Mastering the Art of Success(^)
BERNARD
There is. One thing that really is missed is the planning and
preparation. As a rule, we’re lazy, so I’d like to introduce the five
P’s: proper planning produces peak performance.
I look at the strategies or the tactics of planning your physical
environment and preparing your mental environment. “Physical
environment” is your place of work. Let’s just say you’re going to make
some telephone prospecting calls. What materials do you need at your
work station to provide the most productive environment you can have?
You really only need about eight essential items. If there are more
than those, then there is too much clutter.
One item is a glass of water to keep your mouth in tune and ready to
rock ’n roll. The others are a pad of paper, a p en or a pencil, your script,
leads, l ead generations, time management system, agenda, telephone,
and your computer. I have two optional items: a mirror and a voice
recorder. The mirror is for you to see the reflection of what y ou are
doing, so you can really see what you’re saying to your prospect. The
recorder provides a copy of the conversation and allows you to hear
how you’re coming across to that prospect. That’s the planning side of
your physical environment.
The mental environment is your attitude. This is for the way you
view and respond to your past, present, and future (how you see
things). This is a choice. Seventy percent of the day is negative, as a
rule. Atti tude drives ability. A great attitude must include a high sense
of esteem. There are two esteem components: self-esteem and corporate
esteem.
Self-esteem is how you think about yourself. Is the glass half full or
ha lf empty? You must be self-motivated, confident, and sure of
yourself. Love the person you see in the mirror. You can increase your
self-esteem by seeking out professional resources and reading or
listening to engaging motivational material, stretching yourself, being
active, and moving into action.
Corporate esteem is planning your mental environment. This is huge
and is often missed. It is how proud you are of your business card and
how p assionate and committed you are to your product or service. You
need a high corporate esteem when you go to a call or when you