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As Good As It Gets by Tom Reilly, the guy who wrote the book on Value Added Selling Many years ago, I was sitting in a dentist’s chair and he said something odd: “I’ve been at this for thirty years and I’m about as good as I’m going to get.” At first blush, it sounds strangely reassuring. On reflection, it sounds futile. I should have jumped up and bolted. Imagine believing that where you are in your expertise is as good as it gets! Imagine saying to a customer: “After all these years, our stuff is about as good as it ever will be.” Customers would perceive you are not interested in improvement, development or innovation. That would sound your death knell in business. We can only imagine what would have happened if Henry Ford and his peers felt that the Model-T was as good as the auto industry would get. What if pharmaceutical companies believed that the current state of treatment was as good as it gets? They would cease R&D efforts. What if your company stopped developing new ideas because this is as good as it gets? It is the height of arrogance to believe that you are as good a salesperson as you will ever be—that you cannot learn anything new. It is the pinnacle of complacency not to pursue personal growth and development. To remain at the top of your game, you must be a serious student of our profession. To think that today’s knowledge and skills are enough to sustain you in the future presumes that the world will not change. It will and you must. Copyright 2005 Tom Reilly |
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