法则很多人都知道,但没有用好。其实上文已经涉及到这个法则了。现在解释一下。

首先,我们要明确知道的是,最重要的两个象限是第一和第二。这是一个思维陷阱。我们已经很清楚地标明了这两个象 限属于重要,但还是有人没把重心放到这里。他们往往忽略的是第二象限,这是他们误以为紧急就是重要的。其实,如果第二象限没处理好,那些事情很容易就进入 第一现象,成为了既重要又紧急了,这就令人焦头烂额了。不过这可以通过在平时重视第二象限来避免。

配合GTD系统,第一象限的事不进入收集篮和清单,马上去做。第二象限的事,应该进入项目清单。第三象限的事,先检查能否委托他人,如果不行只有自己去做。第四象限的事,用调剂生活,可做可不做,切不可沉迷。

补充一点,遇到紧急的事要中断当前工作时,一定要保存当前工作的进度,如马上记下思路等。

  • 日程表

这里的日程表,特指是手机等电子工具,可以自动提醒的日程表。对于日程表,本人认为可以结合待办事项清单,用来安排第二、第三象限和一些特定需要在 特定时间去做的事情。这些事情都不是太紧急,首先有了给我们安排的基础。第三象限的事,还有种情况就是委托了别人去做后,要定一个时间去检查效果。

对于GTD初学者,在还没养成经常检查清单的习惯前,设置好日程表是很必要的。

5、具体实现方法

这个网上太多了,不过无非都是两种:纸笔和电子。

  • 纸笔

纸和笔最大的优点就是随心所欲。携带方便,经济实惠,这八个字是我的理解。纸和笔的配合,一切思绪都无所遁逃,没有记不下的,只有想不到的。顺便反 对一下一个不好的倾向,GTD目的是为了高效,纸和笔是为了随心,不要盲目跟风买所谓的高级的很贵的GTD专用本子和笔。最好用的本子应该是根据自己要 求,DIY的。

  • 电子

电子主要是电脑和手机。电脑只适合全天几乎都坐在电脑前的人如白领。但电脑上的软件也是功能最强大。手机就适合每天在几个不同环境中工作生活的人如 学生。手机无论什么配置,只要能够输入就可以。当然,智能机是首选。随着手机和云技术的发展,用手机来进行随时随地的GTD越来越流行。

四、是为修

本来还想以自己的情况作为案例,举一个“活生生”的例子,但在写的时候,发现还很不成熟,便不发了,以免误导。

快要写完这篇长文了,我有点如释重负的感觉。但我更多地感到了自己的不足,在很多方面还是很幼稚,还有很多东西不清楚,而知道了的片毛又无法很好地融会贯通。

以上就是本人关于人生规划与GTD浅薄的见解了,对于这两者,我的结合还不好,革命尚未成果,小弟还需继续努力。我将继续在日后的工作生活中,不断实践研究。

个人的成长,永远也不够。不断提升方为正道,这样生命也更有意义。

是为修。

Tap into the Powers of Your Brain by Jack Canfield

Your brain will work tirelessly to achieve the statements you give your subconscious mind. When those statements are your goals, you are certain to achieve them! Giving yourself goals can be tricky however, and your subconscious mind needs things put a certain way.

You need to be specific with yourself. The more specific you are with your goal, the more your brain has to go on to make just those things happen. Remember, vague goals produce vague results. Don’t be afraid to be detailed with what you want! Write it all down as if you were putting in an order. Your subconscious will make it happen for you by steering you toward those opportunities.

Your goals might seem a bit overwhelming at first glance. But look again! Do you see how your goals can be broken down into a series of steps? When looking up a recipe you do not simply find in large letters “Perfect Lasagna Every Time.” No! That of course is the end result, just like your goal. The recipe is there to help you achieve that goal. Create your own recipe for your goal. Break it down. What needs to be done first and next and after that? Keep writing the steps until you reach the goal.

Here’s a fun fact to help you attain your goals: your brain does not know the difference between actually doing something and just visualizing something being done. Your brain processes the two the same way! Have you ever imagined yourself making a total flop out of yourself moments before you really do? That is because your brain really experienced it when you visualized it. And as stated earlier, your brain will work to make happen whatever is being inputted. So what do you daydream about? Do you visualize yourself being successful? Do you visualize other people judging you? What you think about, you bring about!

