Patience and time do more than strength or passion.
—Jean de la Fontaine (17th century)

When I was looking to get into sales, I heard a constant drumbeat from hiring managers who said they were only interested in hiring experienced salespeople. So, I wondered, how will I be different as a salesperson after ten years compared to my first year? I asked experienced salespeople what they thought was different and they all said the same thing. A new salesperson has lots of energy, like an excited hound dog looking under every bush for the prize. But the inexperienced salesperson’s energy is largely wasted. Let’s say his efficiency is about fifty percent. The experienced salesperson is incredibly deceiving. It appears as though he is moving slowly and casually. But actually the experienced salesperson keenly observes the situation, deftly sorts through all the overwhelming activities and information, and determines the one or two key issues, as well as the exact moment, that will determine the fate of the order. Perhaps that moment is ninety days from now. In the meantime, the salesperson spends the next eighty-nine days on the proverbial golf course. It looks like he is doing nothing. But he is actually eighty-nine times more efficient.

I call this phenomenon the “Kung-Fu master.” When you watch a Kung-Fu master, you can barely see him move—and it’s not because he is faster than lightning. It’s because he really isn’t moving. Yet, with a simple movement of a hand or a finger, he places an attacking black-belt instructor face down on the mat.

Sun Tzu says, “What the ancients called a clever fighter is one who not only wins, but excels in winning with ease.”

The Kung-Fu master’s strength lies not in his ability to move mountains, but to avoid tension.
Strive to reduce tension and become as efficient and effective as a Kung-Fu master by doing as the Kung-Fu master does:

Another characteristic of Kung-Fu masters is discipline. They faithfully prepare for all possible scenarios. They practice, practice, and practice their ability to respond in each scenario. Then, when actually in the arena, they also demonstrate the discipline to remain calm and patient in the face of crazed adversaries.

Use your energy and resources wisely. Wait for the right opportunity—then strike like a cobra. Prepare, prepare, prepare.