This almost started as a rant.
A detailed regurgitation of two simply terrible service fiascoes I endured this week, and the lessons found therein.
But then another (and far more productive) messaging door opened.
“In your opinion, what are the best book(s) wholesalers can read to elevate their game?”, asked the email from a National Sales Manager coaching client.
“There are four”, I replied. “Two Nick Murray books, The Value Added Wholesaler in the Twenty-First Century and On Becoming A Great Wholesaler – the problem being you can’t find them; I tried for you”.
Fortunately, I own both and I began a walk (read) down memory lane – as On Becoming A Great Wholesaler was published in 1995.
As I flipped through the dog-eared pages, the chapter on Going The Extra Mile struck a particular chord, given my aforementioned, near-ranting, state of mind.
From the book (portions paraphrased for brevity):
“The great wholesaler’s three-step thought process”:
- believing they can reach the top of our profession by “relentlessly going the extra mile”;
- going the extra mile “each and every day, regardless of the outcome that day“;
- “forging a daily chain of lifelong, habitual extra-mile behaviors”.
“The truly great wholesaler renders her/himself indispensable simply by going the extra mile”.
And for those wondering what the other two books I recommended were, shameless plug: