I recently saw some excerpts from a new book "Samurai Selling, The Ancient Art of Service in Sales," an interesting approach to selling based on the Samurai warriors of ancient Japan. In it, the authors define the samurai in this way: “The samurai was not a maniac with a sword; he was a man with a mission that could be summed up by the question, 'How can I best serve my client?'"
One of the more intriguing sections speaks to the need for “The Beginner’s Mind.” Eliminating the baggage of pre-conceived solutions and solution prejudice, one can always be ready to learn, eager to further develop technique, and willing to look at things through the changing perspectives of our clients. Summing up:
1. Keep an empty cup. "A beginner's mind keeps you open to creative solutions." Using the cup as a metaphor for the mind, if your “cup “ is full there is no place for new content -- anything added just runs off the side. The full cup is a symbol for someone who feels he already knows everything -- there's no room for new knowledge. An empty cup, conversely, can accept any and all ideas, increasing the possibilities of discovering tactics that will yield great results if we're willing to try them.
2. Don't get locked into technique. "If you become attached to one technique, you are an aging warrior, a full cup....Great artists master technique then transcend it; mediocre artists master technique and then become slaves to it!" Don't fear attempting new techniques and approaches to opportunities and challenges.
3. Be the Prospect. "See what he sees. Feel what he feels.... As you do this, you will begin to get ideas about how to serve him. This is a beginner's mind." While we should always develop our strategies with our clients needs in mind, we should also “become the prospect” and develop approaches that better match what's already on their minds.
At this point I can’t resist mentioning the great scene between Ty Webb and Danny Noonan from the movie Caddyshack:
TY (blindfolded, addressing a golf ball in front of a water hazard approximately 100 yards from the green): Danny. I'm going to give you a little advice. There's a force in the universe...(hits ball onto the green)...that makes things happen. All you have to do is get in touch with it. (hits another perfect shot) Stop thinking. Let things happen...and be...(hits another great green shot) the ball. Hand me the wedge. Find your center (hits another ball which bounces softly on the green and rolls into the cup.) Hear nothing. Feel nothing.
DANNY: That was kind of incredible, sir.
Using these three samurai tricks to clear your mind and become the customer sounds hokey…and maybe it is. But when it works, it’s like Danny said, “That was kind of incredible, sir.”
Be incredible.