Rewriting the Laws of Physics – by Mark Kosoglow

Are you constantly perfecting your follow-up process? Your sales pitch?

Are you checking Twitter every 10 minutes for the next bit of sales wisdom you can adopt?

Do you fall asleep at night thinking about how you can become a better seller…and loving your profession?


Then why won’t you change? I know, I know: you change all the time. You love change, or so you profess. But…

…when your boss asks you to adjust your sales presentation, you balk.

…when your wife has a “quick chat” with you, you rationalize and make excuses.

…when a colleague tries to share something that’s working for him/her, you roll your eyes and scoff.

The truth is, you do everything but change. Oftentimes, the irony is, the things we do to resist change take more effort than just changing. Is that crazy or what? So why do we resist so much when it’s obviously in our best interest? Why don’t we embrace change?

The problem is, our willingness to change is dependent upon whether the motivation to change is internal or external. You love change after reading an inspiring article you found or having an epiphany in the shower (internal), but you hate change when your manager is telling you what to do in the car, after you just botched another deal (external). Luckily, we can resolve these internal and external forces that conflict against each other, by looking at a little Physics 101.

Sir Isaac Newton was an English physicist and mathematician who is widely regarded as one of the most influential scientists of all time and a key figure in the scientific revolution. His 3 Laws of Motion are one of the two pillars of modern physics and provide a dynamic insight into why you struggle with change re your sales career. His Laws state:

1. An object in motion stays in motion unless acted upon by an outside force.

2. Acceleration is proportional to force and inversely proportional to mass.

3. For every action, there is an equal and opposite reaction.

Change is motion. It is, literally, moving from one state of being to another. Motivation is a force that moves us to act. We are the objects of mass being acted upon.

Is it not true that without external force providing insight, wisdom, mentoring, evaluation, and criticism (constructive, of course), you will continue on your current path, getting the same mediocre results? (Law 1)

Don’t you believe your degree of embracing change is related to how motivated you are by its rewards, and how set you are in your ways? (Law 2)

Every time someone encourages you to change, do you feel an internal resistance pushing back just as hard? (Law 3)

If we use these Laws in our favor, instead of stubbornly working against them, we can accelerate the rate of change in our lives and quicken our success.

Change the path you are on by letting external forces like your boss, your colleagues, your customers’ feedback (gulp) influence you. Your course will change. Your commissions will go up, instead of continuing to go down. Doors will open, rather than remaining closed. You will become responsive to your customers’ insights, rather than blindly charging your way through the presentation.

Allow yourself to think of change positively. Become motivated by what you are being told are its benefits and rewards. Imagine what your own gains could be, if you embrace the change and boldly surrender your desperate hold on your old negative ways. Of course, you have foundational things you must hang on to, but is how you conduct the first 10 minutes of your sales call really one of them? Let go of the old and replace it with something new and exciting—a pond becomes stagnant, if there isn’t an inflow and an outflow.

When someone encourages you to change personally or professionally, be open-minded and experiment by moving in the same direction instead of resisting. Ride the wave that the catalyst of change is providing you; use it to shorten the timeline and decrease the amount of energy you expend. Go with the flow.

In the end, you are in control of how external forces affect you and if they will lead to change. Recognize the positive external forces attempting to change you. Since you are incapable of providing the force necessary to change yourself from within, they are your only hope.

Sir Isaac Newton and his irrefutable Laws say so.


Trapped in the back of an athletic shoe store in 1992 in rural Mississippi watching 14 VHS tapes on consultative sales, Mark Kosoglow’s sales career began. He went to college to learn how to sell, and after graduating, got his first job selling. Later, he built one of the nation’s largest sales territories in the education-fundraising industry. Currently, Mark manages a regional sales team solving early literacy, organization, and prevention/intervention challenges, in schools in the northeast. He writes about what he learns at


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