Pace Yourself: Managing Your Energy in Every Sales Interaction

Pace Yourself: Why Your Energy Is a Sales Tool (and How to Make It Last)

I’m almost certain I’ve written and vlogged about this before. But today gave me a very good reminder, so here it is again.

I’ve just finished an awesome training session. The room was fantastic: high energy, super high octane, everyone fully in. It was the kind of day trainers love.

And by the end of the afternoon, I couldn’t string two words together. Honestly, who knows what I was training by then!

That’s the lesson. Pace yourself.

Energy is something you spend

In sales, energy is contagious. Clients feel your enthusiasm before they hear your pitch. But energy is not unlimited. If you pour it all into the first hour, there’s nothing left for the moments that matter most: the questions, the objections and the close.

This applies to every sales interaction you have:

• Presentations. Open strong, but build. Your best energy should land when you make your key point, not in your first slide.
• Site visits. A long walk-through is a marathon, not a sprint. Your client should be as engaged at the last stop as at the first.
• Site inspections. Detail matters here. A tired salesperson misses the small things that win the business.
• Familiarisations (famils). Multi-day famils are full-on. Plan your energy across the whole program, not just day one.
• Whatever it might be. Phone calls, back-to-back meetings, a full day at a trade show: the same rule applies.

Sometimes you have to pull it up from your toes

There will be days when the energy just isn’t there and you have to pull it up from your tiny little toes. That’s part of the job. But if you’ve paced yourself, those days are rarer, and you’ve got something left in the tank when you need it.

Different days need different energy

Tomorrow’s training will look very different. There’s a lot of mathematics in it, and let’s be honest, there’s a lot of maths in sales anyway. Numbers need a calm, clear head, not a high-octane one.

Know what each interaction needs from you. Then match your energy to it.

Quick tips for pacing yourself

1. Plan your peaks. Decide where in the meeting or day you need your best energy, and save it for then.
2. Build in breaks. Even five minutes between appointments helps you reset.
3. Use your voice wisely. Vary your pace and volume rather than staying at full volume all day.
4. Hydrate and eat properly. It sounds basic, but it’s the first thing to slip on a busy sales day.
5. Read the room. Not every client wants high octane. Match their energy, then lift it.

The takeaway

Great salespeople don’t just have energy. They manage it. Pace yourself in every sales interaction, so you finish as strongly as you started.

It’s a good reminder, for me as much as anyone.

Want your sales team to present, inspect and close with confidence all day long? Get in touch with The Training Establishment to talk about sales training for your team. Book time with me here.

Bec Wiles

Watch the original video on TikTok: @mytrainingestablishment