Chris Voss, former FBI hostage negotiator, is quoted as saying “When the pressure is on, you don’t rise to the occasion; you fall to your highest level of preparation.”
Twenty-one years into my career, it’d be tempting to ‘wing it’. I’ve seen many scenarios. I’ve read a lot of books. I’ve been asked loads of financial questions. Isn’t all that experience enough to simply sit back, chill, and when the next presentation comes, or prospect meeting is booked, just rise to the occasion?
Mr. Voss hits the nail on the head. Resist complacency. Resist winging it. Prepare, prepare, prepare. Get the reps. Keep reading, keep learning, keep on top of your game. When the pressure arrives, your highest level of preparation will allow you to thrive.