Make it a habit to spend time visualizing your goals in detail as if you are living them right now. Do it every day, several times a day! Your brain will be functioning as if your goals are already attained. You will start being the person you want to be simply because that is what is being processed in your brain. Your brain will make you notice all the resources available to you that you never noticed before. You will attract all the things you need to accomplish your goal.

Don’t visualize what it will be like, visualize what it is like! Live it right now in your mind, everything in the present tense. What does it look like right now? What does it sound like and smell like? How does it feel? Create these detailed images and show your brain what it all looks like already complete. Your brain brings to your awareness only the things that match your beliefs about yourself, others, and the world. Everything else it filters out. When you visualize your completed goals in detail, your brain filters out everything that doesn’t pertain to those goals!

Write down your goals, break them down into achievable bits and every night visualize them completed. Then every morning visualize them completed. Take the time that is necessary to go through each goal in detail. Trust this process; the power of your brain has been greatly undervalued in the achievement of your goals!

School bells will soon be ringing and students getting ready to hit the books. Now, you can better prepare your returning student for the challenges ahead with a special Back-to-School Bundle! Whether your student is heading back to grade school, middle school, high school, tech school or college, this remarkable group of personal-achievement programs is perfectly suited for students of all ages. Includes Jim Rohn, Ron White and Jack Canfield programs that will enhance any student’s ability to excel in specific areas of study, including math, reading, history, geography and more. Special Bonuses included! Click here now for more details or to order!

The Key to Charisma

By: Brian Tracy

There is a close association between personal charisma and success in life. Probably 85 percent of your success and happiness will come from your relationships and interactions with others. The more positively others respond to you, the easier it will be for you to get the things you want.

The Law of Attraction
In essence, when we discuss charisma, we are talking about the law of attraction. This law has been stated in many different ways down through the centuries, but it basically says that you inevitably attract into your life the people and circumstances that harmonize with your dominant thoughts.

You Are A Living Magnet
In a sense, you are a living magnet, and you are constantly radiating thought waves, like a radio station radiates sound waves, that are picked up by other people. Your thoughts, intensified by your emotions, as radio waves are intensified by electric impulses, go out from you and are picked up by anyone who is tuned in to a similar wavelength. You then attract into your life people, ideas, opportunities, resources, circumstances and anything else that is consistent with your dominant frame of mind.

The law of attraction also explains how you can build up your levels of charisma so that you can have a greater and more positive impact on the people whose cooperation, support and affection you desire.

“Miracle Healing or Science? The Living Matrix
film reveals!”

Spiritual Cinema Circle When diagnosed with a tumor, astronaut Edgar Mitchell worked with a long-distance energy healer. Within months the tumor disappeared. Miracle or Science?

The science of “miraculous healings” is the focus of The Living Matrix, a new documentary featuring Marilyn Schlitz, Bruce Lipton, Dean Radin, Lynne McTaggart, Eric Pearl and Rupert Sheldrake.

Thanks to our friends at Spiritual Cinema Circle, you can receive The Living Matrix for just the cost of shipping!

To see the trailer, click here!

Perception is Everything
The critical thing to remember about charisma is that it is largely based on perception. It is based on what people think about you. It is not so much reality as it is what people perceive you to be. For example, one person can create charisma in another person by speaking in glowing terms about that person to a third party. If you believe that you are about to meet an outstanding and important person, that person will tend to have charisma for you.

Mother Teresa of Calcutta
One of the most charismatic people in the world was Mother Teresa of Calcutta. In a physical sense, she was a quiet, elderly, frail woman in poor health, and she wore a modest nun’s habit. She might have been ignored by a person passing her on the street, were it not for the tremendous charisma she developed and for the fact that her appearance was so well-known to so many people as a result.

How Would You Feel?
If someone told you that he was going to introduce you to a brilliant, self-made millionaire who was very quiet and unassuming about his success, you would almost naturally imbue that person with charisma, and in his presence, you would not act the same as you would if you had been told nothing at all. Charisma begins largely in the mind of the beholder.

Lasting charisma depends more upon the person you really are than upon just the things you do.

Continually look for ways to improve other’s perceptions of you so that you can be more influential with them. Be a living magnet.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, be clear about the messages you are sending and the perceptions you are creating in others. Are these perceptions consistent with the impressions you want to make?

Second, see yourself and imagine yourself every day as an important powerful and charming person. Treat others as you would if you were already strong, famous and influential.

Fake it until you make it!

