The Comedian's Grindset

Comedians are the unsung heroes of the grind. They think in volumes - not just a joke, but jokes; not just a set, but sets. This mindset, deeply rooted in the psychology of practice and detachment from specific outcomes, is a goldmine for sales professionals engaged in the relentless pursuit of cold calling and emailing.

Volume Thinking: A Comedian's Approach

Picture a comedian like Bill Burr, meticulously crafting his routine for a future comedy special. Every stage performance is a testing ground, a rehearsal for something bigger on the horizon. Behavioral economics tells us that this practice of repetition and volume is key to mastering any skill. The same principle applies to sales. Every call, every email is not just a standalone task but a rehearsal for the grand performance – the big sale.

Economics of Practice in Comedy and Sales

The law of large numbers in economics applies as much to comedy as it does to sales. The more sets a comedian performs, the better their chances of refining a killer routine. Similarly, the more calls a salesperson makes, the higher the probability of perfecting their pitch and closing deals. This practice leads to a sense of disposability and detachment, crucial for moving past failures and focusing on future opportunities.

Bill Burr's Lesson: Detachment from Immediate Outcomes

Bill Burr's infamous 11-minute bomb in Philadelphia is a classic example. Despite the immediate setback, he remained unfazed, focusing on the next set, the next joke. This detachment is crucial in sales too. A call that doesn't convert isn't a failure; it's just one step closer to the call that will. It's about building resilience and maintaining focus on the bigger picture.

Applying the Grindset in Sales Scenarios

1. Cold Calling: Don't just make a call, aim for 50. Each call is a chance to refine your approach, learn from reactions, and build confidence.

2. Email Campaigns: Instead of sending one perfect email, try different templates and styles. Analyze the responses, tweak, and repeat. It's about finding what resonates.

3. LinkedIn Outreach: Engage consistently. Each interaction is a step towards understanding what works in building connections and initiating conversations.

Exercises for Sales Teams

- Volume Challenges: Set targets for calls or emails, encouraging a focus on quantity with quality as a concurrent goal.

- Recovery Roleplay: Practice handling rejections or unresponsive prospects, learning to move swiftly to the next opportunity.

- Feedback Loops: Regularly review calls and emails for feedback, applying lessons learned to future interactions.

Best Practices for the Sales Grindset

- Embrace the law of large numbers: more attempts mean more opportunities to succeed (be careful though, it isn't ONLY about the numbers).

- Detach from the outcome of each individual call or email. Focus on the learning and experience gained.

- Always look forward – the next call, the next email, the next prospect. This forward momentum is key to resilience and success.

Adopting the comedian's grindset in sales is about embracing the volume, learning from every interaction, and moving forward with confidence. It's a mindset that transforms the sales process into a journey of continuous improvement and resilience, much like a comedian refining their craft one joke, one audience at a time.