In Part 1, I described how ancient Samurai Warriors trained their martial arts skills to a level of mastery so divine that they reached a Zen-like state called “Mushin” (which translates into “no-mind” – or no need to think about what they had to do in a life or death battle).
I further hinted how stepping up your pharmaceutical sales training to a higher level of mastery would free your mind from constantly thinking about what you need to say – while your customer is talking.
By achieving a higher level of competence and confidence, you too can operate in a Zen-like state of Mushin during your sales calls – and be fully engaged with your customer.
Imagine the advantages of being able to truly engage with your customers. To connect, listen, respond, and problem-solve with 100% laser-like focus (capturing every word, nuance, verbal and non-verbal cue).
Do you think customers will notice a difference once you are really listening to them?
Will they feel the impact as you answer their questions without hesitation and provide them with well thought out solutions, processes, and best practices – delivered with the confidence of a master-teacher?
I think it will be obvious to them (and your manager)!
Okay, so how do you train yourself so that your skills become so sharp that you no longer need to think about what to do or say during your actual sales call? How do you develop Mushin (no-mind)?
By achieving a higher level of competence and confidence, you too can operate in a Zen-like state of Mushin during your sales calls – and be fully engaged with your customer.
Imagine the advantages of being able to truly engage with your customers. To connect, listen, respond, and problem-solve with 100% laser-like focus (capturing every word, nuance, verbal and non-verbal cue).
Do you think customers will notice a difference once you are really listening to them?
Will they feel the impact as you answer their questions without hesitation and provide them with well thought out solutions, processes, and best practices – delivered with the confidence of a master-teacher?
I think it will be obvious to them (and your manager)!
Okay, so how do you train yourself so that your skills become so sharp that you no longer need to think about what to do or say during your actual sales call? How do you develop Mushin (no-mind)?
These are the steps, adapted from my teacher, the legendary Tae Kwon Do Grand Master B.C. Yu, creator of the “Eurythmic Approach” to teaching:
1. Take the basic skill and break it down to its fundamentals
2. Practice it slowly and correctly at first – making sure it is exact
3. Repeat it over and over…
4. Then faster and faster…
5. Ideally in a rhythmic cadence – until it is instinctual
It really is that simple! It works amazingly well when teaching and learning martial arts skills (or any physical skill for that matter).
And, I found that it also works equally well teaching and learning verbal-communication skills!
This method is incredibly effective – yet it is not how we teach and learn in our typical sales training culture. Usually, there is a lot of lecture and theory, followed by a couple of practice sessions (and of course plenty of testing) – but very little MASTERY.
I am sure that you are already doing a terrific job as a pharmaceutical sales professional (otherwise you wouldn't be taking the time to read this article).
Imagine how much more effective you could be with mastery. Mastery to the level of Mushin – no need to clutter your mind during your sales calls anymore (just react instinctively).
1. Take the basic skill and break it down to its fundamentals
2. Practice it slowly and correctly at first – making sure it is exact
3. Repeat it over and over…
4. Then faster and faster…
5. Ideally in a rhythmic cadence – until it is instinctual
It really is that simple! It works amazingly well when teaching and learning martial arts skills (or any physical skill for that matter).
And, I found that it also works equally well teaching and learning verbal-communication skills!
This method is incredibly effective – yet it is not how we teach and learn in our typical sales training culture. Usually, there is a lot of lecture and theory, followed by a couple of practice sessions (and of course plenty of testing) – but very little MASTERY.
I am sure that you are already doing a terrific job as a pharmaceutical sales professional (otherwise you wouldn't be taking the time to read this article).
Imagine how much more effective you could be with mastery. Mastery to the level of Mushin – no need to clutter your mind during your sales calls anymore (just react instinctively).
Okay, so where exactly could you implement this in your pharmaceutical sales training?
Everywhere!
• Product knowledge (P.I., reprints, sales materials, etc.)
• Asking Questions (or any aspect of your sales model/sales process)
• Providing Solutions (e.g. objection handling, answering questions, presenting data)
• Any element of your sales calls (it all involves communication!)
Think about it... Your professional development and career success is up to you - and you alone. Why not “Unleash your Inner Samurai?”
...And who knows, maybe with your newfound mastery, you'll have a better chance of avoiding future "cuts!" (wink)
Here is another YouTube clip from the movie, “The Last Samurai,” where our American military Captain (played by Tom Cruise), after on-going Samurai training, finally achieves the state of Mushin for the first time. (Like my last post, I claim no rights to this video clip or its content, I am only sharing what was already publicly available on YouTube). Enjoy!
Everywhere!
• Product knowledge (P.I., reprints, sales materials, etc.)
• Asking Questions (or any aspect of your sales model/sales process)
• Providing Solutions (e.g. objection handling, answering questions, presenting data)
• Any element of your sales calls (it all involves communication!)
Think about it... Your professional development and career success is up to you - and you alone. Why not “Unleash your Inner Samurai?”
...And who knows, maybe with your newfound mastery, you'll have a better chance of avoiding future "cuts!" (wink)
Here is another YouTube clip from the movie, “The Last Samurai,” where our American military Captain (played by Tom Cruise), after on-going Samurai training, finally achieves the state of Mushin for the first time. (Like my last post, I claim no rights to this video clip or its content, I am only sharing what was already publicly available on YouTube). Enjoy!
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