100 Ways to Increase Your Sales by Kelley Robertson

1. The First Rule of Life: develop & maintain a positive attitude. Your success in
sales and life depends on it.

2. Know your products/services; become an expert on them.

3. Practice your presentation; role-play and video tape yourself if possible.

4. Involve your customers. Engage them in the entire process. Don’t force them to
be passive bystanders.

5. Learn your customer’s name and use it.

6. Establish your credibility early by asking effective questions and actively listening
to your customer’s answers and concerns.

7. Use eye contact to establish rapport.

8. Learn as much about your competition as you can.

9. Anticipate potential problems and prepare possible responses.

10. Check your inventory in advance. Know what you have available to sell.

11. Obtain information about your customers by asking them questions.

12. Teach yourself to relax; breathe deeply, meditate, use positive self-talk with
yourself

13. Learn the steps to selling and use them every day.

14. Manage your time properly. Invest your time promoting your business.

15. Rest so you are physically and psychologically alert.

16. Use your own style – don’t imitate someone else.

17. Use your own words – don’t recite from memory.

18. Put yourself in the customer’s shoes. Remember WII-FM – What’s In It For Me?

19. Assume the customer is on your side.

20. Tell customers that you want to take time to identify their needs.

21. Identify your fears. Categorize them as controllable or uncontrollable and
confront them.

22. Develop a great smile and use it.

23. Introduce yourself to your customer via a social context or a merchandisefocused
opening.

24. Give special emphasis to the first few minutes you spend with each customer.
You won’t get a second chance to make another first impression.

25. Visualize yourself as a successful sales person.

26. Manage your image and personal appearance.

27. Decide you will make more presentations than anyone else every day.

28. Know where everything is that you need to do your job. Don’t waste your time or
your customer’s looking for a piece of information or set of instructions.

29. Relax and enjoy yourself. Have fun with your customers.

30. No one sells every customer. Learn how to turn over a customer you are unable
to close a sale with to another salesperson.

31. Believe in yourself first. If you don’t think you can make it, who will?

32. Set & achieve goals. A goal is simply a dream with a deadline and a plan of
action.

33. Learn the fundamentals of sales and use them. Read, attend seminars, listen to
tapes and adapt the recommended techniques to your style.

34. Learn one new technique a week. Put it into practice as soon as you learn it.

35. Use your car as a learning centre. A how-to sales tape does more for your
success than the radio.

36. Visualize the sale taking place before it happens

37. Shake hands firmly. No one wants to shake hands with a dead fish.

38. Be conversational in your presentation. Speak as though you are talking with a
friend.

39. Develop great telephone skills.

40. Don’t prejudge people; they are often customers in disguise.

41. Understand your customers and meet their needs. Question and listen actively to
uncover their true needs.

42. Sell to assist your customers; don’t sell for money.

43. Do a regular self-analysis. Determine what you want to achieve both long term
and short term in your sales career.

44. Believe in the company and your product or service. If you don’t, your customer
won’t either. If you believe in what you’re selling, that confidence will show.

45. Be prepared with questions, answers, statements, openers.

46. Try new approaches. Don’t get trapped into doing everything the same way all
the time.

47. Listen carefully to how your customer answers your questions.

48. Adapt your presentation to meet your customer’s needs.

49. Learn how to present yourself effectively. Take a course in public speaking or
join a local chapter of Toastmasters International.

