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.
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