Don’t get it twisted, sales isn’t all unicorns and rainbows all the time.
—especially when you have a couple hundred or even seven figures worth of business on the line in any given quarter.
You might not think it is, but it can get stressful.
But today I want to share with you something I came across the other day.
I read it in Robert Kiyosaki’s book on Entrepreneurship, “Before You Quit Your Job.”
“Stress is the way that intelligence grows”
That really made an impact on me.
“Stress is the way that intelligence grows.”
Like that makes a lot of sense.
Most people shirk away from stress, but it’s through stress and pressure that we grow.
It’s kind of like working out at the gym… you must put yourself through intense pressure in order to break down your muscles so they can repair and grow to be stronger.
That’s another reason why it’s called “growing pains,” and not “growing feel goods.”
One thing I’ve learned from my high achieving and hard-driving friends is that you acclimate to the stress and pressure.
Bruce Lee once said,
“I pray not for an easy life, but the strength to endure a difficult one.”
Just like life, it’s gonna get tough at one point or another so you might as well brace for it, and get adjusted to it.
Might as well level up and get stronger.
But make no mistake about it, when it gets to crunch time, you will feel the pressure.
And if you’re looking to make multiple six-figures a year, there’s going to be some stress associated with that.
From what I’ve learned and heard my mentors say…
…the stress only increases the more successful you get.
I just think that’s so brilliant.
My friend and internet marketer, Tuan Vy, says that becoming successful is like a metamorphosis.
It’s a process where you start as one person, and through this process, you evolve to become a totally different person.
And that process can be painful and take some time!
You see, a lot of pressure needs to happen for that metamorphosis process to occur.
It’s like the worm that becomes a butterfly.
When you embark on a journey, you begin as a worm.
Your goal is to become a butterfly, and in order to become one, you must first go into this cocoon phase.
In this cocoon phase, you’re literally evolving to become something different.
And during this phase, you’re protected by a hard shell, but there’s a lot of stress and pressure along with the process.
If you’re able to withstand the stress and pressure, eventually you’re going to come out a different person on the other side.
This is what’s so amazing about this process of working to become who we’re meant to be.
You may not see the changes overnight, but you can bet that if you stay dedicated to the process, you’ll become who you’re meant to be.
In other words…
If you’ve always wanted to become better at influencing, persuasion, and other skills to generate a significant income…
…you’re going to have to go through an evolutionary process.
You’re going to have to become a totally different person than you now.
Let me explain.
Say, for example… that you’ve never had a sales job or really had to “sell” much in your life before.
And you heard about how sales might be able to provide you an opportunity to make a great living and maybe even create some financial security for yourself.
So you have aspirations of making $250,000 per year.
The you that can make $250,000 a year with high ticket sales, is going to be a completely different you than the one who does NOT have that skill set.
It all comes down to skill sets.
And in order to develop proficiency in a particular skill set, you must be willing to go through the stress and pressure required to forge them.
There is a price that’s required if you want to be able to earn that kind of income.
Everything comes with a price.
We typically see people who are successful, and we only see the trophies or the highlight reels.
But we don’t see what goes on BEHIND the scenes.
It’s what you practice DEEPLY in private that you get rewarded for in public.
Trust that there’s a ying and a yang and there’s a north pole and a south pole.
Just like how you can’t have a spiritual gift without having experienced some spiritual pain,
You cannot become “good” at something unless you’ve paid the price of doing so—and that price often comes in time, energy, and resources invested to develop that thing.
This is extremely important, and in fact a fundamental aspect of the universe.
Most people don’t understand but there are two sides to everything.
Two polar opposites of each situation.
It’s a fundamental fact of nature.
They often only see one side, whether the “good” or “bad” side, and don’t see the other.
In fact, I got a special tattoo just to remind myself of this.
My tattoo says, 危机, which in Chinese means “crisis.”
As you might know, the Chinese written language is made up of characters.
And crisis is made up of 2 characters.
If you break them apart…
The first character, 危, means “danger.”
And the second character, 机, means “opportunity.”
So crisis in Chinese literally means danger plus opportunity.
Pretty valuable reminder as I go through life, wouldn’t you say?
Now, since we’re on the topic of stress, I want to share with you all a few ways to manage or handle stress.
This is obviously an important skill to have whether you’re looking to crush it in sales or your an entrepreneur running your own company.
We all know this, but very few of us actually PRACTICE this when we’re stressed out.
I do deep breathing belly practices every morning as a way to maintain that for myself.
I remember one time a teacher of mine, David Deida, said that if you can just learn to breathe correctly (deep diaphramic breathing) it’ll change your life.
One of the benefits of doing deep breathing practices is that it conditions you to breathe deeper throughout the day.
And in sales conversations, a lot of times people tense up, get nervous, and as a result, they stop breathing!
So while conditioning yourself to breathe might sound silly, it becomes extremely practical in actual practice.
It helps you to maintain calmness and be grounded.
Important traits to exhibit on a sales call, wouldn’t you say?
Meditation was another thing that was a complete game-changer for me.
I was going through some personal challenges in 2011 after I had crashed my car and got a DUI.
That was a wakeup call, for sure.
I didn’t really have the tools to cope with the anxiety and stress I was dealing with at the time, and fortunately, as the universe always does, it came in at just the perfect time.
I ended up moving to a new place where a friend began to teach me meditation.
I started with only 7 minutes at first. (7 minutes! Anyone can do 7 minutes!!)
And increased slowly from there.
The key thing is that I was consistent.
Meditation is like hitting the restart button on your laptop.
You need to clear the space so you have some fresh processing power.
There are so many other benefits to meditation, I definitely recommend that as a practice worth picking up.
Maybe I’ll even write a post completely dedicated to it another day.
But overall, meditation is absolutely essential.
It keeps your mind leveled, and enables you to be a more aware person.
And since much of sales is about being able to respond accordingly, and modulate your own emotional responses…
Being aware is a skill that’s HIGHLY valuable to cultivate.
Starting in January 2017, I’ve been working out consistently.
I might not be the biggest fitness enthusiast, but I’ve grown to love working out.
It’s definitely true what they say about how if you just commit to working out consistently for a year, you’ll never want to stop.
You get addicted to it
It is cool that working out releases endorphins and basically is a natural way of relieving stress.
There are so many benefits to exercising and lifting weights that I’m not going to bother reciting them here.
They are abundant elsewhere across the internet 🙂
I’ll just mention that working out is an incredible way to help manage and release stress.
I’ll leave you with one more.
Both breathing and meditation help to alleviate and reduce stress, as well as working out.
At the end of the day, what I’ve grown to learn is that if you want to be a high performer, you’re going to have to get acclimated to the stress.
It just comes with the territory.
I don’t know one person who has earned a significant income consistently without having to deal with some level of stress.
I’ve learned that it just comes with the territory. And that in most cases, the more stress you’re able to deal with and acclimate to, the more successful you’re likely be.
As we wrap up, I’ll bring it back to the Bruce Lee quote of how he wishes not for an easy life, but the strength to endure a difficult one.
If you wish to be a high performer in sales, you will need to learn to acclimate to higher levels of stress.
I’m sure this is true with all fields – that as you elevate and level up, you must be able to deal with greater levels of pressure and stress.
It’s like working out at the gym. You only grow muscles by putting them under immense pressure and stress…
There is no other way 🙂