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The problem was that the tournament site was 15 hours away at Crooked stick in Indianapolis,
Indiana. That is, if he believed some prospects were less likely to purchase a Land
Rover than other prospects (e.g., how they dress, their race), his interactions would have changed.
He had no preconceived notions from past history. John went for it and drove that
night to get there, in case he got the call.As fate would have it, John
Daly made it into the tournament. With such expectations, he may treat some prospects worse
than others from the beginning. I treated everyone like a world-class prospect". The other "normal"
students received less preferential treatment from the teachers. However, he walked to the first tee
on Thursday morning without having the opportunity to play a practice round on one of
the longest and toughest courses in PGA major history. He may seem distracted and not
interested in them. If Craig had negative expectations for certain clients, his sales would have
dropped at Land Rover. See more about Dr. In 1992, John Daly was the 9th
alternate to get into the last major of the year, the PGA championships. One group
of students was labeled "intellectual bloomers', when in fact they were not different from the
other students. He came to chaussures puma the tournament with a blank slate, a tabla rosa. With
a practice round, you develop expectations about how you will play-at times, this can be
constructive, but it also can be destructive, if play was poor.Without a practice round, John
did not have negative baggage of any bad shots. See every client as wonderful and
a great prospect.How do you act when you know a prospect has a high probability
of buying the product? Are you more jovial? Are you more engaging?Treat every client with
the highest level of expectations and watch your pocketbook be fulfilled due to your great
sales.This article is excerpted from the Washington Post Best selling book, Full Throttle: 122 Strategies
to supercharge your performance at work (Wiley, 2009)Dr. He finished off Saturday and Sunday with
a 3 stroke victory.Most pros will play a few practice rounds before a tournament to
develop a battle plan. In turn, Craig would connect less. They gave these students more
positive feedback and engaging communication. He is the author of the Washington Post Best Selling
book: Full Throttle: 122 strategies to supercharge your performance at work. Within just a few
months he became the #1 salesman, without any experience. He was at home in Memphis
not playing much or practicing his golf. Put simply, our Tn Requin expectations will influence our interactions
and, in turn, those interactions can become self-fulfilling.In the famous self-fulfilling prophecy study conducted with
children in the 1960's, students were randomly selected to various classrooms. I came to the
table without any prejudices or biases from the past. The second day he shot a
67, and again had the lead. The teacher's expectations were self-fulfilled.This same phenomenon can apply
to Craig Patrick or any other salesperson. That week he was not expecting to play,
but by Wednesday night he discovered that he had become the first alternate. Come to
the table with the highest expectations for every client. On his first round, John shot
a 69, placing him two strokes ahead of the field. However, the teachers treated these
particular students differently-believing they were special. Those high expectations led to Craig's success.In many cases
in a business setting, especially in a sales setting, we come to the table with
expectations-some high and some low. He no longer wanted to own a pizza business, and
ended up selling Land Rovers in the Southbay. In turn, the intellectual bloomers had better
academic scores at the end of the school year than the other student groups. He
may rush his answers and be less engaged in conversation. Gregg Steinberg is a sport
psychologist to many professional athletes, motivational speaker, business keynote speaker and leadership trainer and sales
trainer. Daly just gripped and ripped it and the rest was history.Coming to the table
with no expectations- can, at times, help your sales performance. His lower expectations would be
fulfilled with decreased sales.Being aware of your biases:The first step in reducing the self-fulfilling prophecy
is to be aware of your biases or expectations.Do you come to the table with
certain biases? If so, ask if they have ever hurt your performance in the past?
If the answer was yes, then change your expectations.Becoming aware of your expectations is the
first step to changing them in the positive direction.Have the highest expectations for everyoneBe like
Craig Patrick. But this process can be a double edge sword. Rarely do we come
without expectations-with a tabla rosa. He had owned a pizza parlor in Mammoth Lakes, but
sold it to move his family to Los Angeles. As he describes it, "I treated
everyone the same. This phenomenon has been called the self-fulfilling prophecy. It did for Craig
Patrick. Unfortunately, having low preconceptions of prospects and clients can create a ceiling of limitations
because they create biases in our behaviors and interactions. Gregg at: www.drgreggsteinberg.com.Download free audio
clip of the Full Throttle presentation..
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