Full transcript of William Pitt Sotheby’s TEDx Talk: Guiding difficult decisions from “monkey brain” to “wise mind” at TEDxFultonStreet conference.
Lance Pendleton – VP of Sales at William Pitt Sotheby
For the past 20 years, I’ve been really working hard to try and help develop sales strategies for Fortune 500 companies and the high-end professionals that actually work for them, to develop a way for me to take two skills sets that I’ve learned from the past and I’ve studied: one of them being humanistic Buddhism, and sales psychology.
And if you take these two and meld them together, I can actually help sales professionals identify the best way to get someone to say yes, or sometimes no, depending upon really developing that key component, which is identifying how do I get to a relationship.
And most all of our relationships are driven off of really understanding where someone comes from. I’ll talk about one example today on how we do that.
I’ll use a visualization for you. I want you to think about you’re going away, you’re taking a trip, it’ll be a nice, long weekend, you’re excited. But you have to leave somebody home in charge of the house while you’re gone.
So you decide you’re going to leave George home.
Now, what do you think your house is going to look like when you come back? If you have teenagers you already know the answer to this. Because it’s not going to be pretty. This is our mind.
And inside of our mind, we have this process that happens all day long. We’re projecting forwards, backwards, analysis, thinking, it’s how we actually defend ourselves.
And at the core of what we do in this process, we actually camp into two separate areas. Buddhists call this constant frenetic energy “monkey mind.” George.
When you have this frenetic energy that happens all the time, we tend to develop two separate mindsets to protect ourselves. And the two separate mindsets are an emotional mind and a reasonable mind.
We’ll talk about what these things look like.
First things first is, let’s talk about a reasonable mind.
What’s a reasonable minded person?
The reasonable mind is somebody that actually has linear thought process. They really prefer linear thought, They like things like crossword puzzles, Sudoku, they like thinking about things in a systematic fashion. This systematic fashion helps them seek and find comfort.
The next part of this, though, is that emotionally minded person. I’ll put my hand up, I’m that person.
The emotionally minded person seeks their comfort in drawing from happiness, joy, sadness, anger, frustration, moments like today, anxiety.
And in that, it’s very difficult for somebody to make a conscious, healthy, yes or no decision.
Why? Because when you’re based and camped out in those places, you can’t actually feel centered.
In order to actually make the best decision in terms of a yes, or sometimes no, we actually have to find that center. And that’s what Buddhists called wise mind, that center piece, that also is known as intuition.
So what does this look like in a real life practice?
Well, I’ll give you a true story. We’re all familiar with one of my favorites, Muhammad Ali.
Now, Muhammad Ali was known for that, what, emotion. He was always emotional. One of the things that Muhammad Ali was most famous for was that bravado that he always exuded.
He had a fight coming up and he was being followed around by a boxing reporter. He was sitting on a plane and the stewardesses had come and told him four times to please put his seat-belt on so they could take off. And he was paying absolutely no attention to them.
So the fifth time, one of the stewardesses just had enough. She came to him and she said, “Mister Ali, I need you to put your seat-belt on now.”