Resist the Siren’s Song: Sales Discipline That Holds Under Pressure
Homer’s Odyssey might be old, but the lesson is timeless.
Ulysses knew he couldn’t resist the Sirens’ song, so he had his crew plug their ears with wax and tie him to the mast. He made a pre-commitment that protected him from his own weakness.
That’s the Ulysses Principle. And it’s the same reason average sales reps crumble under pressure while the best look unshakable.
Top reps don’t trust themselves to wing it in the moment. They know adrenaline, nerves, or that one tough prospect can derail them. So they tie themselves to their own mast. They create rituals, guardrails, and habits that make failure impossible when the pressure hits.
Average reps say, “I’ll handle objections when they come up.” Elite reps pre-commit. They roleplay, they rehearse, and they decide in advance how they’ll respond. When the Sirens start singing, they already know what to do.
This is why PRECISE reps look calm in chaos. Their discipline isn’t rigid, it’s freeing.
A pilot doesn’t “wing it” on landing. A comedian doesn’t make up their set on stage. The structure is what lets them perform with swagger.
Sales works the same way. You put your guardrails in place so you can show up relaxed and confident when it counts.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
