Thanks Gordon!... Here's What I Did.t that is all they are.

Hello Gordon,

Thank you for a very insightful response to my question.

I hadn't even thought about the possibility of his blood sugar dropping or allergies!

I called the gentleman this evening, and told him we needed to talk. I asked him questions concerning his diet, exercise, and sleep patterns.

He admitted he is "hitting" the ice cream more often than usual, and he's staying up too late during the workweek.

Hmmm? Could this be the first hint of the problem? :-)

Next, I told him all this week I want him to write down everything he does during his work day... every day this week. Everything!

If he feels hesitant about entering a building to do a presentation... write it down, and why he believes he is hesitating.

After the presentation... he is to record how the presentation went. What he felt he did correctly, or incorrectly (and not to even worry about whether or not he made the sale).

He is also to record his time throughout the day. In that way, at the end of the day, he can see if he is in control of his time.

And lastly, I asked him about his schedule... just how well does he have his workday planned out the night before? Or, is he "winging it?"

Actually, this is what I thought his cold-call reluctance might be... yet, it sounds like (if he is being totally honest with himself), that that's not the problem.

Thanks again, Gordon. I'll let you know at the end of the week if I've (or if we've) helped him with his cold-call reluctance. :-)

Cordially,
Diane Everroad




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