UNC ATHLETICSMENTAL PERFORMANCE

& LIFE SKILLS TRAINING PROGRAM

Brett Manning

Lyndsie Coleman, M.S.

1-5 Exercise

Session 5Mental Performance Skills:

• Dealing with Failure

• Avoiding Judgment

Life Skills:

• Communication Enhancement

• Selling & Negotiation

• Building Rapport

Dealing With Failure

Dealing With Failure

4 F’s of Failure

1. Forgive yourself

2. Flush It

3. Forget about it

4. Focus on your next attempt

Dealing With FailureRelease Tools:

How do you release anger and frustration after a bad result or

mistake (error, turnover, bad race time)?

• Rubber band snap on wrist

• Key word to go to

• Squeeze anger into an object (bat grip, ball, glove, handful

of dirt/grass) and then drop the object and release the

tension/frustration with it

Dealing With FailureRefocus Tools:

Once you have gone through your release, how do you refocus your

mind?

• Having a focal point to go to

- Small & Specific

- Away from the hole

- Something up higher to force your body language to stand

upright, shoulders back and chin up.

• Think about a time when you were on fire and playing at your best

• Notice something other than your playing to clear your mind (i.e.

look at the crowd, focus on a cloud for a moment, etc)

Dealing With Failure

Dealing With Failure“Failing Forward”

• Mentality to keep you learning and growing from your

failures

• You have the choice of letting failures bring you down OR

push you forward

• Baby Crawling

• Did you stop when you failed learning how to walk?

If you’re not failing, you’re not growing or getting any better

Removing JudgmentWhat are we constantly doing right after our performance?

• Analyzing

• Critiquing

• JUDGING

• Who/what is the ‘judge’

• Why does the ‘judge’ show up?

Removing JudgmentSelf 1 & Self 2 (Timothy Gallwey)

Removing JudgmentBaseball Umpire Analogy

Removing Judgment

Removing JudgmentApplication Activity

How can you play ignoring the judge?

• When you find yourself wanting to critique, analyze and

judge, stop those thoughts and replace them with a visual of

yourself doing it the right way.

• See what you want to have happen and your body will do

what you’re picturing

• It knows how to do it, you don’t have to tell it to!

Communication, Sales & RapportTools for enhancing communication:

• Talk about them, not yourself

• People love talking about themselves!

• Stroke their ego

• Active listening

• Repeating back to the person what you heard to check for

understanding and clarity

• Ask open ended questions instead of yes or no questions

• Ask engaging and thought provoking questions

Communication, Sales & RapportTools for enhancing communication:

• Ask open ended questions instead of yes or no questions

• Ask engaging and thought provoking questions

• Answer questions with more than simple answers

- How are you today?

- What’s new?

Communication, Sales & RapportTools for enhancing communication:

• The power of Yes AND

- When you disagree with someone’s statement,

acknowledge it and add AND before you state your

disagreeing statement.

• Ask for permission

- Especially when making a correction or giving your

feedback, ask for permission first

• Avoid ultimatums

- Words such as: Always & Never

Communication, Sales & RapportTools for enhancing communication:

• Be contentious of your body language

- Smile

- Cross your legs toward them (look inviting)

- Posture

- Maintain eye contact

• Not too much…about 60% of the time

- Mirroring

Communication, Sales & RapportTools for enhancing communication:

• Remember and use people’s names

- People LOVE hearing their name

- Keeps the other person engaged

- Use their name throughout the conversation

Communication, Sales & RapportTools for enhancing communication:

• Use complements & appreciations

• Clothes

• Things in their office or home

• Things you admire about them (talents and strengths of

theirs)

Communication, Sales & RapportApplication Activity:

Partner up with someone you don’t know

• Break the ice and build rapport

• Engage in small talk

• Focus on your non-verbals

Communication, Sales & RapportSales Tools:

• Find the need/pain

• Ask questions about the need/pain

• Ask where they are now and where they want to be in the

future

• Then show how you can help them get there

• Make them sell you on why they need your

service/product/help

Communication, Sales & RapportSales Tools:

• Problem solve, don’t product push

- Find the need/pain

- Ask questions about the need/pain

- Ask where they are now and where they want to be in the

future

- Then show how you can help them get there

• Make them sell you on why they need your service/product

Communication, Sales & RapportSales Tools:

• Use your own experiences

• Make sure to ASK for their business (close the deal)

- Here’s how the process works, when do you want to get

started?

• Ask your current customers for referrals

- Who do you know?

• Use testimonials!!!!

- Testimonials sell you/your product better than you ever

can

Communication, Sales & RapportSales Tools:

• Ask them about their risks to buying

• Ask them about the benefits of your product/service

• If the benefits outweigh the risks, you have a sale

Communication, Sales & RapportSales Tools:

• Follow up…Always!

• Sale or no sale

• A,B,C lists of prospects

• 80/20 principle

• Focus your selling and marketing activities on the type of

people that give you 80% of your business

Communication, Sales & RapportApplication Activity:

Imagine you are in your ideal career

Partner up and sell your partner your product or service

Date: Tuesday, February 4 (two weeks from tonight)

Mental Performance Skills:

• Visualization

Life Skills:

• Budgeting

• Personal Finance Management

Next Session

Stay ConnectedResources to Keep Learning About The Mental Game:

• Website: www.unc-mental-training.weebly.com

• Facebook Page

• Twitter

• Email: uncmentaltraining@gmail.com

• 1:1 Consultation

Questions?