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Eliminate the “P” Word to increase your sales

Today I entered ‘time management courses’ into Google. It produced about 200,000,000 results in 0.29 seconds.And yet time management courses are often a waste of time. Why? Because you know what to do. You know when you should be doing it. If you’re not doing it, I’d reckon it’s not about time management at all — It’s down to that ‘P’ word.


Procrastination — and its twin brother ‘Indecision’ will tie you to the failure treadmill for all time if you don’t sort it! Without decisions — and ACTION to back up those decisions, you will never get the results you want.

Do you procrastinate?
Do you procrastinate? What is it costing you? If you could eliminate it, how great would that be in terms of your job, your business, your wealth, your life?

If you’re procrastinating about ANYTHING, do the exercise below. It could change everything!First, here are some pointers before you start…

— Find yourself a quiet place where you won’t be disturbed.
– Give yourself plenty of time to answer all the questions.
– You may feel pretty uncomfortable (I hope so) when considering the consequences of not making a change.
– You will feel completely inspired by the end of it.
— Crucially — DO THE EXERCISE! For goodness sake don’t procrastinate on the procrastination exercise!!!

Are you ready to commit to action? Go for it…1. Write down one thing you are not following through on
2. Come up with ten reasons why you absolutely must change this now

3. What will it cost you if you don’t make this change?
4. What will you gain from this change?
5. Why do you know you can absolutely make this change?
6. Create a new association with this change.

Make it perfect for you! Example…if you’re not making enough calls you may have an association that not making calls equals less rejection…a new association might be that making more calls equals more chances to develop relationships that generate more sales and all the kudos and success that comes with it.This is really important. You must create a new association. Don’t proceed until you have created at least one!

7. What is your first action that you can do immediately?


Congratulations! Go and do your first action right now…This exercise will really get you in touch with the motivation to take ACTION towards what you want.

Another example of The Psychology of Sales.

Let me know how you get on.

Until next time.


By the way, have you checked out Sasudi yet? It’s the world’s first 24/7 on line platform to help small businesses increase their sales. Check it out HERE.

For previous ‘Tricks of the Trade’ go here

About the author

Hi I’m Leigh Ashton of The Sales Consultancy

Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.

The World of Sales is changing.

Today’s conventional sales training doesn’t address the psychological barriers that get in their way.

My approach takes your sales team through a process that:

* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales

And at a higher level…

* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales

Wherever you are on your personal sales journey what’s the best course of action for YOU.

– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking