Do your thoughts lean negative or positive before reaching out to a prospect or asking a tough question? How much time do you waste debating the consequences of screwing it up versus getting it right? Do you torture yourself crafting round after round of the perfect email? Welcome to loss aversion, a common human bias where the urge to avoid pain is twice as strong as the pleasure of what you could gain. In this episode, Dan shares how this mindset impacted a recent result – and how this bias translates into your daily sales experience.