The Sales Stoic

“Whenever you feel drawn to some pleasure… don’t let it sweep you away. Pause and hold off acting on it. Take a moment to reflect, think about both how it feels to indulge and how you might regret it later.” - Epictetus

Pause before acting on impulses.

Whether it's a fleeting pleasure or a tempting shortcut, reflect on both the immediate satisfaction and potential regrets. Discipline lies in resisting short-term indulgence for long-term fulfillment.

In sales, the rush to close deals or please clients can cloud our judgment.

It’s easy to over-promise for immediate gain, but that can damage your reputation and relationships in the long run. Instead, take a moment to evaluate the impact of your decisions and align them with your long-term goals.

Discipline, even when tasks feel difficult, pays off in the future.

The satisfaction you’ll feel from making decisions that align with your values will be far greater than the fleeting pleasure of cutting corners.

Actionable tips:

• Before reacting to a tempting opportunity, take a moment to assess its implications on your long-term goals. Ask yourself, “Will this help me build a lasting relationship with my client?”
• Define what constitutes acceptable compromises in your sales approach. This clarity will help you resist the temptation of short-term gains that could undermine your professional integrity.
• Regularly review past sales interactions to evaluate the outcomes of your choices. Consider whether the pleasure derived from a quick sale was worth any subsequent regret and adjust your approach accordingly.
• Check out The Discipline of Delayed Gratification by Simon Sinek (YouTube). Sinek explains the importance of thinking long-term, especially when facing temptations for quick wins, helping you align your actions with meaningful goals.

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/

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“Keep a constant guard over your perceptions... You're protecting your self-respect, trustworthiness, stability, peace of mind, and freedom from pain and fear. In short, your freedom.” - Epictetus

Your composure is your superpower.

Maintaining a steady demeanor protects your integrity, sharpens your decisions, and fosters creativity.

Think of Dwayne "The Rock" Johnson: his confidence and calm under pressure have been key to his success. For salespeople, the same is true. Staying composed helps you build stronger client relationships, handle objections with poise, and close deals effectively.

Even when challenges arise or emotions run high, remember that your steadiness inspires trust and demonstrates professionalism.

Guard your perceptions. A clear mind leads to clear outcomes.

Actionable tips:

• Remember that your perceptions shape your reality. If a deal falls through or a client is difficult, pause before reacting. Practise a quick moment of mindfulness: take a deep breath, acknowledge the situation, and then choose a calm response. This protects not just your peace of mind but also how others perceive your professionalism.
• A few minutes of daily meditation can help you reset and stay focused. Consider reading 10% Happier by Dan Harris. His journey into mindfulness shows how meditation can help manage stress and keep a cool head under pressure, skills that are invaluable in sales when you're juggling deadlines, quotas, and client expectations.
• Before every important client interaction, take 60 seconds to centre yourself. This could be through a short breathing exercise, a quick walk, or simply closing your eyes to focus on your breath.
• Take inspiration from The Power of Now by Eckhart Tolle. By staying present and focusing on the current moment, you’ll be better equipped to handle objections thoughtfully and stay composed even if things aren't going as planned.

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/

“Our soul is sometimes a king, and sometimes a tyrant. A king, by focusing on what is right, protects the good health of the body in its care, and gives it no selfish or harmful commands. But an uncontrolled, desire-fueled, over-indulged soul is turned from a king into the most dreaded and despised  thing—a tyrant.” - Seneca

Seneca teaches that our soul can either lead as a wise king or rule as a reckless tyrant.

The king prioritizes discipline, integrity, and long-term well-being, while the tyrant chases unchecked desires and short-term wins.

In sales, adopting the mindset of a king means focusing on sustainable success (building trust and lasting client relationships) rather than just hitting this quarter’s numbers.

Simon Sinek’s The Infinite Game reminds us that the goal is to create enduring value, not just short-term victories.

Lead with purpose, think long-term, and rule your day like a king.

Actionable tips:

• Adopt an infinite mindset by prioritising long-term relationships over short-term wins. Focus on the bigger picture: your reputation and the value you bring to clients will have a lasting impact beyond any single quarter’s results.
• Before making any decision, ask yourself: "Is this a king’s choice or a tyrant’s?" It helps reframe your perspective toward honour and longevity.

