The Sales Stoic

“Every skill and habit is built and strengthened through the actions that create them—walking through walking, running through running... So, if you want to do something, make it a habit… The same principle applies to our mindset. When you get angry, you’re not just feeling that emotion, you're also reinforcing a negative habit, adding fuel to the fire.” - Epictetus

Sales success is about the habits you build. Small shifts, like practicing patience, empathy, or persistence, can dramatically improve your performance.

Just like athletes, salespeople are defined by their training. Regularly practicing positive habits, such as staying calm after a tough rejection or reflecting on a deal, turns them into second nature.

On the flip side, letting frustration or self-doubt take over can easily become your default.

Identify the few key habits that will propel you forward, and fuel them instead.

The power of positive, consistent actions can change your trajectory in ways you can’t imagine.

Actionable tips:

• The next time a deal falls through, instead of reacting negatively, channel that energy into something productive, like refining your pitch or identifying a new lead. Use setbacks as practice for resilience.
• Focus on small, consistent actions that align with your goals. For example, commit to 10 minutes of prospecting every day, no matter what. Over time, it’ll feel as natural as breathing.
• Notice when you're falling into unproductive habits, like procrastinating on follow-ups. Catch yourself early and pivot to a more productive action instead, before it becomes second nature.

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/

Connect with We Have a Meeting:

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

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

“Kindness is unstoppable, but only when it's genuine, with no pretenses or fake gestures. After all, what can even the most toxic person do if you keep showing kindness and, when possible, calmly point out their mistakes—especially as they’re trying to hurt you?” - Marcus Aurelius

True kindness can’t be faked and when it’s sincere, it disarms even the most difficult clients.

In tough negotiations or dealing with challenging clients, kindness can break down barriers.

It’s not letting people walk over you, but is you showing respect and compassion, even when they don’t deserve it.

Think of it like Ted Lasso handling a rude player: kill them with kindness.

You may not win every deal, but you’ll leave a lasting positive impression that can open doors down the line.

Actionable tips:

• When a prospect is harsh or dismissive, take a deep breath before responding. A calm, kind response shows you’re in control and focused on the bigger picture.
• If someone is being difficult, steer the conversation toward shared goals. Demonstrate that you genuinely want to help them succeed.
• Shift negative or defensive phrases into ones that express understanding and empathy. For example, instead of saying, "That's not right," try, "I understand why you might feel that way. Here’s another perspective."

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/

Connect with We Have a Meeting:

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

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

“The key to peace of mind is living with integrity. Those who lack self-discipline lead chaotic and unsettled lives.” - Seneca

In sales, cutting corners or making promises you can’t keep may seem like an easy path to success, but it always comes at a cost.

True peace of mind comes from aligning your actions with your values.

A quick win today can lead to a damaged reputation tomorrow.

Remember, it’s not just about closing deals, it’s about building genuine relationships. If a deal doesn’t feel right, trust your integrity to guide you.

The peace of mind that comes from doing things the right way is worth more than any short-term gain.

Actionable tips:

• Always ask yourself, “Is this in the best interest of the customer?” Prioritise their needs over short-term wins, and you’ll build relationships that pay off over the long haul.
• Before hitting send on that email or delivering a pitch, take a moment to consider if you’re being fully honest and transparent. If it doesn’t feel right, it probably isn’t.

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/

“Let’s also take bold action— and stand among those most admired.” - Seneca

Success in sales isn’t about copying top performers, it’s about creating your own path and becoming the example others look up to.

Seneca encourages us to go beyond being inspired by others and take action that inspires others.

Become the salesperson you always wanted to be, the salesperson you looked up to.

Reflect on what you’d want a younger version of yourself to see: how can you mentor or inspire them through your actions?

Don’t just follow the latest trends, be the one who sets them.

Your originality and resilience will elevate not only your success but also those around you.

Actionable tips:

• Be bold in your outreach. Don’t rely on generic templates, personalise your approach and take risks to make a genuine impact on your prospects.
• Set a new standard on your team by embracing creativity and consistency. When others see you doing things differently, and succeeding, they’ll want to follow your lead.
• Inspire your peers by openly sharing what’s working (and not working) for you. That way, your experiences can serve as a guide for others striving to improve.

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/

“Let’s set out with full commitment, setting aside distractions and focusing on this one purpose—before we realize too late how quickly time moves and find ourselves left behind. Treat each new day as the best yet, and make it truly yours. We must seize what slips away.” - Seneca

In sales, the only constant is change: deals shift, quotas change, competitors emerge.

The one thing you own is today: the calls you make, the relationships you build.

So, stop getting caught up in distractions. Focus on what drives results: outreach, follow-ups, refining your pitch.

Time slips by quickly, but every day is a new chance to focus on what really matters.

We can't control how fast time moves, but we can control how we use it. So, embrace today as your best opportunity yet, because the effort you put in now builds momentum for the future.

Actionable tips:

• At the start of each day, choose your top three tasks that will drive you closer to your goals and focus on them first.
• Dedicate uninterrupted blocks of time for prospecting, follow-ups, and closing deals. Protect these blocks fiercely.
• At the end of each day, ask yourself, “Did I seize the day?” If not, identify what distracted you and adjust for tomorrow.

