ABOUT THIS EPISODE
Most people think high performance is about motivation.
Roberto Forzoni has spent 30+ years inside elite sport - and he’ll tell you it’s about process, preparation, and what you do when something goes wrong.
In Episode 6 of Sales Rewritten, Roberto (sports psychologist and keynote speaker) shares lessons from working with Premier League clubs, Olympic athletes, and world-class individuals - including tennis player Andy Murray and boxer Derek Chisora.
In this episode, we cover:
◼️ Outcome vs performance vs process goals (and why sellers get this wrong)
◼️ “What’s important now?” - staying calm under pressure
◼️ Rejection, resets, and why the best don’t dwell
◼️ Language, mindset, and words that add pressure
◼️ Team dynamics: what leaders can do to lift performance fast
◼️ The habits Roberto sees in high performers
Chapters:
02:03-02:46 What do you do for a living?
02:46-04:32 Starting out in football
04:32-07:58 The 'spark' for psychology
07:58-09:09 Working with different teams + athletes
09:09-11:14 Bringing psychology to the Premier League!
11:14-12:35 Being challenged by Razor Ruddock
12.35-15:00 The key to goal-setting
15:00-17:34 Dealing with 'No' and rejection
17:34-18:43 Release, review, reset
18:43-20:23 Setting up Team Murray
20:23-22:03 Applying lessons from football to tennis
22:03-22:40 Get started with Surfe today!
22:40-23:37 Andy Murray's 'obsessive' personality
23:37-25:26 Don't call it unlucky!
25:26-27:28 Not every game is must-win
27:28-28:28 Setting the wrong goals at Brentford
28:28-29:43 Why feedback is so important
29:43-30:22 '99 things out of 100 you tell me, I'll ignore!'
30:22-31:40 Working with Alan Curbishley at West Ham in 2006/07
31:40-32:39 Crisis meeting with Dean Ashton, Lee Bowyer and Carlos Tevez
32:39-34:00 Free-kick training with Carlos Tevez and scoring against Tottenham
34:00-35:51 West Ham's unlikely survival and how psychology helped
35:51-37:00 Three athletes you'd most like to work with!
37:00-38:19 Dealing with targets and pressure
38:19-39:53 The time Derek Chisora's wife called me
39:53-41-45 The showbiz personality of Chisora
41:45-42:27 Should salespeople have personas?
42:27-45:34 Applying the 'fish' philosophy to sales
45:34-45:59 What's next for you?
Sales Rewritten is an honest conversation about sales - by salespeople, for salespeople. Brought to you by Surfe, the high-quality data platform that makes prospecting simpler and smarter.
Follow Roberto:
LinkedIn - https://www.linkedin.com/in/robertoforzoni/
Sales Rewritten:
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