50. Show your customers that you differ from your competitors; don’t just tell them.

51. Subscribe to trade magazines to learn more about your business.

52. Pay attention to your customers. Make them feel important.

53. Start work half an hour earlier and stay half an hour later.

54. Spend less time socializing and more time working.

55. Invest more time learning about your customer.

56. Learn to ask mostly open-ended questions.

57. Demonstrate to your customer the value of buying from you and your company.

58. Learn to empathize.

59. Clarify your customer’s objections.

60. Ask every customer for the sale.

61. Don’t allow the first objection to bring the sales process to a halt.

62. Keep your name in your customer’s mind. Stay in touch with that customer after
the sale.

63. Ask every customer for a referral.

64. Follow-up every sale with a thank-you call.

65. Send every customer a thank-you card.

66. Learn to accessorize every sale.

67. Be the expert that your customers can trust.

68. Learn to become comfortable with silence.

69. Be quiet after you ask for the sale.

70. Be quiet after you ask your customer a question.

71. Spend less time waiting for customers to come into your store and more time
seeking them out.

72. Invest more time qualifying customers instead of presenting to them.

73. View the sales interaction as a process, not an event.

74. Don’t rush!

75. Be proactive in everything you do. Don’t wait for a customer to ask for something.

76. Listen more than you talk.

77. Maintain your motivation by listening to or reading inspirational material each
day.

78. Give people a reason to buy from you.

79. Know what products your competitors carry and how they differ from yours.

80. Give the customer who comes into the store at 8:30 p.m. the same attention as
the first customer of the day.

81. Make no assumptions.

82. Think before you speak.

83. Do more than your share of work in the store.

84. Don’t take objections personally. Find out the real objection.

85. Vary your greeting. Don’t use the standard, “Hi, how are you?”

86. Focus on uncovering your customer’s psychological needs.

87. Vary your tone of voice. Avoid slipping into a monotone.

88. Use different closing techniques.

89. Seek a customer’s permission before you offer him a solution to an objection.

90. Make sure your solutions are appropriate to each customer. Avoid giving canned
answers.

91. Do not complain about things that are beyond your control.

92. Don’t get discouraged – every “no” you hear gets you one step closer to “yes.”

93. Watch top performing people. Notice what they do differently then adapt their
behaviours to fit your style.

94. Stay in touch with your customers.

95. Evaluate your strengths and areas that need improvement on a daily basis.

96. Be aware of your customer’s fears and hesitations.

97. Treat each customer differently.

98. Treat every customer with dignity and respect.

99. Give people a reason to buy from you, today, at your price.

100. Stop talking and start listening.

10 Networking Blunders That Cost You Sales

10 Networking Blunders That Cost You Sales
Networking is a critical skill sales; after all, the more people you connect with the more you sales opportunities you create. However, many sales people make a variety of mistakes that prevent them from maximizing the power of networking. Here are ten blunders and mistakes you need to avoid.

1. Attending the wrong networking events. When I first started my business I attended as many local networking events as I could fit into my schedule. However, I quickly noticed that I encountered the same people at these events-other small business owners out looking for business. These people were not my target market and very few of them interacted with the type of decision-maker I usually worked with so I realized that I was going to the wrong events. Get the most from your networking opportunities by showing up at events that your prospects attend.

2. Waiting for people to introduce themselves. Let’s face it; the vast majority of people are reluctant or hesitant to approach strangers. However, if you take the initiative to introduce yourself to others you will be perceived as a person of authority and power. Not to mention that the other person will be relieved that they didn’t have to make the first approach.

3. Spending too much time talking. One of the most fatal mistakes is to dominate the conversation. If you truly want to make a great impression, limit the amount you talk to no more than 40 percent of the airtime. Remember, networking events are not the appropriate setting to sell your solution. However, they are perfect situations to uncover potential sales opportunities.

4. Failing to ask other people questions. The most effective way to create a connection with someone is to ask them questions about their business and what they do. Ask them about the challenges they face and what they enjoy most about their work. High-value questions encourage people to share information and help you position yourself as an expert and a great networker.

5. Becoming distracted by other people. Have you ever had a conversation with someone who constantly watched the room instead of paying attention to what you were saying? If so, you likely felt ignored and unimportant. I also suspect that you would not refer business to that person. Don’t make the same mistake. Pay close attention to every person you meet and learn how you might be able to help them.

6. Focusing on your self-interest. This follows the last point. If you make the effort to find out how you can help someone else, the chances are they will reciprocate. In the words of motivational guru, Zig Ziglar, “You can anything you want in life if you just are willing to help enough other people get what they want.”

7. Failing to articulate your value proposition. I once spoke with a small business owner at a networking event and after a 20 minute conversation I still had no idea what she did because she was unable to clearly articulate the purpose of her company and her ideal client.

8. Failing to establish a connection. Effective networking means connecting with people. Although you will not connect with everyone you meet, you can improve your results by making great eye contact, smiling, asking questions, and showing interest in the other person.

9. Executing the “meet & move” strategy. We’ve all encountered the person at a networking event who introduces themselves, gives you their business card, asks for yours in return, and immediately moves on to repeat the process with another victim. You get much better results by connecting with a small number of people rather than trying to meet as many people as you can.

