In yesterday’s post we discussed the “physics” of sales and began a discussion of how to make changes in your direction that will bring on changes in your results.

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Most of us have a natural tendency to resist change.  We find ourselves in a comfort zone and we would rather drift along from day to day than take an introspective look at our performance and results.  But to improve our lives and our career success, I suggest the following:

Review Your Results:  Take out a sheet of paper.  Make three separate columns with the following headers; Personal, Physical and Professional.  Under each header, give yourself a score between 1 and 10, honestly answering the following question.

“On a scale from 1 – 10, how close am I to where I want to be in this area of my life?”

Reframe Your Target:   Below your score in each column, list 3 to 5 bullet points that would answer this question.

“What would a 10 in this area look like?  Describe the results you want.”

Reroute Your Course:  Next, list the 5-7 steps you must take in each area to bring you closer to your desired results.  Keep it simple.  Don’t list 1- 20 steps that must be taken.  In sales, reducing the number of choices a potential buyer must make in order to own your product or service actually increases your closing ratios.  In essence, more choices creates more stress – and more stress causes inaction.  The same principle holds true in planning your steps for improvement.  You are more likely to take action if you have a limited number of steps to follow.

Rank The Top Three:   From that list of 5-7 steps – pick your top three.  What three things can you do in each area today? Focus on those most important items on your list each day.  Only work on the additional steps after sufficient time and effort has been given to the higher priorities.

Resolve To Act:  Make a solid choice to take action each day on the top three items on your list.  Complete them early – cross them off of your list for the day.  There is a feeling of accomplishment that you get when completing a task.  When you complete the task early, it gets your day off to a great start.[lightbox link=”” thumb=”” width=”300″ align=”right” title=”change your life” frame=”true” icon=”image” caption=””]

Take action.  Take a step.  Then take off in improving your performance.

Remember, even God can’t steer a parked car.  Get moving.

QUESTION: When was the last time you made a list of steps to improve your personal life?