by Joy Pershing
Miller Ad Agency, Account Services
I work in sales and have for the better part of my life. I’ve learned the importance of timing, confidence, and action. But I constantly find myself hesitating and overthinking when I need to follow up, make a cold call, or just simply ask for the close. Maybe some would say I am too polite or too nice. So much so that people rarely say no to me, but then ghost me or string me along infinitely.
Well, it’s all about to change. Because I recently read the 5 Second Rule written by Mel Robbins—it’s a simple concept that gives you the power to shift the mindset of even the most seasoned sales rep.
What Is the 5 Second Rule?
The 5 Second Rule is this: When you have an instinct to act on a goal, you have to physically get up and move within 5 seconds, or your brain will kill the idea.
Count down: 5-4-3-2-1, go.
It’s a tool for beating hesitation and building momentum. And momentum is everything in sales.
Why Sales Reps Need This Rule
In sales, winning is created by action. Here’s how the 5 Second Rule can improve your skills.
1. Beat Call Reluctance
Whether it’s fear of rejection or perfectionism, many reps delay cold calls or outreach. With 5-4-3-2-1, there’s no time for your inner critic to talk you out of it. You act, and the call gets made.
2. Strengthen Confidence
Counting down and acting creates a pattern, and it begins to feel natural. The more you follow through, the more you build the habits that make you take action—this helps you not “freeze” when needed.
3. Improve Follow-Up
Following up is where winning happens…Instead of waiting for “the right moment,” use the 5 Second Rule to set yourself into action: send the message, schedule the meeting, check in with the client.
4. Perfect the Close
We all know when we should be closing the sale and asking for the business, “But then you get nervous, and then the opportunity is gone.
5-4-3-2-1 gives you the courage to ask for the business without chickening out or second-guessing yourself.
Summary
The 5 Second Rule isn’t about rushing through your tasks—it’s about working smarter by building the habits of making the action. In sales where timing is everything, Mel Robbins’ simple tool can give salespeople the courage to stop hesitating and start winning.
Try it this week:
The next time you find yourself procrastinating, count backward from 5. Then move into action. See what happens!
5, 4, 3, 2, 1 … Launch into something great—contact Miller Ad Agency today at milleradagency.com to learn more about our agency.
