I'm reminded of the quote 'All know the way; few actually walk it' (Bodhidharma). We're all guilty of not doing the stuff we know we should be doing. So if you're procrastinating on ACTIONS that you know will better your results, this exercise could really get you moving...

Perhaps the most frightening aspect in this entire call reluctance scenario is that most sales professionals believe they are alone. They wouldn't dare speak about their fear of cold calling or about all the reasons they postpone making sales calls because they think they are the only ones doing that. Consequently, they believe there is some secret they have yet to learn before they can make all those calls they need to make.

The secrets to a do it now attitude are simple to apply. When you want to succeed at anything, you must master fear so opportunities can present themselves. You must have a healthy mind and focus on the positive in things versus dwelling on the negative and you must have a sense of urgency to want to get things done now. Do not wait until tomorrow. DO IT NOW!

For sales professionals time is money. They do not get paid in terms of the numbers of hours worked -- to "punch a clock". They are paid to produce results -- sales results via sales numbers. So it's imperative that sales professionals should manage their time properly and make the most of it. Time management is a critical skill for professional happiness. On it hinges your income, your home, all your dreams, and aspirations. Remember, you can't manage time; all you can do is manage yourself with respect to time.