There's a pattern that affects almost every sales professional, regardless of experience level: the conversations that matter most are rarely the ones that bring out your best performance. The higher the stakes, the more you might find yourself hesitating, second-guessing, and holding back — even when you know exactly what needs to be said.
It's easy to chalk this up to nerves. But the reality is that something specific is happening in your brain in those moments — and it has everything to do with where your attention goes when the pressure increases.
In this episode, Dan sits down with social psychologist Mark Leary to discuss how self-awareness and social motivation influence performance when the stakes are high.
If you've ever walked out of an important conversation thinking, "I know I could have done better," this episode will give you a clearer understanding of why.
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