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It's Just Another Game...

by Jay Spielvogel I was teaching a class the other day, where we discussed the concept of disconnecting yourself from the outcome of the sales call or job interview. Developing this ability, to leave your own aspirations outside the meeting is potentially the most important and difficult thing a sales person or job seeker can do.

When faced with a large opportunity, the worst thing we do is get anxious and excited over the potential "wind fall" commission or compensation package. How often do you find yourself thinking, "I really need this sale or " or "If I can nail this one, I will be set for a long time." Later, after the meeting, you might say to yourself, "Why didn't I respond this way or handle it this way." The reason people second guess themselves after the sales call or interview "sidewalk coaching", is a result of their emotions getting the best of them.

In his book Emotional Intelligence, Daniel Goleman discusses how our emotions can overtake our intellect, removing our ability to think straight.

Consider this, the reason a catcher makes personal remarks to the batter or says, "You better not strike out or the games over", is to get the batter emotional. It is for this same reason a coach tells the team, "It's just another game...go out and have fun", prior to a critical championship game. It keeps them from thinking about the risk of losing, getting too emotional and thus sabotaging their own performance.