Wherever you are...it's your own damn fault [ LISTEN ON APPLE PODCASTS OR SPOTIFY ]
The answer may surprise you.
I agree with Daniel Pink, who says in this video that we desire:
- Autonomy.
- Mastery.
- Purpose.
But Pink does not tell us WHY higher incentives actually lead to worse performance.
My speculation: Those seeking to acquire the higher incentives for cognitive 
performance suffered from "paralysis by analysis," which means they "over-thunk-it."
When the stakes are high, fear causes us to second-guess our instincts, our "gut," our "little voices," our highest and best impulses.
We hear about athletes "being in the zone" when they have a great game. They are in the zone because:
- They have prepared.
- They are surrounded by great teammates.
- They've had great coaching.
- They want to win more than they are afraid to fail.
Before You Do Anything Else
Athletes get in the zone because they prepared. In sales, you prepare by writing your process down. Then you can act fast instead of second-guessing every step.
You can apply these exact benefits to your own sales and business success.
SOLUTION: Quit being scared by acting confidently.
It sounds easy, and it is. Feelings do not lead to action. Actions lead to feelings.
"Wes, are you repeating the old adage 'Fake it 'til you make it'?"
Yes.
Adages and clichés and rules-of-thumb come into existence BECAUSE THEY ARE TRUE!
For more on mindset and sales, listen to The Sales Podcast.
Market like you mean it.
Now go sell something.
P.S. I know "over-thunk" is not a word. I'll teach you why I used it in one of the Market Like a Man lessons.
P.P.S. Taking action is addressed in Spiraling Upward.
