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Also fortuitous was that Lisa Raymond played tennis for the Gators at that time. Being a tennis fan, I would watch Lisa and the Lady Gators play many of their matches.

Lisa played #1 for the Gators and was clearly head and shoulders above most of her competition from other schools. While her physical skills were dominant, it also became apparent that she conducted herself on the court differently from her competitors. After the point was over, Lisa went thru the same routine time and time again. As an example, when waiting to return serve, Lisa would look at her strings, take a few studder steps, and then take some deep breaths. Interestingly, her competitors rarely exhibited such consistent behavior between points.

Lisa Raymond proceeded to win both the 1992 and 1993 NCAA woman's single championships. She has since gone on to win four singles titles as a pro as well as won all four majors in doubles competition.

Jim Loehr, a sport psychologist to some of the greatest tennis players, discovered that the behaviors following the end of a point were the most crucial to tennis success. Moreover, Loehr discovered that tennis players who spent their time with a consistent routine played their best under pressure whereas tennis players who varied their routines were more likely to choke under pressure.

Further, according to Loehr, a consistent routine lowers the heart rate (HR) to an effective level. Lower HR helps players to get refocused and let go of negative thoughts. In addition, energy levels are enhanced. With lower HR, players can play harder for longer periods of time.

In contrast, players with inconsistent behaviors are hurt because their HR is throttling too high for too long. With higher HR comes a decrease in energy-leading to a decrease in performance for longer matches. Inconsistent routines create choking because players do not manage their physiological responses effectively.

While business professionals may not have to work on getting their heart rates down very quickly, they will benefit from what transpires between meetings. A poor performance or failed event at the start of a series of sales calls can lead to anger and frustration for the rest of the day.

To prevent this continual downward spiral, you need to incorporate a post-event routine after each meeting. A post-event routine is a series of effective thoughts and behaviors after an event. More importantly, these thoughts and behaviors will put the executive back on a positive track following a negative event.

On many days, a salesperson or professional may have upwards of 5 meetings per day. If we do not engage in any procedure following a bad event, we are doomed to let those events creep into our current situation. We need to evaluate what just happened so that we can move on to the next situation with a clear mind and heart. The post-event routine will help you to let go of the past and get refocused for the future..

The following is a post event routine based on Loehr's system that incorporates the three "R"'s:

Release;

After a poor event, you must release any negative energy that has built up in your system. Ken Flach, winner of the US Open, Wimbledon and Olympic Gold medal in tennis doubles, would walk up the doubles alley after every point. He would never walk down the middle of the court to retrieve the balls. According to Ken, this series of actions helped him to release any pent up frustrations from the previous points.

While you may not be able to walk down a court following a client interaction, you can still use a release technique to your advantage, especially after meeting with a very difficult client. This can be accomplished by taking deep breaths or making a tight fist for three seconds and then opening your fist while seeing the energy dissipate. These are just a few suggestions for a release mechanism. Find one that works for you.

Reimage

Billy Jean King had a different routine between points. During her changeovers, she would use that time to re-evaluate and visualize what she had to do next. This action, she believed would allow her to take control of her matches.

For your meeting, do the same as Billy. Re-evaluate what happened and visualize what could have been done better. This will allow you to let go of the past and focus on the present, which leads to the next stage of the routine

Reset:

The last stage of a post-event routine involves resetting your mind and body for the next task at hand, which could be imminent. The reset procedure could simply be a self-statement such as 'next client". When said, the salesperson is no longer parking their thoughts in the past but rather spending all their energy on the next client. Or, it could be statement such as "refocus". Find one that fits your needs and use it in your routine.

Mark Twain once quipped that golf was a good walk spoiled. It will only be a good walk spoiled if you let the bad shots ruin your day. Your days in business will be a good day spoiled if you allow previous bad events to seep into the rest of your day. The post-event routine is one of the most important strategies that can contribute to you having a great day, unspoiled by the past.

Dr.Gregg Steinberg is a sport psychologist to many professional athletes, motivational speaker, business keynote speaker and leadership trainer and sales trainer. He is the author of the Washington Post Best Selling book: Full Throttle: 122 strategies to supercharge your performance at work. See more about Dr. Gregg at www.drgreggsteinberg.com

Download free audio clip of the Full Throttle presentation.

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