About this episode
Cicero once said, "Cultivation of the mind is as necessary as food to the body." Sales is fundamentally a mental game. Your capacity for understanding your prospects at a deeper level and developing creative solutions that solve their problems—that's your winning edge. In a profession where you need to outwit and out maneuver your competitors to win, your ability to think, to truly contemplate and reflect, might be the most underutilized competitive advantage in your sales arsenal. Always Responding. Never Reflecting. Yet most salespeople these days are starving their minds. They're constantly in motion, constantly busy, constantly doing, constantly in front of screens—but rarely thinking. We've created a culture where being busy equals being productive. Most salespeople spend their days reacting to emails, to phone calls, to urgent requests, to the latest fire that needs to be put out. We are always responding, never reflecting. Always moving, never thinking strategically about where we are going. Noise Kills Your Ability to Think William Penn wrote, "True silence is the rest of the mind; it is to the spirit what sleep is to the body, nourishment and refreshment." Think about that for a moment. You wouldn't dream of going weeks without sleep because you know your body would break down. But you regularly go weeks, maybe months, without giving your mind the silence and space it needs to just think and function at its highest level. We live in the age of noise. Constant noise. Digital noise, physical noise, mental noise. Your phone is buzzing with notifications. Your email is pinging every few minutes. Your CRM is demanding updates. Your manager wants reports. Your prospects are texting. Your colleagues and customers are interrupting. We have so many things going on at once and so much noise in our lives that it has become almost impossible to think. All of this noise is killing your ability to think clearly, to make good decisions, to see the big picture, to be the creative and thoughtful professional you were meant to be. Schedule Thinking Time That's exactly why scheduling thinking time is so important. Most people don’t take the time to think because they don’t feel like they can afford to. Sitting quietly and thinking doesn't feel like work. It feels like you're being lazy. Our culture has programmed us to believe that if we're not visibly doing something, we're not being productive. Likewise, constant stimulation has become a drug. Silence feels uncomfortable because we've forgotten how to be alone with our thoughts. I passionately believe that we must schedule, on our calendars, time for thinking. No distractions, no music, no TV, no laptop, no phone—just you and your thoughts, alone. Notice I said "schedule" it. If you don't put it on your calendar, it won't happen. You'll always find something more "urgent" to do. Thinking Time Taking time to just think is powerful. It slows you down, helps you relax, and frequently generates incredible ideas and inspiration. Thinking time isn't meditation, though it shares some similarities. It's not prayer, though some people find it spiritual. It's simply dedicated time for your mind to process, reflect, and contemplate. The beauty of thinking time is that it can take many forms. The Quiet Corner Think Find a quiet space like your office with the door closed, a park bench, your car in an empty parking lot, or a corner of your home. The location doesn't matter as much as the lack of distractions. Start with just 15 minutes. Don't try to go for an hour right away. Build the habit first, then extend the time. The Walk and Think This is my personal favorite. Take a long walk alone, without music, podcasts, or phone calls. There's something about the rhythm of walking that unlocks creative thinking. Steve Jobs was famous for his thinking walks. Many of his best ideas came while walking around Apple's campus or through his neighborhood. The gentle, repetitive motion of walking seems to free up your brain to make connections it might miss while sitting still. The Shower Think Some of the world's greatest discoveries and business breakthroughs have happened in the shower. There's actual science behind this. The warm water and routine nature of showering creates the perfect environment for what psychologists call "divergent thinking." Your mind relaxes, and suddenly solutions appear. Don't underestimate the power of a long, hot shower for generating breakthrough insights. Archimedes discovered the principle of displacement in his bathtub. The idea to write my blockbuster bestselling book Virtual Selling hit me in the shower. The Commute Think If you have a regular commute, turn off the radio, the podcasts, the music—everything. Use that drive time as thinking time. Obviously, keep your eyes on the road and drive safely, but let your mind wander to your sales challenges, opportunities, and strategies. The Early Morning Think Get up 30 minutes earlier and use that quiet time before the world wakes up. Grab a cup of coffee, sit somewhere comfortable, and let your mind work through whatever needs processing. I do this every morning. It makes all the difference for how I start the day. The Universal Principles of Thinking Time Regardless of which approach you choose, here are the key principles for effective thinking time: Breathe slowly and listen closely to your inner voice. Just like a GPS, it always knows where you are and will tell you when you're on the wrong path or when you're on the right path. Don't force specific thoughts. Let your mind wander. Sometimes the most valuable insights come from unexpected directions. Your brain is incredibly good at making connections when you give it space to work. Eliminate distractions. No phone, no music, no multitasking. This is pure, undiluted thinking time. Keep a notebook nearby. Not to take notes during the thinking time, but to capture thoughts immediately afterward while they're still fresh. Some of your best insights will come in the final moments or right after your thinking session ends. Be patient with the process. Your first few attempts might feel unproductive. That's normal. Your brain needs time to remember how to think without constant stimulation. Gaining Clarity Here's why thinking time gives you such a powerful competitive advantage: While your competitors are running around like chickens with their heads cut off, reacting to everything and thinking about nothing, you're developing clarity, insight, and strategic perspective. You're seeing patterns they miss. You identify opportunities they overlook. You're solving problems they don't even recognize exist. The insights that come from thinking time often seem obvious in retrospect. But they're only obvious after you've taken the time to think them through. I can't tell you how many times I've been stuck on a problem, frustrated and spinning my wheels, only to have the solution become crystal clear during a thinking session. It's like your subconscious mind has been working on the problem in the background, and silence gives it the space to deliver the answer. The Ripple Effects Thinking and contemplating taps you into the amazing power of your mind. The more you practice thinking, the better you get at it and the more ideas, aha moments, and insights you produce. But the benefits of thinking time extend far beyond your sales results. You'll find that you sleep better because your mind isn't racing with unprocessed thoughts. You will make better decisions because you're operating from clarity rather than confusion. Your confidence will build because you'll have a clearer sense of direction. Relationships will improve—both professional and personal—because you'll be more present and thoughtful in your interactions. Your stress and anxiety levels will decrease because you'll be responding to situations from a place of calm consideration rather than knee-jerk reaction. The power of thinking time isn't just about becoming a better salesperson, though you will. It's about becoming a better version of yourself. Everybody wants to stand out and grab the attention of qualified prospects. Learn how to cut through the noise in Jeb Blount's new book: The LinkedIn Edge