There's a reason so many smart, capable sales professionals consistently avoid doing the things they know they need to do and taking the risks they know they need to take. It's not laziness, and it's not a lack of motivation.

As it turns out, it's rooted in something far more fundamental about how the human mind works. Roy Baumeister is a decorated social psychologist who has spent decades researching topics like loss aversion, self-control, and the outsized weight of negative experiences. In this episode, Roy joins Dan for a conversation that digs into why it's so tempting to pull back in the moments that matter most — as well as what it takes to start overriding that urge.

If you've ever found yourself consistently avoiding the things you know matter most, this episode is for you.

Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos