I had the privilege of watching James Ehnes, violinist, perform at Orchestra Hall in Minneapolis recently. James Ehnes is widely considered one of the most dynamic and exciting performers in classical music. He has performed in over 30 countries on five continents, appearing regularly with many of the world's most well-known orchestras and conductors.
As I sat in amazement and watched James Ehnes (standing next to the conductor) perform with the Minnesota Orchestra, I was struck by a question that kept coming up over and over in my mind. Why was James Ehnes in the spotlight? What was the difference between him and the other musicians he was surrounded by? Obviously to play in the Minnesota Orchestra you need to be exceptionally talented and talented they were. The entire orchestra was truly amazing.
What was the real difference? Was James special? Was James blessed with a special gift at birth or had James practiced 10,000 more hours than his peers? It’s an interesting question and would be worth a good debate.
As I was driving home I had a discussion with my wife Jane and my mother-in-law Lucille. They argued that James was born with a special gift that others around him were not born with. I think James absolutely loves what he does. You can feel his love and passion for music in the depths of your spirit when he performs. James is focused and passionate about mastering his craft. His love and passion for music is truly something to experience. I believe because of his love for music and the violin he may have practiced many more hours than his peers. That is the difference!
So what does this have to do with sales and prospecting? Everything! Do you want to become a top salesperson? If so, practice more than your peers and you will become a master salesperson and communicator. People have asked me many times over the years what has been the secret to my success as a salesperson. It’s a very simple answer. I have made more sales calls than most. I was not born a great salesperson. I have had to work extremely hard at it and I have had the opportunity to practice for many years. I am passionate about helping others solve their most pressing problems.
I love this quote from Thomas Edison, “Opportunity is missed by most people because it is dressed in overalls and looks like work.”
What do you think?