--- title: "Daniel McGinn on Performance Rituals, Emotional Preparation, and Sales Success – Episode #96 | The Sales Blog" description: "If you’ve followed Anthony’s writing and work for any time at all you know how fascinated he is with the impact mindset has on success in sales. So it makes perfect sense that when he saw a book titled, “Psyched Up: How the Science of Mental Preparation Can Help You Succeed,” he had to read […]" image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/ITA-daniel-mcginn.jpg --- ### [Now booking SKO meetings for 2026/27! Learn more](https://www.thesalesblog.com/authority) [![Iannarino The Sales Blog](https://www.thesalesblog.com/hubfs/2021%20Website/Images/ai-logo-web.svg) ](https://www.thesalesblog.com) - WIN AT SALES - The Sales Environment - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken) - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint) - Sales Resources - [ Blog ](https://www.thesalesblog.com/blog) - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) - [ Live Training Events ](https://events.thesalesblog.com) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### Live Training Events ### Upcoming training events & workshops [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9) ###### Online Training Platform ### Sales Accelerator [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6) ###### #1 Resource ### Revenue Growth Blueprint - [ BLOG ](https://www.thesalesblog.com/blog) - [ SPEAKING ](https://www.thesalesblog.com/speaking) - SALES TRAINING - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle) - [ For Individual Reps ](https://www.thesalesblog.com/individuals) - [ For Teams ](https://www.thesalesblog.com/sales-accelerator) - [ Events & Other Programs ](https://events.thesalesblog.com) - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) - [ EVENTS ](https://events.thesalesblog.com) - [ BOOKS ](https://www.thesalesblog.com/books) - [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino) - [ CONTACT ](https://www.thesalesblog.com/contact) - Hit Sales Targets [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### LIVE TRAINING EVENTS ### Upcoming virtual training events & in-person workshops ###### Improve your win rates [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279) ###### Keynotes & Workshops ### Hire Anthony to Speak @ Your Event # Daniel McGinn on Performance Rituals, Emotional Preparation, and Sales Success – Episode #96 ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) September 15, 2017 If you’ve followed Anthony’s writing and work for any time at all you know how fascinated he is with the impact mindset has on success in sales. So it makes perfect sense that when he saw a book titled, “Psyched Up: How the Science of Mental Preparation Can Help You Succeed,” he had to read it. He was so impressed with the book he invited the author Daniel McGinn to be his guest on this episode of In The Arena. Anthony and Daniel talk about performance rituals, emotional preparation, the impact of music on motivation, and much more as it relates to sales success. It’s a fascinating conversation you’ll enjoy immensely.   [Daniel McGinn on Performance Rituals, Emotional Preparation, and Sales Success - Ep 96 Click To Tweet**](https://twitter.com/share?text=%40danmcginn+on+%23PerformanceRituals%2C+%23Emotional+Preparation%2C+and+%23Sales+Success+-+Ep+96+%23InTheArena+&via=iannarino&url=https://thesalesblog.com/2017/09/15/daniel-mcginn-performance-rituals-emotional-preparation-sales-success-episode-96/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## Feeling nervous is natural. This conversation will help you know what to do with those feelings. We’ve all heard of the “fight or flight” instinct, it’s part of our biological wiring that fuels us to take action. Though the things we face today aren’t typically considered “dangerous” as they were back in the day when that response was first needed, they are still many times high-stakes events where the nervousness we feel is similar. On this episode, Daniel McGinn tells how the nervous feelings we face can actually be a helpful thing for performance if we know how to deal with them rightly. He also talks about why the most common piece of advice we receive when we’re feeling nervous is actually the exact opposite of what we should do. ## Instead of trying to get rid of nerves we need to learn how to channel them toward success. “Hey, calm down. Relax. Breathe.” It’s common advice to hear when you’re nervous but Daniel McGinn says it’s the wrong advice. It’s physiologically impossible to calm down the hormonal surges going on at a time when we are about to perform. Instead of fighting an uphill battle it’s better to learn strategies for focusing that energy to better use than fear and anxiety. In this conversation Anthony digs into how exactly to do that with author Daniel McGinn, so don’t miss it.   [Instead of trying to get rid of #nerves we need to learn how to channel them toward #success @danmcginn #InTheArenaClick To Tweet**](https://twitter.com/share?text=Instead+of+trying+to+get+rid+of+nerves+we+need+to+learn+how+to+channel+them+toward+success&via=iannarino&url=https://thesalesblog.com/2017/09/15/daniel-mcginn-performance-rituals-emotional-preparation-sales-success-episode-96/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## Do pre-performance rituals legitimately work? From athletes, to musicians, to sales professionals, many people use a pre-performance routine to get themselves ready for their particular “go time.” What makes up those rituals is as unique as the individuals who devise them, but Daniel McGinn says they are proven to be helpful. Anthony and Dan talk about how varied pre-performance rituals can be effective even when they vary so widely in terms of what is actually being done, what it has to do with mental focus and determination, and how each person’s ability to deal with anxiety is the most determinative factor in their performance. ## Is music really helpful to prepare for go-time? It’s fascinating how wired human beings are for music. There’s something about the melodies, harmonies, and rhythms that can change our mood, set us up for suggestion, or prepare us for a big day. Daniel McGinn, author of “Psyched Up” says there is no denying that music is a powerful tool in preparing for performance or high-stakes events and he and Anthony discuss how their favorite tunes may not be the same as those chosen by others, and why that is. You’ll enjoy this wrap-up to the conversation.   [Is #music really helpful to #prepare for go-time? @danmcginn #InTheArenaClick To Tweet**](https://twitter.com/share?text=Is+music+really+helpful+to+prepare+for+go-time%3F&via=iannarino&url=https://thesalesblog.com/2017/09/15/daniel-mcginn-performance-rituals-emotional-preparation-sales-success-episode-96/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## Outline of this great episode - How the mental game impacts sales success, and today’s guest Daniel McGinn. - What happened to compel Daniel to write his book, “Psyched Up?” - The 5 P ritual one neurosurgeon uses to optimize his performance. - The power of purpose behind great endeavors. - Examining the different types of anxiety that manifest in various people. - Do people who are anxious simply need to calm down? - How one semester long course teaches students to deal with audition anxiety. - The effectiveness of pre-performance routines: are they legitimate? - What are positive and negative contagions? - Why the pep talk is not really what we think it is supposed to be. - What makes a song motivational? ## Resources & Links mentioned in this episode - Daniel’s [website](http://www.psychedupthebook.com/) - Daniel [on Twitter](https://twitter.com/danmcginn) - Daniel on [LinkedIn](https://www.linkedin.com/in/mcginn/) - [Dr. Mark McGlaughlin, Neurosurgeon](http://www.princetonbrainandspine.com/dr/mark-mclaughlin-md/) - [Malcolm Gladwell](http://www.gladwell.com/) - [Dan Pink](http://www.danpink.com/) - [James Surowiecki](https://www.newyorker.com/contributors/james-surowiecki) 159184830X The theme song “[Into the Arena](https://soundcloud.com/ohhushmusic/sets/songs-ive-written-produced)” is written and produced by Chris Sernel. You can find it on Soundcloud ## Connect with Anthony [Website](http://thesalesblog.com/) [Youtube](http://www.youtube.com/Iannarino) [Facebook](https://www.facebook.com/iannarino) [Twitter](https://twitter.com/iannarino) [LinkedIn](https://www.linkedin.com/in/iannarino) ## Tweets you can use to share this episode   [Feeling #nervous is natural. This conversation will help you know what to do with those #feelings @danmcginn #InTheArenaClick To Tweet**](https://twitter.com/share?text=Feeling+nervous+is+natural.+This+conversation+will+help+you+know+what+to+do+with+those+feelings&via=iannarino&url=https://thesalesblog.com/2017/09/15/daniel-mcginn-performance-rituals-emotional-preparation-sales-success-episode-96/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare)   [Do pre #PerformanceRituals legitimately work? @danmcginn #InTheArenaClick To Tweet**](https://twitter.com/share?text=Do+pre-performance+rituals+legitimately+work%3F&via=iannarino&url=https://thesalesblog.com/2017/09/15/daniel-mcginn-performance-rituals-emotional-preparation-sales-success-episode-96/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) [![Podcast editing and show notes - www.PodcastFastTrack.com](https://www.thesalesblog.com/hs-fs/hubfs/Imported_Blog_Media/Client-editing-show-notes-image-Jun-11-2021-06-25-51-47-PM.jpg?width=537&height=223&name=Client-editing-show-notes-image-Jun-11-2021-06-25-51-47-PM.jpg)](http://www.PodcastFastTrack.com) ###### Tags: [The Anthony Iannarino Show](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) [2017](https://www.thesalesblog.com/blog/tag/2017) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on September 15, 2017 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![hustler-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/Free%20Resources/ebooks-2020/hustler-ebook-v3-1-cover.jpg?width=768&height=994&name=hustler-ebook-v3-1-cover.jpg) ### Guide to Becoming a Sales Hustler You weren’t put here to survive. You were put here to do something and to flourish. You’re here to reach your full potential and to make a difference. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/5746f431-45b9-48ee-a8d8-e9a950e5ab3f.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/5746f431-45b9-48ee-a8d8-e9a950e5ab3f) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:02:51 PM", "datePublished" : "2017-09-15 09:00:24", "description" : "If you’ve followed Anthony’s writing and work for any time at all you know how fascinated he is with the impact mindset has on success in sales. So it makes perfect sense that when he saw a book titled, “Psyched Up: How the Science of Mental Preparation Can Help You Succeed,” he had to read […]", "headline" : "Daniel McGinn on Performance Rituals, Emotional Preparation, and Sales Success – Episode #96", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/daniel-mcginn-performance-rituals-emotional-preparation-sales-success-episode-96", "@type" : "WebPage" }, "name" : "Daniel McGinn on Performance Rituals, Emotional Preparation, and Sales Success – Episode #96", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```