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Book

Playing Bigger

Strategies for Becoming a High-Performer

This book provides specific strategies for expanding self-belief and overcoming self-imposed obstacles keeping you from playing bigger. Playing bigger is understood as an inner game played against yourself and within your direct control. Strategies discussed in this book are designed to enhance; self-management (executing around goals and priorities), self-coaching (talking to yourself and visualizing effectively), self-belief (perception of capabilities and worthiness), and self-control (minimizing fear and self-doubt).

$25 (98 pages)


Contents

CHAPTER 1:HIGH-PERFORMERS: WINNING THE INNER GAME

  • Performance Psychology /2
  • Self-Limiting Beliefs Found in the Sales Culture /6
  • Characteristics of High-Performers /7
  • Four Choices High-Performers Make that Others Don’t /9
  • Parable of the Frog and the Scorpion /13
  • Self-reflection Activities /14

CHAPTER 2: GETTING IN THE GAME: CREATING A PERFORMANCE MINDSET ON DEMAND

  • The Performance Mindset /16
  • Underpinnings of the Performance Mindset /18
  • The Reluctant Mindset /21
  • The Fear Response /23
  • Effects of Anxiety on Performance /25
  • Managing Fear and Self-Doubt /27
  • Shine the Light on Your Gremlin /27
  • Measuring Prospecting Anxiety /30
  • Taming Your Gremlin /33
  • Self-Reflection Activities /37

CHAPTER 3: GETTING OUT OF YOUR WAY: OVERCOMING THE RELUCTANT MINDSET

  • Enhancement Strategies /40
  • Self-Coaching /41
  • Visualization /46
  • Differential Relaxation /46
  • Attention Control /48
  • Energy Management /49
  • Preparation Routines /50
  • Fire all the Bullets in your Chamber /52
  • Self-Reflection Activities /53

CHAPTER 4: STAYING IN THE GAME: SUSTAINING EXCELLENCE WITH A HIGH-PERFORMANCE JOURNAL

  • The Soup We are Swimming in Today /56
  • Myths of our Imbalanced World /57
  • Excellence in an Imbalanced World /58
  • (Im)Balanced Excellence /58
  • Self-Renewal: Harnessing Your Greatest Resources /60
  • Self-leadership and Self Management /64
  • Create a Vision for Your Life /65
  • Step 1: Clarify Your Core Values / 66
  • Step 2: Develop Strategic Elements of Your Vision /69
  • Step 3: Draft Your Vision Statement /71
  • Step 4: Embrace Your Vision /74

Playing Bigger Workbook Contents

  • Self-Management: Getting Where you want to go /75
  • Planning and Prioritizing Routines /75
  • Sunday Night Planning Routine /77
  • Daily planning and review routine /80
  • Friday Weekly Zip-up routine /83
  • Choose to be a High-performer /84
  • Examples of Personal Vision Statements /86