Have you ever had a competitor who was able to make inroads with YOUR customers quickly because he or she was good-looking, a former professional athlete, or had some other perceived advantage? I hear about this concern on a fairly regular basis. I understand it because I experienced it myself. In this edition of the Medical Sales Guru Podcast, I describe a situation that I encountered where a competitor was able to take business because he was able to do something outside of the clinical environment that put him in a favorable situation with a customer. It’s great to have talents and attributes that get you in the door, but in the final analysis, you need to have more…much more if you expect to win business for the long term.
If you’ve been providing your healthcare customers with great service and it’s not bringing you the business you expect, here’s what you need to do–STOP!….that is, if they won’t reciprocate with more opportunities for you to grow your business. Service is critically important, but you’re in the SALES business, not the SERVICE business. Maybe you just need to change your thinking and then change your approach so that you can go beyond just being a “friend” to your customer. Start the year right by adopting a new attitude that will move your business in an upward directions.
Most medical sales professionals are great at building relationships with customers who can say “yes” to their products or sign a purchase order, but if these are the only people you are paying attention to, you may be leaving money on the table. In this edition of the Medical Sales Guru Podcast, Mace Horoff describes a situation where the sale was influenced by a hospital employee who is not normally involved in the buying process. Learn to adapt an easy habit that could one day pay huge dividends with your customers.