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.”
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.
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 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.