1. #SalesSummit | @insidesales

2. #SalesSummit | @insidesales

3. #SalesSummit | @insidesales
Three Survivors of an Eleven Man Crew
Louis Zamperini, Bombadier
Russell Philips (Phil), Pilot
Francis McNamara (Mac), Tail Gunner
Raft 6 feet long 2 feet wide
5 half-pint tins of water
5 Chocolate bars
Fish hooks and line
One flair gun and five flairs
47 Days adrift at sea

4. #SalesSummit | @insidesales
Why Do Two of Three Survive?
Louie, Phil and Mac:
All are faced with the same obstacles, the same predicament.
All have similar physical resources. Mac actually has the
advantage of youth, and Phil is disadvantaged by his head--
injury.
They have the same implements—hooks, fishing line, etc.
All suffer the same physical dangers, they suffer the same
harm from the elements.

5. #SalesSummit | @insidesales
Disruptive Sales Psychology:
Resilience and Optimal Sellers

6. #SalesSummit | @insidesales
Disruptive Psychology
New ways of thinking which dramatically alter conventional
thinking about how to conduct inside sales.
A Paradigm Shift in understanding optimal sellers.

7. #SalesSummit | @insidesales
Three Essential Dispositional
Elements of Optimal Sellers
Resilience:
the ability to adapt one’s mental and emotional state to blunt adverse facts—
obstacles, failures, adversities—in order to minimize anxiety and optimize
performance.
Empathy:
empathy has two aspects:
1. Cognitive, an ability to sense what someone else thinks, believes, motivates;
2. Affective, an ability to feel what someone else feels or suffers.
Ambition:
Ambition is a desire for general well-being, faring well, flourishing, success in the
broadest sense. Ambition is most broadly, the desire to live a happy life. Success in
business-matters—achievement—is a specific application of ambition generally;
ambition is a broader concept.

8. #SalesSummit | @insidesales
Cognitive Habits (Thinking Styles) of
Optimally Resilient Persons
1. Control thoughts and beliefs
a. “What really frightens and dismays us is not external events themselves, but the way in
which we think about them. It is not things that disturb us, but our interpretation of their
significance.” Epictetus 1st century B.C.E.
b. Thinking and interpretation are within our control. We can reduce and/or eliminate fear
and anxiety, by altering our thoughts and by changing our perspective.
c. We erode resilience by thinking that we are fated to failure, impotent to overcome
obstacles. Genetics, unfavorable upbringing, lack of opportunity, perceived or actual
injustice determine our current condition; we lack control. Do not abdicate your self-
determination.
d. Distinguish between actual facts and perceived “facts”: we naturally tend to enhance
difficulties, failures and fears, while underestimating our own abilities
e. Optimally resilient minds deflate negative “facts” and inflate their own abilities

9. #SalesSummit | @insidesales
Optimal sellers are not pros at losing.
They are pros at denying there is a loss.
Optimally resilient minds are not pros at failure.
They are pros at denying failure.

10. #SalesSummit | @insidesales
It’s Only a Flesh Wound?
Deflating adverse facts and inflating one’s abilities must be moderate and reasonable.

11. #SalesSummit | @insidesales
Cognitive Habits of Optimally Resilient Persons
2. Determined willfulness to succeed.
a. Willingness to suffer anxiety in pursuit of success.
b. Resolve not to quit or be defeated.
c. Forward looking; anticipate the future and positive outcomes.
d. Thoughtful improvising in overcoming obstacles.
3. Separate performance evaluation from self-valuation.
a. Self-judgment and self-value distinct from criticism of performance.
b. “Failure” is not personal; performance shortfalls are NOT metrics of your value as a person.
4. Self-control: the foundation of character excellences.
a. “Control” means restraining AND authorizing at the appropriate time, to the appropriate degree;
e.g. self-control may dictate taking risks.
b. Control of thoughts and control of impulses.

12. #SalesSummit | @insidesales
Cognitive Habits of Optimally Resilient Persons
1. Control thoughts and beliefs.
2. Determined willingness to succeed.
3. Separate performance evaluation from self-valuation.
4. Self-control: the foundation of character excellences.