Focusing on What Counts
Focusing on What Counts (Module 19)
Module 19 discusses in detail how to motivate and help the sales professional to know how to effectively prioritise “putting out fires” and making a difference where a difference can be made. Covered is the eliminating of personal asset wasters by identifying the state of consciousness of a problem, eliminating worries that are insignificant or irreparable, and using a logical tool called the Worry Chart to analyse the improvement and advancement of the personal state of mind. Sales professionals cannot be “effective problem solvers” if they focus on where they can’t make a difference. Often de-motivation and a sense of mundane activities kills a sales person’s momentum and produces a “slump”. This module helps identify the potential worries that are holding back their advancement, while module 20 teaches them to become a “Complete Problem Solver”.