I read a short story recently about a new Zen student that enters a school to become enlightened. After arriving, the student approaches a teacher and asks: “Master, I have just arrived. What can I do to practice enlightenment?”
The teacher responds with: “If you are done eating your rice, then wash your bowl. That’s what you can do.”
I receive dozens of questions every week about selling. Most people are looking for a silver bullet or validation of what they’re currently doing. While I believe our observations, research, and creativity have developed some of the most updated and effective strategies, processes, and techniques to help sales professionals in the 21st century, there is one discipline upon which virtually all salespeople can use improvement: focus.
To be clear, I mean complete, uncompromising, turn-off-everything-else focus. I mean “No one else in the world exists right now except you, Mrs. Customer.” I mean “I’m prospecting for the next two hours and will get to these other things later.” I mean “I’m not going to look at my text messages at all during my meeting with my team.” That’s what I mean by focus. One thing at a time with deep, complete, and unapologetic focus.
As I’m typing this post, my email in offline and my phone is on airplane mode. I’m significantly more connected to my thoughts now than I was three paragraphs ago and it’s probably going to take me 20% - 30% less time to complete this task than it would if I had notifications beeping and emails popping up in my lower right corner. I enjoy my tasks. I trust the process. I’m better, faster, and happier than I used to be at work. Not bad, huh? This is all because I’ve learned and practiced the discipline of focus.
Do you want to be an enlightened salesperson? Wash your bowl. That’s what you can do.
