“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.

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.

June 12th - Are you truly hearing your prospect?