Welcome to a very special episode of The Sales Stoic today. This is a special episode because it's brought to you by Terry's Discount Cars in Windsor. If you're looking for a discount car under the value of say £4,937, go down to Terry's Discount Cars in Windsor and you'll be able to find a discount car from Terry in Windsor. Do the theme tune. Terry's Discount Cars. Shake it off. The 17th of April.

Do away with the opinion, am harmed and the harm is cast away too. Do away with being harmed and harm disappears. Guess? Marcus Aurelius. Meditations 4.7. You might have looked at this. So shaking it off. Taylor Swift said it best when she said, shake it off. She said, Hey, you're in Ukraine. Your family have just been bombed and you've got no place to work and there's no hope. Shake it off.

So this one is making me think about how do we get back into it, okay? And sometimes I see with salespeople, what they'll do is they'll be dialing, something will happen, the headset comes off, they're going over to the team leader, they're having a conversation, they're worrying about what do I do, how do I handle this? There are times to kind of recoup and prepare, but sometimes actually staying in that flow state of, okay, onto the next one.

I know that I've got this cool flag now. I can come back to it, but I'm just going to move on because I don't want to slow down. want to keep that momentum more. Right. and just keep moving through it. Any advice for people staying present, shaking it off, getting back in the zone. actually young Louie Patterson in the Bournemouth office said to me the other day that he gives advice to people in the team about looking at your day as a shift.

And he said he gave some advice to Rocco in your office about this of don't look at it as one big scary day. Look at it as like little shifts throughout the day. So I've got the first two hours to shift there. That's going to take me to say lunchtime or there or thereabouts. And in that, I'm going to try and achieve this thing. I'm going to try and get through all my callbacks. I'm going to do like little shifts throughout the day. Rather than just thinking I've got this never ending marathon to run every day. Looking at it like that.

And I know on the more extreme end, I would do things like, I'm going to get myself my morning coffee after I've booked a meeting. Yeah. know, playing these little games with yourself where you're like, oh, after I've done this, then I'll go and do that. We used to play mad games in the early days where I can't go for a wee until I've booked a meeting. I was going to say that because I think it's a bit toxic to advise people that. No, I don't think it's advised, but I think it's just like, I think, no. I want to advise people to do that. I think it's good.

and you sat there and you jitter and then you go and, hmm, it's just, I was going to you a hang up and let me have 30 seconds. We did something with, since we're naming names, we did something with Abbie Brown in my office and about those shifts that you're talking about and just putting little reminders in. So I think reminders are great. Like we set ourselves up for success. So every couple of hours you get a reminder saying, are you present? Are you locked in? Are you in the moment? Are you asking the right questions? And was she? She was. It gets you back to a place where you go, right, now I'm in it. Because you can look at the day, if the first two hours don't go your way, it can feel like a failure. But one thing that we do with our team is working out the numbers. Okay. The magic of math, we call it. And actually typically based on dials, connects, conversations, it probably works out. Everyone's different, but you need about 16 to 23 conversations over the space of a couple of minutes before you book a meeting. Okay.

So you know that you need between 16 and 23 conversations, but then you've had three conversations by half 10 and you're disappointed that you haven't booked. The stats don't stat. The stats don't stat. And you need the stats to stat, don't you? And you can look at this from a perspective of hitting targets. The month where you hit targets, what is the activity that gets you to hit those targets? What was different? Might be certain amount of, and you can work backwards, can't you? You can go like certain amount of decisions before that.

certain amount of discovery calls before that certain amount of cold calls before that certain amount of connection. You know, you can really take it back and follow a formula and a science so that if it feels like you're not going to hit target, you can anticipate and look at where's the little bits of the dial that I need to put more activity into rather than going like, I don't know why sometimes I hit target and sometimes I don't. I don't really know what's going on. Yeah.

Yeah, I'm saying there or not. I think that's so nice. You look like someone who doesn't understand people I Understand stats bro, and I've got a lot of them stats like flats. I've been Jack Frimston. I've been Zac Thompson. Remember you will die. Somebody tells me that I'm called Steven.