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How to develop a sense of urgency and achieve more in less time

Your prospects are not in a great hurry. At least not most of them. They seem to be quite happy with the Status Quo. But don’t you know that enthusiasm is contagious. And if you pack energy and sense of urgency into your action, they are bound to match your speed and energy. So, let us understand how to achieve more in less time by developing a sense of urgency.

“You can’t move mountains by whispering at them” – Pink
mountain
  1. Set your sights really very high. Don’t worry about how you will achieve them.
  2. Break that vision into smaller achievable goals.
  3. Break that further into smaller activities or tasks.
  4. Have energy. If not, get your dumbbells and go for 3 sets of shorter reps 8 – 10 each. Or hit the floor and go for 3 sets of 5 push ups each and start pumping up iron. Get those muscles.
  5. Add passion and sense of urgency. Act as if you have fifteen meetings in a day. While you have to submit five proposals. And go for two negotiations. That is your normal day.
  6. There are three types of people in this world – one, those who take things as it comes and are happy with it; two, those who take things as it comes and are frustrated with it and then there are Sales people, the rarest of rare breed, those who make things happen. With or without the “Sales” title.
  7. While you have created the sense of urgency, do not over react or walk all over others or ill treat them.
  8. Instead treat everyone with respect, courtesy and kindness.
  9. Remove the obstacles. Do not spend time on investigating who had put the road blocks. Just keep moving.
  10. Don’t accept mediocrity in anything.
  11. Pack Energy and Enthusiasm into everything you do.
  12. Wear a smile on your face. Even while you speak on the phone. It sounds nice and the receiver on the other end knows that you are speaking with a smile on your face.
  13. Focus on results.
  14. Be disciplined.
  15. Have the courage to walk the untrodden path.
  16. Imbibe the qualities of a leader.
  17. Break all the rules. And Set your own rules.
  18. Create something every day.
  19. Don’t worry about the tough times. They are there to bring out the best in you.
  20. You were not born to be complacent and hence always be doing many activities and setting up new activities. Keep yourself busy and engaged.

Happy Selling !!

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What can Sales people learn from “The Walk” and Philippe Petit

From Wikipedia: “The Walk is a 2015 American 3D biographical drama film directed by Robert Zemeckis and written by Christopher Browne and Zemeckis. It is based on the story of 24-year-old French high-wire artist Philippe Petit’s walk between the Twin Towers of the World Trade Center on August 7, 1974.”

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What were the steps taken by Philippe Petit to achieve the final outcome of walking between the Twin Towers of the World Trade Center in New York in 1974 ? How did he achieve what he wanted to ? What must have gone through his mind during the event ? How can someone achieve such a rare feat ? And what can we learn from his walk on the high-wire ?

Let us now examine one after the other.

Steps taken by Philippe Petit:

  1. He dreamed at an early age and thought it was possible to walk on the tight rope at such an altitude.
  2. He came to know from a magazine about the construction of World Trade Center while sitting in a dentist’s clinic and found that it will be the tallest building in the world.
  3. He conceived his idea.
  4. Planned meticulously.
  5. Traveled to New York several times.
  6. He and one of his collaborators, a photographer rented a helicopter and photographed the under construction towers.
  7. Had few other collaborators and friends who helped him. One of them provided financial assistance as well.
  8. Entered the building as a Journalist and in the pretext of interviewing the workers observed the towers from close quarters.
  9. Got caught by a Policeman once but that didn’t dampen his dreams.
  10. He and his team settled on the bow and arrow attached to a rope to pass the cable and they perfected this technique by practicing it several times.
  11. He and his crew got an opportunity to travel in the elevator to 104th floor on the day of the event. With their heavy equipment. Call it miracle if you wish.
  12. Finally executed his plans.

How did he achieve what he wanted to ?

  1. The central theme of the whole thing – that is, the events leading to the big event – was a firm belief that he can achieve what he wanted to.
  2. He was committed to it.
  3. He was ready to sacrifice anything and everything to achieve it.
  4. Was there fear in his mind ? Must have had fear but gradually did overcome that fear and succeeded.
  5. He gave everything that he had to achieve it.
  6. He had a good team who also sacrificed, risked and provided solid support to him.
  7. He was focused. He breathed, ate, slept, walked [?] high-wire walk.
  8. He was positive and had overcome all obstacles.

What must have gone through his mind during the event ?

  1. He must have forgotten that the world exists.
  2. He must have forgotten that he is walking at such a high altitude [1350 feet from the ground].
  3. All he saw was the wire.
  4. He focused his mind towards balancing the walk on the high-wire.
  5. He must have walked as if he was performing at a low altitude – like his past performances.

How can someone achieve such a rare feat ?

  1. Discipline.
  2. Preparation.
  3. Courage.
  4. Positive thinking.
  5. Single minded focus.
  6. A team that fully supports.
  7. When others think it is death, he thinks it is his life. Coming out of the fear zone.
  8. Meticulous planning.
  9. Execution.
  10. Skills. Training. Practice.

And what can we learn from his walk on the high-wire ?

  1. If you think you can, you eventually will.
  2. Dreaming is very important. Everything was originally a dream.
  3. Commitment, sacrifice, putting effort, training, practice, single minded focus are important.
  4. Not to get cowed down by obstacles.
  5. Not to get discouraged by friends, family but to continue with your plan against their warnings.
  6. Skill development – is a given.
  7. Positive thinking makes things happen. The whole world conspires with you.
  8. Taking risks.
  9. Great team. And Team work.
  10. Identifying what gives you happiness and relentlessly pursuing it, come what may.

Happy Selling !!