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    Sell When You See the Whites of Their Eyes!
    by Steve A Klein
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Steve A Klein, author of “Sell When You See the Whites of Their Eyes!” and CEO of the Professional Development Center, has developed a wide range of sales and personal development training. His training focuses on such key issues as relationship leadership, attitudes, team building, sales management, sales negotiation, tracking and prospecting, customer service, self (time)-management, communication skills, and cultural and behavior change.

Time Keeps On Slippin', Slippin', Slippin'...Into The Future


By Steve A Klein

Do you ever hear these statements?

  • "I have no time to see you."
  • "I wish I could find the time to exercise."
  • "I'd love to get together with you, but I have to (fill in the blank)."
  • "I just can't seem to get it all done."
  • "I never have enough time to (again, fill in the blank)."

"Yes," you're saying. "I sure do hear these every day." but I'll bet you think you hear those statements just from others. In reality, these are also verbal statements we're feeding our minds every day - if not consciously, at least subconsciously.

Why don't we have any time? Is it because we have too much to do? Is it because all the time-saving mechanisms with which we've saturated our lives actually reduce our time? Or is it because the times are just changing?

The answers could be either yes or no. But, in reality, the statements above have been spoken or thought for at least the last half-century.

The real answer is that any control over time must begin from within. Therefore, time management is not the issue. "Self management" is where we need to begin. If we can't manage ourselves within the time available, we'll be forever lost in the jungle of control.

Re-read the statements at the beginning of this article again. Do you notice each one begins with the first-person pronoun, "I?" That means "I" am in control, and when you tell yourself and others that you "can't" do something, you are saying you are either giving up control or you have no control.

The only asset we have is our time. We have 24 hours a day to use or lose. We do have total control over what we do in relation to the time available. As a matter of fact, we have an abundance of time if we choose to believe we do.

So how do we go about being a better time/self manager? Step one is to begin rephrasing your verbal statements to yourself. Say:

  • "I do have time to see you. Let's see where it best fits into my schedule."
  • "I always have time to exercise. Here's when I'll do it."
  • "I'd love to get together with you. Let's do it..."
  • "I always get everything done in the time allotted."
  • "I always get everything I plan accomplished."

By rephrasing your statements, your mind begins to cause you to act the way you truly want to.

Step two is to write down everything on a monthly calendar, including those things you used to think you couldn't do, such as exercise. Find a time to do it and stick with it.

Step three is to take one part of your life and commit to making just one change. Never try to change more than 10 percent of anything at one time. Otherwise you end up doing nothing at all. Remember how you eat an elephant: one bite at a time. And tell someone else what you are going to do. The easiest person to break a commitment to is yourself. Once you've asked a friend to check up on you, you're bound to begin the change. And once you've made it, you'll realize how easy it is to make more changes.

Step four is to make the decision to make the change RIGHT NOW, before you stop reading this article. Otherwise, you'll continue the insidious habit of procrastination.

Here's a quote - from an unknown source - that may help to begin the process: 

"On the plains of hesitation, bleached the bones of countless millions. Who upon the very brink of success, sat down to wait, and while waiting they withered and died."

(This article may be re-published with credit to the author.)