e, folks), not just harder. Although many people think that ‘smart work’ is a replacement for ‘hard work.’ I wish.

6. It is about spending time in reflection, contemplation and self-evaluation.

7. It is about managing your time in such a way that you maximize your results (another book, yes, but writing 4 books a year keeps me plenty busy).

Had enough? Time to get back to work. Reading this tip, although it is great, will not put any money in your pocket –

Over the years, I have observed many salespeople and their routines – daily, weekly, monthly and yearly. It is my belief that many salespeople waste a great deal of time. Some of the common time wasters are (there are many others, this is just a quick list):

·poor prospecting
·spending too much time with poor prospects
·not having a clear plan for their day/week/month/year/life
·starting too late in the day/ending too soon
·redundant time habits (this would take a book to cover)
·not concentrating on a task at hand
·lacking focus

I am not suggesting that you work 18 hour days, take work home with you on weekends, ignore your family and have no fun. I have been selling for over 35 years and have worked very few 18 hour days. I have worked (writing) several 24 hour marathons, but it is difficult to find someone to sell to at 3:00 AM.

I am suggesting you look at your personal work habits to see where you could be a little busier – not in busy work – but productive sales activities. My guess is that most salespeople don’t work that hard (hours). I can hear a few of you screaming now, “Are you nuts? I hustle every day all week long.” Great, I am not talking to you, but to those who could benefit from a little extra effort each day /week /month. And, you know who you are, don’t’ you?

Hustle is not about working longer or harder for the sake of work.

1. It is about getting to a prospect before your competitor does.

2. It is about spending time in self-help books rather than in front of the TV every night.

3. It is about getting up an hour earlier every day to plan. It is about having breakfast/lunch/dinner with a client or prospect rather than eating alone.

4. It is about creating balance in your life so you have the will, energy and desire to put in the time necessary.

5. It is about working smarter (another book here, folks), not just harder. Although many people think that ‘smart work’ is a replacement for ‘hard work.’ I wish.

6. It is about spending time in reflection, contemplation and self-evaluation.

7. It is about managing your time in such a way that you maximize your results (another book, yes, but writing 4 books a year keeps me plenty busy).

Had enough? Time to get back to work. Reading this tip, although it is great, will not put any money in your pocket – d

would take a book to cover)
·not concentrating on a task at hand
·lacking focus

I am not suggesting that you work 18 hour days, take work home with you on weekends, ignore your family and have no fun. I have been selling for over 35 years and have worked very few 18 hour days. I have worked (writing) several 24 hour marathons, but it is difficult to find someone to sell to at 3:00 AM.

I am suggesting you look at your personal work habits to see where you could be a little busier – not in busy work – but productive sales activities. My guess is that most salespeople don’t work that hard (hours). I can hear a few of you screaming now, “Are you nuts? I hustle every day all week long.” Great, I am not talking to you, but to those who could benefit from a little extra effort each day /week /month. And, you know who you are, don’t’ you?

Hustle is not about working longer or harder for the sake of work.

1. It is about getting to a prospect before your competitor does.

2. It is about spending time in self-help books rather than in front of the TV every night.

3. It is about getting up an hour earlier every day to plan. It is about having breakfast/lunch/dinner with a client or prospect rather than eating alone.

4. It is about creating balance in your life so you have the will, energy and desire to put in the time necessary.

5. It is about working smarter (another book here, folks), not just harder. Although many people think that ‘smart work’ is a replacement for ‘hard work.’ I wish.

6. It is about spending time in reflection, contemplation and self-evaluation.

7. It is about managing your time in such a way that you maximize your results (another book, yes, but writing 4 books a year keeps me plenty busy).

Had enough? Time to get back to work. Reading this tip, although it is great, will not put any money in your pocket –

could be a little busier – not in busy work – but productive sales activities. My guess is that most salespeople don’t work that hard (hours). I can hear a few of you screaming now, “Are you nuts? I hustle every day all week long.” Great, I am not talking to you, but to those who could benefit from a little extra effort each day /week /month. And, you know who you are, don’t’ you?

Hustle is not about working longer or harder for the sake of work.

1. It is about getting to a prospect before your competitor does.

2. It is about spending time in self-help books rather than in front of the TV every night.

3. It is about getting up an hour earlier every day to plan. It is about having breakfast/lunch/dinner with a client or prospect rather than eating alone.

4. It is about creating balance in your life so you have the will, energy and desire to put in the time necessary.

5. It is about working smarter (another book here, folks), not just harder. Although many people think that ‘smart work’ is a replacement for ‘hard work.’ I wish.

6. It is about spending time in reflection, contemplation and self-evaluation.

7. It is about managing your time in such a way that you maximize your results (another book, yes, but writing 4 books a year keeps me plenty busy).

Had enough? Time to get back to work. Reading this tip, although it is great, will not put any money in your pocket –

ting to a prospect before your competitor does.

2. It is about spending time in self-help books rather than in front of the TV every night.

3. It is about getting up an hour earlier every day to plan. It is about having breakfast/lunch/dinner with a client or prospect rather than eating alone.

4. It is about creating balance in your life so you have the will, energy and desire to put in the time necessary.

5. It is about working smarter (another book here, folks), not just harder. Although many people think that ‘smart work’ is a replacement for ‘hard work.’ I wish.

6. It is about spending time in reflection, contemplation and self-evaluation.

7. It is about managing your time in such a way that you maximize your results (another book, yes, but writing 4 books a year keeps me plenty busy).

Had enough? Time to get back to work. Reading this tip, although it is great, will not put any money in your pocket –

e, folks), not just harder. Although many people think that ‘smart work’ is a replacement for ‘hard work.’ I wish.

6. It is about spending time in reflection, contemplation and self-evaluation.

7. It is about managing your time in such a way that you maximize your results (another book, yes, but writing 4 books a year keeps me plenty busy).

Had enough? Time to get back to work. Reading this tip, although it is great, will not put any money in your pocket – directly that is.