Malcolm Gladwell has a new book out called, “What the Dog Heard.” An awesome collection of his insights and unique perspective. Malcolm Gladwell of “Tipping Point”, and “Blink” fame.
He talks in his book about the “biological difference” between Choking and Panicking. Choking is when we over think an activity to the point it paralyzes our free flowing movement that has been learned through repetition and practice to become almost an involuntary movement like “free throw shooting” or a “tennis serve.” We “think” ourselves through something that used to be natural and it causes us to hit the net or the backboard.
Panicking is the total opposite of that; we give up the thinking process altogether and shut down to utter survival mode. This is the same physical state that has a drowning victim grab on to and drown someone else. They have lost control and literally are not thinking.
To succeed in business you have to get to a place where you realize that panicking is not an option, choking is inevitable and success is about staying moving in flow.
In business so often we face crisis or what we “perceive” is a crisis. This can lead to panicking or choking. Choking is ok, because if we choke in a sales meeting we can recognize the specific behaviors like, stuttering, not listening, talking too fast or not asking the right questions. We can slow down to a methodical pace that will let us realize how we can catch ourselves. We can start over mid sale or work. If we panic we just may run over the client with our presentation and fail to “catch” ourselves to slow down and let the client give us the feedback we need to move the deal forward.
Choking is inevitable in business if you really are growing. You will get to a point where your challenge is larger than you were ready for and skills you used to have like managing stress or people will seem to leave you.
Slow down; think your way through it. . . What always helps me is looking at the “worst case scenario” and doing a quick plan on what I would do to make it through this.
Then I turn back to the outcome I want to have happen. I ask myself “what do I have to accomplish to make it happen?”
Create a “to do” list and go to work. This slowing down or choking in these instances can save and grow your business.
What is so important in “business” is that you never panic. Choking is just fine. The “fight or flight” instinct that enables you to run faster or hit harder can be your worst enemy when it comes to running your
business.
It is about slowing the decision process down, not stopping it entirely. If the economy slows you examine more carefully how you spend your marketing dollars. You don’t stop entirely. If you’re best employee wants a raise because they have been made a better offer, you ask what the real issues are and see what else is going on; you don’t just react with a “ransom” raise.
It’s ok to choke a little bit, just methodically push yourself through what used to come natural to you.
Tony Scelzo
Rainmakers Marketing Group
317-216-6345
Tony@gorainmakers.com
