Have you ever had a perfect sales day ruined by something small and stupid?
Last week, I lost a full hour of productivity because someone cut me off in traffic. ONE HOUR! Not because of the incident itself (that took 3 seconds), but because I couldn't let it go.
My mind kept replaying it. My mood darkened. My first two client calls went poorly. I was still upset about something trivial.
Sound familiar?
When Little Things Nearly Cost Me a Big Client
Two years ago, I had the biggest presentation of my quarter lined up. The prospect could have doubled our business in one deal.
That morning started with a series of small disasters:
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Coffee spilled on my shirt
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A vendor email with bad news
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My kid forgetting her lunch (again)
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And yes, someone cutting me off in traffic
By the time I walked into the meeting, I was a ball of negative energy. The prospect could feel it immediately.
Ten minutes in, the CEO stopped me and asked, "Is everything okay? You seem... off."
Talk about embarrassing. I had let the little things stack up until they became a big problem.
That's when I saw I needed a way to handle what the ancient Stoics called "the art of acquiescence." Now, I think of it as "not letting the little stuff bother me.""
The Strange Reality of Sales Success
Most sales leaders won’t admit this: managing your mental state is more important than technical sales skills.
A salesperson with great skills but weak emotional control will lose to one with decent skills and strong emotional management.
Why? Because prospects feel your energy before they hear your words.
Research shows that an emotion stays in your body or mind for only 90 seconds. When I remain upset, I decide to focus on the emotion. A choice. A poor choice.
My Three-Phase Solution
After nearly losing that big deal (we recovered, but barely), I developed a three-phase approach to handle the "little things" that threaten to derail my sales day:
Phase 1: Awareness
I had to admit I was susceptible to "glass half-empty" thinking. Just like some people are prone to certain health conditions, I'm prone to letting small annoyances grow into mood-killers.
This isn't weakness - it's just how some of our brains are wired. Acknowledging this was step one.
Phase 2: Environment Control
I began carefully avoiding people who pull me toward negativity. You know the type - those who always see problems, never solutions.
One particular friend would call just to complain about clients. After those calls, my own attitude would tank. I started scheduling those calls for after work hours only.
This control affected what I read, what I saw on social media, and even some music. It drew me into negative thoughts.
Phase 3: Pattern Interrupts
When I notice annoyances piling up, I use two specific pattern interrupts:
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For minor negativity: I stand up, clap my hands once loudly, and say "ENOUGH!" out loud. This physical and verbal interruption breaks the thought cycle. It sounds silly, but it works in about 10 seconds.
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To dive into negativity, I take a quick 3-minute walk. I focus on my feet hitting the ground. This mindfulness exercise pulls me out of my head and back into my body.
After these pattern interrupts, I can return to sales calls with renewed energy.
Focus on Progress, Not Perfection
When I catch myself slipping back into "who stole my water?" thinking, I remind myself of our big wins:
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The new client we just signed
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The team member who's finally mastering their role
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The process improvements making everyone's job easier
Progress, not perfection, becomes my mantra.
Your Turn: Create Your 3-Minute Reset
This week, I challenge you to develop your own 3-minute reset ritual. Here's how:
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Identify your triggers: What small annoyances consistently derail your sales day? Traffic? Difficult clients? Technology glitches?
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Make a physical change: What action can you take to stop negative thoughts? Standing up? A quick stretch? Three deep breaths?
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Test it right away: When you start to feel annoyed, use your pattern interrupt. Notice how quickly you can reset.
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Share it with your team: Your sales team is probably struggling with the same challenge. Share your technique and ask what works for them.
I'm amazed by how this simple practice has boosted my sales, leadership, and home life.
The Stoics were right. Master your response to the little things. You will gain strength for the big things.
