The Sales Stoic

“Zeno would also say that nothing undermines a solid understanding more than self-deception.” - Diogenes Laërtius

Self-deception is the biggest obstacle to growth. It’s tempting to comfort ourselves with lies to avoid tough truths, whether we’re overestimating our skills or ignoring feedback.

But when we deceive ourselves, we stay blind to reality and hinder our progress.

In sales, convincing yourself that a prospect is more interested than they are, or that you don’t need to change your approach, can lead to lost opportunities.

As Zeno warns, self-deception undermines your success.

Salespeople must embrace brutal honesty: identify weaknesses, face them, and continuously improve.

Only then can you unlock true growth and success.

Actionable tips:

• Regularly check your sales metrics. Are you hitting the targets you set, or are you making excuses? Be honest about where you stand and take steps to improve.
• Ask your colleagues or mentors for feedback, even if it stings. Hearing what you're doing wrong is the fastest way to improve.
• Before you go into a pitch, ask yourself if you’re seeing the situation clearly or just telling yourself what you want to hear.

Remember you will die.

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Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

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“Whenever you find yourself blaming circumstances, flip your perspective, and you'll see that what has happened aligns with reason.” - Epictetus

Life and sales are full of challenges. Like the hero in a story, we build character by facing hardships and rising above them.

Expecting smooth sailing is like entering a boxing ring and hoping not to be punched.

Epictetus teaches us that setbacks aren’t just random; when we take a step back, we often see that they fit into a larger, reasonable pattern.

In sales, a "no" isn’t a failure, but part of the journey toward the right "yes."

Remember: sales is a marathon, not a sprint. Embrace the challenges, for they are the foundation for your success.

Actionable tips:

• When you hit a roadblock, ask yourself, “What can I learn from this?” Focus on the lesson rather than the loss.
• Understand that not all deals will come through immediately. Trust the process and keep the bigger picture in mind.

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

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Website: https://www.wehaveameeting.com/

“Whenever someone wrongs you, take a moment to consider what ideas of right and wrong led them to act that way. When you understand this, you'll feel empathy instead of shock or anger. You might even realize that you share, or once shared, similar beliefs, making it easier to forgive them.” - Marcus Aurelius

Setbacks are inevitable. A client or colleague may let you down, but instead of reacting with frustration, pause and ask: What’s driving their behavior?

Understanding the reasons behind their actions (perhaps stress, misinformation, competing priorities etc) can help shift your emotions from anger to empathy.

By reframing situations through the lens of understanding, we move away from resentment and toward constructive solutions. What feels like a setback can become a valuable lesson, strengthening relationships and fostering resilience.

Ask the right questions, and you’ll find clarity in any situation.

Actionable tips:

• When a deal falls through or a client acts unfairly, pause and consider why they may be behaving that way. What pressures or misunderstandings might they be experiencing?
• If their actions seem unreasonable, ask yourself if you’ve ever acted similarly and why. This can help you respond with patience rather than judgement.

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“The unrestricted person, who remains in control of their choices no matter the circumstances, is free. But anyone who can be pressured, coerced, or manipulated into acting against their will is not truly free.” - Epictetus

True freedom isn’t about doing whatever you want; it’s about controlling your decisions, no matter the circumstances.

When you let external pressures such as quotas, demanding clients, or fear dictate your actions, you give up that freedom.

Success comes from staying true to your approach and values, even when the pressure is on. Like Neo in The Matrix, the choice is yours: follow your path or be manipulated by outside forces.

Focus on what you can control: your mindset, your response, and your perseverance. That’s where true power lies.

Actionable tips:

• Know your limits and stick to them. If a deal or client is pushing you in directions that make you uncomfortable, respectfully assert your position.
• You can’t control how a client reacts, but you can control your attitude and response. Concentrate on delivering value and staying true to your process.
• Before making decisions, pause. Ask yourself: Is this action aligned with what I truly want?

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“We can avoid most mistakes if we imagine someone watching us as we’re about to make a wrong choice. The mind should have someone it admires, whose example can help make its inner world more unshakeable.” - Seneca

A mentor isn’t just someone you meet with, they’re a guiding presence, even when they’re not around.

Whether it’s a leader you admire, a trusted colleague, or a fictional figure like Ted Lasso, their example can influence your decisions and inspire your best self.

Next time you face a tough call, pause and ask: What would my mentor do?

This simple question can guide you toward choices that align with your values and long-term goals.

Great mentors may not always be physically present, but their wisdom is always accessible.

Actionable tips:

• Identify a mentor or role model whose values and actions you admire, and consciously think about how they would approach situations in your sales career.
• Before making a tough decision, whether it's negotiating with a difficult client or deciding on a new tactic, ask yourself, “Would this align with my mentor’s values?”
• Check out The Mentors of Derek Sivers and Tim Ferriss | The Tim Ferriss Show on YouTube for an interesting perspective on the value of mentors.

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“Don’t let your past friendships or connections drag you down. If you do, you’ll be stuck... You need to decide whether to stay the same person to keep these relationships, or to evolve into a better version of yourself, even if that means letting some of them go” - Epictetus

The company you keep shapes who you become.

