Our office sits right next to a lake. A lake also means geese. On most mornings, it’s business as usual: the local geese wander around the parking lot, doing their thing while I do mine. We have an unspoken agreement to stay out of each other’s way.
Then came last week.
I pulled into the lot, fired up and ready to crush the day, only to be ambushed by a full-fledged gang of seven maybe nine geese holding a total standstill right in the driving lane. They didn’t care about my schedule. They just stared at me. Honestly, for a quick second, I thought one of them was about to truck-jack me!
I sat stuck in my car for what felt like an eternity. Ten solid minutes of zero movement.
At first, my hands were tight on the wheel. I was restless, eager to park, hit my desk, and start grinding. But as I sat there watching these birds take their sweet time, something powerful shifted.
I stopped fighting the clock. I took a deep, intentional breath. I let go of the noise, cleared the static out of my mind, and re-centered.
By the time the flock waddled away, I wasn’t just ready to work I was completely dialed in.
As sales people we are constantly pushing the gas pedal. But that forced ten minute pause proved one thing: Sometimes the sharpest weapon in your sales arsenal isn’t speed—it’s ultimate focus.
3 Ways to Use Friction to Fuel Your Fire
1. Slow Down to Own the Room
Merchant sales is a high octane game. We’re chasing down busy decision makers, breaking down complex processing statements, pushing through cold rejections, and hunting our next big win.
When we operate at a frantic 100 mph, we bring that chaotic energy straight into our meetings. Business owners can smell desperation and hurry from a mile away. If we look like we’re rushing to sign a deal, they will rush to show us the door.
The Mindset Shift: Real authority is calm. Taking a deliberate pause before you step into a merchant’s shop lets you control your energy. When you enter composed and grounded, you instantly command respect and build trust.
2. Turn Friction into Your Competitive Advantage
I couldn’t force those geese to move without making a chaotic mess, and the same principle applies to our pipeline.
Every single day, we will face friction:
- The gatekeeper blocking our path.
- The prospect who says, “Call me back next month.”
- The deal stuck in underwriting that seems to be crawling.
Top producers don’t lose their cool when obstacles slow them down—they adapt. They use the delay to refine their strategy, study the prospect’s needs, and map out their next move. Don’t let a temporary roadblock break your momentum; let it sharpen your edge.
3. Build a “Pre-Game Reset” Into Your Hustle
Continuous door pulls and back to back pitches without a break will burn out even the most talented closer. By pitch number five, are we you truly sharp, or are you just running on script memory?
To stay lethal all day long, you must master the 5 Minute Reset:
- Before walking in: Sit in your car. Put your phone away. Envision the exact outcome you want, visualize overcoming their objections, and take control of your breathing.
- After a brutal “No”: Pause. Do not carry the frustration of a lost prospect into your next call. Shake it off, clear the whiteboard, and reset your confidence.
- Mid-Day Alignment: Step away from the screen, stretch, and remind yourself why you are in this game.
Lock In and Conquer
We can’t control every surprise that pops up on our calendar, whether it’s a tough merchant objection or a flock of feathered road blocks standing between you and your parking spot.
What we can control is our mindset.
The next time something slows you down, don’t view it as a wasted moment. View it as a chance to clear your mind, reset your focus, and recharge your hunger. Take a breath, lock in, and go turn your next prospect into a closed deal!
Happy selling,
David
