June 2010 Blog Posts (6)

How often have you considered the effects of fear from the customer’s point of view? If you have not, then you’re missing sales because of it.



Many customers harbor fear in the sales process and it’s our job to overcome it. Before we can do that, however, we must fully understand what fears our customers have and why they have them.



Imagine for a moment that you’re a physician. You have, at the very least, someone’s health in your hands, and possibly their…

Kill the snake of doubt in your soul, crush the worms of fear in your heart, and mountains will move out of your way.

- Kate Seredy





We’ve all been there. You get ready to walk into a call and you realize your palms are sweaty… and your eye is twitching. That little voice in your head starts to whisper: “maybe this is not the best time. I’ll just swing back through another afternoon.”



What? You’ve never been there? Come…

I often hear, “I wrote a great resume, but I get few responses to it”, or worse, “I paid a huge chunk of money for someone else to write my resume and I still am not getting any action”. When I ask to have the “non-responsive” resume sent to me for review and I find there are no inherent career problems with it (excessive job hopping every year or applying to jobs that are not related to work experience), often the problem rests with the resume formatting and…

Several years ago my wife and I owned two dogs, Lindy and Kirby. We got both of them from a local pound. For the first few years I thought their only talent in life was making my backyard look like a bombing range, as they were expert diggers. Over time, however, I discovered they were actually teaching me the deeper secrets only expert sales professionals knew.



Lindy and Kirby lived in our backyard, along with many local squirrels. The squirrels visited…

Have you considered how the words we speak during our presentations create images, prompt thoughts or solicit responses from the person we interact with? Of course you have! That is specifically what we are trying to accomplish, is it not? We know there is a complex thought process going on within the mind of our listener and we, as sales professionals, are entirely focused on directly influencing it.



In order to do that effectively we must not let…

I see many resume's that will say "will move anywhere for work". Rarely do hiring companies offer relocation money for Medical Sales Positions or even Medical Sales Management levels for outside hires. Most companies want to hire their talent understanding the geography and most importantly, having existing customer relationships in the territory.

In addition, regardless of your…