Many people think of selling in general as convincing or persuading others to buy goods and services that may or may not be needed or wanted. To others, selling is all about “closing the deal”. To countless sales professionals, this attitude towards sales might not be very inspiring or motivating.
Let’s be honest, if this is your outlook on selling, it’s comes as no surprise the difficulty you face everyday to sell well. I would too! How can we look at medical device selling from another point of view that would make it exciting and pleasurable, and get you jumping out of bed in the morning? Almost sounds too good to be true, doesn’t it? Keep reading then.
At this point in your surgical sales career, you could list of all the issues and problems that your customers are faced with, and the solutions that you offer. It’s amazing, but over time, that list keeps growing.
In fact, if you reviewed your past sales, and reflected upon them, you would discover that you sell surgical solutions. Medical Device Sales professionals are master surgical problem solvers. From a certain perspective, all you’re really doing is helping people. Right?
If we step back and review:
- Selling is a process of identifying and solving people’s problems.
- Selling is serving.
- Selling is helping people.
When you start to believe selling is serving others, you will begin to experience and perceive your surgical selling in a different light. This new perspective will allow your passion for helping others to lead you to sales success. When you truly believe in helping other people, then it is your moral obligation and purpose to make as many sales calls as possible. When you are not selling, you are withholding your help to the world. You could say that you have a responsibility to share your expertise and insight with as many people as possible.
When talking to a potential customer, take a moment to think about how you can help and serve them first. Don’t try to sell them anything. People will sell themselves on your goods and services, then buy from you, if you can solve their problem.
Consider this for a minute: people hate to be sold. If your outlook on selling is one of helping people and service, how do you think the people you’re talking to will feel? The moment they feel they’re being sold, they often want to get away — far away. Don’t you? Conversely, they will relax and open up to you if you are sincerely trying to help them solve their problems.
One of my customers shared a tip with me that has always worked in the field. In his opinion, the secret to becoming a successful medical device sales professorial hinged on the three A’s; Able, Affable, and Available.
If your perspective on medical device selling is one of service and helping people, how will you feel?
How does purposeful, passionate, and profitable sound?