I’ve got an idea, and I always try to create something in our Sales Success Community. This is a free resource for listeners of the show. All they have to do is go to Top1.fm and put in their email address and they’ll get an invite to the community OR in the US you can text ‘Top1′ to 444999 and get access to that community. What I think we’re going to do now is we’re going to end the official episode in just a moment. Christina I want to keep talking a little bit more about women in sales. There’s something about this and I want to get your perspectives on some of these things. So if that’s something that you have an interest in listening to. Come join us in the Sales Success Community, and come listen to that conversation. Thanks so much for listening. Again, Top1.fm or text ‘top1’ to 444999. Christina thanks so much!
I would say just don’t give up and keep going. There’s always gonna be a challenge. There’s always gonna be days that are tough, but don’t look at that. Look at the days that are positive, and look at where you were yesterday and how you can be better. Know that no matter what obstacle comes in your way. No matter how busy you are, even as a mom you’re super super busy. That’s my number one thing. I want to be the best for myself, but also for my children. I want them to see what I can do and how well I’m doing it so they have someone to look up to. So just be motivated and keep going and just don’t give up.
I think number one if you’re thinking about making a switch, a career change into sales. First of all make sure that you join a company that you believe in. Research the products. Because I think that if you are selling something you don’t believe in, you’re not going to do a good job. And I think that that is the number one thing that I looked at. I wanted to make sure I believed in the products
My style is, I really go in there, my first thing is to just build rapport. Let me back up, before I do that I sit in my car and look at the data that we talked about earlier and what I’m looking at for the different providers. But then when I go in there I just start with that rapport and asking them how their day’s going before I even dive into our products. Then I kind of go into our products and the features and benefits that are beneficial for those doctors. Making sure I don’t forget to probe and ask a lot of why questions. I actually went through a phase two training recently and they said that the successful sales rep actually talks less than fifty percent of the time. Because really what you want to do is ask these questions and have the doctors more engaged in asking you questions about your products. That’s when you know they’re really interested and engaged in what you’re doing. That’s a lot of it is asking questions. Being able to answer any questions they have and getting right down to why our product is the best and can you write it for us, and having that close there. And then leaving with notes to take and where I’m going to start the next time I come in.
I chose to get away from those scenarios because I wanted to be better than what I grew up. I wanted to be a better person than what I was around, and I wanted my children to have a better childhood than I had. I wanted to be successful and I knew I could. That’s why for me being #1 was my goal because I wanted to be the best because I knew I could. No matter what I’ve gone through in my entire life I’v conquered it all. I got through it and I became the best and that’s what I want other people to know and be aware that no matter what their situation is. No matter how tough it is. You can get through it, and you can do whatever you put your mind to and you can be the best. Nothing can hold you back… I think it’s being that inspiration, but I think it’s also probably proving it to myself. I want to be better than what anybody ever thought I could be, but I also want to be better than I ever thought I could be for myself.
First she gets her kids up, dressed and fed. Then it’s off to her storage unit for the sales collateral and samples she’ll need for the day. From there she’ll follow the routing that she worked on over the weekend on Sunday. Lunch gets scheduled the day before and she’ll take notes on everything she needs to remember for the next time she comes to visit an office including any issues with insurance or pharmacies and other ways she can be a resource. She takes her time in each office making a total office call. Captures here Aha moments, and on a typical day she’ll call on about 10 offices and 3 pharmacies.
One of those are thank you cards. Just thanking them. Thank you for allowing me to come in and bring you information for our products, and I hope that we can make prenate mini your number one prenatal vitamin to go to. Not really putting any specific information in there, but just making sure he’s aware it’s from me an thank you for your business or I look forward to working with you. You know I think that nowadays with technology and the way the world has evolved. Thank you cards have kind of gone away. I think that having that personable aspect and bringing that into the office I think’s been really helpful. Because they think ‘wow, she actually cares. she wrote me a card.’
Definitely don’t give up and always try something new but be very pleasant. You know what I mean? Don’t be that pushy sales rep. Be that person that lights up the room when you walk in there, and try to have something new for them. Something that would be beneficial to them to their practice as well as to the patient.
I think that it takes persistence. I know I keep using that word, but to be number one at Avion it’s just do not give up. Be better than… My husband tells me all the time: You’re in the running for President’s Club, isn’t that good enough? and I said No. I want to be #1, and I’m not competing against anyone else, I’m competing against myself. I think it’s the nurse inside of me. When you work as a nurse your goals is to take care of patients and make sure you’re giving them the best possible care ever. So to me it’s the same thing in sales. I want to give the best possible care for myself as a sales rep and be the best and be number one. But also be a resource. I love to help people. It’s in my heart. It’s always been a part of me and I think being number one opens that up as well because I can help others grow and get to the same place that I’ve been able to grow in a year.
Number three is to treat everyone with respect, and basically what I mean by that is make a total office call. My background, I am a registered nurse. I have been in the medical field for twelve years. My first sales job has been with Avion Pharmaceuticals, and my husband makes fun of me because he’s in sales as well and we’ve done lunches together. But when I go to a lunch, when I go to an office I treat every single person like they are the provider. It doesn’t matter if they’re at the front desk. If they are cleaning the bathrooms. If they’re the nursing assistant, the lab tech, the provider. Whoever it is. I talk to every single person and I make them feel special. I don’t want to be that pushy sales rep that’s just there for one reason. I want to be there to make a difference. I want to be there to make them feel good and I want to be there to be a resource. To educate them. My job is to help educate the nursing staff and the providers so that those patients can have the best care possible and the best products possible. But I think that starts with just making sure that I treat every single person in that office with respect, including those patients that come in.