What’s the number one skill you need to make it as a sales professional? Do you know? It’s self-confidence. If you don’t have the confidence to sell your services or products, how do you expect potential customers to buy from you? Of course, developing self-confidence is easier said than done, and many people struggle with it. However, if you listen to this special episode of the TSE podcast, you’ll gain knowledgeable insight on becoming mentally tough for the sales industry. Host Donald Kelly speaks with guest Matt Phillips, a leadership coach, on how sales professionals can build mental toughness. Discover how you can prepare mentally for sales in this episode. 5 Elements of Mental Toughness Matt developed five elements to help sales professionals build mental toughness. These elements include: Self-belief: If you don’t believe in yourself, you won’t succeed in sales. Matt discusses the importance of self-belief and how it helps a sales rep. Focus: What are you focusing on right now, and is it helping your career? Sometimes distractions get in the way, and you have to shift your focus on what’s really important. Emotional control: You can't break down when things go wrong. When it happens, you must control your emotions to advance your career.  Energy: Your energy is essential to gaining clients as a sales professional. If you believe nothing good is coming your way, it won’t. Also, remember to be mindful of your energy at home, as it carries into the workplace. Consistent action: Try to develop a goal of out-reaching five times a day. Your consistency will help you build your pipeline and close more deals. Prioritization and Focus in Sales and Leadership Matt prioritizes focusing on 3-4 key areas to drive the biggest results rather than trying to be everything to everyone. His wife keeps them focused on their priorities by asking if new ideas align with them, preventing them from getting off track. If you need help staying focused, consider asking someone for assistance. Matt emphasizes the importance of focus and simplicity in leadership and sales, suggesting that it simplifies decision-making and reduces FOMO (fear of missing out). Matt shares his personal experience with emotional reactions and teaches a methodology to prepare for and, ideally, react to difficult situations. Emotional Control and Consistency in Sales Matt emphasizes the importance of emotional control and leveraging past experiences to stay focused and confident in sales. Donald agrees, highlighting the need to remember and leverage past successes for future success. Matt emphasizes the importance of consistency in caring for oneself, both at work and home, to maintain energy and positivity. He encourages listeners to focus on quality over quantity in their daily activities, such as making five quality outreaches a day instead of 100 calls that last only half a day. Sales Leadership, Mindset, and Consistency Matt emphasizes the importance of simplicity in achieving sales goals, suggesting that taking consistent small actions is more effective than creating a complex plan. He advises against spending too much time on grandiose plans and instead recommends taking small, actionable steps toward sales goals. Using Tony Robbins's quote that we overestimate what we can accomplish in a year but underestimate what we can achieve in 10, Matt highlights the importance of small, consistent steps in sales leadership. It’s amazing how having the right mindset can improve your life professionally and personally. For those who struggle with self-confidence and mental toughness, this episode of the TSE podcast is a must-listen. Also, for additional help, check out Matt’s free training and podcast for more insights on leadership, mindset, and mental toughness. “If I'm confident in a situation, I have more emotional control.” - Matt Phillips. Resources Website: Matt Phillips Coaching Podcast: The Matt Phi