Sometimes, I have to remind my customers of the value I bring to their practice, and that is OK too. My goal, is that these solutions make a positive impact on their personal and professional lives, which in turn earns me the right to their supply, equipment and technology business. My two favorites being, “what are you goals, and what are you challenges”? After actively listening to their answers, only then (with their permission) can you offer solutions. Adding value can only be delivered after asking detail-oriented questions to the customer. Offering solutions based on what we perceive is no different than slinging Jell-O against a wall and hoping something sticks. We can’t know how we are able to add value until we ask. I may not be in the mafia, but adding value is still imperative to the success off both myself, and my customers. “Don’t mistake your usefulness for your value”. This should be my focus as I continue to go grow. This is the challenge I face almost every day as a sales professional. If you have not read the book, Lin had selflessly risked his life on multiple occasions for The Counsel, and still, this statement was made.Ī cacophony of alarm bells and sirens went off in my head. During a meeting with The Counsel, one of the leaders said to Lin, “Don’t mistake your usefulness for your value”. As one would imagine, the roles, responsibilities and chain of command often evolve in such professions. In the book, “ Shantaram” (aka Lin), is involved with the Indian Mafia in Bombay. Being blissfully addicted to my job as a Field Sales Consultant, I often taken lessons learned and contemplate how they are applicable to my professional life.

Both books offered several valuable life lessons along with a variety of different perspectives on various topics.

Upon returning from India, I started to read his second book called The Mountain Shadow. Cirrus specializes is lease review and negotiations for dental practices. The book was recommended to me by one of our Business Solutions partners with Cirrus Consulting. I recently read a fantastic book called Shantaram, by Gregory David Roberts in preparation for my upcoming adventure to India.

Shantaram second book