Archives for January 2017
Plan Tomorrow Today!
You know the old adage “Why leave for tomorrow what you can do today?” That goes double in the world of healthcare sales. No matter who your client may be, it’s important to plan ahead. These conversations are critical, but can be difficult to negotiate or initiate. As the sales rep, it is YOUR job to think 5 steps ahead for your physician customer. In my device days we were preached to in training: In surgery you have to be several steps ahead of the physician! You have to anticipate his/her every move and be prepared whatever that move was.
So, my question to you is this: Is surgery the only place we (I) work?
Don’t Be In Trend; Predict The Trend
Heed Warning Signs
In the healthcare sales industry, it is vital that you pay attention to the signs around you (especially these days). You must have the will to keep getting up after every failure. I, myself, did this time and time again. I didn’t think there was any other way to work, but I finally figured out how to break away from the status quo. I cultivated my own path to success when I learned how to TRULY listen to my physician customers. I would hear them talk about this or that which was impacting their business, but I thought, “Well, glad that isn’t me.” OR “That kind of stinks, I’m glad it’s not my job to do that.” Then I said, “Well, what if I could impact that? I would be fixing one of their biggest problems or concerns.”
I found myself asking these questions:
- What are they searching for?
- What worries and concerns kept them up at night?
- What can I do to address their concerns?
And when I did… the results are were nothing short of astounding.
Listen and Respond
If I could find a way to connect with my customer in a way which greatly differentiated me from the rest of the herd, I would be successful and so would the customer. After realizing what I had to do, I still needed to see the path before arriving at it. I needed to do my research and understand what the factors were that might affect my customer’s practice and, ultimately, my own business. My advice to the other reps out there is to listen to your customers, monitor current trends in the market, predict future trends, stay informed, and challenge the norms. The worst thing you can do is get complacent. The second you fall asleep at the wheel, you fall behind. If you have questions like I did, feel free to email me at firstname.lastname@example.org. I’d love to swap stories some time.
What Is Sales Acceleration?
Sales Acceleration is not some fantastical buzzword (Although, to us salespeople, it kind of sounds that way). It is a tested strategy that emerged from existing ideas and evolved from existing technologies already widely used by various industries including healthcare sales and marketing. (Sound confusing? It does to me. Think of it this way: Basically, people have used all kinds of different tools to try and help you guys and gals do your sales job over the years, but instead of giving you a 3-ring binder, they actually made software tools designed to help you sell more and sell faster. Your sales manager’s dream right? I know. Easy enough right?)
The Next Big Thing
Sales Acceleration tools are increasing in use everyday, but many people still wonder just what these tools do or what information they deal with. Listed below is a sampling of some of the cloud-based categories sales acceleration tools enhance:
- Contract Technology
- Data Visualization
- Business Intelligence
- Presentation Technology, including Slide and Screen Share
- Predictive Analytic Tools and Technology
- Sales Intelligence Tools
- Email (designed specifically for the sales function)
- Sales Communication tools
- Video technology
- Social selling technology
The Proliferation of Sales Acceleration
Now is a good time to hop on the train or risk getting left at the station. We’ve mentioned it several times in posts prior to this one; ALL ABOARD…the train is leaving. Don’t get left behind…
If you want to take to better understand sales acceleration technologies, email me at email@example.com. Let’s start your ProSellus journey to increased revenue and more peace of mind.
How does the Healthcare Sales Rep create a win/win relationship when trying to educate the Primary Care Physician in the community?
Power of the Gatekeepers
Not Obstacles – Opportunities
So, what motivates the PCP? The specialist potentially gets a new referral, but what about the PCP? All they did was lose a patient to another specialist right? Or no?
Game changer: what if they DID have something to gain? Better yet, what if it made complete sense for the PCP to refer? What if it was actually BETTER for the PCP to refer the patient out? What if they never realized it, until of course, you taught them…? How would you be perceived then?
More Questions? Get Answers
- If healthcare sales reps are actually doing this, how do they make sure they’re talking to the right PCP’s? There are quite literally thousands; how could you possibly know which ones to call on?
- And if you did, do you know how to create the win/win?
- What is the win/win in this scenario?
- How do you which doctor can influence your business the most?
- What is that “solid strategy,” we mentioned earlier? Do you have one?