Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:

We’ve really lost the art of just closing. I had some good friends that I worked with at my last company that ironically was a medical sales company, but they had come out of selling advertising. They worked for a company called Athlon. It was sports. They had to sell to big big Fortune 500 companies trying to get them to work with their subscription. They were great closers, and I learned a lot from those guys. Really we tend to talk to much. When I train on this and when I teach when I was in management roles. There’s some of the cliche sayings: ‘he who speaks first loses’ those sorts of things. We tend to as sales people want to give the customer; here’s the quote you requested, and we don’t want to shut up and make it uncomfortable. What I tell people is look. If you don’t get to that uncomfortable position where you’re putting a little bit of pressure on somebody to make a decision. Then you’re probably failing. You need to do that. I think a lot of people don’t do that any longer. The people that are good at closing recognize I have to do that. I have to push just enough to make it uncomfortable to get them to make a decision. We tend to want to present something as; here’s the quote you asked for, and instead of just saying: ‘When can I place the order,’ and shutting your mouth. We want to say: here’s the quote you asked for. Not sure when you guys are going to be ready for it, but if you’re ready for it soon I’ll be happy to help you out with it. Let me know if there’s some more information that you need and we start just babbling. Instead of just shutting up, putting a little bit of pressure on them and making them respond to the question that you need answered.

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Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:

If you do what’s best for the customer. You’re genuinely looking out for what’s best for your customer he goes look: ‘You will lose some battles, but you will win the war.’ and his point was. There’s always going to be people out there that are going to over sell and talk to much and sometimes they’re going to be convincing because they’re willing to say things that are not necessarily true and a customer will bite off on that and you might lose that battle, but in the end you’ll win the war. No matter what process you’re using. If your process includes genuinely doing what’s in the best interest of your customer. You’re not going to fail. The piece of that that’s in every sales process and program that’s out there is asking, what we call probing, which is asking open ended questions. If you’re genuinely trying to do what’s in the best interest of the customer. That is the only thing you would ask. You wouldn’t ask leading questions. If you’re asking leading questions you’re leading them to what’s in your own best interest.

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Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:

Most of what I’m reading and spending my time doing is not related directly to just my career. It’s more related to me as a person and me as a father and things for my family. I know that if I’m better in that part of my live. I’ll be better for all of my customers, and so I spend more time trying to be a better father and family person and husband and those sorts of things. Because if I’m successful there I’ve got a happy life. I’ve got a happy wife. Everything’s going to bleed into being able to do my job much better and take care of my customers the best I can.

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Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:

Back to what I’m talking about is the things that are bogging you down or the things that are eating up your time. In this book it focused on the things that are kind of draining your energy. What it eventually got to. Once you’ve identified those things and the way you want to live, and it broke it down into four categories. It was physical, mental, spiritual. There was a fourth one. What it talked about is once you’ve decided look this is what you want and this is what you want out of life, and those sorts of things. What it got to was what they called rituals and habits. It said habits are things that we do a on a day to day basis that are just habits. Whether we realize it or not they were formed by rituals. Most of the time our habits are formed by rituals that we didn’t decide on. Our kids gotta be at school at a certain time or we eat dinner or my wife gets off work at a certain time. So we develop these kind of habits based around unintended rituals. What this book explained was look, if you want to change that and you want to have a habit in your life. Then be very specific with your rituals. Create the rituals. Write those rituals into your daily routine, because if you do that and force yourself to do it over a long long period of time then it will become a habit. So knowing that I wasn’t working out enough and those sorts of things. Then I…

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Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:

I’m up very early in the morning doing work. If I can quantify that as anything, what I would tell you is I’m a family person. Because I’m a family person my family is typically up and active and doing things very much throughout the day, and obviously they have school and those sorts of things. I get a lot of work done before my kids are awake. I get a lot of work done after my kids are asleep. All that kind of non-selling follow-up work the follow-up emails, the running of reports or whatever I’ve got to do. I try to do that either in the early morning hours or in the after the kids go to bed hours and I probably live on 5-6 hours of sleep a night. I take my kids to school every single day. There are many days I’m picking them up from school. That’s just a choice I have made that I’m… I don’t work from 8 to 5 a lot of times. I will spend time throughout the day participating in their lives and then I’ll put in more road work before or after hours to do that. I choose to make that the priority, and that’s why I chose the role I’m in right now so I could be a bigger part of their lives.

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Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:

While I’ve only been at it for two years. For seventeen years I trained other people on how to do it. I had spent a lot of time teaching and explaining, and I’m proud of what I’ve been able to do because there’s a saying out there that says: ‘those who can’t do, teach,’ and I always wondered. As much confidence as I have in myself. If I go back in the field can I really pull this off? Is what I’ve been telling people for seventeen years, is it really the right thing, and I’m about to find out when I step back into territory. I took the things that I had been teaching for many many years and I applied them. Probably the single biggest factor in my quick success is developing relationships. Relationships with people that were already successful.

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Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:

I think lastly and most important is what I call self reflection and analysis. I spend a lot of time trying to look at what I do everyday and make sure that what I’m doing is the most efficient and most effective thing I can be doing. I think by nature we get into just a process and a routine, and sometimes routines can be very good and they’re very important in our business, but sometimes we don’t want to shake up the routine. We just kind of go about doing the things that we do every single day. Some of those things are intentional, and some of those things are unintentional. We develop our day because our kids go to school at a certain time so we have to drop them off at school and we do this and we do that. So, I really spend a lot of time looking back and trying to assess the choices I’m making and especially what is taking up the majority of my time. Especially my non-selling time. When I look back and I reflect and I try to do an analysis it’s: ‘What am I spending time doing that’s not helping me grow my sales or not making me money?’ and how can I eliminate that or at least reduce the amount of time I’m doing those things.

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Clip from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:

Hard work. All the techniques, and all the strategies, and all the different things we can implement in our business. If we don’t work hard. If we don’t do the road work, and we don’t put in the hours we’re not going to see success. I once saw Sugar Ray Leonard speak. What I took away from that was he just talked about road work. No matter how good he was at boxing, he still had to run the miles, he still had to spar, he still had to do every single little thing every day. So he knew he would be prepared for the fight. First and foremost, that hard work – there’s nothing that you can substitute that for

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Clip from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde:

I believe that there’s going to be a lot of days where I don’t feel like it. As we constantly say within Tony’s organization: negotiate with your mind. Your mind wants to keep you exactly where you’re at, and so as soon as you hear that voice that’s telling you to stay somewhere. That’s a two million year old brain that’s conditioned you for survival. Not about progress, not about evolution. I mean we’re all evolving, but really when you hear that voice. That voice of reason will keep you stuck. I think that it has to be beyond motivation. It has to be conditioning. When you look at the best athletes. They’re well conditioned. When you look at the best thinkers in my opinion. They’ve conditioned their mind. There’s some way that they think. There’s some conditioning process and they’re training never stops. I will choose discipline and training over motivation everyday. Yes, you do need to have a vision and the vision is part of what motivates you. But motivation says that I need to rely on my feelings. Where discipline says: Screw my feelings!

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