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/

“Nothing is more blinding than anger, nothing more bent on its own strength. If successful, none more arrogant, if foiled, none more insane.” - Seneca

Frustration is inevitable.

But letting anger take the wheel can sabotage deals, scare off prospects, and even hurt your career. Think of Bruce Banner: his power comes not from the Hulk's rage, but from controlling it.

Emotional resilience is your superpower.

Stay calm, think strategically, and respond with composure.

Ask yourself: Who’s in control, me or my emotions? The answer could be the difference between a lost deal and a lasting relationship.

Remember, every challenge is an opportunity to showcase your professionalism. By mastering your emotions, you not only protect your reputation but also gain the trust and respect of those around you.

Actionable tips:

• Pause before reacting. If you feel frustration building, take a deep breath and give yourself a moment to calm down. Respond thoughtfully, not emotionally.
• Set aside some time to watch "How to Control Your Anger" by Jay Shetty (YouTube) where Shetty discusses strategies to manage and redirect anger productively, focusing on practices that allow you to stay grounded and avoid emotional outbursts.
• When faced with setbacks, focus on finding a solution rather than dwelling on the problem.
• In every interaction, remain respectful, even when dealing with difficult clients or colleagues. Calmness under pressure fosters trust and credibility.

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 have the power to hold no opinion about something and to not let it upset our state of mind - after all things can’t inherently shape our judgments.” - Marcus Aurelius

In sales, as in life, it’s easy to get caught up in every rejection or critique. But not everything requires your emotional reaction.

Sometimes, clarity is all you need.

When speaking with clients or colleagues, don’t just hear, instead make sure to truly listen. Clarify their meaning and ensure you understand. The more you do this, the more you can build trust and avoid unnecessary conflict.

By letting go of the need to always have an opinion or react emotionally, you can conserve your energy for what truly matters.

Focus on your goals, stay composed, and remember: not every disagreement or challenge is worth your time.

Actionable tips:

• Practice selective engagement. Not every piece of feedback or situation requires a response. Stay focused on the bigger picture and what directly impacts your goals.
• When faced with setbacks, avoid instantly forming negative opinions. Take a step back, reflect, and assess the situation with a calm mind.
• In difficult conversations or objections, practise the art of silence. Often, withholding a quick reaction leads to better outcomes.

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/

“You say, I'm suffering severe pain! But does complaining about it make it hurt any less?” - Seneca

When challenges arise, complaining won’t ease the discomfort, it often amplifies it.

Instead, pause, step back, and ask: What can I learn from this?

For salespeople, rejection and pressure are part of the game. The real test isn’t avoiding setbacks but responding to them with resilience.

Reframe obstacles as opportunities for growth, and channel emotions into constructive action. 

Remember, strength lies in how we rise, not in how we fall.

Actionable tips:

• Take a moment to assess your emotions during challenging situations. Acknowledge how you feel, but don’t let those feelings control your response.
• Instead of viewing rejection as a failure, see it as an opportunity to learn and improve. Analyse what went wrong and identify actionable steps to enhance your approach in the future.
• Concentrate on your daily habits and routines, rather than solely on outcomes. By consistently applying disciplined actions, success will follow as a natural result of your efforts.

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/

“Many are hurt by fear itself, and many have met their fate while dreading it.” - Seneca

Fear often causes more harm than the situations we dread.

Studies show that 90% of our worries never come true, yet we let imagined outcomes hold us back.

In sales, fear might look like avoiding tough conversations or hesitating to make a call. But ask yourself, how often does reality match the fear in your mind?

Instead of letting fear paralyse you, use it as fuel. Focus on the facts, not the “what-ifs,” and let courage guide your next step.

Remember: The barrier isn’t the challenge itself; it’s the story fear tells you about it.

Actionable tips:

• Take a moment to write down your top three work-related fears. Acknowledge them and evaluate whether they are based on reality or speculation.
• Check out "What I Learned from 100 Days of Rejection" by Jia Jiang (TED Talk) for some tips on purposefully facing rejection and reframing it. Then, whenever you catch yourself worrying about a negative outcome, consciously reframe that thought into a positive action. Eg., instead of thinking, "I might mess this call up," switch to, "This call is an opportunity to learn and improve." 
• Set a goal to reach out to a certain number of leads each week, regardless of your fear of rejection. Taking consistent action can help diminish the power of fear over time.