10. Failing to follow-up afterwards. Post-event follow-up is critical. However, don’t make the mistake of calling someone three months after a networking meeting and saying something like, “We met a few months ago and I thought I’d touch base with you.” This approach simply does not add any type of value to the relationship. Here two follow-up strategies to consider:

i/ When you meet a potential customer, arrange to contact them shortly after the event. Mark it in your calendar and make sure you contact them on the agreed-upon day and time.
ii/ After you meet someone who is NOT a prospect, look for opportunities to refer business to them. You can also help them by sending articles or information related to their business.

Networking effectively can have a dramatic impact on your sales providing it is done correctly. Avoid these fatal networking mistakes and improve your results.

© MMX Kelley Robertson, All rights reserved.

Get your FREE copy of 100 Ways to Increase Your Sales by subscribing to Kelley’s free newsletter, “59 Seconds to Sales Success” at www.Fearless-Selling.ca.

Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more sales at higher profits. Kelley conducts workshops and speaks regularly at sales meetings and conferences. Contact him at 905-633-7750 or Kelley@Fearless-Selling.ca.

Images of Achievement by Denis Waitley

Are you aware of how the FBI trains its agents to spot counterfeit bills? The FBI schools agents by training them to see all of the characteristics of bills printed by the U.S. Treasury—they deal only with genuine money. An FBI agent learns to recognize authentic ones, fives, tens, twenties, fifties and hundred dollar notes until his or her appraisal of them becomes second nature. An agent studies a bill, both sides of it, until he or she learns every feature that makes it genuine legal tender.

That way, when FBI agents see counterfeit bills, they immediately recognize them as such. Their minds aren’t cluttered with what “might be wrong” or “what usually is left off” or “mistakes that are commonly made.” They know what they’re looking for. They are specialists in the real thing. False bills seem glaringly obvious to them.

If you allow yourself to think about the penalties of failure or all the things that could go wrong, you’re far more likely to infuse your performance with those penalties and mistakes. Continually tell yourself what to do. Don’t concentrate on what not to do.

The mind has a fascinating capability. What you think about most is generally what you do most readily. A mistake most people make is to set goals in negative terms. A tennis player may set a goal of not double-faulting a certain number of times during a match. An employee may set a goal of not being late so often. Goals to lose weight, not talk so loud and fast, and not get upset so often are goals framed in negative terms. We need to stay away from negative goal setting.

Understand this about the mind: A fear is a goal in reverse. The mind can’t focus on the reverse of an idea. The term double fault reminds the tennis player of the condition he or she wants to avoid. Being late reminds the employee of the problem, not the solution. When we think we need to lose weight, our minds store the self-image of being overweight. We need the image of the desired weight we want to attain, not the pounds of fat we want to discard. It is extremely difficult, if not impossible, to concentrate on not being upset.

It’s the same thing as saying, “Don’t make mistakes.” Or worse yet, to a tight rope walker, with no net, “Windy day, don’t fall!” The mind always moves you toward your current dominant thought.

We should say, “First serve in,” for the tennis player. “I’m a punctual, on-time person.” …. “I’m reaching my desired weight.” …. “I speak slowly, clearly and confidently.” …. “I remain calm and relaxed under pressure.” These are all positive goal statements, images of achievement, that pull us in the direction of the desired behavior rather than away from the undesired habit.

This week, stop looking at your life through the rearview mirror; instead, focus on where you want to go! —Denis Waitley

Why Are Some People More Successful? by Brian Tracy

Success is composed of four ingredients:

Health and Energy. You basically know how well you are doing as a person by how healthy you are and how much energy you have. Today we have longevity and health by design, not by accident. Today, you can live to be 80 or 90 years old. Health and energy is a deficiency need.

Loving Relationships. Once your health is taken care of, your relationships become paramount. That’s the wonderful thing about a fully integrated human being, their relationships are central to their lives. The person who is confused sees relationships as peripheral. A truly integrated person sees their relationships as central to their lives.

Meaningful Work. Work that you do and that you do well. Work that makes a difference in the world. It answers man’s need for significance. Each of us has to know that what we do counts—makes a difference. There is nothing worse in the entire world than to be doing something that you feel doesn’t really matter. By the way, people who are working at things that are proper for them never think of retiring. People who think of retiring are basically thinking, “I just want to get away from this as soon as I can, because it’s destroying my soul.” One of the basic responsibilities that we have as adults is to make sure that what we’re doing makes a difference.

Financial Independence. We need enough that we don’t worry about money. Everyone has to decide how much that is. It’s never been more possible for you to have enough than now.

Success is 80% psychological.

