May 14, 2025- You don’t need me to tell you the world’s a little weird right now. Between trade wars, tariffs, shipping delays, cost spikes, and buyers who act like you’re personally responsible for it all, medical sales reps could be forgiven for waking up every day and muttering, “Really? What now?” But here’s the truth: chaos is the best thing that can happen to a great salesperson.
Why?
Because when the market gets confusing, buyers don’t want vendors. They want guides. They want calm, confident, well-prepared pros who can bring clarity, stability and maybe even a little hope to the madness. In short, they want YOU – if you’re ready to step up.
So, let’s unpack how the best reps not only survive during turmoil … they become indispensable.
1. The best reps sell stability
When prices shift and availability changes weekly, your product sheet isn’t what gets you in the door.
Your poise does. Your insight does. Your calm does.
You become the voice of reason in an unreasonable world. The rep who says, “Hey, I know it’s wild out there, but here’s what we’re seeing across the board, and here’s how we’re helping others navigate it.”
You don’t need all the answers. You need better questions, and a plan that shows your client you’re not running from the storm – you’re walking them through it.
Continue Reading in the latest issue of Repertoire Magazine.