More and more products in healthcare are being viewed by decision-makers as commodities. In an era of accountable care, products that are good enough are displacing those regarded as the “gold standard.” Selling commodity-type products can be a challenge, but the bigger problem is when you, the sales professional, are a commodity yourself. Hopefully, your […]
Sales reps know they should use questions during a sales call to identify needs and priorities as well as to control the flow of the conversation. Often though, sales reps ask questions that actually work against them. I listened as Gary, a sales rep who hadn’t been hitting his numbers, asked a couple of common […]
I used to think that pilots were men and women of almost super-human skill, until I learned how to fly. The truth is becoming a pilot just isn’t that difficult. There is a lot to learn, but it certainly doesn’t require extraordinary intelligence or coordination. It’s a learned skill, that’s all. There is no question […]
I answered my cell phone on a Thursday afternoon as I was driving between accounts. The voice on the other end said, “Mace, it’s Dan Adams, how are you?” I was more than a bit surprised to be getting a call from one of my top competitors. The words that followed surprised me even more. […]