On many days, a salesperson or professional may have upwards of 5 meetings per day. Some of these can turn out sour. 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:
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.
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
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.
Check out the emotional connectedness section to see how to set up your post-event routine