The Power of Optimism: 7 Strategies for Becoming a Glass Half-Full Person – By Margie Warrell

Times are tough and many people are struggling to stay optimistic given the state of the economy, the insecurity of their jobs (if they have one), the size of their mortgage and the strain that puts on relationships at home. Maybe you are one of them or maybe you know someone else who is having it tough.

Just because we can find lots of reasons for feeling down and becoming a bona fide pessimist doesn’t mean that we should. The fact is, optimism creates opportunity and pessimism kills it. Expecting good things to happen will lead to taking actions that produce positive results. Expecting only more bad stuff to come your way will keep you from doing the very things that might have minimized or avoided just that!

The word “optimism” actually derives from the Latin word “optima,” meaning the best outcome or belief in the greatest good. As I said to Natasha on my interview on Let’s Talk Live, while some people are naturally more optimistic than others, ultimately we all get to wake up every day and choose whether we are going to be a glass half-full, or a glass half-empty person.

Below are 7 strategies for filling up your cup of optimism. My challenge to you is to try at least one of these and notice the difference it makes to your outlook and your life.

1. SET YOUR INTENTION
Before you step out of bed (and if you forget, before you leave your home) take one minute to set your intention for the day by coming up with one word that resonates with you about the attitude or spirit you want to bring to the day. Being intentional acts like a compass and helps you better focus your time and energy. For instance, if you’ve been looking for work but have found yourself stuck in a rut and procrastinating, you might choose to be proactive and set yourself a goal of making at least 5 calls/emails today to follow up on job leads and opportunities. The intention you choose will vary according to the challenges you are facing.

QUESTION: What is your intention for the rest of today? To be more assertive, organized, focused, tenacious, self-reliant, resourceful, determined, persistent or patient?

2. PERFORM AN ACT OF COURAGE
Often the very thing we need to improve our circumstances requires courage. That is, closing the gap between where you are now and where you would like to be in life will require stepping outside your comfort zone and doing something that scares you in some way. It could be picking up the phone to invite someone to dinner, attending an exercise class or having a conversation with your boss about an issue that’s been upsetting you. There is no better way to build self-confidence than doing something that stretches you as it teaches you that you are capable of more than you thought you were.

QUESTION: What would you do today if you had no fear of failing or looking foolish?

3. REFRAME A PROBLEM INTO AN OPPORTUNITY
You can’t solve your problems by complaining about them. But you can solve them (or if they are unsolvable, learn to accept them) by reframing them so that you can approach them from a new angle. To quote Einstein: “Problems cannot be solved at the same level of thinking at which they were created.”

Where pessimists see problems, optimists find opportunities. If you change the way you look at your problems, your problems change and transform into a rich array of opportunities to grow, learn and discover inner resources you never knew you had!

QUESTION: What opportunities does your most pressing problem offer you? (I promise you –they are bountiful!)

4. AVOID ENERGY DRAINERS
Optimism is contagious. So too is pessimism. If you are struggling to feel as positive as you would like, don’t spend your time hanging out with “emotional vampires” — those people who suck the life out of you with their complaints and commentary about everything that is wrong with the world (and the people in it). Choose your company wisely and limit the time you spend with people who don’t fill your cup of optimism and “can do” self-confidence.

QUESTION: Who do I need to spend less time with and who can I arrange to spend more time with?

5. CARRY YOURSELF LIKE AN OPTIMIST
If you change how you hold yourself physically, it will change how you feel emotionally. Scientists have actually proven that how you present and carry yourself on the outside has a huge impact on how you feel on the inside. Slump your shoulders, pout your bottom lip and look down to the ground and optimism (and opportunity) will elude you. But stand tall, chin up, smile and engage with people as though you were the outgoing, confident, optimistic and successful person you aspire to be, and you will attract all sorts of positive people and opportunities into your life. People will relate to you differently and you will gradually begin to feel differently (and more positive) yourself. Don’t feel like it? Do it anyway! The old saying “Fake it ’til you make it” is literally true.

Where pessimists see problems, optimists find opportunities. If you change the way you look at your problems, your problems change and transform into a rich array of opportunities to grow, learn and discover inner resources you never knew you had!

ACTION: Stand tall, smile and watch your reflection in the mirror as you move. What does how you carry yourself communicate?

