An Effective Tactic for Dealing with Delicate Confrontational Situations in Medical Sales

Have you ever had a customer say something about you or your product that isn’t true?  Maybe it’s even slanderous or bordering on slander.  Or perhaps the customer informs you that if you don’t lower your pricing, you’re going to lose the business.  You’re used to dealing with difficult situations and you’re ready to charge in and address the issue head-on.  Stop!  Confronting customers on delicate situations is a high-wire act–one wrong move and you’re on the ground with that customer, maybe forever.  There is an effective way to confront customers on situations where they may not be pleased with the message.  It worked very well for me throughout my medical sales career and I advise you to stop and consider it before you erase any opportunities to ever do business with valued customers again.

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