Develop Your Swagger
Scott Adams
The best distributor reps I went on calls with always had swagger. Not arrogance or rudeness like a door-to-door salesman, but an air of confidence. No matter what the setting was, these reps walked into every facility with the mentality that they were there to help the organization. These reps knew without a doubt that what they were doing mattered.
Reps today have so much coming at them from so many angles that it seems easy to stumble.
Just to name a few of today’s distractions/opportunities:
- ACA
- MACRA
- HEDIS
- EMR
- Consolidation
- Corporate Initiatives
- Amazon
The list could go on and on, but the reality is all of these topics are opportunities to get your swagger back.
At the end of the day, no one knows these practices better than you. No one cares about the people in these practices more than you. It’s time to get your swagger back and start believing in the fact that what you do matters to every practice and patient in your territory. You have the ability to invest in the lives of our nation’s caregivers and help them provide better quality outcomes. Never forget how important that is to everyone in this country.
As we head into selling season, it’s time to put a little pep back in your step and walk in to your practices, health systems, Post-Acute facilities, and ASCs with your head held high and the confidence you are there to improve healthcare in the United States.
My challenge to you this month is to pick a product – preferably one advertised in this issue – and go sell it to your accounts. Don’t sell exclusively on feature and benefits. Instead, take one of the topics above and show how this product helps improve quality measures and better patient outcomes.
Content selling is how you harness your swagger back!
Dedicated to Distribution,
R. Scott Adams