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/

 “I don't agree with those who plunge straight into chaos, accepting a hectic life, struggling daily with difficult challenges. A wise person can handle that if necessary, but won't choose it…” - Seneca

When challenges arise, like a ghosted prospect or a tense negotiation, it’s easy to let frustration take over. 

But holding onto anger is like grasping a hot coal: it burns you more than anyone else. Instead, release the negativity and focus on what you can control.

Refine your pitch, revisit your pipeline, or take a moment to reset.

Calm and strategic thinking open the door to sharper decisions, clearer opportunities, and stronger relationships.

Peace isn’t just a mindset, it’s your strategy for lasting success.

Actionable tips:

• Identify situations that tend to escalate into unnecessary conflict and establish clear boundaries to avoid engaging in these scenarios. Check out "How to Stay Calm When You Know You’ll Be Stressed" by Daniel Levitin (TED Talk) which offers even more practical tips for managing stress and maintaining your inner peace.
• Take a few minutes each day to reflect on your emotions and reactions. This practice helps you remain calm and composed, allowing you to choose your battles wisely.
• When faced with challenges, shift your mindset from “What’s going wrong?” to “How can I resolve this?” This helps foster a constructive atmosphere and can lead to better outcomes.

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 be bounced around, but evaluate every impulse through the lens of justice, and stay true to your convictions in every situation.” - Marcus Aurelius

It's easy to act impulsively, whether it's sending a hasty email or reacting emotionally to feedback. However, the Stoic principle of thinking before acting helps us stay grounded and aligned with our values.

Taking a moment to breathe and reflect on decisions ensures they are driven by purpose, not impulse. This approach not only helps maintain your integrity but also enhances long-term success by preventing decisions driven by temporary emotions or external pressure.

Try this: Keep a note on your desk to remind you to pause before acting. In high-pressure moments, this small action can make a big difference in how you respond, helping you stay focused on your goals and navigate challenges more effectively.

Actionable tips:

• Implement a “cooling-off” period before responding to emails or making decisions. Take a moment to consider how your response aligns with your values and objectives.
• Watch "Why Emotional Intelligence Is Key to Sales Success" by Jeb Blount (YouTube) for Blount’s advice on how controlling emotional responses can improve client interactions and negotiations, with specific strategies tailored for sales. Then establish a clear set of principles that guide your sales approach. Regularly review these values to ensure your decisions and actions reflect them. 
• Create a culture of accountability by seeking input from colleagues or mentors. This can help you assess whether your impulses align with your stated goals and values.
• Give Jeb Blount a follow to get more insights from a leading voice in sales strategy and emotional intelligence. 

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/

“Who then is invincible? The one who stays unshaken by anything beyond their own reasoned choice” - Epictetus

True invincibility comes from within.

When we focus on what’s within our control such as our actions, thoughts, and responses, we become resilient in the face of adversity.

In sales, external challenges like objections, market shifts, or targets can feel overwhelming, but how we respond is entirely up to us.

Embrace a Stoic mindset: instead of letting rejection or setbacks define you, use them as learning opportunities. Pause and ask yourself, "Is this true?" or "Is this useful?"

When you accept what you can’t control, you empower yourself to navigate challenges with clarity and strength.

Actionable tips:

• You can't control whether a prospect says "yes" today, but you can control the quality of your outreach and follow-ups.
• Instead of seeing it as failure, view it as feedback, an opportunity to improve your pitch or understanding of the client's needs.
• Remember Jocko Willink’s principle from Discipline Equals Freedom: self-discipline is the key to true freedom. Just as Willink emphasises, having the discipline to control your thoughts and actions, no matter the external challenges, leads to greater resilience and control. When faced with rejection or tough market conditions, choose discipline over despair. Focus on what you can control, like your daily routines, the quality of your outreach, and your follow-up processes.
• Practise mindfulness techniques like deep breathing or short walks to reset when external pressures feel overwhelming.

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/