Actually most people want to be told what to do, believe it or not. This is probably, and this isn’t scientifically backed Scott, so maybe I’m wrong on this but. It’s belief that actually most people want to be told this is the way that it works and here’s the steps to do it and here’s when we’re going to get on a phone call next. So when I’m talking to people I have absolute control of the process because I actually fundamentally believe people want to be told what to do.
Clip: Kyle Gutzler “Surround yourself with people of influence and people that bring you up”
I think honestly the biggest thing is continuing to surround yourself with people of influence and people that bring you up. I’ve made both an intentional effort to try to surround myself with people that bring the best out of me. While also kind of removing the people that are toxic in my life. The ones that if I was going through a tough season would almost feed into that in a negative way. So I would say the relationships piece is probably the biggest aspect of that.
Clip: Kyle Gutzler – Sales quotas should not be thought of as a destination
I think for sales people honestly quotas do a little bit of a disservice. Because I think the way that people view a quota is it’s almost like a destination, and personally for me in my sales career I’ve seen a lot of people once they hit their quota then they kind of start to coast. I’ve noticed for me, if I can continue to accelerate and continue to work off of momentum. If I’ve sold some deals and I’ve hit my quota there’s really an opportunity for you to take off in maybe the second half of your month or the second half of your quarter. So for me it’s always been about ignoring what other people have done at my company and what other people have identified as what’s possible as far as targets that you can hit. How many deals you can close within a given month. The size of the deals that you close. The total volume of sales over the course of a month, and I outlined it in my article, but I think because of that mindset I was able to set a couple of records for our company. Both by selling the most amount of units for our segment within a given month, and then the most dollar amount. So basically sales dollars over the course of a month as well.
Clip: Kyle Gutzler – You build self confidence as a sales person with repetition
A lot of that has to do with self confidence. The way I was able to become more self confident as a sales person I would say one of the main things is just repetition. I almost compare it to like if you were going to the gym. It’s something that you constantly have to work on. You’re going to see results if you’re in the gym more often and consistently. So with my sales process I just really tried to jam repetition. Do as many calls as possible and really live in that moment as much as possible. So I ultimately became more confident as a sales person.
Clip: Robbie Siegel – Top Medical Device Sales Rep on The Lost Art of Closing
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.
Clip: Robbie Siegel – Medical Device Sales – Genuinely doing what’s in the best interest of your customers
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.
Clip: Robbie Siegel – Top Medical Device Sales Consultant “if I’m better in that part of my life, I’ll be better for all of my customers”
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.
Clip: Robbie Siegel discusses habits and routines “The Power of Full Engagement” by Tony Schwartz
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…
Clip: Top Medical Device Sales Rep Robbie Siegel makes his family a priority while still producing the best sales result at Medline
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.
Clip: Robbie Siegel went from VP of Sales to #1 individual contributor at Medline
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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