A Little Improvement
This story was shared with me by Roger McGuinn, the guitarist, singer, songwriter with The Byrds: Andres Segovia, the incredibly talented classical guitarist was still practicing his guitar three hours every day. People asked him, “Why do you practice so much? Everyone else In the world is trying hard to be half as good as you are.” Segovia’s answer was brilliant. He said, “I think I’m beginning to notice a little improvement!” When Segovia died at age 93 he was still booked at Carnegie Hall.
There are a number of important lessons in Segovia’s response, and the most important, in my opinion, is that you never get too old or too good at what you do to stop learning. You can learn and grow every day of your life!
Here are some ideas to keep in mind about learning and growing:
There is such a vast amount of information available about any subject that you will never learn everything there is to know about anything. The three most dangerous words in the world are, “I know that!” The attitude that there’s nothing more to learn is the greatest obstacle to growth.
I’ve been selling for over 50 years, and one thing I’ve discovered is that I’ll never know everything there is to know about sales. That’s why I constantly read, watch and listen to audio and video programs, watch webinars about sales and enroll in sales classes. As I constantly learn, I get better at selling and I share that knowledge with my clients. Even the sales scripts provided to my clients are updated on an ongoing basis as I discover more about how to sell successfully.
You can only learn and grow when you have a coach or mentor who knows more than you do! I have a number of mentors in sales. They bring different perspectives about various areas of sales excellence. And even if they teach some things with which I’m already familiar, they inspire me to remember to do those things. The essayist, Samuel Johnson observed that people don’t so much need to be informed as they need to be reminded. Your sales results will only be as good as the things you remember to do and say in your sales conversations.
It doesn’t take long to forget to do and say things that result in positive buying decisions. Simply changing a word or phrase in your sales script can have the result of ruining your conversion ratio! That’s why it makes sense to hire and retain coaches and mentors to work with you on an ongoing basis in critical areas of your practice like sales, marketing, practice management, team-building, etc.
One of my favorite memes on Facebook says: “If at first you don’t succeed, do what your coach told you to do in the first place.” That presupposes that you’re intelligent enough to hire a coach or mentor in the first place. And it also suggests that it’s a waste of time and money to hire an advisor if you refuse to take his or her advice. Be smart! Hire coaches and mentors and follow their advice!
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