The Importance of Self-Discipline in Sales

In this edition, we explore how this profound insight from Marcus Aurelius can give you an edge in sales. By focusing on self-discipline and mastery over your own mind, you can cultivate a powerful consistency and effectiveness in your sales activities, regardless of external circumstances. 

Key Lesson: Embracing Self-Discipline for Sales Excellence 

Marcus Aurelius teaches us that true power lies in controlling our own minds, not external events. For salespeople, this means developing a rigorous self-discipline that allows us to maintain consistency and effectiveness in our sales activities, regardless of market conditions, client responses, or other external factors. 

Application in Sales: 

1. Maintaining consistent prospecting efforts regardless of immediate results

2. Adhering to best practices even when tempted to take shortcuts

3. Continuously improving skills through deliberate practice

4. Managing time effectively to balance all aspects of the sales process 

Techniques for Building Self-Discipline in Sales: 

Morning Intention Setting (10 minutes daily):

• Start each day by setting clear intentions for your sales activities

• Visualize yourself executing these activities with discipline and focus

• o  Example affirmation: "I have the power to control my actions and attitudes, regardless of external circumstances." 

Activity Tracking Journal (Daily, 15 minutes):

• Record all sales activities, noting areas where you maintained discipline and where you faltered

• Reflect on the impact of your self-discipline (or lack thereof) on your results

• Example template:

• a) List 3 instances where you demonstrated strong self-discipline

• b) Identify areas where you can improve your self-control 

Discomfort Challenge (Weekly):

• Regularly engage in sales activities that you find uncomfortable (e.g., cold calling, asking for referrals)

• Reflect on how pushing through discomfort builds your self-discipline muscle 

Pomodoro Technique for Focused Work (Throughout the day):

• Use 25-minute focused work sessions followed by 5-minute breaks

• During work sessions, maintain complete focus on sales tasks, resisting distractions 

Skill Development Commitment (Daily, 30 minutes):

• Dedicate time each day to deliberate practice of a specific sales skill

• Example: Practice objection handling through role-play or script writing 

Delayed Gratification Exercise (Daily):

• Set a small, achievable sales goal each day

• Decide on a reward, but only allow yourself to enjoy it after completing the goal 

Mindfulness Meditation (Daily, 10 minutes):

• Practice observing your thoughts without judgment

• Use this skill to notice and redirect unproductive thoughts during sales activities 

Evening Review and Planning (15 minutes before bed):

• Review your day's activities and level of self-discipline

• Plan the next day's activities, recommitting to your self-discipline practice 

By consistently applying these techniques, you'll develop a powerful sense of self-discipline that can lead to greater consistency and effectiveness in your sales career. Remember, as Marcus Aurelius teaches, true power comes from mastery over our own minds, not control of external events. 

The Stoic Closer: The Self-Discipline Protocol 

• Skill: Cultivating unwavering self-discipline in sales

• Tactic: Structured practices for developing and maintaining self-discipline