JIM ROHN 00:00
Here's some more time management essentials. Learn to study what we call majors and minors.
You pick up the phone? Here's what you must say when you pick up the phone, is this a major conversation or a minor conversation? If it's minor a few pleasantries and you're done, if it's major maybe you've got to make a few notes.
So here's the next one, important conversations make an agenda before you make the call. Just jot down a little agenda. It's so easy now to just talk out of your head.
You ever hear a conversation end like this;
Let's see, there was something else.
See you don't look that swift.
I can't think of it right now.
I'll call you back.
See you look a little incompetent.
Let's see, there was something.
It escapes me right now.
So, we got this now? Make an agenda before you make a call, if it's an important call. Now, later that saves you all kinds of stuff.
You call John in – the salesman – Say, "John, remember those four things we went over?" He said, "no, we didn't talk about that." And then you pull out your daytime or whatever, and there's the list you made when you made the call. He said, "oh yes, seems like I do remember." And you've got him with your list.
If it's just – sales people especially can talk you out of what's in your head. That's true. "No, we didn't talk about that" and if you don't have a little proof, I'm telling you, it's gone. So make an agenda before you make a call.
So what's major, what's minor? Now here's the key on this, don't major in minor things, if you take up major time to do minor things, I'm telling you, you'll be behind the curve constantly.
Here's what we learn in sales training, what's major time and what's a minor time?
Here's minor time, thinking about prospects.
Here's minor time, making list of prospects.
Here's minor time, keeping books on prospects.
Here's minor time, going to see the prospect.
Here's minor time, evaluating the prospect after you've been there.
That's all minor time.
Here's major time, in the presence of the prospect. That's major time.
And if you took a look – if you're in sales and you took a look at a week, you'd say my gosh, I'm spending 90% of my time on the minor stuff and so little time on the major stuff in the presence of. How many hours in the presence of in my day? How many hours in the presence of during my sales week? Because the time that really counts is in the presence of prospect.
Majors and minors.
Identify your role and find out what's major and what's minor.