It's Getting Hot in Here
What to do when the heat gets turned up in sales and life
Hey, it’s Vince — welcome to Red Zone Selling, edition #92. Every week — one idea from the field. Something I coached, lived, or learned the hard way. No theory. Just what works.
It’s brutal out there right now. Heat advisories across the US and Europe. Everybody’s talking about how to deal with the extreme heat conditions.
Funny thing the advice for surviving a heat wave is the same advice for surviving a rough patch in your pipeline.
You don’t fight the heat. You respect it. You adjust your pace, protect your energy, and you keep moving — smarter, not slower. And drink plenty of water!
Same with a slump. Same with a deal that’s gone cold. Same with a quarter that isn’t tracking where you need it to.
Sellers who panic in the heat make bad decisions. They chase every lead, pad the pipeline with junk, hope something breaks their way. That’s like sprinting in 100-degree weather — you’ll collapse before you finish.
The sellers who win in the heat do three things:
They face it. No hiding in the AC hoping it cools off. You still make the calls. You still have the hard conversations. Ducking the heat doesn’t make it go away, it just delays when you have to deal with it.
They pace themselves. Heat wave or slow quarter, you don’t burn out trying to force everything at once. You focus on what actually moves the deal. One good conversation beats ten rushed ones.
They keep moving. Momentum matters more in the hard stretches than the easy ones. Deals stall when sellers go quiet. Stay in motion — even small motion — and you stay in the game.
Heat waves end. Slumps end. What decides whether you come out ahead is what you did while it was miserable.
There’s a moment in my book where I talk about hitting unexpected heat mid-marathon, dead legs at mile 18, ready to quit. The decision that got me through wasn’t complicated: “just keep moving.”
Same rule applies here.
Face it. Pace it. Keep moving.
Now let’s start winning! 🏈
Enjoy your holiday — happy 4th to those in the US, and enjoy the World Cup!
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