Finisher's Quality: Knowing When to Focus

Last night I was playing in my weekly tennis league. It is a double's league where you play 35 minutes with each player on the court. The player with the most games won moves up the ladder, the player with the least number of games won moves down.

I played so well for the first two rounds, and I didn't play well in the third. Now, this isn't that interesting to anyone, except that it is a great illustration of this week's idea.

Finisher's Quality: Know When to Focus. Know when to drift.

The last round I was playing with the best player on the court and I relaxed. The previous two rounds, I knew I would have to be at my best to keep from losing badly to the stronger player. Then, when I got my turn with the better player...I didn't mean to, but I stopped focusing on my own game.

You have seen this a hundred times in every sport on the planet. An individual has the focus to get ahead, but doesn't have the ability to close it out.

This does not just apply to sales people. I bet you can come up with a situation when you were focused...focused...focused...on a big goal. Then, once the goal is within sight, within reach...you relax.

"Well, I can get there even if I only..."

That is the tank. Instead of finishing...you are going into the tank.

I am convinced that I was playing the best tennis on the court last night...but I am the one going down the ladder. I didn't finish the night. I drifted when I should have focused. For two sets I played the ball and I simply concentrated on playing the point, not the person across from me. Then, I let the thoughts of who I was playing with and against get me off course.

Once you wander off that course, it takes some time to get the focus back. Next week I will explore how great finishers get their focus back.

If anyone has any ideas, examples, tricks about this...please let me know.