For Better or For Worse!

posted: Friday, August 7, 2009

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As many of you may remember, I recently wrote an "INSIGHT"in reference to Tiger Woods. Even though he had won a golf tournament the previous day, he was right back out preparing for the next one on the very next day. I used that to illustrate the idea that past success does not promise you continued success, consistent hard work and preparing does.

Today I want to use Tiger Woods again to illustrate this point: failures and bad days happen. They happen even to the best golfer in the world, and they certainly happen to salespeople. Tiger Woods was a big favorite to win the British Open a couple of weeks ago and guess what? He didn't even make the cut- talk about a bad day. We all have bad days, and as a salesperson, you are certainly going to have your fair share.

The important thing is not whether you had a bad day today, but how you are going to react to that day tomorrow. The one thing you never want to do is turn one bad day into two, so it is important to do two things that are going to sound contradictory but both are important.

The first is to take some time after your day is over and evaluate why things did not go the way you had planned. Sometimes there will be things you could've done differently or better and many times you will discover that nothing you did that day would've made it a good one. The important thing is to be honest with yourself and make either mental or actual notes on the things you can improve or do better tomorrow.

The second thing you need to do after you've done your evaluation is to forget about the day and move on to tomorrow. Remember the lessons and the notes from that day but then go home, have a good dinner, watch a movie or a game and leave today back at work.

The coaches in the NFL have a 24 hour rule. They give themselves and their players 24 hours to enjoy a win or agonize over a loss, and then it's time to move on. As a salesperson, you should either enjoy that day's success or learn from its frustrations for an hour or so, but then it is time to enjoy life and come out strong tomorrow.

FINAO - Brad Huisken - President, IAS Training

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