11/15/2023-On This Day

To help create steadiness to your reactions, channel your emotion by using trigger words and phrases you can view throughout the day. "Flip out like a lunatic" should not be on your list.

On this day in 2011, Duke University basketball coach Mike Krzyzewski recorded his 903rd career win, surpassing Bob Knight to become the winningest coach in NCAA Division I men’s history.

So why is this important to you, sales stud of the universe?

You have more in common with Coach K than you think: you both play the game to win. And while you’ve won a lot of sales, Mike has won a lot of basketball games, and you can learn from his wisdom.

Mike has much to teach, and today, the focus is on emotion management…a key trait for all high performers.

Coach K constantly encouraged his students to stay consistent and calm when faced with pressure on the court. That makes sense – nobody can perform at a high level when emotions are high.

So focused was Krzyzewski on emotion management, that during practice the day after a 22-point win, he reviewed a game tape with his players that included no action, only shots of their confident and passionate faces.

Today, focus on controlling your emotions by reflecting on how you react and present yourself in various situations. If it helps, study your teammates and note their reactions; what can you learn from them?

You’ve been on this planet long enough to know what good and bad behavior looks like, so the key to maintaining a measured disposition is to look in the mirror. Watching others helps, too; modeling good behaviors works brilliantly.

If it helps, imagine Coach K is recording your every move. What does the video say about how you react and handle your emotions?

Writing down words and phrases that you can glance at throughout the day might be easier to remind you that this too will pass, and everything will be okay.

What about trigger words? "Chill" is pretty popular (so too is "Chillax"). Either way, your trigger phrase should not be something like… "Fly off the handle whenever possible."

Intensity and energy are important to bring to your sales day, but only if channeled correctly.

Do whatever you can to stay even-keeled and handle pressure and frustration…there’s no value in allowing your emotions to push you off your line.

Any seller can tell you it takes a lot of discipline to stay even-keeled…there’s just so much chaos and whipsawing that goes on in the sales life.

The good news is the more you work at maintaining a steady equilibrium, the easier it gets.

Watch this 2-minute clip of Coach K when he stresses the importance of blocking out distractions.

Certainly, emotions can be helpful, and if you feel like dancing when it’s time to celebrate, go ahead. It’s deserved. Otherwise, manage your emotions so they help you, not hinder you.