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/

“Where do we find Good? In our reasoned choices. Where do we find Evil? In our reasoned choices. And what about things that are neither Good nor Evil? They lie beyond our own reasoned choices.” - Epictetus

You can’t control market shifts, competitors, or uninterested prospects, but you can control how you respond.

Every call, email, and interaction is an opportunity to choose a positive outcome.

Good and evil don’t exist in circumstances, they exist in your choices.

Top performers don’t dwell on setbacks; they use them as stepping stones.

The question isn’t what happens to you, it’s how you choose to respond.

Actionable tips:

• Before reacting to a tough client or disappointing news, pause and consider your options. Choose the response that aligns with your long-term success, not a knee-jerk reaction.
• Focus on making the best choice available, regardless of what happens next. You can’t control if a prospect will say “yes,” but you can control your preparation and attitude.
• Take a few minutes at the end of each day to review your decisions. Ask yourself: Did I choose the right path? What can I improve tomorrow?

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/

“God set this rule: If you want something good, find it within yourself.” - Epictetus

Sales, like life, is full of external factors: quotas, market shifts, customer moods. But waiting for things to align is a losing game.

Take ownership.

A good day isn’t about perfect circumstances, it’s about your mindset, attitude, and actions.

Like Rocky, success isn’t just about winning, it’s about showing up, pushing forward, and giving your best effort.

A great day is one that focuses on growth, relationships, and resilience.

Actionable tips:

• Instead of stressing over deals you can’t force through, invest energy in activities you can directly impact, like making that extra call or refining your pitch.
• Define your own criteria for a good day beyond just hitting numbers. For example, building a new connection or getting a follow-up meeting booked can be just as satisfying.
• Sales is a long game. Recognise your efforts daily, whether it’s overcoming objections, learning something new, or simply staying resilient.

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/

“Do you respect those who are fair or unfair? The fair. Those who stay calm or those who lose control? The calm. The disciplined or the reckless? The disciplined. If you cultivate these qualities, you’ll become truly beautiful. But if you ignore them, no amount of effort or appearance will make up for it.” - Epictetus

Flashy presentations and charisma might grab attention, but long-term success comes from integrity, composure, and real value.

Customers see through the noise, they trust those who do the right thing consistently.

So, if you’re chasing commission just to impress others, you’re playing the wrong game.

True beauty isn’t about how we look, it’s about how we act. Fairness, self-control, and discipline are what make a person truly admirable.

Sales is no different.

Focus on mastering your craft, building real relationships, and creating something meaningful. 

Excellence speaks louder than ego.

Actionable tips:

• Prioritise honesty and transparency with your clients. It builds trust and leads to long-term relationships. If you can’t answer a question, or don’t know the answer, be honest about that and create an opportunity for yourself to be credible by going away and checking the facts before delivering an answer.
• Don’t let the pressure to close a deal make you over-promise or exaggerate. Stay grounded. When you feel expectation is heavy on your shoulders, practise breath exercises and allow yourself space to step away from that pressure.
• When faced with objections or rejections, maintain your composure. Clients respect those who can stay calm under pressure. Remember, it’s not personal. Instead, don your detective cap and see if you can get to the bottom of the hesitation.
• Each time you choose integrity over a quick sale, acknowledge it. It’s these decisions that build your reputation.

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 main tool for a wise and capable person is their own judgment; their body is like the athlete’s, shaped by the trainer; and their work is like the farmer’s, cultivated by effort.” - Epictetus

Sales isn’t just about what you sell, it’s also about you. Your mindset, character, and skills are the real differentiators.

Just as a doctor sharpens their expertise or an athlete trains their body, you must refine the qualities that make you effective: patience, persistence, empathy, and clear communication.

Rejections, tough clients, setbacks… these aren’t just obstacles; they’re opportunities to grow. Ask yourself: What skill can I learn from this? Every challenge refines you.

Think of yourself as both the product and the project. The better you become, the better your results.

Actionable tips:

• Set aside a few minutes each day to read, learn, or reflect on a trait or skill you want to develop. For example, spend 10 minutes daily on improving your listening skills or studying customer psychology.
• Regularly ask your manager or trusted peers for feedback on your communication style, approach, or anything else that needs refining. Treat their feedback as valuable input for "project you."

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/

“Isn’t it better to be recognized for helping many than for living lavishly? Isn’t it more meaningful to invest in people than in material things?” - Musonius Rufus

Success is like a mosaic: a series of small, consistent actions that build trust and loyalty over time. 

For salespeople, the lesson is clear: focus on long-term relationships, not just short-term wins.

True influence comes from investing in people, not wealth.

Think of it like Yoda in Star Wars, whose lasting impact came from humble guidance, not grand gestures.

The choice is yours: build lasting connections or chase fleeting victories. Choose wisely.

Actionable tips:

• Instead of simply pushing for the next sale, ask how you can genuinely help clients reach their goals. They’ll remember the trust you’ve built long after the deal.
• Invest in your team’s growth and success. Small acts of mentorship and support build a legacy that strengthens the whole group.

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/