A few days ago, after speaking at a public event, a woman who I did not know came up to me, pressed her business card into my hand, and said, “My name is Mary. I enjoyed listening to you speak today. Could we get together for lunch or a cup of coffee and maybe get […]
In healthcare, the sales rep is part of the product. Customers depend on you to get it delivered, get the staff trained, and handle any problems that may arise. They need to have confidence in you, as well as the product. So you see, you’re not just selling a product or service, you’re also selling […]
Managers and distributors send their salespeople off to sales meetings and training seminars “hoping” that the salesperson learns something that will translate into more sales. The quote, “Hope is not a plan” comes to mind, but many managers don’t pay attention. Salespeople are like your customers–they don’t like change. My job when I speak at […]
The most common challenge I’m asked to address during live presentations, workshops, and that I receive numerous emails and phone calls about is, “How do I get past the gatekeeper?” I’m happy to help. I’ve written about it. Shot a video about it. I often spend a couple of hours discussing it and addressing it […]
This week, I experienced something in the aviation world that transfers directly to medical sales. As a pilot, I’m required to complete a flight review in my airplane every two years to keep my license current and my insurance company happy. I fly often and I have always regarded the flight review as a mere […]