Modern Medical OC’s Post

Trying something new… Here’s why you suck ar sales! you’re not asking the right questions: Many sales reps follow the BANT methodology which is exactly what you should do. BUT It misses out on the most important aspect of a sale — the prospect must WANT the product first. Once you establish Budget Authority Need Want Timeline. You will have all of the information needed to close the deal, what are you waiting for?

In sales is it more efficient to close the first appointment or dive into the follow up game? Comment below👇🏼

Why sales is so hard for some people to stick with… Recently I’ve been asking some of the best sales reps across Australia for any sales Advice they have, The most common response I’m receiving seems to be to keep showing up, Which is simple yet so valuable, It makes me wonder why so many people, don’t stick with sales, It’s either the 600 dials a day with 0 meetings booked type of days, or the 30 take me off your list type of days, You really do have to go through these phases to get to the point of even being considered a good sales rep.

THE ROLE OF LUCK in SALES While luck can play a role in sales, success often hinges on factors like effective communication, product knowledge, and relationship-building skills. A well-prepared and skilled salesperson is more likely to create opportunities and close deals consistently.

Most sales reps who are spending any time at all in the field get the not-so-flattering title of being a "star sales rep" 🤩 Why do I say not-so-flattering? Well, the star is referring to their planning approach - that is, how they're often times tracing out a star with their approach to how they're driving between accounts. More often than not - they're doing this while trying to prospect for new accounts. 💡A better approach exists! 👉 Instead, try the approach of mapping out your weekly route, and then find new prospects that already exist along or nearby that path. You'll be shocked at what you find -- to throw another cliche out there, these accounts were hidden in plain sight! 👀

Customers'need identification is the most important step in sales.

Core activities of sales rep: 1) See the people. 2) Solve the problem. 3) Sell the policies / the products. #CANDO - the sales process that works!

Oh No – I could never go into Sales! It was the mid-80’s (New Romantics anyone?) and an ex-radiographer friend of mine had just turned up in our department to talk all things contrast media with our angio team. We were in the staff room, chatting over coffee, when he asked if I’d ever considered going into Sales. I’d answered No because, until he turned up, the only reps I’d ever seen looked like ageing used-car salesmen, with no time for us minions. Of course, his question started my cogs turning….after all, I could talk the hind leg off a donkey and I was keeping my eyes open for a new challenge…could I go into Sales? 🤔 ❓ What would I sell? ✔ Well….I didn’t want to waste all my training and experience, so something in medical imaging. ❌ I was rubbish at physics so selling capital equipment didn’t appeal. ❌ I didn’t like getting chemicals on me, so nothing to do with film or photographic chemistry (yes, we still had wet developing around back then!) ✔ I’d always loved anatomy and physiology, so that meant contrast media or angio catheters. ❓ Who would I like to work for? Having decided on contrast media I wanted to sell the best, so I wrote to Nyegaard. I enclosed a photograph with my CV, an unusual tactic at that time. A few days later I was invited to meet one of the managers for a chat, in a restaurant I’d always wanted to visit, the conversation went well and the office would be in touch with me. Later I’d realise this was a way for sales people to claim a nice dinner on expenses. Lesson #1 😊 Eventually I heard from the Sales Director – all very positive, but they had just hired someone to cover my territory and would keep my details on file. Three years later that sales rep came into the department with her line manager and told us she was being promoted, so her territory was up for grabs again. I got back in touch with the Sales Director (the company was now called Nycomed), interviewed, got the job. 💡 In my life and career I’ve come to recognise that success is much more likely when I get absolutely clear on the outcome I desire. What do I want to create (head), that truly lights me up (heart), and what actions do I need to take (gut). To make that even stronger I imagine it already done, feeling how it feels with all my senses right now in present time, celebrating that success. 🍾

In the world of work, we buy and sell potential to each other. - Employers "buy" an employee's potential (productivity, creativity, insights, etc.) in return for compensation, benefits, potential growth opportunities, etc. - Employees "sell" their potential (skills, ideas, actions) in return for compensation, benefits, opportunity, etc It's a purchase of the future—a very expensive one for both parties. - HBR reported that 80% of employee turnover can be attributed to poor hiring decisions. - A Gallup study found that 82% of companies make significant hiring mistakes when selecting talent for managerial and leadership roles. - According to a Leadership IQ study, approximately 46% of newly hired employees fail within the first 18 months. - CareerBuilder found that 74% of employers admitted to hiring the wrong person for a position at some point—on average $14,900 per bad hire. - CEB (now part of Gartner) suggests that companies believe companies get hiring decisions wrong about 50% of the time. What I find mind-boggling is that we don't teach everyone how to sell the coolest product on the planet—their future time. And we're pretty terrible at buying. Exhibit A: We start the buying and selling process with a text document. Better known as a Job Description and Resume. So, what to do? If you're selling Potential: Remember you're the best salesperson for the product Future You. Start following people like Keith Weightman becuase, based on what he's sharing; his frameworks help other people choose your offering rather than pushing it on you. It will feel much less icky. And no, this isn't just when looking for a job. And for those who are in the position where you're buying potential. Well, follow me if you're not already. Becuase buying potential shouldn't be a gut game.

Taking the opportunity of sharing the sales equation/productivity which is key enablers to drive the sales to agent sales rep and Sales equation or productivity is a profession of sales.