ZEN AND THE ART OF ARCHERY
the book of Zen in the Art of Archery (originally, Zen in der Kunst des Bogenschiessens, 1948) was written by a German professor of philosophy, Eugen Herrigel and was subsequently translated and published in Japanese in 1956.
the book tells a story of how this professor learned Japanese archery and how this activity became in a way a metaphor for many Zen ideas which are notoriously difficult to communicate. despite the fact that the book is continually reprinted and is one of the best-selling works on Japanese culture the faithfulness of the ideas in the book are passionately debated by many scholars.
message from this book is a particular mindset that can be adapted as a powerful principle for all sales people.
SUCCESS IS THE FLIGHT OF AN ARROW
in Zen Buddhism, the archer is taught to believe that unlike in the western world where success equates with hitting the target and even better the bulls-eyes but in Zen Buddhism, success is having the arrow in flight.
archery generally is a useful metaphor for sales people for many reasons like example:
*preparation is important if success is to be assured it's like garbage in garbage out as doing something without proper planning is wasting time and effort
*the importance of having a targets is to control our own destiny and set our own goal or else somebody else will do it for us
*there is only potential for an outcome whilst the arrow is in flight because we get nothing if we scared to even try to shoot the arrow.
*hitting bull-eyes means we succeeded to reach the goal we set for even though after a few failed attempts
selling is practically not a single activity, it has many guises. selling is best represented by a continuum ranging from tactical selling styles or consultative selling styles.
TACTICAL SELLING STYLES
-product driven: focusing on finding reason for the client to buy the product or service
-single product: focusing on on or two products or services which are simple or convenient to sell
-persuasive: setting an objective to persuade customer to buy the product or service
-secure a sale: selling a product or service as quickly as possible and then move on to next client
-short term: disregard the consequences of any of the above actions
-features and benefits: presented by the seller's perspective but not the client needs
-logic and price: finding arguments which prove the seller's perspective is always right
in tactical selling the environments the sellers seldom or did not offer the benefits of a relationship because in such environment it is implicit that the client want nothing other than cheapest price.
CONSULTATIVE SELLING STYLES
-relationship driven: legitimate interests of both buyer and seller become the guiding principle when doing business
-solutions: identifying all the needs and preferences and then proposing comprehensive solutions
-advisory: recognizing the client's objectives and working together to discover mutually satisfactory solutions
-satisfy a client: to reach consensus with the client at the client's pace
-long term: be as flexible as possible in pursuit of a harmonious conclusion
-solutions and opportunities: finding opportunities to do business and the client''s optimum solution to needs
-trust and value added: earning trust and as consequences by having the client to do business with seller by preference
in consultative selling the focus of sales methodology is generally the development of a high quality relationship that is based on a deep and valued understanding of clients needs and seller abilities to match those needs.
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selling is practically not a single activity, it has many guises. selling is best represented by a continuum ranging from tactical selling styles or consultative selling styles.
TACTICAL SELLING STYLES
-product driven: focusing on finding reason for the client to buy the product or service
-single product: focusing on on or two products or services which are simple or convenient to sell
-persuasive: setting an objective to persuade customer to buy the product or service
-secure a sale: selling a product or service as quickly as possible and then move on to next client
-short term: disregard the consequences of any of the above actions
-features and benefits: presented by the seller's perspective but not the client needs
-logic and price: finding arguments which prove the seller's perspective is always right
in tactical selling the environments the sellers seldom or did not offer the benefits of a relationship because in such environment it is implicit that the client want nothing other than cheapest price.
CONSULTATIVE SELLING STYLES
-relationship driven: legitimate interests of both buyer and seller become the guiding principle when doing business
-solutions: identifying all the needs and preferences and then proposing comprehensive solutions
-advisory: recognizing the client's objectives and working together to discover mutually satisfactory solutions
-satisfy a client: to reach consensus with the client at the client's pace
-long term: be as flexible as possible in pursuit of a harmonious conclusion
-solutions and opportunities: finding opportunities to do business and the client''s optimum solution to needs
-trust and value added: earning trust and as consequences by having the client to do business with seller by preference
in consultative selling the focus of sales methodology is generally the development of a high quality relationship that is based on a deep and valued understanding of clients needs and seller abilities to match those needs.
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