As I read blogs and watch videos from coaches, teachers and business consultants discussing what you need to succeed in 2011, I’m struck by the listing, diagramming, and reiteration of the same systems and catchphrases that we have heard again and again. The concepts of “Big Why”s , Goals, Daily Lists, Affirmations and prayers are all wonderful tools, but if you don’t have the internal HOW; if you don’t have the inner negotiating skills to fully utilize these tools and transform procrastination into empowerment, then you won’t be a success again this year.
Procrastination can mask itself as a legitimate excuse for the five days of not making those follow up calls or preparing for your presentation, “I’m making my Vision Board to remind me of my Big Why!” It is great to have a Vision Board and juicy reasons for earning 10K that month, but the problem here is being confused about the difference between activity and productivity. Activity is kidding yourself that you’re getting somewhere. Productivity is the ROI of your investment of time and effort for wealth creation. Let’s take a different approach this year.
To use your time productively, set aside (note set aside, not stumble on) an hour to write down who you are when you’re making a sale or a presentation. What is it about you that you have to offer? What is the essence of you that will connect with your client, customer, or prospect to bring about sales success? To discover the essence of you , take the time to look at your Talents, Abilities and Gifts and discover who you are.
With that list in hand, you can begin to unravel the lure of procrastination. Often procrastination happens when we don’t feel good enough, when we don’t feel prepared or armed with enough information. Let’s say that you are a speaker who was dilly-dallying around in preparation for an upcoming talk because you were feeling insecure. Let’s say that when you wrote your T.A.G. list, you discovered that your Ability is your intuitive understanding of people, that your Talent is in easily forming connections and that your Gift appears on stage when you use your body language to draw people together across a room and inspire them to work together. As you own that awareness and it becomes more deeply ingrained , are you going to feel more secure about who you are and get excited about the presentation? You bet you are. Your Gift can be actively used to make things occur in your life by utilizing and leveraging the Gifts that you already have, instead of trying to force someone else’s Talent down your throat. (That isn’t going to make it work any better for you this year.)
NUT & BOLT
So let’s put our nuts and bolts together.
You no longer have to wonder, “What is wrong with me? Why can’t I MAKE myself do what I set out to do?” Look at procrastination from a fresh perspective. It’s telling you where you need to focus on your personal growth so that you can actually achieve your goals. Dig down into who you are – your Talents, Abilities and Gifts. See what Talent and Ability you have that you can use to engage people. Is it your Gift of teaching your newfound skill to your employees, or aiding others in building their downline, or maybe it’s that gift of sealing the deal.
As you review your T.A.G.s and add them into your business, you will have that knowledge to back you up. So in a week or two, when the rejection-freeze of unreturned phone calls or disinterested marketers blows through, you will able to transform adversity into knowledge as part of your steps to success. The big lesson here: Products don’t sell products, people sell products, and they do it through a connection that goes much deeper than what the next widget can offer.