Let’s rewind to high school. Picture this: tall, lanky me, strutting around like I had natural athletic talent just waiting to be unleashed. I had joined the track team—4×800 relay—and was feeling good. But here’s the truth: I wasn’t putting in the work. While my teammates were out there sweating through drills, I had a different approach to training. I’d sneak off, grab a Subway sandwich, and tell myself, Eh, I’ll catch up later.
Spoiler alert: I didn’t catch up.
The day of my first race arrived, and I’ll be honest—I thought I could just show up and make it work. I figured, how hard could it be to run a lap and pass a baton? So the race starts, I get the baton, and off I go, sprinting like I’m in the Olympics. But halfway through the race, my body reminded me: I hadn’t practiced like I should’ve. My legs turned to spaghetti, and just as I neared the finish line, down I went. I tripped, fell, and could feel the weight of that Subway sandwich holding me back.
From the stands, my dad yelled, “Get up like you practiced!” The irony? I hadn’t really practiced. I had shown up, but I hadn’t done the work. And that’s exactly why I came in third… out of three.
That day, I learned a lesson that applies to everything in life—especially in sales. If you don’t put in the practice, it’s going to show when it matters most. Whether it’s a sales call, a presentation, or even a conflict you need to resolve, how you practice directly impacts how you show up in those moments. When you practice the right way—when you put in the hours, role-play, do your research, and prepare—it becomes muscle memory. Then, when the big moment comes, you’re not winging it. You’re performing just like you practiced.
Three Tips for Practicing the Way You Want to Perform
1. Role-Play Like It’s Game Day
It’s one thing to rehearse in your head; it’s another to simulate the real thing. Whether it’s for a sales conversation, a big presentation, or even a difficult discussion with a colleague, role-playing makes all the difference. When you rehearse tough scenarios ahead of time, you build confidence, sharpen your responses, and are ready to handle the unexpected. The more you simulate real-life scenarios, the more comfortable and confident you’ll be when it really matters.
2. Do Your Homework
Preparation goes beyond knowing your product. You need to know your client’s business, their pain points, and their needs. The same goes for presentations or tricky conversations—knowing your audience and understanding the context is key. Do your research beforehand so that when you walk into that meeting or conversation, you’re armed with insights that allow you to add value and guide the conversation toward a positive outcome. You’re not just showing up—you’re showing up prepared to deliver.
3. Practice Until It’s Second Nature
Practice isn’t just about memorizing a script; it’s about creating muscle memory. Whether it’s a high-stakes sales call, a presentation you need to deliver flawlessly, or a conflict you need to navigate, practicing until it feels like second nature is crucial. When you’ve rehearsed and prepared thoroughly, showing up becomes automatic. You’re not nervous; you’re confident—because you’ve already done the hard work. And that confidence? It shows up in how you communicate, how you lead, and how you handle the unexpected.
Whether you’re running a race, closing a sale, or tackling a difficult conversation, the key to success is in the preparation. You’ve got to practice the way you want to play. When the big moment arrives, it won’t feel like a high-pressure performance—it’ll feel like just another day because you’ve already prepared for it.
So, the next time you’re gearing up for that critical sales conversation, big presentation, or tough conversation, ask yourself: Have I practiced enough to make this feel like second nature?