6. LIGHTEN UP
Why is it that comedians tend to live very long lives? It’s because they have become so masterful at finding the humor in even the most unfunny situations. While it’s not always easy to see the lighter side of things, it’s always helpful. Humor is a highly effective antidote to almost every ailment, anxiety or adversity! Watching a funny movie and spending time with a really funny friend is literally medicinal!

QUESTION: If you were taking a lighthearted approach to your challenges, what would the joke be?

7. EXERCISE
If you are one of those people who never exercises, then I’m sorry, I know you hate to hear it again and again but EXERCISE IS VERY GOOD FOR YOU. Not only is it great for you physically, but it’s a very potent drug for making you feel better psychologically. As your heart starts pumping, your body releases endorphins into your system which not only burn off stress but also allow you to view your life and challenges through a more empowering and optimistic lens. Seriously, what’s not to like about exercise? (Besides doing it?)

ACTIVITY: Get outdoors and go for a brisk 20 minute walk (or run) and note how much better you feel afterward (my only condition on that is please don’t do it in sweltering hot weather like we have in Virginia today!)

Please try one of these strategies today and let me know how it helps! As an optimist, I am sure it will!

** To comment on this article or to read comments about this article, go here.
About the Author:

Margie Warrell is a bestselling author, certified life coach and expert on living with greater clarity, confidence and courage. Get your FREE one-page pinup of the 12 Everyday Acts of Courage to help you live a bigger, bolder and more rewarding life!

The Law of Time Perspective

By Brian Tracy

The most successful people in any society are those who take the longest time period into consideration when making their day-to-day decisions. This insight comes from the pioneering work on upward financial mobility in America conducted by Dr. Edward Banfield of Harvard University in the late 1950’s and early 1960’s. After studying many of the factors that were thought to contribute to individual financial success over the course of a person’s lifetime, he concluded that there was one primary factor that took precedence over all the others. He called it “time perspective.”

Plant Trees

What Banfield found was that the higher a person rises in any society, the longer the time perspective or time horizon of that person. People at the highest social and economic levels make decisions and sacrifices that may not pay off for many years, sometimes not even in their own lifetimes. They “plant trees under which they will never sit.”

Doctors

An obvious example of someone with a long time perspective is the man or women who spends ten or twelve years studying and interning to become a doctor. This person takes extraordinarily long time to lay down the foundation for a lifetime career. And partially because we know how long it takes to become a doctor, we hold doctors in the highest esteem of any professional group. We appreciate and admire the sacrifices that they have made in order to be able to practice a profession that is so important to so many of us. We recognize their long time perspectives.

24 Techniques for Closing the Sale
“Why Are Some People More Successful Than Others?…Find Out in This Book!”

No matter what your situation is, right now you possess the potential to make your wildest dreams a reality…you just need to know HOW to achieve them.

Maximum Achievement is a straightforward success manual. A Brian Tracy classic… beyond the covers of this book you will find yourself motivated, inspired and ready to tackle life’s challenges!
Get your copy here >>

Long Time Perspectives

People with long term perspectives are willing to pay the price of success for a long, long time before they achieve it. They think about the consequences of their choices and decisions in terms of what they might mean in five, ten, fifteen, and even twenty years from now.

Short Time Perspectives

People at the lowest levels of society have the shortest time perspectives. They focus primarily on immediate gratification and often engage in behaviors that are virtually guaranteed to lead to negative consequences in the long term. At the very bottom of the social ladder, you find hopeless alcoholics and drug addicts. These people think in terms of the next drink or the next fix. Their time perspective is often less than one hour.

Delayed Gratification is the Key to Financial Success

Your ability to practice self-mastery, self-control, and self-denial, to sacrifice in the short term so you can enjoy greater rewards in the long term, is the starting point of developing a long time perspective. This attitude is essential to financial achievement of any kind.

Action Exercise

Practice a long term perspective in every area of your life, especially in your financial life but also with your family and your health. Think of where you would ideally like to be in five years and begin today to take steps in that direction.

Acting Against DiscouragementBy John C. Maxwell

It’s hard to imagine a time when Samuel L. Jackson wasn’t an A-List celebrity, but twenty years ago he was a frustrated, little-known actor who couldn’t seem to breakthrough. Despite his prodigious talents, as of his 41st birthday Jackson could claim nothing more notable than a few minor cameos. Intensely discouraged, he turned to cocaine and quickly developed a dependency on the drug. Within a year, he hit rock bottom. When his wife and eight-year old daughter discovered him passed out on the kitchen floor, there was no denying that he had lost control.

