consulting

Presents A Day In-House Training For IMPERIAL TRUST INVESTMENT LIMITED

23TH JANUARY, 2012

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ADEYEMI AYOADE, MBA, MNIN, FNIM(MKTING)

1. TIME AND LIFE MANAGEMENT

2. PRODUCTIVITY

3. SELLING STARTEGIES: FORMULA 5

As Michael Altshuler put it, The bad news is time flies. The good news is youre the pilot.

Time and Life management skills are significantly important for any business leader, manager or employee aspiring to succeed. It is a sequence of events relative to the clock. The greatest asset of billionaires is TIME. You cant control the clock, but you can gain control over the events of your life, thereby controlling time. When you control time, you experience happiness, peace and fulfilment. Time is a convertible resource. Time is a currency. You can spend it in exchange for other things. Time is LIFE. WASTING OR KILLING TIME IS NOT

ACTUALLY MURDER IT IS SUICIDE.

Today, many business leaders & employees are constantly faced with the challenge of not mastering time. Their inability to separate urgent tasks from important ones ultimately puts them in a whirl of pressure, excuses and inconsistencies. No matter how organized we are, there are only 24 hours in a day and this creates the dire need to prioritize our daily activities in order to achieve optimum results. Most business leaders and entrepreneurs often feel the need to be more organized and/or more productive. Many seem to spend their days in a pool of activities and wonder why they haven't accomplished much. However, time doesn't change. All we can actually manage is ourselves and what we do with the time that we have. When we control time, we experience happiness, peace and fulfilment.

MANAGING YOUR TIME & LIFE EFFECTIVELY

1. You Only Have Partial Control over Life: When you focus on things you cannot control, you lose sight of the things you can control.

2.Establish Your Values what you believe about your life: Your values must affect your decision and control of your life.

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3. Your daily activities should reflect your personal values: Things that matter most must never be at the mercy of things that matter least.

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4. Set Goals: Without goals, life is full of frustrations, so we must develop the art of setting long, medium and short-range goals.

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5.Plan Daily: The key to using time wisely is to have a good plan that recognizes not only what you have to do, but also how long it will take to carry it out

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6.Let your self-esteem come from within: If your sense of self worth comes from natural acquisition, you will break universal laws to acquire them.

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7.Maintain a healthy balance between work and leisure: You must seek to live a balanced life. All work and no play is a recipe for becoming less productive at work and less fulfilled at play.

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8.Establish the importance and urgency of each activity: Focus on the things that are most important in life.

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THE TIME MANAGEMENT MATRIX

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9. Guard against Time Robbers: We must identify and guard against time robbers.

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10. Fight Procrastination Have a sense of urgency

Have a high sense of Urgency in your activities. Fight procrastination and maintain discipline where necessary. Always measure your efficiency over time. Evaluate your ability to act effectively and efficiently. This will help in identifying the areas that you most need improvement. (Administer the Self-Analysis test. See the attached list)

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DISCIPLINES FOR HIGH PERFORMANCE There are seven disciplines you must develop if you want to achieve all that is possible for you. You can learn these disciplines through practice and repetition until they become automatic.

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Goal Setting
Every morning, take three to five minutes to write out your top goals in the present tense. Get a spiral notebook for this purpose. By writing out your ten goals at the beginning of each day, you will program them deep into your subconscious mind. This daily goal writing will activate your mental powers. It will stimulate your mind and make you more alert. Throughout the day, you will see opportunities and possibilities to move more rapidly toward your goals.

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Planning and Organizing

Take a few minutes, preferably the night before, to plan out every activity of the coming day. Always work from a list. Always think on paper. This is one of the most powerful and important disciplines of all for high performance.

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Priority Setting
The essence of all time management, personal management, and life management is contained in your ability to set the proper priorities on the use of your time.

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Concentration on your Highest-Value Activities

Your ability to work single-mindedly on your most important task will contribute as much to your success as any other discipline you can develop.

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Exercise and Proper Nutrition

Your health is more important than anything else. By disciplining yourself to exercise regularly and to eat carefully, you will promote the highest possible levels of health and fitness throughout your life.

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Learning and Growth

Your mind is like a muscle. If you don't use it, you lose it. Continuous learning is the minimum requirement for success in any field.

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Time for Important People in your Life

Relationships are everything. Be sure that in climbing the ladder of success, you do not find it leaning against the wrong building. Build time for your relationships into every day, no matter how busy you get.

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ACTION EXERCISE
These seven disciplines will ensure that you perform at the highest level and get the greatest satisfaction and results from everything you do. Study these seven disciplines and then make a plan for how you can incorporate each of them into your daily life.

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TIME QUOTIENT SELF REPORT: Please fill the following: Time Quotient Self Report? Scoring 2 points for almost always, 4 points for usually, 6 points for sometimes, 8 points for rarely, 10 points for almost never.

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TIME QUOTIENT SELF ANALYSIS Fill the form in 5mins

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Productivity would come with quality. Opportunities would open its doors to you more often

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Productivity is strictly a relationship between resources that come into an organizational system over a given period of time and outputs generated with those resources over the same period of time.

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Productivity helps a person to develop ways on how to keep spending time wisely despite challenging times. When a person is productive, he or she can do things without direct help from other people.

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EFFECTIVE TIPS ON HOW TO INCREASE PRODUCTIVITY

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Productivity depends on your performance. You could be hardworking enough but at the end of the day, productivity is counted on how many completed tasks are of good quality. If you do your job right, your overall productivity and reliability is virtually increased. Your boss would surely take notice and so there would be better opportunities coming your way. Here are several simple, yet helpful insights.

