I''m Mark Gorkin, "The Stress Doc," a Licensed Clinical Social Worker, international speaker and syndicated writer on stress and anger, organizational change and team building as well as America Online''s "Psychohumorist" TM with some tips to help you "Practice Safe Stress."
First, two powerful tools for managing stress and managing the time clock are structure and ritual, especially when they work with your natural biorhythm. For example, make the tough calls early if you''re a morning person. But if you''re not, and the calls can''t wait, then block out a manageable period of time for intense concentration -- thirty or sixty minutes, for example. Also, try some inspiring background music - not just a jolt of caffeine - to get the juices flowing...Beethoven''s Ninth - "Ode to Joy," "The Impossible Dream" and the theme from Rocky, come to mind. Okay, even "Who Let the Dogs Out" can work.
Back to structure and goal focus, carving out a set time for interviews, report writing and calls is challenging. When necessary, try this Stress Doc aphorism to set limits on frustrating distractions: "A firm ''No'' a day keeps the ulcers away and the hostilities, too!" Shooting for that realistically high daily quota won''t seem so daunting. And when hitting your target, build in some short term - ongoing or, at least, weekly - rewards, such as catching a movie, purchasing that CD or power tool you''ve been wanting, or getting in a round of golf.
Next, when moving in high gear around the sales track, think auto-racing champs: take that critical pit stop for preventing burnout or a blowout. And nothing beats physical exercise for rejuvenating your head and heart: a brisk walk or jog at lunch; maybe the "Y" for lifting weights or elevating your mind-body-spirit with Yoga. I''ll even include a weekly massage as a reward, if not "exercise"? Or how about riding a bike or throwing a ball around with your kids at home.
Often overlooked, in addition to releasing those feel good, mood-enhancing chemicals sustained exercise allows you to generate your own beginning and endpoint for a tangible sense of accomplishment and control. Pretty darn critical when everything feels uncertain and up in the air. And nothing like swimming thirty laps, running a mile or two or just getting outside for some power walking to feel a tad virtuous. But seriously, most important is the growing optimism, faith and self-confidence upon seeing your commitment to a plan and, especially, upon seeing results from your task rituals and progressive exercise regimen. And with the right body-and-mindset, small structured steps will become bounding leaps towards sales success.
Finally, don''t forget a little mutual chilling out time (or maybe a little heating up ritual) with your spouse or partner: some "Couch Time," even if only fifteen minutes of TLC - tender loving and laughing care. In addition to a good ear, at times we need to poke fun at some of those aggravating egos. And a hearty laugh can definitely help smooth out the battlefield bumps and bruises.
My formula for "Natural SPEED" - S-P-E-E-D - provides a fitting close:
S is for "Sleep." For the long run, sufficient rest is critical for being at your mind-body best.
P is for "Priorities." You can''t do it all, all the time, and really do it right. Establish realistically high expectations, and then focus on key goals, skills and tasks.
E is for "Empathy." We all need a stress buddy; a supportive shoulder to help us maintain psychological balance when grappling with the lows and highs of selling.
E is for "Exercise." Enough said. Get started. And
D is for "Diet." An optimal level of energy boosting protein, complex carbohydrates, and grains along with cutting back on high fats and sugary junk foods will keep you "lean and keen."
So start walking this talk and you will begin to...Practice Safe Stress!
(c) Mark Gorkin 2001
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