Instead of relying on purely mental exercises, sales professionals can directly combat anxiety and emotional slumps through physical activity. The "motion leads to emotion" principle is a practical tool to improve presence, energy, and overall mental health, which are foundational to sales success.
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The "Intensati" workout method combines physical movements with positive spoken affirmations (e.g., saying "I am strong now" with each punch). This practice layers the psychological benefits of positive self-talk on top of the neurochemical mood boost from the exercise itself, creating a powerful, synergistic effect.
Positive reframing and logic fail when your body is in a state of fight-or-flight. You cannot access a more powerful story when you're physiologically overwhelmed. The first step must be a physical practice—like breathing, meditation, or exercise—to calm the body before attempting to change the mind.
Exercising just before a mentally demanding task like public speaking is a powerful tactical tool. A single session releases dopamine and serotonin, directly enhancing prefrontal cortex function for better focus, attention, and quicker reaction times, improving overall cognitive performance on the spot.
To overcome negative mental states like depression, focus on physical action rather than cognitive wrestling. Activities like intense exercise, clean eating, or even simple biological hacks like side-to-side eye movement directly alter your neurochemistry, offering a more effective path to change than thought alone.
For Type-A personalities and entrepreneurs already operating in a high-stress state, intense exercise can be counterproductive. It spikes cortisol levels, exacerbating stress on the nervous system. Gentle movement like walking is often more effective for genuine regulation and recovery.
Instead of daunting, long call blocks, break prospecting into 5-15 minute 'high-intensity sprints.' Crucially, alternate these sprints with consuming inspirational content like a book or podcast. This creates a feedback loop where manageable action builds momentum and positive input reinforces courage.
Top salespeople aren't just skilled; they've mastered their internal psychology. Most performance issues stem from fear, lack of information, and self-limiting beliefs, which prevent them from taking necessary actions like making calls.
Feeling nervous during a high-stakes cold call is common. One rep found that a simple physical action—placing his hands over his head—helped him calm down and regain composure mid-call. This highlights how posture can influence mental state and performance.
Top performers, like sales expert Jeb Blount and Army Golden Knights, still experience fear before high-stakes activities. They don't eliminate the fear; they manage it by relying on a consistent, practiced routine to push through the initial emotional resistance and execute their tasks effectively.
Sales professionals operate with a high cognitive load, like chess masters, so their primary asset is their mind. While exercise is important, the most significant performance gains come from prioritizing recovery and stress management, as sleep deprivation is their 'kryptonite.'
