Big Rock Theory

You may have seen the demonstration from a stage. A speaker shows you a large, empty jar. Next to the jar you see several containers with the following contents: large rocks, small rocks, sand, and water. The speaker pours the water into the large jar, then the sand, and then the small rocks. By the time he is done there is no room for the large rocks. Then he starts again with an empty jar. This time he puts the big rocks in first, then the small rocks, then the sand, then the water. And everything fits.

The demonstration is designed, of course, to point out the importance of determining your most important priorities. When you are planning your week or your day you can begin with the big rocks first, before you fill the time with urgent but unimportant tasks.

What are your ‘big rock’ priorities? What do you put under the category of important, not just urgent? Top professionals pay attention to those activities that have the greatest potential for payoff. They pay attention to their big rocks.

What are yours?


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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.