“住得近的人容易晚到”

哲人说，通往成功的路其实很短，就是简单的事情重复地去做，每次一点点的放大，最终会带来大的变化。小洞不补，大洞吃苦。每次一点点的变化，最终结果就会天壤之别，这就是重复的力量。想要成为强者，最快的方式就是不断地向强者学习。需要每天不间断地学习，一天进步一点，积累起来就是大进步。

The philosopher said that the road to success is actually very short. It is to do simple things repeatedly, and each time a little bit of amplification will bring about big changes in the end. Small holes don't make up, big holes endure hardships. Every time you make a little change, the end result will be very different. This is the power of repetition. The fastest way to become the strong is to continuously learn from the strong. You need to study uninterrupted every day, make a little progress a day, and accumulate it to make great progress.

时间价值。学会有效地利用时间，时间就是最宝贵的资源，时间对任何人都是公平的。无论你是成功者抑或是平凡人，每人每天都拥有同样的24小时。对推销员来说，珍惜时间就是提高销售效率、创造价值。乔·吉拉德认为，独自一人吃饭是最浪费时间的。与客户共进午餐，可以使双方交谈在一个比较融洽的气氛中进行，容易达到预定的效果。另外还可以从客户那里学到不少东西，提高自己的素养。乔·吉拉德利用等待客户的时间看一些资料，观察所在的环境，分析客户的性格、爱好、财力，修养等，为与客户见面时的交谈做好准备。乔·吉拉德在拜访客户前要准备大量的资料，将客户的所有情况调查清楚。这些工作要在头一天晚上在家里做好。在拜访客户时，走哪一条路线，乘坐什么交通工具都要计划好。充分做好准备，在确定方案之后，再去拜访，不因为准备不足而白跑。平庸的推销员业绩平平，原因就在于是否具有强烈的时间观念。

Time value. Learn to use time effectively. Time is the most precious resource. Time is fair to everyone. Whether you are a successful person or an ordinary person, everyone has the same 24 hours a day. For salesmen, cherishing time is to improve sales efficiency and create value. Joe Gillard believes that eating alone is the most time-consuming. Having lunch with the client can make the conversation between the two parties proceed in a more harmonious atmosphere and easily achieve the predetermined effect. In addition, you can learn a lot from customers to improve your own literacy. Joe Girard used the time he was waiting for the client to read some information, observe the environment, analyze the client's personality, hobbies, financial resources, cultivation, etc., to prepare for the conversation when meeting with the client. Joe Gillard must prepare a lot of information before visiting the customer, and investigate all the customer's situation clearly. These tasks should be done at home the night before. When visiting customers, you must plan which route to take and what transportation to take. Be fully prepared, and visit again after you have decided on the plan. Don't run away for lack of preparation. The mediocre salesman's mediocre performance is due to whether he has a strong sense of time.

“一寸光阴一寸金，寸金难买寸光阴”必须培养自己合理高效安排时间的能力和素质。如果你遵从古人所说的“磨刀不误砍柴工”的话，在制订有效的计划中每花费1小时，在实施计划中就可能节省3~4个小时。一般来说，推销员应该于前一天下午或当天一大早制订出来与近期的目标和活动相一致的每日计划，这对于有效地利用个人时间是必不可少的。推销员在平常就要妥善地安排时间去开拓新客户，增加预定客户。生意是靠自己争取的，它不会白白送上门来。推销员应以外勤为主，不要占用太多的时间在行政作业中。俗话说：“住得近的人容易晚到。”就是因为住的近，而忽略了时间。如果平时你有消极的心态会让你忽略掉时间的重要性。要尽可能增加有效工作时间，想办法缩短在途时间等。拜访不同的客户所需的拜访时间应该根据客户的销售规模和发展潜力区别对待。出门谈客户要合理安排路线，学会利用琐碎时间。乔·吉拉德只要碰到人，他就会把自己的名片递出去，不管是在街上还是在商店里，他抓住一切机会推销他的产品。

"Time is money,however,you can't buy it with money!". We must cultivate our ability and quality to arrange time reasonably and efficiently. If you follow what the ancients said, "knife sharpening and not chopping wood by mistake", for every hour spent in developing an effective plan, you may save 3 to 4 hours in implementing the plan. Generally speaking, a salesperson should work out a daily plan that is consistent with recent goals and activities in the afternoon of the previous day or early in the morning. This is essential for effective use of personal time. The salesman usually arranges time properly to open up new customers and increase the number of reserved customers. The business is won on our own, and it will not be delivered in vain. Salespersons should be field-based, and don't take up too much time in administrative operations. As the saying goes: "People who live close are easy to arrive late." It is because they live close and ignore the time. If you usually have a negative attitude, it will make you ignore the importance of time. It is necessary to increase the effective working time as much as possible and find ways to shorten the time in transit. The visit time required to visit different customers should be treated differently according to the customer's sales scale and development potential. When going out to talk with customers, you should arrange routes reasonably and learn to use trivial time. As long as Joe Gillard meets people, he will hand out his business card, whether on the street or in the store, he seizes every opportunity to promote his products.