Shibumi in selling

(3 minutes read)

Over the Easter holidays, I have been re-reading one of my favorite novels, Shibumi from Trevanian. And I re-discovered the term Shibumi, which means being in a most refined way. It represents the elegance of simplicity. In the book, it is explained as follows:

“(…) shibumi has to do with great refinement underlying commonplace appearances. It is a statement so correct that it does not have to be bold, so poignant it does not have to be pretty, so true it does not have to be real. Shibumi is understanding, rather than knowledge. Eloquent silence. In demeanor, it is modesty without pudency. In art, where the spirit of shibumitakes the form of sabi, it is elegant simplicity, articulate brevity. In philosophy, where shibumi emerges as wabi, it is spiritual tranquility that is not passive; it is being without the angst of becoming. And in the personality of a man, it is . . . how does one say it? Authority without domination? Something like that.”

Then I asked myself, what would be the Shibumi in selling? Below my thoughts…

Shibumi in selling, means having no need to manipulate customers; no discounts, no creating urgency, no creating the need. A salesperson looking for Shibumi would not set their priority on quota and commission. They would be much more concerned about their long-term reputation in the business as trustful agents. They would see their job as helping the customer rather than selling. 

Shibumi in selling is selling without selling out. I would not even call it selling it would call it “helping to buy”. 

I almost hear you saying, “Emre, all this is nice, but we still need to deliver the quarterly budget. We don’t have time for that kind of philosophical stuff!” 

It is true.

I don’t imagine a salesperson in the weekly pipeline review explaining to the manager that his pipeline is weak at that moment because he is after Shibumi. 

That is what our rational and linear way of thinking tells us. Yet, there is another perspective, which is more holistic. 

I will go into the details in the following post, but before closing, I would like to share a quote from an interview I read somewhere, I don’t even remember who it was. When asked how would she describe success, the person said:

“ Having no need to lie. Not because it is a sin or unethical. Simply because I don’t need it.”

See you next week for more about Shibumi.