The Zen Master Says Practice to Get in the Zone

Is this man crazy? Just look at that Jack Nicholson-esque eyebrow raise. This is Bass Pro Rick Clunn, a.k.a. the Zen Master, who was recently voted as one of the best anglers of all time.

He is definitely quirky, but he's one of my absolute favorite guys to watch and read about because he's so passionate about bass fishing. His fishing game has evolved over the past three decades to a metaphysical level, and many of the sport's finest are taking note. I've read several columns this past week- leading up the the Bssmaster Classic- and many of last year's successful Pros have mentioned working on the mental aspect of the sport so they can achieve the heights of success Rick Clunn has. It would be the equivalent of basketball players trying the elevate their game to a Magic Johnson or Michael Jordan level. But the only thing Rick Clunn has in common with Michael Jordan is Phil Jackson... both Rick and Phil are a little out there... or are they?

One of the things Rick repeatedly talks about is being in the zone like a basketball player just shooting, knowing the ball's going in!

For me casting is much the same as shooting a basketball was in my younger high school days. I enjoy watching even the best college and pro basketball players artistic ability with the ball. Most great shooters shoot the best when little conscious thought appears to be involved. Pure shooters or casters seem to work best when working from a level free of conscious thought where they achieve a perfect rhythm between mechanics and intuitive action. Conscious though for most is an unwelcome intruder, which disturbs that perfect rhythm, that perfect stroke, or perfect cast.

He goes on to emphasize the importance of practicing:


There are many ways to improve mechanics. Practice certainly is one of the most important. Hours of practice allow casting to become intuitive, much the same as running your trollmotor when you operate it without thinking. Allowing casting to be an automatic process should be ones goal. When I am casting at my best I achieve a perfect rhythm between mind and body. Over the years I have learned to minimize everything that can interrupt this rhythm.

I recall the first time I used a trolling motor while casting. Ugly! I was so focused on steering the boat with my left foot, I could hardly send any brain signals to my right hand to cast! Of course practice made things better, as Rick suggests.

I always thought sales was a very spontaneous, ad-lib, type of event. Of course I would think that, since I was told to go into sales simply because I had a good personality. Surely such a profession would be free of practice! To make matters worse there was no sales training in my first sales job, so I oftentimes found myself clumsily trying to handle prospect objections while managing the process. Let's just say I was very, very far away from the zone! It wasn't until I moved on to other organizations with in-depth sales training that I learned the value of practice in sales.

There are several things I have practiced for my sales jobs from rehearsing cold calling scripts and elevator pitches to practicing demonstrations and overcoming common objections. I've role played sales calls with managers and peers. I've delivered presentations to myself in the mirror. At first I thought a lot of this stuff was over-the-top and unnecessary, but over time I have realized the benefit of it all. Practice puts us in position to enter the zone.

These practice sessions have allowed me to experience the zone. Maybe I don't get in the zone during every single sales call, but there are great days when- without even thinking about it- I'm rattling off answers to technical questions, booking appointments and closing sales and feeling completely confident about everything.

Maybe you have had formal sales training that focused on practicing or rehearsing certain things, but if you haven't you should heed the advise of the Zen Master, Rick Clunn. Practice! Practice all of the mechanical things you can, so when you're on a call you can do them without even thinking about it. It will make you a better salesman for sure.