I didn’t choose sales. Sales found me.

2008. My first sales role. I learned it the way everyone does, failing, rebuilding, trying again. Losing deals I should have won. Winning some I had no business closing.

Slowly, I figured out that the gap between the two had very little to do with the script. It was always about what was happening in my head before I opened my mouth.

That question stayed with me for 15 years. Why does one rep treat rejection as data, and another treat it as a verdict? Why does one person stay curious when a deal stalls, and another rush to fill the silence? Why does someone who knows the right answer still freeze when the moment gets real?

Every salesperson carries a story about their own worth, inherited long before they ever took a sales call, from how they grew up, from an early “no,” from a first manager who taught them that selling means pushing. That story runs quietly underneath every pitch, every negotiation, every hesitation before asking for the order. Most people never get asked to examine it. So it just keeps running the show.

I went looking for answers, not in sales books, but in cognitive science, behavioural psychology, and rejection research. Then I brought it back to the only world I knew.

That became IncaZing.