Back to basics. Does the warrior concentrate only on advanced techniques? Does the warrior only focus on esoteric strategies? Does the warrior only focus on the latest weapons? No! The true warrior goes back to basics on a regular basis. Just as a concert pianist will practice the musical scales to warm up, the true warrior practices his basic training, routines, exercises, weaponry, and strategy. The true warrior is a master of basic skills and maintains his mastery through repetition of basic skills and techniques. Don’t stop doing that which got you where you are!

Highly skilled sales people go back to basics at least once a year, and review and practice sales fundamentals. They do not rely on advanced technique. They embrace and make those basic skills their personal discipline. They polish those skills and hone them annually, or even more frequently than that. Remember that even though you hear and see yourself every day, no one else does. Almost every encounter is a fresh encounter, so your skills are not stale from their perspective, only from your own—and only if you choose to fall into that trap. Repetition is not boredom. Repetition is freedom and freshness. Seek perfection in your practice. Focus on improvement. Each step is new and fresh. Don’t let your magic mind cause you to stray from your path. Less is more. If you are bored, it is because that is what you have decided. Boredom is not thrust upon you; it is created by that little red devil sitting on your shoulder, trying to convince you to give up. “Come on, this is all too hard … this is stupid … this is boring …” and so on. Laugh at yourself, and at that voice, and realize how funny it all is. You are warriors of special presence and gravitas. You will be able to laugh when you need to, and not be afraid to show that you are—in fact—human after all. So it is written.