|||

Humility and Equanimity in Sales

Dear Friend,

I’ve been meaning to write about the importance humility and equanimity in sales. From my personal past observations, it seems these are attributes only a few sales people have.

What is humility and equanimity?

Humility is defined as:

“a modest or low view of one’s own importance; humbleness.”

Equanimity is defined as:

“mental calmness, composure, and evenness of temper, especially in a difficult situation.”

The Monkey Brain

Recently I was enlightened by a sales colleague about the concept of the Monkey brain. It was from a book he read.

The Monkey brain is hubris, alphaness, fight, flight, any emotion or reaction that ties us back to the days when we started walking upright.

When you give a presentation, it’s the Monkey that says you’re going say stupid things” or you don’t look pretty enough.” When you sign a great sales deal, it’s the Monkey that says YAH! I’m the King/Queen, nothing can touch me!”

The Monkey Brain is not enlightened. It is the attachment to this world, it is what prevents you from achieving moksha. It is what causes the downfall of many a Sales person.

Leave the Monkey Behind

When you are in Sales, you are essentially asking someone to trade resources (money) for something you have to offer. Your offer must be more of a perceived value to that person that they are willing to part with their money.

This offer. It can be anything. It can be a product or service.

You must sell it, so that your organization can survive.

It is the Monkey that goes out hunting for the tribe.

The Monkey gets scared if the potential sale appears to be falling through.

The Monkey parties when the sale goes through, just like if he killed food to bring back to the tribe.

The Monkey falls into the same traps every time, because it is the Monkey Brain.

You must leave the Monkey behind.

Humility and Equanimity

Humility is not of the Monkey, it is an understanding that you do not understand everything. Humility is looking inward to oneself and finding that Monkey, hiding in your emotional trees and quieting him. Humility means that you will try your best and do your best, but not let the Monkey control your fears.

Equanimity is not of the Monkey as well. When the Monkey wins, he is elated and thumps his chest. When the Monkey loses, he gets angry and depressed. In life, we will win and we will lose. We will learn and we will make mistakes. It is how we react to the good and bad that is equanimity. Our reaction must be the same, always.

We are doing our job when we win and we are doing our job when we lose.

Be Humble.

Be Equanimous.

Up next What is Reusable Holdout? Living the Dream? I’m going to preface this post by saying that lately I’ve been pretty emotional. I’m not sure why, but perhaps it has to do with the fact that in a
Latest posts The Ye Old Blog List Motorola: Then and Now EWM Redux Testing for mean reversion with Python & developing simple VIX system - Talaikis unsorted - Tadas Talaikis Blog Steps to calculate centroids in cluster using K-means clustering algorithm - Data Science Central Basics of Statistical Mean Reversion Testing - QuantStart Algorithmic trading in less than 100 lines of Python code - O’Reilly Media Interpreting Machine Learning Models Microsoft the AI Powerhouse Investing in the S&P500 still beats AI Trading Microsoft makes a push to simplify machine learning | TechCrunch 10 Great Articles On Python Development — Hacker Noon Introduction to Keras Democratising Machine learning with H2O — Towards Data Science Getting started with Python datatable | Kaggle Phone Addiction Version 12 Launches Today! Machine Learning Making Pesto Tastier 5 Dangerous Things You Should Let Your Kids Do The Pyschology of Writing Investing in 2019 and beyond TensorFlow and High Level APIs Driving Marketing Performance with H2O Driverless AI Machine Learning and Data Munging in H2O Driverless AI with datatable Making AI Happen Without Getting Fired Latest Musings from a Traveling Sales Engineer The Night before H2O World 2019 Why Forex Trading is Frustrating Functional Programming in Python Automatic Feature Engineering with Driverless AI Ray Dalio's Pure Alpha Fund