“So between the Halt framework and connecting with this deeper purpose, you should be in a good spot to regain that motivation and that purpose and that confidence on those days that you’re not feeling it.” – Jeff Riseley in today’s Tip 1374
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeff Riseley. As founder of Sales Health Alliance and author of Stress Less, Sell More, Jeff understands the importance of Mental Health and managing stress in achieving peak sales performance. His strategies have helped thousands of sellers become more motivated, resilient, and better equipped to tackle stressful events within sales. Here he is:
Jeff Riseley: Yeah, so it’s really easy for reps to be sluggish some days or to show up and describe themselves as not feeling it. And this is very normal within sales, given the nature of working in a high-stress environment and always having this quota that’s hanging over your head. And typically when a seller or a sales leader is feeling this way, the first thing I recommend that they do is just a quick mental health check-in to make sure they have all of their basics covered.
And an easy way to do this is to use what’s called the Halt Framework, which is an acronym and stands for;
H – Are you Hungry? So if you are, go eat something or have a snack that is packed full of healthy vitamins and nutrients, like some fruit or a salad, versus something unhealthy or greasy that’s going to continue to slow you down.
A – Stands for your Angry or struggling with another difficult emotion. If you are, taking ten minutes to journal about what’s on your mind can help. Especially when you spend time labeling each emotion to put words around why you’re quote-unquote not feeling it today. Is it because you’re embarrassed? Are you ashamed? Are you feeling anxious? Are you depressed? Versus trying to avoid or push these uncomfortable emotions away. Even doing a short gratitude meditation can really help shift your mood towards a more optimal state for selling.
L – Stands for are you Lonely? And something a lot of remote sellers can struggle with when we’re working by ourselves several days a week. So if you’re feeling lonely, pause and call a friend or your mom and dad to catch up real quick. If it’s the middle of the day or you can’t reach anyone, try taking a very quick walk outside. Not only the will a movement really help. And the sunlight help, but as you walk in your head, keep labeling five things you see, four things you feel, three things you hear, two things you smell, and one thing you taste. Engaging our five senses in this way is a really great way to break that pattern of negative thinking that’s flowing through our mind and help us feel more connected to the world around us and as a result, help us feel less lonely.
And then finally, the last part of the Halt Framework is T, which stands for Are you Tired? Now when we’re tired. Many sellers I know respond to this feeling by reaching for a coffee or some caffeine, which may not always be the smartest decision. Caffeine is an extremely powerful stimulant that stays in our system much longer than many of us think. Which means if we have coffee too late in the day, it’s going to disrupt our ability to get some restorative, deep sleep and continuous cycle of always feeling tired every single day. So instead, there’s all sorts of other strategies you can use to help raise your alertness for a call block or a demo when you’re feeling tired. Basic things like splashing a few handfuls of ice cold water on your face and doing 30 jumping jacks and then listening to two of your favorite songs that get you really hyped up. That’s going to raise your heart rate and get that adrenaline flowing to help you feel more awake.
So now that you’ve checked in on yourself and you filled the missing pieces of your Halt Framework, the last thing I’d recommend you do on days when you’re not feeling it is deepen your connection with work by asking yourself this question, which is who needs you to show up today?
Think about your buyers who are facing very real challenges you can help them with. Think about inspiring people on your team by giving them hope. Or maybe showing that new rep that is possible to close a client in the middle of this recession. Or think about the difference that you can make in your family’s life and your kid’s life by having a successful quarter. It’s so easy to forget that sales is such a special career because we get an opportunity to do good and change people’s lives for the better every single day. And it’s really important to remember this in the days that we’re not feeling it. So between the Halt framework and connecting with this deeper purpose, you should be in a good spot to regain that motivation and that purpose and that confidence on those days that you’re not feeling it.
Scott Ingram: For links to connect with Jeff, just click over to DailySales.Tips/1374. Once you’ve done that, make sure you’re subscribed to the podcast, and come on back tomorrow for another great sales tip. Thanks for listening!