The Principle of Justification

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Cleaning their desk/office.
Organizing.
Talking to a co-worker.
Checking emails excessively during the money hours.
Researching too much during the money hours.
Calling a customer instead of a prospect when the customer can wait.
Living in too much detail so they stay busy.
The next time you find yourself putting off tackling a tough issue (calling a touch prospect, dealing with an urgent customer matter, or doing anything that is “painful”), try and catch yourself!

You are very susceptible here. The problem is you don’t realize what is REALLY happening. Check your behavior.

The most common example I can give you of this in action is procrastination.

Procrastination is simply delaying doing something painful, and we procrastinate when we keep finding other activities that are more pleasurable.

It’s amazing how many activities I can suddenly think of guatemala telegram data when I realize I need to tackle a tough issue (this is often referred to as “creative avoidance”).

You see, as long as you can continue to find activities that you view as more pleasurable, then you will keep putting off the task you need to accomplish.

I know that none of you have ever had this conversation with yourself, but let’s just pretend.

Robin is on her way home from a full day of customer visits. Five minutes into her drive home, she sees the facility of a prospect she has wanted to call on. Robin is fried.

It’s 4:30 and she just wants to get home. Emotionally, her bank account is at $0.00. Here’s the conversation inside of Robin’s mind.

Robin’s logic: “Oh, there is the company I want to cold call. That would be such a killer account.”

Robin’s emotions: “Yeah, but I am so tired and I worked hard today. I will call on that next time. I’ll be back in this area in two weeks.”