The Hidden Sales Killer: How Systemic Risk Undermines Sales Success - And What to Do About It

Asymmetrical Risk vs Reward, Ian Kerins

We get one life. It passes by in a flash, we don't know how long it will be nor when it will end. This life is ours to prove ourselves and to create something worthwhile.

So where to start, you know you want to do something special with your life, you've got a desire to live big, yet you're stuck doing the same things daily.

In the high-stakes world of sales, everyone talks about sales strategy, emotional intelligence, and how to increase sales. But few talk about the systemic risks baked into most sales processes, these are silent killers that derail even the best efforts to win clients and generate consistent sales outcomes.

This article explores how systemic risk shows up in your sales operation — and how to beat it using the frameworks from The First Domino by Tim Castle, one of the top sales psychology books for today’s business leaders.

What Is Systemic Risk in Sales?

Systemic risk refers to underlying, often invisible threats that impact your entire sales process - not just isolated tactics. Think: unclear positioning, weak sales intelligence, or a lack of emotional intelligence for sales success. It’s like termites in a foundation: unnoticed until something breaks.

In The First Domino, Tim Castle explains how landing your first flagship client isn't just a milestone — it’s a domino move that either launches momentum or reveals instability in your sales system. The same logic applies to systemic risk: ignore it, and you're just selling on borrowed time.

The Psychology of Sales: Why Emotional Intelligence Is Your Shield

A major source of systemic failure is relying too heavily on techniques and not enough on emotional intelligence for sales. Without it, you can't build trust, control your internal state, or adapt in real-time.

Castle writes:

“You don’t rise to the level of your training — you fall to the level of your internal wiring.”

This is where emotional intelligence for sales leadership becomes critical. It’s not about being “nice” — it’s about mastering self-awareness, empathy, and adaptability. Whether you’re pitching over the phone or closing in-person, these soft skills drive sales success when scripts fail.

How to Spot Systemic Risk in Your Sales Strategy

Here are some real-world symptoms that your system is at risk:

• You don’t know who your flagship client is

• Your sales process changes with every deal

• Reps lack a clear sales plan

• You’re getting leads but not sales wins

• Your team has low morale and poor follow-through

These are signs your foundation is shaky — and no amount of sales tips will fix it until the system is overhauled.

The “First Domino” Fix: Build a Resilient Sales System

From The First Domino, here’s how to systematically reduce risk and build sales process excellence:

1. Clarify Your First Domino (Flagship Client)

Your first client sets the tone for your brand, credibility, and referrals. Aim high. Build your entire pitch, funnel, and sales process improvement around their problems and language.

2. Codify Your Sales Psychology

Every touchpoint should be built with trust psychology in mind. This is where sales psychology books like The First Domino shine — they explain the “why” behind the “what.” Use emotional intelligence sales tactics like mirroring, pausing, and perspective-taking.

3. Embed Process, Not Chaos

Document every step from sales prospecting to close. Use playbooks, scripts, and cadences. Then iterate. A repeatable process reduces ambiguity and lets you scale sales outcomes.

4. Measure What Matters

Forget vanity metrics. Focus on sales success stories, conversion milestones, and pipeline velocity. These KPIs tell you whether you're generating quality sales leads or just noise.

Selling Advice from the Trenches

Tim Castle recommends this mindset shift:

“Stop trying to ‘sell.’ Start solving. Serve your way to a yes.”

Here are a few battle-tested, low-risk selling essentials:

• Sales rep advice: Listen more than you speak — the answer’s in the objection.

• Phone sales tips: Don’t chase; invite. Curiosity converts better than pressure.

• Strategy to increase sales: Niche down. Define one painful problem. Solve it better than anyone else.

• How to be great at sales: Build leverage. Social proof and confidence create gravity.

  
  

The Sales Strategy Books Miss This

Most sales strategy books teach you what to do — few teach you how to think when it all goes wrong. That’s the brilliance of The First Domino. It’s not just a sales tips book — it’s a sales psychology playbook for navigating pressure, ambiguity, and resistance.

If you want to go beyond “closing” and start building long-term client trust, momentum, and personal mastery, this book deserves a place on your shelf.

How To Increase Your Risk In Sales

• Network - this has all the upside baked into it, one right connection, one introduction and you're away. Salespeople know they should do this but fail to do it consistently. Therefore they miss out on becoming the type of person that orbits in powerful rooms.

• Podcast - starting a podcast on a topic you are selling is one of the most simple yet effective ways to build a power network and learn from the best in the world. Most won't do it, because it looks like hard work, they don't know where to begin. It's about putting one foot in front of the other. Invite your first guest today - knock over that first domino.

• Elevate your thinking - ask yourself, why not me, why not now? Use this form of questioning to push yourself to ask more questions, to be more curious, to put yourself in situations that will require you to grow.

• Panels - ask to be on panels as a speaker, this is a fantastic way to boost your credibility, speaking experience and network. It will position you as the expert, it takes a few hours of prep and has a big upside. Action this today. Where attention goes, energy and money flows.

Final Thoughts: How to Increase Sales the Right Way

To increase sales sustainably, reduce systemic risk. Anchor your process in:

• Emotional intelligence for sales leadership

• A strong, clear sales process book approach

• Deep sales intelligence and understanding of your buyer

• A mindset that uses stress as a signal, not a saboteur

  
  

When you remove the weak links, your team becomes not just better at sales - but unshakable. And that’s the real first domino.

Ready to Dominate Uncertainty?

Grab The First Domino by Tim Castle — your go-to guide for building momentum, mastering influence, and transforming your sales process from chaotic to unstoppable.

www.thefirstdominobook.com