Selling Season
Scott Adams
Its hard to believe we are already in August and on the cusp of kids going back to school and the doctor. Each year we go in to these last few months knowing it’s selling season, because more doctor visits equal more table paper, more gloves, more strep tests, etc. While these products are typically givens and those sales will come in simply due to the visits, we decided August was the perfect month to do a story on selling equipment.
Mark Thill spoke with three individuals on selling equipment in a consolidated health system world. Here is one of the highlights of the article:
Though consolidation and centralization may be good for providers, they can present challenges for non-acute reps, particularly those used to selling to small or independent practices.
But successful reps have discovered ways – some of them time-tested, others specially suited for a consolidating marketplace – to sell in such an environment. They include:
- Identifying the decision-makers.
- Carefully listening to the customer and understanding their priorities.
- Demonstrating value after the sale, such as in delivery and setup.
- Working in tandem with manufacturers, who are, after all, the product experts.
- Serving as a credible, accessible resource of information and products on an ongoing basis.
Whether you’re a rookie or seasoned veteran, please take the time to read this article, because it’s selling season once again, and all your manufacturer counterparts have quotas to meet, your practices need the latest equipment and their patients deserve the best care available.
On a separate note, I wanted to thank the sales reps and the sponsors for attending each of our Rep Mixers last month. This year we went from 2 events to 4, and to date, we have had over 100 reps at the mixers representing over 15 different distributors; including each of the Nationals. The next mixer will be held in Atlanta at Sweetwater on November 1, so stay tuned for how to RSVP.
Dedicated to the industry,
Scott Adams