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1. Take time to reflect and re-assess yourself. People think that they know themselves already that is why they refuse to do self-assessment on a regular basis..

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2. List down your strengths and weaknesses. If you want to be productive, it is best that you know strengths and weaknesses. If you do already know these, you will know what areas to continue and what areas to improve on. Once you are able to identify all of these, it will be easier for you to set goals for yourself that are within your reach and your capabilities. Listing down weakness and strengths will also help you overcome, manage, and deal with problems.

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3. Better start off with small and simple goals. It would really help if you dont put too much pressure on yourself. If you are just starting with increasing your productivity, it will be best if you start small and simple so you won't feel defeated when you dont meet the standards you have set for yourself. If you start with small and simple things, there will be greater chances that you can accomplish bigger things in the future

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4. Try to monitor your progress. Keeping track of how good or bad you are progressing with being productive will help you find ways that would best work for you. For those who are just starting with being productive, it is best to keep track of how you are doing so you will know where are the areas that you should improve on and what things you should continue doing.

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5. Share the "productivity" virus. Many people are inspired to continue the good things that they are doing if others around them are willing to follow. If you are the one who is just starting with increasing his or her productivity, find time to share and help others. If you think you are doing well at your own pace, it would help if you find time to share the experience as well as the ideas to others so you will influence them eventually.

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6. Invest in self-improvement. There is always a room for improvement, the best and always appropriate boost should be based on further education. Surely, you may already have the needed degree or knowledge, but in one way or another, you should keep on striving to gain more. As always, the world keeps on rotating so that every now and then, there are changes and modifications to the usual and standard practices. If have been working in an industry for quite some time, there surely would be changes in standards and norms that you should be aware of to be able to keep on doing and adopting the best practice. Improve yourself further and productivity would follow.

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7. Be organized. Sort your things, de-clutter your drawers and arrange your files. Doing such physical activity is simple and takes less time. But did you know how significant the action could be? Opportunities sometimes come surprisingly that the most organized among people often takes the edge. Opportunities that call for swift and immediate action and response often come, so you should always be ready to have the necessary and useful data at hand. Likewise, you should maintain organization in schedule. Time management is one way by which you could spare time to wait and attend to urgent matters and opportunities.

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8. Strive to give the best in every action. You should condition yourself to practice the standard. In every action and responsibility you do, make sure you do them accurately, effectively and diligently. Your work would be the proof of your competence and reliability. If you get used to doing standard and quality outputs, you would never get away with that habit. In turn, prospective clients or employers would recognize you for that..

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9. Be results-oriented. Nothing will come close to having clear aims and goals. You may be highly competitive and competent, but for sure, your drive and motivation may not be as strong and determined if you do not have firm, realizable or practical goals in mind. Let such goals be your guidance as you strive to keep within the path to success.

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10. Positive disposition. If you are optimistic about your job and all opportunities that may arise, for sure, you would not get tired and weary of being productive and effective. You could further bolster your productivity by adapting a good perception about the work you do. Stop complaining about compensation. When working on a project or task, intend to give it your best shot.

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The famous Peter Drucker is more to the point: Without productivity objectives, a business does not have direction. Without productivity measurement, it does not have control.

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KRA Key Result Areas

The employee is given certain responsibilities which will be his/her key result areas.

If I am doing any other work which is not assigned to me but I am willing to do it, then it will not be counted in my KRAs.

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KPI Key Performance Indicators

These are performance target set by management for various levels of staff , on annual basis, as part of the planning / budgeting process. Example Percentage of deliveries made on time, total inventory at any given time, distribution costs as a percentage of total sales, accuracy of invoices sent to clients, or lead time for a product.

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Competency Mapping
This is a process through which one assesses and determines one s strengths as an individual worker and in some cases, as part of an organization. It generally examines two areas: emotional intelligence or emotional quotient (EQ), and strengths of the individual in areas like team structure, leadership, and decision-making.

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Basic Stages in Making a Sale

Formular 5 is basic stages involved in making a sale. These stages are the: y Preparatory Stage, y Approach Stage, y Motivation Stage, y Decision Stage and y Closing the Sale.
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FORMULA 1
PRE-PARATORY STAGE; This stage involves scouting and prospecting for the actual prospective client. The preparation depends upon the type, the nature and the scope of the business / product.

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The salesman must be always ready to meet the customer, have an adequate knowledge of the products or services being offered and know how to open a sale and also carry out a friendly conversation.

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FORMULA 2
APPROACH STAGE
This stage deals with the ways of attracting the attention of clients. Cold canvassing Guerilla marketing Referrals Direct / Personal selling Tele marketing E-marketing etc

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FORMULA 3
MOTIVATION STAGE

This is the stage where the clients interest is being aroused. There are many means of arousing customers interests and it depends upon the product or service that is offered.
Discount Sales Spread payment scheme Augmentation

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FORMULA 4
DECISION STAGE. When the arousal of the clients interest is properly done, a desire to buy is being established. The salesman now should sustain the customers interest by providing added information. Comparing the item with other items could also be done to convince the client. This time the customer might decide to buy or he/she may shop around and look for another.
Location Documentation Support Services

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FORMULA 5
CLOSING THE SALE The stage of closing the sale might be possible if the client has no objection and accepts the merchandise to be a good one. Other signs are that the customer gives an approving nod of his/her head, showing the intention to buy the product or he/she inquires for the terms of payment and other terms related to transaction finale. In closing the sale, it is advised for the salesman to say a greeting of appreciation to the customer.

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