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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More clips from Episode 18 featuring Top Medical Device Sales Consultant – Robbie Siegel of Medline:
“First and foremost, the hard work — there’s nothing that you can substitute that for.”
On self reflection and analysis
From VP of Sales to #1 individual contributor: The single biggest factor is developing relationships
How Robbie makes his family the priority while still producing the best sales result in the company
Habits and Rituals: “The Power of Full Engagement” by Tony Schwartz
“I know that if I’m better in that part of my live. I’ll be better for all of my customers”
Do what’s best for the customer – you might lose some battles, but you’ll win the war
Robbie on the lost art of closing