When Selling In The Medical Environment, Get Down To Business
A busy doctors office, critical care unit, or administration department is not the place for casual conversation. Medical professionals are busy people and they don’t take well to salespeople who schedule time or “pop-in” to talk about the football game on Sunday.
When you’re there for a sales call, get down to business — politely, but quickly. The most valuable time in most medical device reps lives is when they are face-to-face with a customer. Use this time to execute the call plan that you prepared in advance (you did prepare in advance, right?).
ONce you have received a commitment from the customer to use, try, or support your product, or you have gotten their commitment to move to the next step of the sale — then you can banter about non-professional subjects like golf and food. But don’t waste that valuable time until you have used it to meet the goals for your sales plan.
