Beginning with the End in Mind: Time Management Strategies for 2017

1. © 2017 ValueSelling Associates, Inc. All rights reserved. Julie Thomas | President and CEO Beginning with the End in Mind: Time Management Strategies for 2017 © 2017 ValueSelling Associates, Inc. All rights reserved. Thank you for joining us today. We will be getting started shortly. In the meantime, please share the location that you’re joining us from. Submit your answer via the Q&A window. This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.

4. © 2017 ValueSelling Associates, Inc. All rights reserved. • Six techniques to improve effective time management • Alignment: Activities and goals • Be proactive and protective Today’s objectives © 2017 ValueSelling Associates, Inc. All rights reserved.

6. © 2017 ValueSelling Associates, Inc. All rights reserved. Our reality • Time is our scarcest and most valuable resource Average 220 work days and 1,760 work hours • Many time-wasters are present • Disruptions, distractions, and “fire drills” • If we manage it well, we get more of it! • Getting more done with less is key © 2017 ValueSelling Associates, Inc. All rights reserved.

7. © 2017 ValueSelling Associates, Inc. All rights reserved. 6 ways to control a crazy day Put your goals in writing, make them SMART Categorize activities relative to goals with Master Time Allocation Deal with interruptions effectively Get explicit information Have objectives for all client interactions Re-qualify prospects regularly 01 02 03 04 05 06 © 2017 ValueSelling Associates, Inc. All rights reserved.

9. © 2017 ValueSelling Associates, Inc. All rights reserved. • Writing goals down is critical for accountability • Test: Short term goals support long term goals? • Align to your Master Time Allocation (MTA) Put your goals in writing Download MTA worksheet from: http://www.valueselling.com/pdf/mta_worksheet.pdf © 2017 ValueSelling Associates, Inc. All rights reserved.

10. © 2017 ValueSelling Associates, Inc. All rights reserved. Download MTA worksheet from: http://www.valueselling.com/pdf/mta_worksheet.pdf MASTER TIME ALLOCATION (MTA) Step 1: List activities by category Step 3: Identify dates for calendar Step 2: Estimate time © 2017 ValueSelling Associates, Inc. All rights reserved.

11. © 2017 ValueSelling Associates, Inc. All rights reserved. CATEGORIZE ACTIVITIES RELATIVE TO GOALS Getting new clients Keep existing clients Admin Duties © 2017 ValueSelling Associates, Inc. All rights reserved.

12. © 2017 ValueSelling Associates, Inc. All rights reserved. • Schedule dedicated time for prospecting and other critical activities • Make sure your goals are supported • Enter recurring meetings and activities that require your attention • Use business hours for customer-facing activities © 2017 ValueSelling Associates, Inc. All rights reserved. Create a master calendar

13. © 2017 ValueSelling Associates, Inc. All rights reserved. Proactive Calendar Management • Allow for planning time • Leave some unscheduled time for flexibility • Trade rather than steal • Block out key activities © 2017 ValueSelling Associates, Inc. All rights reserved.

14. © 2017 ValueSelling Associates, Inc. All rights reserved. • What needs to be handled immediately versus what can be dealt with later (emails, phone calls) • Responsiveness is critical • Distinguish between Urgent and Important. Urgent is pressing, Important matters • Choose the most effective communication for the message © 2017 ValueSelling Associates, Inc. All rights reserved. Interruptions

15. © 2017 ValueSelling Associates, Inc. All rights reserved. Get explicit information • Avoid doing something twice • Take responsibility for clarification • Eliminate extra work • Get specific criteria: What format? Timeline? • Write it down and confirm © 2017 ValueSelling Associates, Inc. All rights reserved.

16. © 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved. Have objectives for all client interactions • Beware of “professional visitor syndrome” • Agenda, objects, goals are clear • Face time is most valuable • Synchronize client expectations and requirements

17. © 2017 ValueSelling Associates, Inc. All rights reserved. Our prospect’s reality is dynamic: • Organizations change • Fire drills happen • People can be fickle! Re-qualify prospects regularly Qualification is a continuous activity, not an event

18. © 2017 ValueSelling Associates, Inc. All rights reserved. QP = VisionMatchD x Value x Power x Plan® The Dimensions of Qualification Business Issue Problem Solution Value Power Plan Differentiated VisionMatch™ Confirm Confirm © 2017 ValueSelling Associates, Inc. All rights reserved.

19. © 2017 ValueSelling Associates, Inc. All rights reserved. 6 ways to control a crazy day Put your goals in writing, make them SMART Categorize activities relative to goals with MTA Deal with interruptions effectively 01 02 03 04 05 06 © 2017 ValueSelling Associates, Inc. All rights reserved. Get explicit information Have objectives for all client interactions Re-qualify prospects regularly © 2017 ValueSelling Associates, Inc. All rights reserved.

22. © 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved. At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides

23. © 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved. At the end of today’s webinar Visit the eStore • Books • ValueSelling tools • On-demand courses • Complimentary library of webinars and newsletters

24. © 2017 ValueSelling Associates, Inc. All rights reserved. Follow us! ValueSelling- Associates ValueSellingAssoc ValueSelling Associates @Valuselling © 2017 ValueSelling Associates, Inc. All rights reserved.

Beginning with the End in Mind: Time Management Strategies for 2017

Vous êtes en train de lire un aperçu.

Consultez-les par la suite

Beginning with the End in Mind: Time Management Strategies for 2017

Plus De Contenu Connexe

Diaporamas pour vous (20)

Les utilisateurs ont également aimé (8)

Similaire à Beginning with the End in Mind: Time Management Strategies for 2017 (20)

Plus par ValueSelling Associates, Inc. (20)

Plus récents (20)