After finding Jackson unconscious, his wife LaTanya immediately checked him into a rehabilitation clinic. For the first time, Samuel L. Jackson was forced to face up to his anger and discouragement, and he began to make life changes. To his credit, Jackson submitted himself to the recovery process, and with the encouragement of his family, he was able to break his addiction. Less than twelve months later, he finally achieved stardom for his supporting role in Jungle Fever. From then on, his reputation grew steadily, and his career flourished. Today, he is regarded as one of Hollywood’s finest and hardest-working actors.

What can we learn from Samuel L. Jackson’s journey?

No one is immune to discouragement.

Regardless of your personality, potential, or position you will encounter discouragement at some point in life.

Our response to discouragement holds the key to our future.

I’ve noted two types of people in the world: splatters and bouncers. When splatters hit the bottom they land with a thud and stick like glue. No matter what you try to say and do, there’s no use trying to pick up a splatter who has fallen flat. Bouncers on the other hand, pull themselves together and rebound after hitting the bottom. Give them a little bit of encouragement, and they will ride it back up to the top.

Everyone who falters has a choice: are you going to get up or give up? The difference between the splatters and bouncers lies in their attitude. Splatters bemoan their fate and blame others for their problems. Bouncers learn from their failures and find supporters to help them recover.

Our influence can be pivotal in rescuing others from self-destructive discouragement.

Imagine if Samuel L. Jackson had not been married, or if the people who cared about him had not intervened on his behalf. He might never have checked into rehab, he might never have beaten his drug addiction, and the world might never have been entertained by his acting. Thankfully for Jackson, he was surrounded by people who loved him and encouraged him as he recovered from substance abuse.

In leadership, inevitably you will cross paths with someone who is downtrodden. When you do, your encouragement can be a lifeline to save them from spiraling into self-destructive despair. Here’s how you can counteract discouragement:

1) Guide Them to the Right Perspective

People who are discouraged oftentimes seem trapped under a black raincloud. Everywhere they turn appears to be dark, and they cannot see rays of light anywhere. As a leader, you can point to the positives and help them to keep hope alive. In additional, you can assist the discouraged person in properly interpreting setbacks. Remind them that just because they experienced failure doesn’t mean they are a failure.

2) Connect Them to the Right People

You may encounter people whom you have limited ability to encourage because you can’t relate to their area of discouragement. For instance, if you’ve never been in sales, it can be hard to cheer up a dispirited salesperson. However, within your network, you may know someone who has undergone similar frustrations in sales and would be glad to share some encouragement from his or her experience.

Also, the depth of someone’s discouragement may necessitate professional assistance. In the middle of his drug addiction, Samuel L. Jackson didn’t need a pep talk from a buddy as much as he needed medical care and attention from a licensed counselor. Sometimes the best service you can do for someone who has hit rock bottom is to persuade him or her to get help.

3) Restore Them with the Right Words

Dr. Martin Lloyd Jones, at one time the greatest heart surgeon in England, says this in his excellent work, Spiritual Depression, It’s Cause and Cure: “Most of your unhappiness in life is due to the fact that you are listening to yourself rather than talking to yourself.” Think about it. When you’re discouraged, you wake up in the morning and right away, there are streams of thought coming into your mind. You haven’t invited them; you didn’t ask for them; you are not consciously doing anything to produce them; they just come! They start talking to you.

As a leader, you can help people filter unfounded fears and unwarranted worries from their inner dialogue. After doing so, you have the opportunity to speak affirming and encouraging words that can take the place of negative thoughts. Once people change their thinking, their attitudes and actions eventually follow.

About

John C. Maxwell is an internationally respected leadership expert, speaker, and author who has sold more than 19 million books. Dr. Maxwell is the founder of EQUIP, a non-profit organization that has trained more than 5 million leaders in 126 countries worldwide. Each year he speaks to the leaders of diverse organizations, such as Fortune 500 companies, foreign governments, the National Football League, the United States Military Academy at West Point, and the United Nations. A New York Times, Wall Street Journal, and Business Week best-selling author, Maxwell has written three books that have sold more than a million copies: The 21 Irrefutable Laws of Leadership, Developing the Leader Within You, and The 21 Indispensable Qualities of a Leader. His blog can be read at JohnMaxwellOnLeadership.com. He can be followed at Twitter.com/JohnCMaxwell.

WordPress Themes