Issue #91

Get A GRIP - Handling High Stress Situations

Between all the boring tasks of sales (the research, travelling, preparation and slide making) there are the white knuckle scary bits. The big presentations, the high risk meetings, the money discussions…

You can prepare for these, I learned a solid way to do this - the GRIP framework.

There’s a downloadable cheat sheet for your phone here:

​Grip mobile version.pdf​

It’s a high performance, high-stress meeting, reset routine that works.

This isn’t theory. The steps are backed by neuroscience, elite performance psychology and my own lived experience.

It’s built for use in the real world, not a yoga retreat; it helps you regain composure, sharpen your thinking, and control the room.

It has two parts:

1. Everyday Practice (to build baseline readiness)
2. Pre-Meeting Reset (for instant composure)

It’s called the GRIP System, because that’s what you need before a high-stakes meeting - get a grip.

The GRIP Framework

Before you step in the room, you need to build a regular practice to condition yourself. That way you create responses that can be triggered when you need them, in times of high stress.

1. Everyday Practice To Build Control

10 minutes (max) a day, and you can always split the actions across morning and afternoon if you like.

G - Grounding

This will calm your nervous system and recenter yourself. It is deceptively simple but it is very powerful.

How: Start your day with 2–3 minutes of deep breathing.

Try a “physiological sigh”, inhale twice (short, then long), slow full exhale. Physiological sighs reduce CO2 and activate your parasympathetic response (Stanford, Dr. Andrew Huberman).

Feel your feet, your posture, your breath. That’s the signal to your brain: I’m present. If you can do it barefoot on grass, it is even better.

R - Rehearsal (Not Scripts, Scenarios)

This builds familiarity and emotional readiness. Mental rehearsal improves performance and confidence (Harvard Business Review, visualisation studies)

How: Mentally rehearse one challenging scenario per day (a tough objection, a cold room, silence). You’ll feel your heart rate increase as you do.

Then picture yourself responding calmly and competently. Use vivid mental imagery with emotional engagement.

Put your hand on your heart and feel it get steady and slow down.

I - Insight

This keeps you clear on your internal story. Recalling past wins primes dopamine and performance memory loops. These are the real “affirmations” you need to do.

• How: End your day by answering these questions -
• What stressed me today?
• What did I do well and what could I do differently next time?

Don’t ruminate on any particular event, as soon as you get a good action to take away, file it under “done”. This builds emotional range and reduces reactivity.

P - Physical Activation

This will put you in a high-performance physiological state. It gets you used to quick responses and is also really good for your general health.

It's the physical response without the psychological stress burden.

How: Short bursts - fast walk, 10 squats, shoulder rolls - 5 reps with a heavy weight. Any or all of these work well.

Even a 2-minute movement break mid-day resets cognitive control, 10 minutes is better.

2. Pre-Meeting Reset: 90 Seconds to Power

When the pressure hits, use this on the spot, before walking into the room, logging on Zoom, or taking the stage.

Step 1: Breathe (20 sec)

Do two physiological sighs: Inhale (small), then inhale more (big), then slow exhale.

It will rapidly lower your heart rate and restore your control.

Step 2: Recall (30 sec)

Silently answer these questions to laser focus yourself:

1. Why am I here? (Anchor to purpose.)
2. What do they need from me? (Client focused clarity.)
3. What’s my edge? (Ground yourself in earned confidence.)

Step 3: Reset Posture (10 sec)

Roll shoulders back, stand tall, feet flat, hands on hips. Smile slightly - not fake, just calm confidence.

Step 4: Prime Your Emotions (30 sec)

Recall a recent win or moment you felt sharp and in control. Let it fill your body like a battery charging. This primes your brain’s performance networks.

Summary: G.R.I.P. Gives You Control

Here's a quick reference table to help you remember it all:

When you face regular high stress situations, like we do in sales, you cannot let each one take you by surprise. So use this framework - it may seem like a lot to do, but once you’ve practised it for a week, it isn’t.

The pay off when you do your “90 Seconds To Power” routine and suddenly feel back in control, is worth all the effort.

Those are the moments that can make careers.

I help founders and enterprise sellers in three ways:

1. You can get my Sales foundations course here
2. Drop me an email or DM about coaching you or your team
3. I'm on LinkedIn everyday, real stories, usable tools and strong opinions.

Forward "One Step Up" to people you want to impress and they will think highly of you.

"Who is this person who has access to such wisdom?" They will say when your name comes up in conversation.

If you run a sales team, present this to your team and get them to try it out - you'll be glad you did.

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