November 6th

What do we know? Does it matter what we know? It is more important to me to find out what you know than it is to share with you, or anyone else, what I know. The true warrior seeks to know the heart, mind, and beliefs of his enemy, for within that knowledge are the seeds of his destruction. In every encounter, it is win/win, win/lose, or lose/lose, and how we engage in the encounter determines the outcome.

So dear reader, what is on your mind? Do you wonder how this daily erudition can help you? Does any of it mean anything to you? Do you identify with any of the commentary? Do you practice any of the suggestions? Have you adopted any of the ideas? Have you made any changes for yourself since perusing these communiques? Do you read them each and every day? Do you ignore them? Do you believe that you are a warrior? Are you a warrior? What are the characteristics of your warriorhood?

No need to let me know any of the answers to these questions. They are for your own reflection. We are not engaged in an encounter. You are encountering a missive from me. You may do with it anything that you will, and the outcome of your behaviour is not relevant or important to me at this juncture. What is important is whatever is important to you and what you decide to do with any information that you receive from any source.

Among other things, reading and learning are keys in my daily activities. One day, a number of years ago, I was out on sales calls in Spokane, Washington. The previous evening, I had finished reading the book, How I Raised Myself From Failure to Success in Selling, by Frank Bettger1. The book’s key concept was about asking a question, but not just any question, a re-framed question—one which causes the prospect to consider things from a completely different perspective. This was empowering to me as a travelling sales person, whose income was solely derived from my efforts in front of qualified prospects.

That day my closing rate was 100 per cent. It was if I had cast a spell over my prospects in each encounter. They were glad to see me. They were glad to understand that what I had to offer solved their problems. In each and every encounter I took the maximum order. On the last call of the day, I already had an approved order from that prospect in my bag when he said to me, “Well then, I guess we should get some of those things from you.” I was amazed and wondered where he had been when he signed the order form in front of me just a few minutes earlier. I smiled at him, and said, “Walt, you’ve already approved the order, just a few minutes ago. Here it is,” I said, as I slid it out of my bag to show him. “You even supplied the PO number.” He was surprised as well, and said, “You are a heck of a salesman, more than one step ahead of me! Great, can’t wait to get started. When will they arrive?”

What did it take to get there?

Hard work, lots of practice, and coming to understand the heart of my prospect, so that we can win/win together. Find out what is going on. Identify the beliefs. Identify the guiding perceptions. When you can’t enquire directly, discern these things through observation, and then validate through testing or confirmation. Be aware of the bias—yours and theirs.

Ask questions. Lead through curiosity. Have fun. Don’t take yourself so seriously, but do be serious.

You are warriors, and you will discover what is needed and how to create the win/win of true success. So it is written.

1. Discernment – actively determining the value and/or quality of a subject or an event, looking past the mere perception of something and understanding the truth and reality about it.