Sales is all about the thrill of the hunt. But sales becomes a lot less thrilling when you’re struggling to book calls or close deals. In those times, it seems like the tables have turned and now you’re the hunted, not the hunter.
Thankfully, we can fix that. You just need to take a page from the Navy SEALs playbook. And here it is, perfectly crystalized: You won’t rise to the occasion, you will fall to the level of your training.
This is how the SEAL team operates, and it’s exactly how YOU must operate if you want to book more meetings, close more deals, and leave a lasting impact.
In high-pressure situations, when the CEO of your dream account answers the phone “Hello?”… Or when you’re mere minutes away from closing a massive deal and can’t afford to fumble… You will always — always! — revert to your reflexes, your muscle memory, your prep, and your mindset. Or… the lack thereof.
So here’s how to get in Navy SEAL shape so that you’re prepared for action when it matters most. Ask yourself the following questions.
What’s My Mission?
Before dialing a prospect, ask yourself “what’s my mission?” Is your mission to book a meeting? Or move a prospect further down the funnel? Or get a referral from a new client? Define your mission, and then move with intention to complete your mission. There’s no room for wishy-washy salespeople in the big leagues. Every SEAL knows his mission, and every salesperson must know his mission.
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How’s My Situational Awareness?
Can you “read the room” like a Navy SEAL? The top salespeople can pick up on their prospect’s energy, non-verbal cues, tonal shifts, and overall buying intent. They are keen on timing and can move in for the close at the drop of a hat. Sure, this all comes with practice. But you can start improving on these critical points asap — you just need to become conscious enough to look for them.
Am I Disciplined?
This is the number one difference-maker in sales, business, and life. You become your habits. Plain and simple. Navy SEALs train 20x harder than the average Joe. They drill, drill, drill until the skill is second nature. In the same way, your success in cold calling is directly tied to things like: your diet and exercise routine, your sleep, the number of sales activities you execute in a day, the books you read, and the time spent role playing sales scenarios.
So ask yourself, “Am I disciplined?” The answer must be YES! If you want to be a sales rockstar (you know the type), then you have to become lethal under pressure, just like Navy SEALs. If the answer is “No,” then simply start today chipping away at the disciplines I mentioned above. Lock in for a year and you’ll change your family tree.
RELATED: Do Hard Things – How to Rewire Your Mind for Cold Calling Success
Can I Push Through the Pain?
Cold calling day in and day out can feel like you’re in the trenches. There’s pressure from the higher-ups, sales quotas, daily rejections, and the general anxiety that comes from knowing you only eat what you kill, so to speak. Sales is not for the faint of heart! But as David Goggins says, “Who’s gonna carry the boats?!” So ask yourself, “Can I push through the pain to the other side?”
Navy SEALs have a secret mantra for pushing past the pain. They say “Simple trick, don’t quit.” When you sit down to dial, your body and mind might be screaming “NOOOOO,” but you have to squash this resistance by taking massive action quickly. Remember, a body at rest tends to stay at rest, and a body in motion tends to stay in motion. Then, once you’re moving, tell yourself “Simple trick, don’t quit.”
Do I Debrief Like A Pro?
After every mission, the SEAL team gathers around and dissects everything that took place. You must do the same. Did you lose the sale because you cheapened your offer by giving premature discounts? Did you talk too much and listen too little? Did you fail to frame your product as the best solution to your prospect’s specific pain points? All deadly mistakes.
But, if you debrief to identify where it went off the tracks, you won’t make the same mistake twice. And that’s a huge win in my book. So be sure to record your sales calls and review your live-demos. Ask your manager for feedback and even ask ChatGPT where you can improve. Be ruthless in this pursuit. You’re pretty much guaranteed to improve your sales numbers in doing so.
Final Words
You know who’s asking themselves these questions? Only 1% of all people. That’s who. And that’s why there’s a 1%. It’s not by accident that a select few rise to the top — whether in sales or in the special forces. It’s because they have made up their mind to be great, and they are committed to the mission no matter the cost.
Now it’s your turn to make up your mind. Remember to define your mission before every call, work on situational awareness, become more disciplined in every domain of life, learn to push through the pain, and always debrief after sales calls… win, lose, or draw.
If you do these things, you will become unrecognizable and a top 1% earner. You can take that to the bank.
Until next time…
Johnny-Lee Reinoso