“Think how ridiculous it is to say, "Just tell me what to do!' What advice could I possibly give? A much better plea is, 'Help me train my mind to handle any situation.' That way, if life throws you off script, you won’t be scrambling for instructions.” - Epictetus

Sales rarely follows a perfect script. And being great at your job doesn’t mean just reciting lines. You must read the room, listen, and adapt in real time.

Epictetus reminds us: instead of asking for step-by-step instructions, train your mind to handle any situation.

Processes and scripts have their place, but they should never be a crutch.

The top performers? They thrive when things go off-script, pivoting with confidence and asking the right questions.

When change is inevitable, adaptability is everything.

Actionable tips:

• Instead of relying solely on scripts, role-play different scenarios where you must respond without pre-prepared answers. Routinely practicing this with a colleague will help you both become more agile and quick-thinking.
• Focus on truly hearing your prospect rather than just waiting for your turn to speak. This helps you respond in a way that’s relevant, not rehearsed.
• Get comfortable with not having all the answers immediately. Instead, develop a framework for asking better questions and guiding the conversation effectively.

Remember you will die.

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Disclaimer:

The Sales Stoic draws inspiration from the profound wisdom of Stoicism as presented in Ryan Holiday's "The Daily Stoic." As avid readers & fans, we deeply respect the work of Ryan Holiday, and acknowledge the significant impact of Stoic philosophy on our own approach to sales and life.

While The Sales Stoic applies the core principles of Stoicism to the unique challenges and opportunities faced by salespeople, it is an original work with its own distinct voice and focus. We aim to build upon the timeless wisdom of Stoicism to empower sales professionals with practical guidance and actionable insights for success in their careers and personal lives.

“The consequences of anger and grief are far more damaging than the events that triggered them.” - Marcus Aurelius

Rejection, tough clients, missed deals - it’s easy to let emotions take over. But reacting impulsively only amplifies the damage.

A defensive email or a frustrated remark can hurt relationships and credibility.

Instead, pause. Breathe.

Respond with clarity, not emotion. A measured approach keeps you in control and turns tension into opportunity.

Stay focused on the bigger picture. Your next move matters more than what just happened.

Actionable tips:

• When you feel your emotions escalating, take a deep breath and give yourself time to think before replying, especially in challenging conversations or negotiations.
• Instead of dwelling on frustration or disappointment after a rejection, view it as a learning opportunity. Ask yourself what you can improve or how you can better serve the next prospect.
• When facing difficult customers or objections, shift your focus away from the emotion of the situation and towards finding a solution that benefits both parties.

Remember you will die.

Watch the full video episode now on Stream by Dealfront.

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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/

-

Disclaimer:

The Sales Stoic draws inspiration from the profound wisdom of Stoicism as presented in Ryan Holiday's "The Daily Stoic." As avid readers & fans, we deeply respect the work of Ryan Holiday, and acknowledge the significant impact of Stoic philosophy on our own approach to sales and life.

While The Sales Stoic applies the core principles of Stoicism to the unique challenges and opportunities faced by salespeople, it is an original work with its own distinct voice and focus. We aim to build upon the timeless wisdom of Stoicism to empower sales professionals with practical guidance and actionable insights for success in their careers and personal lives.

“If you find something difficult to achieve, don’t assume it’s impossible—if someone else can do it, so can you.” - Marcus Aurelius

Struggling to hit your targets? Facing rejection?

Remember: difficulty doesn’t mean impossibility. If others have achieved success, so can you.

Top performers aren’t born with a secret formula, they’ve put in the work. They refine their pitch, learn from failure, and stay consistent.

Instead of assuming they have something you don’t, study their approach, apply what works, and keep improving.

Success isn’t about luck or raw talent, it’s about persistence.

Actionable tips:

• Study success. Identify a top performer on your team and analyze what they do differently, whether it's their discovery process, follow-up strategy, or tone in conversations.
• When something feels impossible, break it down. What skills, habits, or knowledge do you need to make it achievable? Start there.
• Instead of assuming a skill or achievement is out of reach, ask: What’s stopping me from getting there? Then, create a plan to close that gap.

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/