| So what causes this and how
can we prevent it? Jack Stark, sports psychologist for the
University of Nebraska football team, in an interview with the
"Omaha World-Herald," said that activities such as golf, place
kicking, free-throw shooting, job interviews (and let me add, sales
calls) that require a burst of activity after down time are fertile
breeding grounds for negative thoughts that can cause a polished pro to
turn into a Jello-legged babbling Elmer Fudd. Self-destructive thoughts ("Please
don't hit it into the water, again, dummy," "I hope I don't
say something stupid.") cause an adrenaline rush, according to
Stark, that result in 1,200 chemical changes in one-tenth of a second.
He says these changes inhibit our finer thinking and natural motor
activity. That means instead of just doing what we're otherwise capable
of expertly and repeatedly in a role play situation, or when no one is
watching at the driving range, we lose it when it counts. FOCUS TO AVOID CHOKING So what should we do to avoid turning
into Gumby when faced with money situations? Stark teaches players a system that
also works in any life circumstance. He calls it FOCUS, an
acronym to help remember the steps. FORGET.
Start with a blank sheet. The past doesn't exist. Do not, I repeat, DO
NOT let negative images or thoughts enter into your mind. ORGANIZE.
Get your notes, product info, whatever you need in front of you.
Position your body properly. CONCENTRATE. Visualize the call in a positive light. See the ideal call. Hear the words being spoken--by you and the customer-- as you want them to occur. Matt Oechsli, author of the "Inner Game of Selling," suggests using affirmations in the present tense: "I sell huge accounts,"
instead of future or wishful thinking: "I will sell this big
account." And as King Soloman said, "As a man thinketh in his
heart, so is he." UNWIND. Take a slow, deep breath. Loosen your shoulders. SHOOT. Dial the phone. Place the call. Don't worry about how you're going to succeed. Let it happen. Thinking about how it will happen at this point is sure to throw you off. A long-jumper doesn't think about his jump when he's in the middle of it. He's thinking about the other side, the result. The next time you're faced with a situation that raises your anxiety level, practice these ideas and you'll perform at the high level you're capable of. |
