Chaos, Sales, and The Ant and the Elephant
w/ Vince Poscente
Sales is anything but linear. Chaos happens. But how you respond—and how you align your conscious and subconscious mind—can determine whether you self-sabotage or succeed.
That’s what Olympic skier turned sales expert Vince Poscente unpacked with me on this episode of The Sales Hunter Podcast. His story of going from a recreational skier at 26 to competing in the Olympics in just four years carries lessons every salesperson can apply.
The Ant and the Elephant
Vince shared a concept that reframes how we think about decisions and actions:
“The ratio between the conscious and subconscious mind is the same as an ant on the back of an elephant.” – Vince Poscente
Your conscious mind—the ant—may say, “I want to go west.” But your subconscious—the elephant—might be marching east. The disconnect explains why we set goals like “I’ll eat better” or “I’ll close more deals” but still sabotage ourselves.
Sales chaos often comes from this very misalignment.
The Power of Emotional Buzz
So how do you get the ant and elephant moving in the same direction? Vince says it starts with what he calls the emotional buzz.
“When a thought creates a physical reaction, that’s the litmus test of a great idea.” – Vince Poscente
It’s not enough to visualize success—you need to ‘experientialize’ it. Bring in the five senses: the sights, sounds, smells, tastes, and textures of what achieving your goal will feel like. Then, layer in emotions like gratitude, belonging, or accomplishment.
That emotional buzz engages the subconscious mind, putting all its power behind your conscious intent.
Fueling Success with Regret
I asked Vince if salespeople sometimes fail because they don’t envision themselves in big enough situations. His answer? Yes—and more.
He explained that what drove him wasn’t just the vision of walking in the Olympic opening ceremonies. It was also the sting of regret.
“Never again will I experience that kind of regret.” – Vince Poscente
That combination—what you desperately want and what you never want to feel again—creates unstoppable motivation.
Do What the Competition Won’t
Sales success doesn’t come from working harder; it comes from working differently.
“Do what the competition is not willing to do.” – Vince Poscente
That might mean researching in ways others overlook, role-playing with AI, or innovating your prospecting approach. Vince shared how he succeeded in real estate by refusing to do open houses like everyone else. Instead, he hosted “realtor-only” open houses during the week, complete with homemade lasagna.
Think about it: What is your competition not willing to do? Chances are, that’s the exact opportunity you should pursue.
The Gold Dot Technique
One of Vince’s personal strategies was placing a gold dot where he could see it daily. That dot was a trigger—a reminder of his Olympic dream and the emotional buzz attached to it.
“You’ll gravitate toward your dominant thought. The question is, are you the architect of that thought?” – Vince Poscente
By deliberately shaping what you believe and focus on, you harness both the conscious ant and the subconscious elephant.
Sales and Skiing at 125 Miles an Hour
Vince described speed skiing as going from zero to 60 in three seconds, topping 125 mph in just eight seconds. There’s no room for hesitation—just like in sales.
You won’t face melting ski suits or avalanche chutes on a sales call, but the stakes are still high. And like Vince, you can’t let fear of uncertainty stop you.
