Herman School of Business
Preparation...a secret
In flight school I was always getting airsick. As I was about to flunk out a wise old flight instructor said, “Herman you can fly, but you don’t feel in control, so you get sick.” His solution was simple. I was to take the next flight plan and sit alone in a chair going over that next ride. Take-off, climb-out, maneuvers during the mission, return to base, and landing. Visualizing each step and doing it in my mind. Then off to the airplane.
I knew what was coming next, because I had “flown the ride” down on the ground. I wasn’t nervous about the next maneuver. And I didn’t get sick anymore.
There were thousands of business meetings in my thirty plus year career after I got out of flight school. And whenever I could I would “fly the ride” of an upcoming meeting, even if just for ten minutes. What will they ask? How far can we go on price? If we do this, then what will they do? After preparing an answer for almost every scenario that could come up, boom, into the meeting I would go. Many thought I was an amazingly quick thinker because I always had an answer for each effort made by the participants. It seemed simple to me. I had already answered that question, or thought about that objection, or considered that option when I was “flying the ride” in my head.
Ah, preparation.
HERMANISM # 11
If The Ball Lands In The Rough, Hit It From The Rough.
- Posted: 20 September 2007
- Comments: 1
- Category: Running a business
Priceless advice. Priceless. And not just for business people, but for attorneys and athletes, too.
Your story reminded me of a story my father told my brother and me, quite often, when we were kids. He was in the Army Air Corp in WWII. He got his wings and gave the credit to the technique of mental rehearsal you relate and the following additional tip:
He said the “brass” knew that a lot of guys with different backgrounds were flying these very expensive machines and were nervous about it. So they, the trainers, introduced everyone in his group to your rehearsal exercise AND a breathing technique to help the pilots relax in the air. You took two to three very low deep breaths so your stomach was pushed out, doing it slowly, in and out, expelling all the air from your lungs each time, and each breath taking 20 to 30 seconds.
We both got quick reputations for being cool under pressure, performing in the big games, and, now, it’s been my key to doing well in high pressure arguments in court and trials.
Dad’s advice for us was sports related, but, as you see, we applied it to school and more. Both of us still practice the technique as adults and, for myself, it’s made all the difference.
What a priceless tip.
Written by BillOGoods on 25 September 2007