--- title: Practice, Forms, Kata, and Relationships | The Sales Blog description: The martial artist practices their form, their kata, thousands of times. They rehearse each movement, perfecting it, combining it with the next movement until it flows perfectly. When they’re not practicing their kata, they practice each of the individual movements over and over again until it becomes second nature. The martial artist also spars and […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2013-05-12-at-8_51_11-PM.png --- ### [Now booking SKO meetings for 2026/27! 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They rehearse each movement, perfecting it, combining it with the next movement until it flows perfectly. When they’re not practicing their kata, they practice each of the individual movements over and over again until it becomes second nature. The martial artist also spars and practices their art under scenarios that [closely match](http://thesalesblog.com/blog/2011/08/05/the-importance-of-rehearsal/) the conditions they’ll face if they’re ever called upon to use their skills to defend themselves or others. The reason for so much repetition, so much [deliberate practice](http://en.wikipedia.org/wiki/Practice_(learning_method)#Deliberate_practice), is that the right response no longer requires thought; it’s build into their [reflexes](http://thesalesblog.com/blog/2011/06/07/dress-rehearsal-for-sales-calls/). The martial artist no longer needs to think about what to do because the response is built into their nervous system. This saves time and reduces the likelihood that they are injured. They don’t overreact or under-react. They respond appropriately. #### Business As an Art In business, we generally don’t spend much time [practicing](http://thesalesblog.com/blog/2013/03/07/are-you-practicing-excellence/). We don’t practice dealing with the every day scenarios where business is won and lost, where clients hearts and minds are won—or lost. We don’t develop the language choices that demonstrate how much we care about people, opting instead for transactional approaches that save time and money at the cost of relationships. You think you need to win [wallets](http://thesalesblog.com/blog/2013/04/18/three-ways-to-increase-your-revenue/), but you really need to win [hearts and minds](http://thesalesblog.com/blog/2013/04/26/written-on-hearts-and-minds/). At its core, business is about hearts and souls. It’s about caring, and it’s about human relationships. As a leader, you need to take your team [off the field](http://thesalesblog.com/blog/2013/04/14/when-to-take-your-team-off-the-field-a-note-to-the-sales-leader/) to rehearse, to practice. You need to help your team develop a set of responses that start by demonstrating that you care deeply about the people you have the pleasure to serve. You need to abandon the transactional for a more appropriate set of responses, and you need your team to rehearse those responses. In the moment of truth, when people are under stress and challenged, you want the default response to generate the right outcome. #### Questions How much time do you spend rehearsing for the most important interactions you have with your clients? Are you more confident when you have an idea about how to achieve the right outcome from difficult interactions? As a leader, do you take your team off the field for deliberate practice and rehearsal? As an individual contributor, do you practice or rehearse for important conversations? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on May 12, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:23:38 PM", "datePublished" : "2013-05-12 21:30:01", "description" : "The martial artist practices their form, their kata, thousands of times. They rehearse each movement, perfecting it, combining it with the next movement until it flows perfectly. 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