Yesterday, I took my son Toby and Nathan (recent photo below) to their weekly Aikido class.
If you’re not familiar with Aikido, it’s a non-aggressive martial art whose purpose is to diffuse conflict.
It’s quite powerful, because the philosophy it teaches has major implications for the way we live our lives.
How you handle conflict can make the difference between feeling like a victim and feeling like a winner.
In fact, I’ve based my Unlock The Game sales approach on the philosophy behind Aikido.
If you’re a member of our Inner Circle, you’ll know that the “techniques” I teach for selling over-the-phone are designed to diffuse conflict or pressure on the phone.
Not having a philosophy and the tactical skills to diffuse sales pressure is like walking into a boxing ring where you’ve got gloves and the other guy doesn’t.
Being the recipient of those punches isn’t going to be pleasant.
Yet that’s how most people who have been trained in the old traditional way of selling are feeling these days – like a punching bag.
They feel like their about to be beat up every time they pick up the phone.
They feel almost helpless, and that’s why they overcompensate by being overly confident, aggressive and pushy.
Good-hearted people without a way of protecting themselves; good-hearted people who, instead of running from fear, can create genuine trust with their potential clients and feel good about it.
I have Toby and Nathan learning Aikido because I want them to have a method of overcoming their challenges in life without it taking a toll on themselves or someone else.
They’ll be able to move mountains while others are still trying to climb up the first rock.
I don’t want you to have to experience the rejection and pain that old-style selling says you have to endure.
To your success,
3 Responses
Ari I really enjoyed this post and the video. There were many key statements made that I found extremely useful. Such as we need to “simply blend with the situation as best we can” and learn how to maneuver with “subtle but technical moves” or “Quiet Dance” to greet others with grace and “when confronted with the hassles of life-stay calm” its the art of “polishing ones spirit” and the art of “not fighting”. I was so used to overcoming objections that I never thought to fight fire with water. This is the opposite of what we are taught in sales-which is to overcome objections. It is funny to me having been married to an American top 5 contender in the world of boxing-when talking to the best fighters in the world-they say almost the same thing-stay calm and role with the punches or as in this case blend with the situation. The mind is not aggressive or pressurized. It is calm and the moment pressure begins to build in our minds and sink in-the fight is lost. Amazing post Ari-thanks for sharing it-lots of lessons to run away with.
Bakersfield Ca USA
Awesome! What a wonderful gift to give to your children; and thank you for sharing this with us. The points are so obvious and make so much sense; admittedly, as I am sure the skill of becoming an Aikido Master takes time, changing the mindset is equally challenging, especially when in the situation. The real skill is staying calm, maintaining the mindset, not becoming flustered and allowing the new orientation to emerge. Thanks Ari
San Francisco, CA
Brilliant! Taking a concept like the philosophy behind Aikido and applying it in a systematic way to the sales process is truly revolutionary. And, frankly, it makes so much sense. Treating people with respect. That’s how it should have been from the beginning if the old sales gurus wouldn’t have messed with our heads.
Los Angeles, CA