Chapter 2: Embracing a Beginner’s Mindset
Have you ever noticed how children approach something new? They don’t worry about being perfect. They ask “why” a hundred times, dive in without hesitation, and see each attempt as part of the fun. They don’t carry the burden of preconceptions or self-doubt. Instead, they approach everything with a beginner’s mindset—a fresh perspective untainted by past experiences or perceived limitations.
In sales, that mindset can be a game-changer.
Too often, we carry years of “shoulds” into every interaction.
We should know the answer
We should follow the script.
We should close the deal.
But what if we set those expectations aside? What if we approached every sales opportunity like a six-year-old exploring a new playground—open, curious, and ready to play?
Stop shoulding on yourself!
The Weight of Experience
Experience is invaluable, and it can also weigh us down. After years in the field, it’s easy to assume we know how every conversation will go. We can fall into the trap of sticking to the same methods, the same script, and the same paths. While this may feel safe, it can stifle creativity and innovation.
Think about the last time you met a truly exceptional salesperson. Chances are, they didn’t just recite a script. They asked questions you hadn’t heard before. They were genuinely curious, adaptable, and creative. That’s the power of a beginner’s mindset: it allows us to see possibilities where others see walls.
Be Passionately Curious!
Being half Italian and half Irish, passion is at the center of everything I do. In college I fell in love with the Italian language, people, lifestyle and history. Today, I practice speaking italian almost daily and visit Italy often. Assisi, Italy feels like home. I lived there when I was in college with the wonderful, Sini family, and still visit them. My faith and inner peace are fed in Assisi. The place that helps me dream and think differently is Florence. I am a hug fan of the “Prisoners” by Michaelangelo that encourage me to determine what marble is holding me back from achieving my dreams. The DaVinci museums around Florence remind me how to think.
DaVinci was born an illegitimate son in the countryside west of Florence. I love that his name means, “from Vinci”. Leonardo was raised by his grandparents in the town of Vinci. Italians today still refer to people by “from” all the time. “You know…Johnny, from Chicago!” LOL! Ok, I digress.
DaVinci was insatiably curious! He wondered where the tongue of a woodpecker went while observing them in the fields. When he was going to sculpt a horse, he decided to dissect one so he could understand how the insides work, to sculpt the outside. If you want to dig deeper into mind of the most curious man that lived, watch the PBS documentary of Leonardo DaVinci.
Micheal Gelb summarized seven principles of how to think like Da Vinci.
The 7 DaVincian Principles are:
Curiosita: An insatiable curiosity and commitment to continuous learning.
Dimostrazione: Independent thinking and testing knowledge through experience.
Sensazione: Continual refinement of the senses.
Sfumato: Embracing uncertainty.
Arte/Scienza: Balancing art and science, whole-brain thinking.
Corporalita: Cultivating grace and poise in the body.
Connessione: Appreciating the interconnectedness of all things.
As you can see, Curiosity is listed as #1. When we stay curious we can learn and sell like a six-year-old. When we stay curious, we lack judgement, we can get clarity and we get a path to help solve a problem. The best way to end a game of tug of war is to let go of the rope! The best salespeople as great questions. It is impossible to solve a problem we don’t know exists. When we understand what is going on in the hearts and minds of people we want to support, the “sale” becomes about problem solving. Understanding and empathy is how innovation begins.
Leonardo da Vinci: 'The noblest pleasure is the joy of understanding.'
The Gift of Fresh Perspective
When you let go of preconceived notions, you open yourself to new opportunities.
Here’s an example: I once worked with a seasoned sales professional who was struggling to close deals in a new market. She was frustrated because her usual approach—one that had worked brilliantly for years—just wasn’t landing.
After some reflection, she decided to take a step back. She started asking her prospects questions she’d never asked before. Instead of focusing on what she thought they needed, she approached them with genuine curiosity. “What does success look like for you?” “What’s one thing you wish you could change about how you do business?” These open-ended questions revealed insights she hadn’t considered—and ultimately led to a breakthrough.
By setting aside what she thought she knew, she uncovered opportunities that had been hiding in plain sight.
Exercises to Cultivate a Beginner’s Mindset
Adopting a beginner’s mindset takes practice. Here are a few ways to get started:
Ask More Questions: In your next sales meeting, challenge yourself to ask three questions you’ve never asked before. Pay attention to how your prospect’s answers shift the conversation.
Rethink the Routine: Choose one part of your sales process—whether it’s your pitch, follow-up strategy, or discovery call—and approach it as if you were brand new to the job. What would you do differently?
Get Feedback: Find someone outside your industry and ask them to critique your approach. A fresh set of eyes can reveal blind spots you didn’t know you had.
Be Willing to Be Wrong: Kids don’t fear failure—they see it as part of learning. Adopt the same attitude. Try something new, even if you’re not sure it will work. Every experiment brings valuable insights.
Beginner’s Mind, Expert’s Edge
The beginner’s mindset doesn’t mean abandoning your expertise. Instead, it’s about blending your knowledge with curiosity and openness. When you let go of the need to be right or perfect, you make room for creativity, innovation, and authentic connection.
Think of it this way: your experience is the foundation, but your beginner’s mind is the spark that keeps the fire alive. By embracing both, you’ll not only rediscover the joy of selling—you’ll also become the kind of salesperson who stands out, builds trust, and consistently delivers results.
So, let’s shake off the weight of what we think we know. Take a deep breath, approach your next conversation with fresh eyes, and see what new doors open. The playground is waiting.