The Client Letter
September 12, 2012
Sedona, Arizona
Partly Cloudy 54 Degrees
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One of the most enjoyable recitals I ever played happened when I was a junior or senior in high school.
This recital was half piano, half organ, in the hall of a large beautiful church.
Normally, I would have been freaked out.
But then something odd happened. While waiting upstairs a little while before the recital, I accidentally fell asleep. How this happened I don’t really know, but when I woke up, I remember thinking, “Guess it’s time to go play now…”
I was in this odd state of relative calm.
The first part of the program was on piano, and I was playing from memory. Miraculously, it went really, really well.
Why?
Because that short nap removed my tension and created a situation where I was IN the moment more than I was thinking about the moment or what moment was coming next.
This is what you want to develop on the phone with prospects. Stop thinking about the moment you’re going to say your fee, or the moment you’re going to respond to their objection.
Stop caring about the outcome and just ride down the river.
In martial arts, when you are tense, your energy stops flowing. All of your power becomes of little use.
When you are calm, when you flow, that power is available.
Don’t get on the phone thinking or intending that a conversation will go one way or another. That’s tension. And that tension can be felt on the other end. That’s how you create resistance.
Just flow down the river. Respond when a response is necessary.
There’s no need to push a river. It’ll flow if you just allow it.