Are You a “Memorable” Sales Rep?
You just made a sales call. You think it went well. The buying influence addressed all of your questions. You now believe that you have developed a corporate connection that lays the foundation for a mutually agreed upon next step. In retrospect, ask yourself, “Did you make a lasting impression, one that will resonate throughout […]
Don’t Be a Talking Leaflet!
In every sales call there is a fine line between gathering information and providing information. Savvy sales professionals gather information by asking thought provoking, insightful questions. They spur intense conversations by sharing insight and asking for opinions. They ask tough questions especially those around change, opinions and risk. Once they understand the buyer’s requirements they […]
Differentiation: Standing Out in a Meaningful Way!
To differentiate is to stand out in a crowded field and to be different in a way that is meaningful to each individual buying influence. Without differentiation the status quo looks pretty good and there is no reason to consider your product, service or solution. Differentiation prevents the buyer from commoditizing you even when they […]
12 Ways to Build Professional Credibility in Hospital Sales
There is an old adage in sales that one can never have too much credibility. This is especially true in hospital sales where the “the new normal’ is for sellers that can provide proven measurable value. Think of credibility as building a bank account. You constantly have to keep making credibility deposits because one day […]
