“Be Like Water”: the key to success in B2B Sales
An iconic martial artist’s guide to winning in Sales
Who would’ve thought Bruce Lee, the martial arts legend, would have something to teach us about sales? But here’s the thing – if you're a Salesperson, you shouldn’t limit yourself to the boundaries you’ve created. Sometimes, the best way for a writer like me to get my message across is by thinking outside the box. After all, at the end of the day, I’m selling an idea.
Bruce Lee once said,
“Empty your mind. Be formless, shapeless, like water. You put water into a cup; it becomes the cup. You put water into a bottle; it becomes the bottle. You put it into a teapot; it becomes the teapot. Now water can flow, or it can crash. Be water, my friend.”
In B2B sales, adaptability is key. Just like water, you need to be able to flow with your prospects’ needs, adjust to the environment, and mold yourself to fit any situation. Some days, you’re a strategic advisor; other times, you’re an empathetic problem-solver. What works in one conversation might not work in another—and that’s okay! Being like water is about being flexible, open-minded, and knowing how to adjust your approach as needed.
In every sales meeting, remember: be like water. Stay calm, listen closely, and let your solution evolve to meet the unique needs of the client. Be present—don’t be too rigid. Adapt to the flow of the conversation, and trust that the right moment to present your offering will come.
And when the going gets tough? Like water, you’ll know when to crash through with relentless persistence, and when to flow smoothly around obstacles.
How can you apply this?
Listen deeply
Take the time to understand your prospects’ needs, challenges, and goals. Adapt your approach to fit, just like water fills any container.
Be versatile
Whether you're giving a technical demo or discussing a strategic partnership, adjust your style to match the situation.
Stay resilient
Like water, you’ll face challenges. The key is to keep moving forward, knowing you can adjust and find your way through.
By embracing this mindset, you’ll build stronger relationships with your prospects, earn their trust, and—ultimately—close more deals.
Be like water.
Flow when you need to. Crash when you have to. Always stay adaptable.