If you surround yourself with people who pull you down or encourage complacency, you risk staying stuck, or even regressing.

Growth often requires hard choices, like distancing yourself from those who don’t align with your goals.

In sales, thriving means seeking out motivated peers and mentors who inspire and challenge you.

A supportive environment can be the difference between staying stagnant and leveling up. Like Rocky Balboa, sometimes changing your surroundings is the first step to success.

Choose wisely, your circle determines your trajectory.

Actionable tips:

• Are the people around you helping you grow, or are they holding you back? Make changes to your circle where necessary.
• Find people who inspire and challenge you to be better. Try to find yourself a mentor who will push you to your best.
• If colleagues or clients consistently bring negativity, find ways to minimise contact and protect your mindset.

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“If someone took control of your body and handed it over to a stranger, you’d be outraged. Yet you let anyone who crosses your path take over your mind, leaving it disturbed and troubled - aren't you embarrassed by that?” - Epictetus

We fight to protect our bodies, yet we often allow others to control our minds simply with a harsh comment, a rejection, or a bad moment.

Imagine losing £10 out of £84,000. Would you dwell on that loss?

So why do we let fleeting moments of negativity control our mindset?

True freedom lies in controlling your thoughts and reactions. Setbacks are inevitable, but they don’t need to control you.

Stay grounded in what matters: your attitude, your approach, and your resilience.

Protect your mind, it’s your most valuable asset.

Actionable tips:

• When faced with rejection or negative feedback, pause before reacting. Take a deep breath and remind yourself that how you respond is your choice.
• Practice mental detachment. Use Stoic techniques like "viewing from above" to see situations objectively, keeping your emotions out of the driver’s seat.

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“Heraclitus called self-deception a terrible illness and vision a deceptive sense.” - Diogenes Laërtius

Heraclitus called self-deception a "terrible illness," and it’s a reminder that our senses and assumptions often lead us astray.

What we think we see isn’t always the full story.

A prospect’s hesitation may not be a hard "no," and a deal that feels certain might not be as secure as it seems.

Surface impressions can mislead, so don’t rely on them alone. Instead, dig deeper.

Use data to validate assumptions, logic to analyze situations, and empathy to understand your prospects’ true needs.

Reality is often richer than it appears. Stay curious and grounded.

Actionable tips:

• When a prospect says no or hesitates, ask thoughtful questions to understand their real concerns instead of assuming the deal is dead.
• Use analytics and data-driven insights to inform your next steps, rather than relying solely on gut feelings or first impressions.

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“In public, avoid talking too much about your achievements or challenges. While you might enjoy sharing your stories, others may not find your experiences as interesting.” - Epictetus

Avoid oversharing your achievements or struggles - it’s likely you want to talk about it more than others want to hear about it.

Consider your clients. They don’t want to hear endless stories about past deals or tough negotiations. They want solutions to their problems and to feel understood.

Think of it like a surgeon - patients don’t care about personal anecdotes; they care about competence and results.

Similarly, in sales, trust and professionalism matter more than self-promotion.

Focus on listening to your client’s needs, showcasing your expertise, and letting your work speak for itself.

Trust builds relationships. Expertise closes deals.

Actionable tips:

• Shift focus to the customer. Ask more questions about their needs and challenges instead of dominating the conversation with your experiences.
• Let your results do the talking. Use testimonials, data, and case studies to prove your value, rather than reciting your past accomplishments.

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/

“When it comes to the things we work so hard for, we should ask ourselves: are they really worth it? Many aren’t useful, some are unnecessary, and others don’t hold the value we think they do.” - Seneca

Not everything we work hard for is worth the cost.

Many pursuits consume our time, energy, or resources without adding real value.

In sales, this lesson is critical. Are you chasing leads that aren’t a good fit or pouring energy into deals that won’t move the needle?

Declutter your pipeline. Focus on what truly matters: leads and clients that align with your goals.

When you trim the fat, you free yourself to invest where it counts.

Simplify. Prioritise. Succeed.

Actionable tips:

• Evaluate your pipeline. Identify which leads are truly promising and which are wasting your time. Focus on quality over quantity.
• Don’t be afraid to walk away from deals that aren’t going anywhere. Sometimes saying no can save you from bigger costs down the line.
• Revisit your tools and processes. Are you using tools that genuinely help you, or are they just adding complexity? Simplify wherever possible.

Remember you will die.

—

Watch The Sales Stoic on Stream by Dealfront: https://www.dealfront.com/resources/stream/series/the-sales-stoic

Subscribe to The Sales Stoic for daily insights: https://www.dealfront.com/resources/newsletters/the-sales-stoic/

Follow Jack & Zac:

Jack: https://www.linkedin.com/in/jack-frimston-5010177b/

Zac: https://www.linkedin.com/in/zac-thompson-33a9a39b/

Connect with We Have a Meeting:

LinkedIn: https://www.linkedin.com/company/we-have-a-meeting/

Website: https://www.wehaveameeting.com/