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Peak Sales Performance In the movie For the Love of the Game, Kevin Costner plays a pitcher with the Detroit Tigers. During what will prove to be his last game, Costner is throwing a no-hitter, and more than that a perfect game: no one has reached first base. As he proceeds to mow down one batter after another, when he finds himself straying from his focus, he relies on a self-developed mental technique. He says to himself, “Clear the mechanism.” What he means is that all the noise and commotion surrounding him in the stadium, must take a backseat to his supreme concentration on the game, on the batter, and on his next pitch. Hence, he creates a mental clearing that gives him the best chance of growing his desired pitch. Nothing Allowed to Linger Years later, I watched the television program, The Last Comic Standing. Jay Leno was among the many celebrity comedians brought in for different episodes to coach the budding comedians. Leno explained how important it was to deliver his monologue in peak form. He said that if he had an argument with his wife, was cross with someone on his staff, or was otherwise perturbed about some situation, he would resolve the issue before going on air and presenting his monologue. He said that if he did not resolve the situation, he ran the risk of taking the issue with him into the monologue and subconsciously reflecting upon it, thereby not offering the audience his best work. This was a profound insight and all of the comedians who he was coaching were greatly appreciative of this advice. Likewise, in the world of selling, many times we can do an even better job if we “clear the mechanism,” and like, Jay Leno, resolve small issues that might otherwise, even in the minutest of ways, impair our performance when interacting with clients and prospects. How About You? Leno’s insight has impacted me, and I have since employed his wisdom. I wouldn’t trade anything for the clearings I’ve been able to create, and the resulting accomplishments have been highly worthwhile and satisfying. What do you need to clear up, right now, so that you’re mentally free to be at your best in interpersonal sales? Often, the answer is abundantly clear, because it is the issue over which you are currently stewing. Coming to terms with the issue, calling the other party, and achieving resolution offers a double win. You get to move on from what this road bump in your daily experience of life, and you are positioned for high productivity. SSE Clear the mechanism By Jeff Davidson Jeff Davidson, MBA, CMC, aka “The Work-life Balance expert”® offers keynote presentations and workshops on creating work life balance, managing the pace with grace, and thriving in a hyper-accelerated world. Jeff is the leading personal brand in speaking, writing, and reflecting on work-life balance issues, and he has a passion for speaking to organizations who want to help their employees make rapid progress in this arena. Visit www.breathingspace.com Connect Jeff Davidson Email Jeff@breathingspace.com 14 Submit your Articles sales and service excellence essentials presented by HR.com | 03.2015


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